Selling With Noble Purpose

Selling With Noble Purpose
ePUB
  • eBook:
    Selling With Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud, 2nd Edition
  • Author:
    Lisa Earle McLeod, Elizabeth Lotardo
  • Edition:
    2 edition
  • Categories:
  • Data:
    September 9, 2020
  • ISBN:
    1119700884
  • ISBN-13:
    9781119700883
  • Language:
    English
  • Pages:
    336 pages
  • Format:
    ePUB

Book Description
Don’t let anyone tell you that you have to choose between making money and making a difference.  
Selling With Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud, 2nd Edition is an update of the acclaimed book that changed the game in sales. Using real-world data, compelling stories and psychological research, Selling With Noble Purpose explains why salespeople who genuinely understand how they can make a difference to customers outsell those who only focus on internal targets and quotas.    
Sales leadership experts McLeod and Lotardo reveal how a Noble Sales Purpose (NSP) can drive a team to outstanding sales numbers.  Whether you’re an executive, manager or aspiring sales leader, you’ll discover how to find your own Noble Sales Purpose and create a sales force of True Believers.   This new edition covers: 
  • How firms overcome ferocious competition and how you can do the same  
  • Why sales organizations with a clear NSP outperform traditional sales teams  
  • How to avoid the trap of behaving like a transactional salesperson 
  • Why well-intended leaders often unknowingly erode purpose and differentiation 
  • How to use your NSP to increase customer engagement  
  • Why an NSP gives you clarity during times of uncertainty 
In an era where organizations often believe that money is the primary way to motivate salespeople, Selling with Noble Purpose offers and exciting and sustainable alternative.  

Content

PART 1: Sales: A Noble Profession?
CHAPTER 1: The Great Sales Disconnect
CHAPTER 2: How a Noble Sales Purpose (NSP) Changes Your Brain
CHAPTER 3: Why Profit Is Not a Purpose
CHAPTER 4: Where Passion Falls Short
CHAPTER 5: The Leadership Question That Changes Everything

PART 2: Naming and Claiming Your Noble Sales Purpose
CHAPTER 6: Crafting Your Noble Sales Purpose
CHAPTER 7: Why Specificity Is Sexy
CHAPTER 8: The Stories That Make Your NSP Stick
CHAPTER 9: Why Seemingly Sane People Resist Noble Purpose

PART 3: Activating Your Purpose with Customers
CHAPTER 10: Making Your NSP More Than a Tagline
CHAPTER 11: The Customer Intelligence You Didn't Know You Needed
CHAPTER 12: Three Places Where Differentiation Goes to Die
CHAPTER 13: The Dirty Little Secret About Sales Training
CHAPTER 14: Using Technology to Humanize Customers
CHAPTER 15: How Fear Flatlines a Sales Team

PART 4: Creating a Tribe of True Believers
CHAPTER 16: Sustaining the “High” of the Close
CHAPTER 17: Sales Meetings That Inspire Action (from Everyone)
CHAPTER 18: Noble Purpose Sales Coaching
CHAPTER 19: Training Your Frontline to Be Noble Purpose Sellers
CHAPTER 20: Incentivizing Purpose
CHAPTER 21: Winning Top Talent
CHAPTER 22: How to Keep Your NSP from Dying in Accounting
CHAPTER 23: Build a Noble Purpose Culture (and Have More Fun at Work)

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