Description
Book SynopsisTable of ContentsIntroduction 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
