Selling With Noble Purpose, 2nd Edition

APPENDIX ATechniques and Tools

The Noble Purpose Shift

Implementing Noble Purpose in Your Organization

Ready to get started implementing selling with Noble Purpose? Try approaching your game plan in four steps:

1. Name and claim your Noble Sales Purpose. Give yourself and your team a rallying cry that points your organization toward customer impact.
2. Align your ecosystem. Identify and adjust the pivotal processes and systems, making sure the ecosystem around your team points them toward the customer. This includes things like adding the five categories of critical customer information (listed shortly) in your CRM system; incentivizing long‐term, deep customer relationships; and telling client impact stories in town halls.
3. Arm your belief builders. Train your managers in telling customer impact stories, coaching with a purpose‐driven mindset, and asking the game‐changing question—“How will this customer be different as a result of doing business with us?”—in deal reviews.
4. Train your sales team. Give your sellers the tools to be successful with customers in purpose‐driven conversations, such as interactive sales aids, the “you‐me‐you” technique (described in a moment), and questions that uncover their buyers' biggest goals and challenges.

Need help? Check out the tools on our website: www.mcleodandmore.com. We also work directly with sales‐driven organizations to activate a culture ...