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



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

Lisa Earle McLeod

ISBN: 978-1-118-40809-4 November 2012 256 Pages


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.

Introduction: What Is Selling with Noble Purpose? xv

Part I Why Noble Sales Purpose Matters and Where to Find Yours 1

Chapter 1 The Great Sales Disconnect 3

Chapter 2 Why Noble Sales Purpose Works 17

Chapter 3 Why Profit Is Not a Purpose 36

Chapter 4 The Sales Manager Question That Changes Everything 47

Chapter 5 How to Create Your Own Noble Sales Purpose 58

Part II How to Live by Your Noble Sales Purpose 65

Chapter 6 How Fear Flatlines Sales Calls 67

Chapter 7 The Dirty Little Secret about Sales Training 81

Chapter 8 Creating a Powerful Sales Narrative without Sanitizing Your Stories 102

Chapter 9 How Sales Coaching Drives Better Customer Intelligence 114

Chapter 10 How to Keep Your Sales Force from Being Sabotaged by Your CRM 126

Chapter 11 The Trojan Horse: Using Case Studies to Grab New Markets 132

Chapter 12 How to Keep Your Noble Sales Purpose from Being a Mere Tagline 137

Chapter 13 Using Purpose to Eliminate Turf Wars and Silos 151

Chapter 14 How to Keep Internal Projects from Sucking the Soul Out of Your Sales Force 163

Chapter 15 Reframe Your Team’s Internal Talk Track with One Pivotal Behavior 173

Part III A Manager’s Blueprint for Creating a Noble Sales Purpose-Inspired Team of True Believers 179

Chapter 16 Lose the Boring Slides: Sales Meetings That Inspire Action 181

Chapter 17 Inspiring the Many Instead of the Few: Adding Purpose to Your Incentive Programs 186

Chapter 18 The Ultimate Litmus Test: Using Purpose in Interviews to Eliminate Nonperformers 189

Chapter 19 Using Nobel Sales Purpose to Demonstrate Value in Proposals and Presentations 192

Chapter 20 Acronyms Are Not Enough: Breathing New Life into Sales Training 196

Chapter 21 The Most Critical 10 Minutes: Precall and Postcall Sales Coaching 200

Chapter 22 Using Your Noble Sales Purpose in Tough Negotiations 204

Conclusion How to Use Purpose to Make the Rest of Your Life More Meaningful 209

Acknowledgments 217

About the Author 221

Index 223