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

Contents

Praise for Selling with Noble Purpose

Selling with Noble Purpose is eminently practical. I strongly recommend it for any leader or salesperson. McLeod is right about the big picture and gets down to the nitty-gritty of how to make it happen. In case Im not making myself clear, I really like this book. Buy it. Read it. Implement it. Its the future.

Steve Denning
Forbes.com

Were all in sales nowbut were all not good at it yet. And much of the problem begins in our mindswhen we focus on quotas instead of customers. Fortunately, Lisa McLeod is here to help. Shes a master at helping organizations reframe their sales narrative around purpose, which boosts sales numbers and sales morale alike. She shows you what you need to do to drive revenue and do work that makes you proud.

Daniel Pink
Author, To Sell is Human and Drive

Lisa McLeod is an expert in sales leadership. McLeod has coached top tier sales teams at Apple, Kimberly-Clark, and Procter & Gamble, where we both began our careers. She knows what it takes to drive growth.

Jim Stengel
Former Chief Global Marketing Officer, Procter & Gamble; Author, Grow

A must-read manifesto for anyone who is serious about sales leadership.

Joseph Grenny
Author, Crucial Conversations

McLeod has coached sales leaders at Apple, Kimberly-Clark, Pfizer, and other top organizations. She combines a wealth of field experience with unique insights to drive revenue.

Marshall Goldsmith
#1 Leadership Thinker in the World (Thinkers50 Harvard Business Review )

Lisa McLeod knows what is at the core of great sales leadership and communicates this simply to help people reshape their mindset and drive better results. I recommend her work to any leader who wants to align their sales force toward a higher purpose, get closer to clients, and drive more revenue.

Michel Koopman
CEO getAbstract

If you sell based on a deep mission and purpose, revenue will follow. As Lisa Earle McLeod explains in this remarkable book, you have to start with how to change another life... then work back from that purpose.

Tom Rath
Author, Strengths-Finder

Lisa McLeod, who has worked with salespeople for 25 years, has written a sales book with the power to rouse and transform. If you sell for a living, Selling with Noble Purpose is a shot of adrenaline that can get you to re-imagine your world and career in ways you might not have thought possible.

Mark Levy
Founder of the marketing firm, Levy Innovation

NSP does for sales what Mans Search for Meaning did for psychology. This book shows that if you find your purpose, selling becomes effortless.

Stephen Shapiro
Author, Best Practices are Stupid

Great sales professionals focus on worth to their prospects, not on wealth to their own pockets. They compassionately sell with soul, rather than cleverly influencing with style. Selling with Noble Purpose will touch your life, transform your approach, and guarantee the long-term loyalty of your customers.

Chip R. Bell
Author, Wired and Dangerous

Professional selling has been around long enough so there should not be any more secrets. But, apparently, there are. In this absolute masterpiece of a work, Lisa Earle McLeod reveals this secret and shares the key that opens the door to helping you provide more value to peoples lives and a huge increase in your income. Follow Ms. McLeods teachings andnot only will you be hugely more financially successfulyoull LOVE what youre doing even more! (And, if youre a sales manager, this book is one of those youll not only want all your sales team to read, but youll most likely want to make a team study of it. Its that good!)

Bob Burb
Author, The Go Giver and Endless Referrals

Cover image: Viktoriya Sukhanova/iStockphoto

Cover design: Michael J. Freeland

Copyright 2013 by Lisa Earle McLeod. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the web at www.copyright.com . Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at www.wiley.com/go/permissions .

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Library of Congress Cataloging-in-Publication Data :

McLeod, Lisa, 1963

Selling with noble purpose: how to drive revenue and do work that makes you proud/Lisa McLeod.

Includes index.

ISBN: 978-1-118-40809-4 (cloth)

ISBN: 978-1-118-42185-7 (ebk)

ISBN: 978-1-118-41766-9 (ebk)

ISBN: 978-1-118-43443-7 (ebk)

1. Selling. I. Title.

HF5438.25

658.85dc23

2012032656

For my dad ,

Jay Earle ,

a man who made a difference

at work and home

Introduction

What Is Selling with Noble Purpose ?

Hearts are the strongest when they beat in response to noble ideals .

Ralph Bunche

Winner of the 1950 Nobel Peace Prize

The words selling and noble are rarely seen together. Most people believe that money is the primary motivator for top salespeople and that doing good by the world runs a distant second. That belief is wrong.

Six years ago, I was part of a consulting team that was asked by a major biotech firm to conduct a six-month-long double-blind study of its sales force. The purpose of the study was to determine what behaviors separated top salespeople from the average ones. The study revealed something no one expected: the top performers all had far more pronounced sense of purpose than their average counterparts.

The salespeople who sold with noble purposewho truly wanted to make a difference to customersconsistently outsold the salespeople who were focused on sales goals and money.