Search results for ""Author Lisa Earle McLeod""

Book SynopsisProfit doesn''t drive purpose. Purpose drives profit. We made some incorrect assumptions about work and those assumptions are killing us. We allowed a narrative that is solely about earnings to replace what we know to be true about human motivation. Human beings are hardwired to seek purpose, but according to data, most people don''t feel a sense of purpose in their work. Work has become a grind, an endless series of tasks that lack meaning. Building upon her bestseller Selling with Noble Purpose, leadership expert Lisa Earle McLeod tackles the employee engagement crisis by showing leaders how to put workplace meaning front and center. McLeod, whose clients include organizations like Google, Hootsuite, and Roche, asserts that many organizations are unconsciously squandering their greatest assettheir people''s passion. By putting profit before purpose, organizations eroded the very thing that makes a business great. The narrative of profit, earnings, and bonuseTable of ContentsIntroduction: Why Work Matters ix Part I The Noble Purpose Leader 1 Chapter 1 Profit is Not a Purpose 3 Chapter 2 Are You Telling a Money Story or a Meaning Story? 21 Chapter 3 How Metrics Drive Mediocrity 35 Chapter 4 Go Beyond the Numbers 47 Chapter 5 Make Your Customers Human 55 Chapter 6 Dare to Be Different 67 Chapter 7 Be Brutal about Airtime 77 Chapter 8 Create Your Purpose Framework 93 Chapter 9 Be For, Rather Than Against 103 Chapter 10 Don’t Confuse Culture with Collateral 109 Chapter 11 Take “Yes, But” Off the Table 127 Chapter 12 The Folly of Internal Customers 135 Chapter 13 Name Your Noble Sales Purpose 147 Chapter 14 How to Keep Purpose from Being Hijacked 155 Chapter 15 Why Your Backstory Matters 163 Chapter 16 Give Yourself Space to Say No 175 Chapter 17 Believe in the Dignity of Your Business 185 Chapter 18 The DNA of a Noble Purpose Leader 195 Part II Implementation Guide for Noble Purpose Leaders 201 Chapter 19 Claim Your Noble Purpose 203 Chapter 20 Prove Your Noble Purpose 207 Chapter 21 Launch Your Noble Purpose 211 Chapter 22 Operationalize Your Noble Purpose 217 Chapter 23 Embed Your Noble Purpose 223 Acknowledgments 227 Index 229

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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

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