Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud

Introduction: What is Selling with Noble Purpose? Part One: Why NSP Matters, and Where To Find Yours Chapter One: The Great Sales Disconnect What lack of purpose costs a sales force Why NSP makes you money What's gained from approaching sales with NSP How to use this book Reframing the sales profession Chapter Two: Why NSP Works The two big human needs Ten sample NSP's Why mission and vision aren't enough The sales reframe Shareholder value Shareholders vs. Stakeholders Chapter Three: Why Profit is not a Purpose How overemphasizing profit erodes your bottom line 6-P A new framework for business How NSP prompts better questions Chapter Four: The NSP question that changes everything Why sales managers matter How NSP helps you close bigger deals A sample NSP coaching session Coaching Conversation Part One: Revenue Coaching Conversation Part Two: NSP Chapter Five: How to create your own NSP Part One: How do you make a difference to your customers? Part Two: How are you different from competitors? Part Three: On your best day, what do you love about your job? Crafting your NSP Part Two: How to live by your NSP Chapter Six: How fear flatlines your NSP The lizard brain Why shared commitment gives you courage A lesson in fear -- Part 1 The chilling effect of fear-based leadership A lesson in fear - part 2 Why fear makes you fail Chapter Seven: Why Mindset Matters Average versus outstanding Five NSP mindsets Selling skills: Art or science? The dirty little secret about sales training NSP Mindset #1: Hold two goals in your mind at the same time. NSP Mindset #2: Sit with uncertainty NSP Mindset #3: Think customer first, product second NSP Mindset #4: Create success for everyone NSP Mindset #5: Show up with LOVE The 10 Second Game Changer: Chapter Eight: How to use NSP stories to elevate your organization's narrative Creating a new organizational narrative A case study in story telling Creating NSP stories Chapter Nine: How NSP drives better customer intelligence Five Categories of Critical Customer Information How information improves your win rate Chapter Ten: How to keep your NSP from being sabotaged your CRM How CRM effects sales calls Why screens are more powerful than sales managers Analytics vs. sales call behavior Chapter Eleven: How to use NSP case studies to grab new markets Celebrating vs. Sharing The Trojan horse of sales Chapter Twelve: How to keep NSP from being a mere tagline Mistake # 1: Assuming that sales call are commercials. Mistake # 2: Failing to flip the switch in the marketing to sales handoff Mistake #3: Creating messages for "ideal" customers instead of actual customers Mistake #4: Creating collaterals that don't match the sales cycle Marketing can't play Cyrano for sales Chapter Thirteen: How NSP can eliminate turf war and silos How silos turn into wars The cost of overemphasis Chapter Fourteen: How NSP can invigorate internal projects How Six Sigma Stripped the Soul Out of A Sales Force Through the lens of the customer Purpose as a touchstone Chapter Fifteen: How to reinforce your NSP with one pivotal behavior Eye contact Measuring your behavior Choosing your pivotal behavior Part Three: A manager's blueprint for creating an NSP-inspired sales force of true believers Chapter Sixteen : Using NSP in sales meetings Chapter Seventeen: Using NSP with incentive programs Chapter Eighteen: Using NSP in interviews Chapter Nineteen: Using NSP in presentations and proposals Chapter Twenty: Using NSP in sales training Chapter Twenty-One: Using NSP in coaching calls Chapter Twenty-Two: Using NSP in tough negotiations Conclusion: How to use purpose to make the rest of your life more meaningful