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
Table of contents
- Cover
- Introduction
-
PART 1: Sales: A Noble Profession?
- CHAPTER 1: The Great Sales Disconnect
-
CHAPTER 2: How a Noble Sales Purpose (NSP) Changes Your Brain
- Customer Centricity Is Not Enough
- The Two Big Human Needs: Belonging and Significance
- A 10‐Degree Shift Can Change Your Direction
- You Don't Have to Create World Peace
- Why Mission and Vision Aren't Enough
- Preventing Your Personal Wells Fargo
- Surrogation: When the Metric of the Strategy Takes the Place of the Strategy
- How NSP Drives Shareholder Value
- Shareholders vs. Stakeholders
- 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
-
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)
- Conclusion: Life on Purpose
- APPENDIX A: Techniques and Tools
- APPENDIX B: Glossary
- APPENDIX C: Frequently Asked Questions
- Acknowledgments
- About the Authors
- Index
- End User License Agreement
Product information
- Title: Selling With Noble Purpose, 2nd Edition
- Author(s):
- Release date: September 2020
- Publisher(s): Wiley
- ISBN: 9781119700883
You might also like
book
5-Minute Selling
WALL STREET JOURNAL BESTSELLER Add 50% to 100% to Your Sales—In 5 Minutes Per Day 5-Minute …
book
Sell with a Story
Despite all the high-tech tools available to salespeople, the most personal method still works best. Storytelling …
book
Brilliant Selling, 3rd Edition
Jeremy Cassell has worked as a freelance trainer for 12 years. Before that he was National …
book
Innovative Selling
Innovative Selling is a unique book for corporate sales professionals and their sales leaders about how …