Purpose-Driven Sales

Course details

Do you have a purpose, or do you just sell stuff? Best-selling author and sales leadership consultant Lisa Earle McLeod has helped hundreds of organizations harness the power of purpose to break through the noise, differentiate with customers, and drive lasting revenue growth.

Sellers who sell with noble purpose, who truly want to make a difference in the lives of their customers, outsell sellers who are only focused on their own quota. In this course, you'll learn how to tap into your own sense of noble purpose, position yourself with customers, and spark impact-focused conversations. You'll also learn how to make lasting connections with senior leaders both inside and outside your company (even over Zoom).

You do not have to choose between making money and making a difference. Using real-world data, compelling stories, and psychological research, this course will help you drive revenue and do work that makes you proud.

Concepts

0. Introduction

01 - Sales is a noble profession

1. Selling with Noble Purpose

02 - Why sales is the lynchpin of organizations
03 - What is noble purpose
04 - How noble purpose sellers beat quota sellers
05 - Why sales is a fast track to leadership
06 - How and why the sales environment has changed forever

2. Managing Your Mindset

07 - Marshall your energy for the first call
08 - Two critical and misunderstood elements of pre-call planning
09 - How to recover from a bad call

3. Differentiating in Customer Interactions

10 - Open a call without sounding scripted
11 - Ask strategic questions
12 - The death of the pitch deck
13 - Three kinds of obstacles
14 - How to work with your boss on sales

4. Positioning Yourself in the Long Term

15 - How to write case studies that impress
16 - Talk with senior leaders inside and outside your company
17 - How to network without being obnoxious