Selling with noble purpose: how to drive revenue and do work that makes you proud (Record no. 2794)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 03703nam a22002297a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20220707122235.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 220707b ||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781119700883 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.85 |
| Item number | MCL |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | McLeod, Lisa Earle |
| 245 ## - TITLE STATEMENT | |
| Title | Selling with noble purpose: how to drive revenue and do work that makes you proud |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 2nd |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Name of publisher, distributor, etc. | John Wiley & Sons, Inc. |
| Place of publication, distribution, etc. | New Jersey |
| Date of publication, distribution, etc. | 2020 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xxv, 299 p. |
| 365 ## - TRADE PRICE | |
| Price type code | USD |
| Price amount | 26.95 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | TABLE OF CONTENTS<br/>Introduction xv<br/><br/>Part 1 Sales: A Noble Profession? 1<br/><br/>Chapter 1 The Great Sales Disconnect 3<br/><br/>Chapter 2 How a Noble Sales Purpose (NSP) Changes Your Brain 17<br/><br/>Chapter 3 Why Profit 5s Not a Purpose 41<br/><br/>Chapter 4 Where Passion Falls Short 51<br/><br/>Chapter 5 The Leadership Question That Changes Everything 59<br/><br/>Part 2 Naming and Claiming Your Noble Sales Purpose 73<br/><br/>Chapter 6 Crafting Your Noble Sales Purpose 75<br/><br/>Chapter 7 Why Specificity is Sexy 83<br/><br/>Chapter 8 The Stories That Make Your NSP Stick 93<br/><br/>Chapter 9 Why Seemingly Sane People Resist Noble Purpose 107<br/><br/>Part 3 Activating Your Purpose With Customers 119<br/><br/>Chapter 10 Making Your NSP More Than a Tagline 121<br/><br/>Chapter 11 The Customer Intelligence You Didn’t Know You Needed 135<br/><br/>Chapter 12 Three Places Where Differentiation Goes to Die 149<br/><br/>Chapter 13 The Dirty Little Secret About Sales Training 161<br/><br/>Chapter 14 Using Technology to Humanize Customers 173<br/><br/>Chapter 15 How Fear Flatlines a Sales Team 179<br/><br/>Part 4 Creating a Tribe of True Believers 193<br/><br/>Chapter 16 Sustaining the “High” of the Close 195<br/><br/>Chapter 17 Sales Meetings That Inspire Action (from Everyone) 201<br/><br/>Chapter 18 Noble Purpose Sales Coaching 209<br/><br/>Chapter 19 Training Your Frontline to Be Noble Purpose Sellers 215<br/><br/>Chapter 20 Incentivizing Purpose 225<br/><br/>Chapter 21 Winning Top Talent 237<br/><br/>Chapter 22 How to Keep Your NSP from Dying in Accounting 245<br/><br/>Chapter 23 Build a Noble Purpose Culture (and Have More Fun at Work) 255<br/><br/>Conclusion: Life on Purpose 263<br/><br/>Appendix A Techniques and Tools 269<br/><br/>Appendix B Glossary 277<br/><br/>Appendix C Frequently Asked Questions 281<br/><br/>Acknowledgments 285<br/><br/>About the Authors 287<br/><br/>Index 289 |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Selling With Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud, 2nd Edition is an update of the acclaimed book that changed the game in sales. Using real-world data, compelling stories and psychological research, Selling With Noble Purpose explains why salespeople who genuinely understand how they can make a difference to customers outsell those who only focus on internal targets and quotas. <br/><br/>Sales leadership experts McLeod and Lotardo reveal how a Noble Sales Purpose (NSP) can drive a team to outstanding sales numbers. Whether you’re an executive, manager or aspiring sales leader, you’ll discover how to find your own Noble Sales Purpose and create a sales force of True Believers. This new edition covers: <br/><br/>How firms overcome ferocious competition and how you can do the same <br/>Why sales organizations with a clear NSP outperform traditional sales teams <br/>How to avoid the trap of behaving like a transactional salesperson <br/>Why well-intended leaders often unknowingly erode purpose and differentiation <br/>How to use your NSP to increase customer engagement <br/>Why an NSP gives you clarity during times of uncertainty <br/>In an era where organizations often believe that money is the primary way to motivate salespeople, Selling with Noble Purpose offers and exciting and sustainable alternative. <br/> |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Sales presentations |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Sales promotion |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Business |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Book |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Collection code | Bill No | Bill Date | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Cost, normal purchase price | Total Checkouts | Full call number | Accession Number | Date last seen | Copy number | Cost, replacement price | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Public Policy & General Management | TB675 | 10-06-2022 | Indian Institute of Management LRC | Indian Institute of Management LRC | General Stacks | 07/07/2022 | Technical Bureau India Pvt. Ltd. | 1417.57 | 658.85 MCL | 002689 | 07/07/2022 | 1 | 2156.00 | 07/07/2022 | Book |