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

ISBN-13: 9781119700883 / Angielski / Twarda / 2020 / 336 str.

McLeod, Lisa Earle

Spis treści

Introduction xvPart 1 Sales: A Noble Profession? 1Chapter 1 The Great Sales Disconnect 3Chapter 2 How a Noble Sales Purpose (NSP) Changes Your Brain 17Chapter 3 Why Profit 5s Not a Purpose 41Chapter 4 Where Passion Falls Short 51Chapter 5 The Leadership Question That Changes Everything 59Part 2 Naming and Claiming Your Noble Sales Purpose 73Chapter 6 Crafting Your Noble Sales Purpose 75Chapter 7 Why Specificity is Sexy 83Chapter 8 The Stories That Make Your NSP Stick 93Chapter 9 Why Seemingly Sane People Resist Noble Purpose 107Part 3 Activating Your Purpose With Customers 119Chapter 10 Making Your NSP More Than a Tagline 121Chapter 11 The Customer Intelligence You Didn't Know You Needed 135Chapter 12 Three Places Where Differentiation Goes to Die 149Chapter 13 The Dirty Little Secret About Sales Training 161Chapter 14 Using Technology to Humanize Customers 173Chapter 15 How Fear Flatlines a Sales Team 179Part 4 Creating a Tribe of True Believers 193Chapter 16 Sustaining the "High" of the Close 195Chapter 17 Sales Meetings That Inspire Action (from Everyone) 201Chapter 18 Noble Purpose Sales Coaching 209Chapter 19 Training Your Frontline to Be Noble Purpose Sellers 215Chapter 20 Incentivizing Purpose 225Chapter 21 Winning Top Talent 237Chapter 22 How to Keep Your NSP from Dying in Accounting 245Chapter 23 Build a Noble Purpose Culture (and Have More Fun at Work) 255Conclusion: Life on Purpose 263Appendix A Techniques and Tools 269Appendix B Glossary 277Appendix C Frequently Asked Questions 281Acknowledgments 285About the Authors 287Index 289

O autorze

Lisa Earle McLeod is an advisor, consultant, and speaker, who works with senior executives and sales teams around the world. Her clients include Salesforce, LinkedIn, Roche, Dave & Busters, and Peterbilt.An expert in sales, leadership, and emotional engagement, Lisa is the author of five bestselling books. Her work has been featured in Forbes, Fortune, and The New York Times.Elizabeth Lotardo is a consultant and researcher who helps organizations drive revenue and engagement through noble purpose.??She is a popular LinkedIn Learning author, and her work has been featured in The Wall Street Journal and on NPR.