Author(s): Lisa McLeod
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.
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.
Introduction: What is Selling with Noble Purpose? Part One: Why NSP Matters, and Where To Find Yours Chapter One: The Great Sales Disconnect What lack of purpose costs a sales force Why NSP makes you money What's gained from approaching sales with NSP How to use this book Reframing the sales profession Chapter Two: Why NSP Works The two big human needs Ten sample NSP's Why mission and vision aren't enough The sales reframe Shareholder value Shareholders vs. Stakeholders Chapter Three: Why Profit is not a Purpose How overemphasizing profit erodes your bottom line 6-P A new framework for business How NSP prompts better questions Chapter Four: The NSP question that changes everything Why sales managers matter How NSP helps you close bigger deals A sample NSP coaching session Coaching Conversation Part One: Revenue Coaching Conversation Part Two: NSP Chapter Five: How to create your own NSP Part One: How do you make a difference to your customers? Part Two: How are you different from competitors? Part Three: On your best day, what do you love about your job? Crafting your NSP Part Two: How to live by your NSP Chapter Six: How fear flatlines your NSP The lizard brain Why shared commitment gives you courage A lesson in fear -- Part 1 The chilling effect of fear-based leadership A lesson in fear - part 2 Why fear makes you fail Chapter Seven: Why Mindset Matters Average versus outstanding Five NSP mindsets Selling skills: Art or science? The dirty little secret about sales training NSP Mindset #1: Hold two goals in your mind at the same time. NSP Mindset #2: Sit with uncertainty NSP Mindset #3: Think customer first, product second NSP Mindset #4: Create success for everyone NSP Mindset #5: Show up with LOVE The 10 Second Game Changer: Chapter Eight: How to use NSP stories to elevate your organization's narrative Creating a new organizational narrative A case study in story telling Creating NSP stories Chapter Nine: How NSP drives better customer intelligence Five Categories of Critical Customer Information How information improves your win rate Chapter Ten: How to keep your NSP from being sabotaged your CRM How CRM effects sales calls Why screens are more powerful than sales managers Analytics vs. sales call behavior Chapter Eleven: How to use NSP case studies to grab new markets Celebrating vs. Sharing The Trojan horse of sales Chapter Twelve: How to keep NSP from being a mere tagline Mistake # 1: Assuming that sales call are commercials. Mistake # 2: Failing to flip the switch in the marketing to sales handoff Mistake #3: Creating messages for "ideal" customers instead of actual customers Mistake #4: Creating collaterals that don't match the sales cycle Marketing can't play Cyrano for sales Chapter Thirteen: How NSP can eliminate turf war and silos How silos turn into wars The cost of overemphasis Chapter Fourteen: How NSP can invigorate internal projects How Six Sigma Stripped the Soul Out of A Sales Force Through the lens of the customer Purpose as a touchstone Chapter Fifteen: How to reinforce your NSP with one pivotal behavior Eye contact Measuring your behavior Choosing your pivotal behavior Part Three: A manager's blueprint for creating an NSP-inspired sales force of true believers Chapter Sixteen : Using NSP in sales meetings Chapter Seventeen: Using NSP with incentive programs Chapter Eighteen: Using NSP in interviews Chapter Nineteen: Using NSP in presentations and proposals Chapter Twenty: Using NSP in sales training Chapter Twenty-One: Using NSP in coaching calls Chapter Twenty-Two: Using NSP in tough negotiations Conclusion: How to use purpose to make the rest of your life more meaningful