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Turn an effective sales force into one that is truly outstanding.
Drawing on two decades of consulting with leading sales organizations, sales leadership expert Lisa Earle McLeod reveals how a Noble Sales Purpose (NSP) can drive a team to outstanding sales numbers. Using hard data and compelling field stories, Selling with Purpose explains why salespeople who understand earnestly how they make a difference to customers outperform their more quota-driven counterparts. This book shows executives, managers, and aspiring sales leaders how to find your NSP and create a sales force of True Believers who drive revenue and do work that makes them proud.
��� *��� Explains why sales organizations with a clearly stated Noble Sales Purpose (NSP) dramatically outperform sales organizations driven by numbers alone
��� *��� Details how to find your NSP using a simple three-part formula
��� *��� Shares how to use NSP to make your salespeople more assertive, focused, and profitable
In an era where most organizations believe that money is the only way to motivate salespeople, Selling With Purpose offers a sustainable and exciting alternative.
- Sales Rank: #377021 in eBooks
- Published on: 2012-11-21
- Released on: 2012-11-21
- Format: Kindle eBook
From the Inside Flap
Using hard data and compelling field stories, Selling with Noble Purpose explains why salespeople who genuinely understand how they can make a difference for customers consistently outsell their more quota-driven counterparts. Drawing on two decades of consulting with leading sales organizations, sales leadership expert Lisa Earle McLeod reveals 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 NSP and create a sales force of True Believers who drive revenue and do work that makes them proud. In Selling with Noble Purpose, you'll learn:
- Why sales organizations with a clearly stated NSP dramatically outperform sales organizations driven by numbers alone
- How to find your NSP using a simple three-part formula
- How to use NSP to make your salespeople more assertive, focused, and profitable
- How sales managers unknowingly sabotage NSP
- The magic question sales managers can use to get even mediocre people thinking like top-tier performers
- Why 90 percent of traditional sales training programs are forgotten within a week and why NSP training sticks with salespeople forever
In an era where most organizations believe that money is the only way to motivate salespeople, Selling with Noble Purpose offers a sustainable and exciting alternative.
From the Back Cover
"If you sell based on a deep mission and purpose, revenue will follow. As Lisa Earle McLeod explains in this remarkable book, you have to start with how to change another life . . . then work back from that purpose."
—TOM RATH, bestselling author of StrengthsFinder 2.0
Most people believe that money is the primary motivator for top salespeople and that doing good by the world runs a distant second. That belief is wrong.
A single interview with a top-performing biotech salesperson led sales leadership consultant Lisa Earle McLeod on a six-year quest to undercover what goes on inside the minds of top-performing salespeople and how leaders can replicate that mindset across their organizations.
McLeod discovered that salespeople who sold with noble purpose—who truly wanted to make a difference to customers—consistently outsold salespeople who were focused on sales goals and money. More than 10,000 hours in the field with top sales performers from organizations like Apple, Kimberly-Clark, and Merck revealed that a Noble Sales Purpose (NSP) is the difference between a sales force that's merely effective and one that's truly outstanding.
Selling with Noble Purpose shows you how to ignite the True Believer that lurks in the heart of every salesperson. Because as much as salespeople want to make money, they also want to make a difference.
About the Author
LISA EARLE McLEOD is a sales leadership consultant who has worked with clients like Apple, Kimberly-Clark, and Pfizer to create passionate, purpose-driven sales organizations. A sought-after keynote speaker, McLeod has spent over 10,000 hours coaching salespeople and leaders and has conducted over 500 workshops and keynotes. McLeod writes leadership commentary for Forbes.com and has been quoted in major news outlets such as Fortune, the New York Times, and the Wall Street Journal. She has also appeared on the Today show and NBC Nightly News.
Most helpful customer reviews
0 of 0 people found the following review helpful.
Define your NSP now!
By Oscar D. Gil Garagarza
The way I became a fan of Lisa was backwards from the way I usually become a fan of any writter. Usually, I hear about a book, read its reviews, buy the book, read the book, become a fan, and follow the author and her work. By the time I got Lisa's book in my hands for the first time, I had already had a very interesting two hour conversation with her, I had somebody take a picture of me with her, listened to her lecture, and gotten my copy of the book autographed by her. By then, I was already a fan, and I hadn't even read her book yet. So with great anticipation, I rewrote my "books to read" list, pushed the first 3 down the list, squeezed Selling With Noble Purpose in the top slot, and started to read it right away.
I wasn't disappointed at all. The book explains that sales people that have a nobler purpose other than just make money, usually do better, and even make more money, than those who don't. That nobler purpose could be saving lives, helping others to be more productive, or simply caring for your customer more than you care about making the sale. She calls it Noble Selling Purpose, or NSP.
She tells detailed stories about succesful sales people that have their own NSPs, and gives detailed instructions on how to write, build and practice you own NSP. This books serves well for people who want to discover their own NSP, as well as for managers and corporations that want to define an NSP for their sales force.
As Daniel Pink sugested in his book Selling is Human, and Darren Hardy repeatedly talked about in his editorials in Success Magazine, like it or not, we are all in sales. So even if you job title does not say "Sales", you are constantly trying to explain about your point of view, trying to convinve others, and selling yourself. Children try many different methods to convince their parents to have their way, and even parents have to explain to their children why they won't. You are constantly selling yourself, if not any other product or service. And I agree with Lisa, that you would be better off having a nobler porpuse other than getting your way when you do.
I highly recomend this book to everyone, and can't wait to read Lisa's next book, Leading With Noble Purpose.
2 of 2 people found the following review helpful.
A MUST READ business book! Highly recommended.
By Amy McCready
McLeod's "Selling with Noble Purpose" is a practical guide for transforming your sales organization from one focused on "making the numbers" to one that is ON FIRE! Through relevant examples and a sustainable process, McLeod demonstrates how noble purpose can improve customer satisfaction, employee motivation and your bottom line. Whether your company sells paper clips or heart-lung machines, every organization can improve its key metrics by selling with noble purpose! A must read!
0 of 0 people found the following review helpful.
Personal development boosts my self confidence .
By Deborah L.
Personal development is key to success and this is a great book for setting and achieving your goals.
See all 37 customer reviews...
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