This episode of the Revenue Harvest Podcast with Nigel Green features Lisa Earle Mcleod, author of Selling with Noble Purpose. Leaders must point toward a noble purpose as their true north because the numbers are lagging indicators of the beliefs and behaviors of the sales team.

The great thing is that you can train for belief and behavior. When people have a strong purpose about how to help others, it stops being about themselves and about others. It is from this core that you can build upon sales skills.

To create a reorientation in your salespeople, start by asking the question, "how will this customer be different after doing business with you?" Finding the answer to this question requires sellers to look deeper and realize that making it about others creates true impact which translates to even better numbers.

You can connect with Lisa in the links below:

• LinkedIn: https://www.linkedin.com/in/lisaearlemcleod/
• Amazon book link: https://www.amazon.com/Selling-Noble-Purpose-Earle-McLeod/dp/8126565144
• Purpose-Driven Sales: https://www.linkedin.com/learning/purpose-driven-sales
• Website: https://www.mcleodandmore.com/

To hear more episodes of The Revenue Harvest Podcast, you can visit http://www.therevenueharvest.com/ or listen to major podcasting platforms such as Apple, Google, Spotify, etc.

P.S. Here are 2 ways I can help you:

1) Check out my book: www.therevenueharvest.com

2) Connect with me on LinkedIn, where I post daily about sales leadership: 

https://www.linkedin.com/in/revenueharvest/

HIGHLIGHTS 

• Teach a noble purpose to make great sellers
• Passion and purpose are two different things
• Ask 'how will this customer be different after doing business with us?'
• Purpose-driven sales: More effective and more job satisfaction
• Share customer impact stories

QUOTES

Lisa: "What we found over time, that first study was the tipping point. This noble purpose is the differentiator for top performers. But, what we found over time, is it can actually be taught to everyone else."

Lisa: "You're looking for that wonderful mix of people who are interested in you, to become sellers for you, because they think oh, this really does make a difference, and also, as leaders, you've got to articulate it and reinforce it on a daily basis."

Lisa: "Sellers with a sense of purpose bigger than money have greater resilience and greater tenacity. And here's why: we human beings are at our best when we know someone else is counting on us."

Lisa: "A customer impact story is different. It's not about your offering and your seller is not the hero. A customer impact story is about how you made a difference in the life of a customer."