TY  - BOOK
AU  - McLeod, Lisa Earle
TI  - Selling with noble purpose: how to drive revenue and do work that makes you proud
SN  - 9781119700883
U1  - 658.85 
PY  - 2020///
CY  - New Jersey
PB  - John Wiley & Sons, Inc.
KW  - Sales presentations
KW  - Sales promotion
KW  - Business
N1  - TABLE OF CONTENTS
Introduction xv

Part 1 Sales: A Noble Profession? 1

Chapter 1 The Great Sales Disconnect 3

Chapter 2 How a Noble Sales Purpose (NSP) Changes Your Brain 17

Chapter 3 Why Profit 5s Not a Purpose 41

Chapter 4 Where Passion Falls Short 51

Chapter 5 The Leadership Question That Changes Everything 59

Part 2 Naming and Claiming Your Noble Sales Purpose 73

Chapter 6 Crafting Your Noble Sales Purpose 75

Chapter 7 Why Specificity is Sexy 83

Chapter 8 The Stories That Make Your NSP Stick 93

Chapter 9 Why Seemingly Sane People Resist Noble Purpose 107

Part 3 Activating Your Purpose With Customers 119

Chapter 10 Making Your NSP More Than a Tagline 121

Chapter 11 The Customer Intelligence You Didn’t Know You Needed 135

Chapter 12 Three Places Where Differentiation Goes to Die 149

Chapter 13 The Dirty Little Secret About Sales Training 161

Chapter 14 Using Technology to Humanize Customers 173

Chapter 15 How Fear Flatlines a Sales Team 179

Part 4 Creating a Tribe of True Believers 193

Chapter 16 Sustaining the “High” of the Close 195

Chapter 17 Sales Meetings That Inspire Action (from Everyone) 201

Chapter 18 Noble Purpose Sales Coaching 209

Chapter 19 Training Your Frontline to Be Noble Purpose Sellers 215

Chapter 20 Incentivizing Purpose 225

Chapter 21 Winning Top Talent 237

Chapter 22 How to Keep Your NSP from Dying in Accounting 245

Chapter 23 Build a Noble Purpose Culture (and Have More Fun at Work) 255

Conclusion: Life on Purpose 263

Appendix A Techniques and Tools 269

Appendix B Glossary 277

Appendix C Frequently Asked Questions 281

Acknowledgments 285

About the Authors 287

Index 289
N2  - 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.

ER  -