166: Nailing your team’s talk-track, doubling numbers and finding their purpose

Lisa Earle McLeod, founder of McLeod & More and author of bestseller Selling with Noble Purpose, joins Collin Stewart on the Predictable Revenue podcast. Lisa Earle McLeod is the global expert in bringing purpose to life for sales-driven organizations. She shares why crisis is the death of transactional sales (0:46), the metaphorical mint for bad “commission breath” (4:26), how to sellers can find their own “noble purpose” (12:36), the impact that has on the business and seller (19:40), the customer impact story you need to be telling your prospects (27:00), and the one question sales managers need to ask in sales reviews that will improve both sales rep performance and reliability of pipeline (38:22).

SHOW NOTES: 

More on pipeline reliability: How zendesk is able to forecast revenue within 1%

Another perspective on selling less and supporting the customer more: How to deliver empathy as a prospector and increase sales

How to structure outbound if your sales are highly transactional: Building an outbound program right the first time