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