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Publisher's Summary

Does your sales force have a purpose? (Or do you just sell stuff?)
Shadowing hundreds of salespeople for a double-blind study on performance, sales leadership consultant Lisa McLeod made a significant discovery: Salespeople driven by a sense of purpose wildly outperformed those driven by quotas.
McLeod noticed that superstars didn't look at their quotas and ask, "How can I meet them?" They looked at their customers and asked, "How can I help them?" In McLeod's groundbreaking sales management book you'll discover why driving revenue is not the purpose of a sales force. It's the test of its effectiveness. Stellar performers don't just "sell stuff." They want to have an impact on their customer's lives. In her brilliant sales book, McLeod shows sales management leaders how to cultivate a sense of "noble purpose" in their team.
When spreadsheets are more important than the customer's condition, problems escalate for your sales team:


Customers view you as a commodity
Customers perceive everything as a sales technique
They place undue emphasis on minor problems
Contracts are constantly in jeopardy over small dollars
Sales strategy defaults to lowering the price

A sense of purpose produces more sales than bonus incentives it - shifts the conversation from hitting quotas to solving problems.
The questions change:


What are our customers' goals and how can we help achieve them?
How might our customers do business in the future and how can our sales team help them get there?
What problems do our customers encounter and how can we help solve them?
How can our sales training incorporate the customer's environment?
Instilling a sense of purpose drives revenue through the roof. This sales book is a blueprint for sales management leaders who want to discover their noble purpose and have it guide every decision they make.
©2013 Lisa Earle McLeod (P)2013 Audible, Inc.
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Customer Reviews

Most Helpful
5 out of 5 stars
By oscar lara on 09-04-16

Best read about business.

Profound and impactful way of thinking how one can add value to clients. This is how everyone should do business.

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2 of 2 people found this review helpful

5 out of 5 stars
By doctorj on 08-03-16

Get it!

I've been in high-tech sales for 30 years, and this is literally one of the few sales books worth reading. The author narrates it, which makes it that much better too.

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2 of 2 people found this review helpful

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Customer Reviews

Most Helpful
5 out of 5 stars
By louise on 12-06-17

A must read for anyone who cares about making the

What made the experience of listening to Selling with Noble Purpose the most enjoyable?

Loved the author narrating her work - you could hear her passion and belief in purpose-driven sales.

What did you like best about this story?

It was clear, easy and effective to follow

Have you listened to any of Lisa Earle McLeod’s other performances? How does this one compare?

No I hadn't but she was really easy to listen to

If you made a film of this book, what would be the tag line be?

If you're going to spend your life building your career - make it count!

Any additional comments?

Lisa's book was really helpful for me: a marketing person! I have a new found respect and admiration for GOOD purpose-driven Sales people.

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