book

Selling With Noble Purpose, 2nd Edition

by Lisa Earle McLeod, Elizabeth Lotardo

September 2020

Beginner to intermediate

336 pages

7h 23m

English

Wiley

Audiobook available

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What Is Selling with Noble Purpose?The Curbside Conversation Where Selling with Noble Purpose Was BornHow Noble Purpose Plays OutThe Changing Face of BusinessNote
What Lack of Purpose Costs a Sales ForceReframing the Sales ProfessionWhat's Gained from Approaching Sales with PurposeWhy Selling with Noble Purpose Becomes Self‐ReinforcingWhat This Book Can Do For You
Customer Centricity Is Not EnoughThe Two Big Human Needs: Belonging and SignificanceA 10‐Degree Shift Can Change Your DirectionYou Don't Have to Create World PeaceWhy Mission and Vision Aren't EnoughPreventing Your Personal Wells FargoSurrogation: When the Metric of the Strategy Takes the Place of the StrategyHow NSP Drives Shareholder ValueShareholders vs. Stakeholders
Why Leaders (Unintentionally) Overemphasize ProfitThe 6 Ps: Putting Profit into PerspectiveHow NSP Drives InnovationNumbers Provide False Certainty
The Power of Being SteadfastManagers Are the Front Line Belief‐Builders
How Words Create WorldsHow NSP Helps You Close Bigger DealsA Sample NSP Coaching SessionMarketingProduct DevelopmentSales Engagement and Support
Discovery Question #1: How Do You Make a Difference to Your Customers?Discovery Question #2: How Are You Different From Competitors?Discovery Question #3: On Your Best Day, What Do You Love About Your Job?Create Your NSP

Choose a Big Enough LaneHow to Avoid the Bookcase Problem
Build Belief: Create Sticky StoriesA Memorable Customer Impact StorySticky Stories Create MeaningThe Formula for Sticky StoriesJumpstart Purpose with Customer Impact Stories
Set the CEO Up for SuccessBe Intentional with Your Early SupportersHow to Deal with the Eeyores (If You Must)Restoring Nobility to the Sales ProfessionSkip the “Aha! I Was Wrong” Moment
Creating a Differentiated, Purpose‐Fueled Sales ExperienceInteraction vs. InfomercialDeep Schemas Drive EngagementAvoiding the Data Dump in DemosActivation vs. Proclamation
The Five Categories of Critical Customer InformationHow Information Improves Your Win RateQuestioning with Purpose
Call OpeningsPresentations and Proposals That Generate UrgencyKeeping Your Purpose Alive in NegotiationsGo Beyond Normal
Sales Training Addresses the Symptoms, Not the CauseTwo Distinct Mental Abilities of Top PerformersHow Sitting with Uncertainty Reduces ObjectionsYour Customers Are Mind Readers Whether They Realize It or NotThe 10‐Second Game-Changer
How Your CRM Affects Sales CallsWhy Computer Screens Are More Powerful Than Sales Managers
Why Fear Causes Salespeople to FailDon't Take Your Lizard Brain on Sales CallsAn Eye‐Opening Lesson in Fear‐Based LeadershipThe Ripple Effect of FearWhy Shared Commitment Gives You CourageHow to Conquer Fear When You're Broke
“Kill the Competition” Is Not a Rallying CryHow to Keep the Serotonin FlowingGratitude: The Gateway Drug to Happiness
Why Traditional Meetings Can Unintentionally Erode MoraleSmall Shift, Big Impact
Before the Sales CallDuring the Sales CallAfter the Sales Call
Learning vs. LecturingSelf‐Discovery Experiential Training Is StickierWhy Maria Montessori Would Have Been a Great Sales Trainer
What the Marshmallow Experiment Tells Us About Sales IncentivesHit Your Goals with MomentumWhy the Winner‐Takes‐All Model Fails MidyearReward the Right BehaviorsGiving Everyone a Trophy Is Not the AnswerWhy Public Recognition Is PowerfulNine Ways to Incentivize Your Purpose
Join Us If You Want Make a DifferenceOnboarding Should Get People More Excited, Not Less Excited
How Overattachment Costs You MoneyWhy Silos Turn Into Turf WarsThe Cost of OveremphasisHow to Bring the Customer's Voice into the Room
Cascading MeaningNoble Purpose Culture‐Builders
The Second‐Most‐Important Person in the WorldMaking the Mundane MeaningfulYour Self‐Story Becomes Your Life Story
Implementing Noble Purpose in Your OrganizationThe Three Discovery QuestionsCustomer Impact StoriesThe Five Categories of Critical Customer InformationThe You‐Me‐You Call OpeningThe 10‐Second Game‐ChangerThe Game‐Changing QuestionThe Six CEO Moments of Purpose

Overview

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.