Selling With Noble Purpose

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