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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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Contents

Introduction: What Is Selling with Noble Purpose?

Part I: Why Noble Sales Purpose Matters and Where to Find Yours

Chapter 1: The Great Sales Disconnect

What Lack of Purpose Costs a Sales Force

Why NSP Makes You Money

What’s Gained from Approaching Sales with NSP

How to Use This Book

Reframing the Sales Profession

Chapter 2: Why Noble Sales Purpose Works

The Two Big Human Needs: Connection and Meaning

10 Sample NSPs

Why Mission and Vision Aren’t Enough

The Google Sales Reframe

Now NSP Drives Shareholder Value

Shareholders versus Stakeholders

Chapter 3: Why Profit Is Not a Purpose

How Overemphasizing Profit Erodes Your Bottom Line

The 6 Ps: Putting Profit into Perspective

How NSP Prompts Better Questions

Chapter 4: The Sales Manager Question That Changes Everything

Why Sales Managers Matter

How NSP Helps You Close Bigger Deals

A Sample NSP Coaching Session

Chapter 5: How to Create Your Own Noble Sales Purpose

Part 1: How Do You Make a Difference to Your Customers?

Part 2: How Are You Different from Competitors?

Part 3: On Your Best Day, What Do You Love about Your Job?

Crafting Your NSP

Part II: How to Live by Your Noble Sales Purpose

Chapter 6: How Fear Flatlines Sales Calls

The Lizard Brain

Why Shared Commitment Gives You Courage

A Lesson in Fear, Part 1

The Chilling Effect of Fear-Based Leadership

A Lesson in Fear, Part 2

Why Fear Makes You Fail

Chapter 7: The Dirty Little Secret about Sales Training

The Mindset Difference between Average and Outstanding

Five NSP Mindsets ...

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