“The investment we made in becoming a purpose-driven organization is delivering a tenfold return in our ability to attract top talent, grow our customer base, and establish greater competitive differentiation in the market.”
DOUG WILLIAMS
CEO, ATLANTIC CAPITAL BANK
Organizations with a purpose bigger than money experience more customer advocacy, they create greater competitive differentiation, and their teams are more emotionally engaged.
This translates into bigger revenue numbers.
But there’s often a disconnect between a transformational purpose – e.g., Make a difference to customers – versus what’s typically emphasized in sales – Hit the number.
The internal conversation becomes the external conversation. If you treat your customers like a number, they’ll return the favor.
In Selling with Noble Purpose, Lisa McLeod affirms, “Targets and quotas are not the purpose of a sales force, they are the test of their effectiveness.”
So, how the heck do we do that?
“The investment we made in becoming a purpose-driven organization is delivering a tenfold return in our ability to attract top talent, grow our customer base, and establish greater competitive differentiation in the market.”
DOUG WILLIAMS
CEO, ATLANTIC CAPITAL BANK
“The first sale is to your team. Our work with McLeod & More helped me re-recruit our people. Now everyone on our team can passionately and effectively describe how Kaiser makes a difference, and why we’re better than the competition. The result is exponential sales growth.”
JIM CULLINAN
VICE PRESIDENT SALES, MARKETING, AND BUSINESS DEVELOPMENT, KAISER PERMANENTE
