{"product_id":"selling-with-noble-purpose-isbn-9781119700883","title":"Selling With Noble Purpose","description":"\u003cp\u003e\u003cb\u003eDon't let anyone tell you that you have to choose between making money and making a difference.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eSelling With Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud,\u003c\/i\u003e 2nd Edition is an update of the acclaimed book that changed the game in sales. Using real-world data, compelling stories and psychological research, \u003ci\u003eSelling With Noble Purpose\u003c\/i\u003e explains why salespeople who genuinely understand how they can make a difference to customers outsell those who only focus on internal targets and quotas.\u003c\/p\u003e \u003cp\u003eSales 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:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eHow firms overcome ferocious competition and how you can do the same\u003c\/li\u003e \u003cli\u003eWhy sales organizations with a clear NSP outperform traditional sales teams\u003c\/li\u003e \u003cli\u003eHow to avoid the trap of behaving like a transactional salesperson\u003c\/li\u003e \u003cli\u003eWhy well-intended leaders often unknowingly erode purpose and differentiation\u003c\/li\u003e \u003cli\u003eHow to use your NSP to increase customer engagement\u003c\/li\u003e \u003cli\u003eWhy an NSP gives you clarity during times of uncertainty\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eIn an era where organizations often believe that money is the primary way to motivate salespeople, \u003ci\u003eSelling with Noble Purpose\u003c\/i\u003e offers and exciting and sustainable alternative.\u003c\/p\u003e \u003cp\u003eIntroduction xv\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 1 \u003c\/b\u003e\u003cb\u003eSales: A Noble Profession? 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 The Great Sales Disconnect 3\u003c\/p\u003e \u003cp\u003eChapter 2 How a Noble Sales Purpose (NSP) Changes Your Brain 17\u003c\/p\u003e \u003cp\u003eChapter 3 Why Profit 5s Not a Purpose 41\u003c\/p\u003e \u003cp\u003eChapter 4 Where Passion Falls Short 51\u003c\/p\u003e \u003cp\u003eChapter 5 The Leadership Question That Changes Everything 59\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 2 \u003c\/b\u003e\u003cb\u003eNaming and Claiming Your Noble Sales Purpose 73\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 6 Crafting Your Noble Sales Purpose 75\u003c\/p\u003e \u003cp\u003eChapter 7 Why Specificity is Sexy 83\u003c\/p\u003e \u003cp\u003eChapter 8 The Stories That Make Your NSP Stick 93\u003c\/p\u003e \u003cp\u003eChapter 9 Why Seemingly Sane People Resist Noble Purpose 107\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 3 \u003c\/b\u003e\u003cb\u003eActivating Your Purpose With Customers 119\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 10 Making Your NSP More Than a Tagline 121\u003c\/p\u003e \u003cp\u003eChapter 11 The Customer Intelligence You Didn’t Know You Needed 135\u003c\/p\u003e \u003cp\u003eChapter 12 Three Places Where Differentiation Goes to Die 149\u003c\/p\u003e \u003cp\u003eChapter 13 The Dirty Little Secret About Sales Training 161\u003c\/p\u003e \u003cp\u003eChapter 14 Using Technology to Humanize Customers 173\u003c\/p\u003e \u003cp\u003eChapter 15 How Fear Flatlines a Sales Team 179\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 4 \u003c\/b\u003e\u003cb\u003eCreating a Tribe of True Believers 193\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 16 Sustaining the “High” of the Close 195\u003c\/p\u003e \u003cp\u003eChapter 17 Sales Meetings That Inspire Action (from Everyone) 201\u003c\/p\u003e \u003cp\u003eChapter 18 Noble Purpose Sales Coaching 209\u003c\/p\u003e \u003cp\u003eChapter 19 Training Your Frontline to Be Noble Purpose Sellers 215\u003c\/p\u003e \u003cp\u003eChapter 20 Incentivizing Purpose 225\u003c\/p\u003e \u003cp\u003eChapter 21 Winning Top Talent 237\u003c\/p\u003e \u003cp\u003eChapter 22 How to Keep Your NSP from Dying in Accounting 245\u003c\/p\u003e \u003cp\u003eChapter 23 Build a Noble Purpose Culture (and Have More Fun at Work) 255\u003c\/p\u003e \u003cp\u003eConclusion: Life on Purpose 263\u003c\/p\u003e \u003cp\u003eAppendix A Techniques and Tools 269\u003c\/p\u003e \u003cp\u003eAppendix B Glossary 277\u003c\/p\u003e \u003cp\u003eAppendix C Frequently Asked Questions 281\u003c\/p\u003e \u003cp\u003eAcknowledgments 285\u003c\/p\u003e \u003cp\u003eAbout the Authors 287\u003c\/p\u003e \u003cp\u003eIndex 289\u003c\/p\u003e \u003cp\u003e\u003cb\u003eLisa Earle McLeod\u003c\/b\u003e is an advisor, consultant, and speaker, who works with senior executives and sales teams around the world. Her clients include Salesforce, LinkedIn, Roche, Dave \u0026amp; Busters, and Peterbilt.\u003cbr\u003eAn expert in sales, leadership, and emotional engagement, Lisa is the author of five bestselling books. Her work has been featured in \u003ci\u003eForbes, Fortune,\u003c\/i\u003e and \u003ci\u003eThe New York Times\u003c\/i\u003e.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eElizabeth Lotardo\u003c\/b\u003e 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 \u003ci\u003eThe Wall Street Journal\u003c\/i\u003e and on NPR.\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eDo you have a purpose? Or do you just sell stuff?\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\u003cb\u003eA new expanded edition of the bestseller that changed the game in sales\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\u003ci\u003e\"The words selling and noble are rarely seen together. 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.\"\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003eWhen author Lisa McLeod wrote those words in 2013, she launched a movement that upended long held beliefs about sales. McLeod's research reveals that sales teams with a Noble Purpose—whose primary driver is to improve customers' lives—outsell traditional sales teams focused on internal targets and quotas. \u003c\/p\u003e\u003cp\u003eIn this \u003ci\u003eSecond Edition\u003c\/i\u003e of \u003ci\u003eSelling with Noble Purpose\u003c\/i\u003e—which includes 50% new material—you'll learn firsthand how over two dozen firms used a Noble Sales Purpose (NSP) to increase revenue, drive engagement and differentiate in times of uncertainty. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eSelling with Noble Purpose\u003c\/i\u003e is both a philosophy and a system for moving beyond transactional sales. From strategic decision making to customer interactions, McLeod provides easy-to-use frameworks for elevating every sales conversation. \u003c\/p\u003e\u003cp\u003eDon't let anyone tell you that you have to choose between making money and making a difference. Purpose and profit are connected. You can have both. You deserve both. We all do.   \u003c\/p\u003e\u003cp\u003e\u003cb\u003eWhat people are saying about the power of \u003ci\u003eSelling with Noble Purpose\u003c\/i\u003e\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"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.\"\u003cbr\u003e \u003cb\u003e —Tom Rath, bestselling author\u003ci\u003e, StrengthsFinder 2.0\u003c\/i\u003e\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"Lisa McLeod is the master at helping organizations reframe their sales narrative around purpose, which boosts sales numbers and sales morale alike.\"\u003cbr\u003e \u003cb\u003e —Dan Pink, bestselling author, \u003ci\u003eDrive\u003c\/i\u003e and \u003ci\u003eTo Sell Is Human\u003c\/i\u003e\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"McLeod combines a wealth of field experience with unique insights to drive revenue.\"\u003cbr\u003e \u003cb\u003e —Dr. Marshall Goldsmith, #1 Leadership Thinker in the World (Thinkers50), Dartmouth Tuck Professor of Management Practice\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"Creating differentiation is the single biggest challenge for any sales team.??\u003ci\u003eSelling with Noble Purpose\u003c\/i\u003e??unpacks how to gain a competitive edge, win the market, and create a tribe of true believers. I loved it.\"\u003cbr\u003e \u003cb\u003e —Nancy Duarte, CEO and bestselling author\u003c\/b\u003e\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990005104869,"sku":"NP9781119700883","price":29.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119700883.jpg?v=1761786185","url":"https:\/\/k12savings.com\/products\/selling-with-noble-purpose-isbn-9781119700883","provider":"K12savings","version":"1.0","type":"link"}