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Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud by Lisa Earle McLeod

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Part I

Why Noble Sales Purpose Matters and Where to Find Yours

In the end, it is impossible to have a great life unless it is a meaningful life. And it is very difficult to have a meaningful life without meaningful work.

—Jim Collins, Good to Great

Making a difference and making a living are not incompatible goals. As a sales leader, you can pursue both. If you want to be truly successful, you must pursue both.

Unfortunately, the current sales narrative of your business is very likely flawed, fatally out of sync with what really matters to salespeople and customers. As you’ll discover in Selling with Noble Purpose, there’s a widespread, unspoken problem in sales. It’s the startling gap between what organizations want salespeople to do when they’re with customers versus what most organizations really reinforce on a daily basis. But it doesn’t have to be this way.

In Part I of Selling with Noble Purpose, you’ll learn how a Noble Sales Purpose (NSP) reframes the sales narrative of your organization in a way that helps you drive revenue and do work that makes you proud. We’ll explore what an NSP is and what it’s not—and why it matters to you and your sales force.

We’ll look at how overemphasis on profit and sales quotas has eroded customer trust and sales force morale. We’ll also explore the brain science behind NSP and how it taps into two universal human needs: connection and meaning.

We’ll look at how a variety of organizations have used NSP to drive revenue and improve morale. ...

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