The Sales MBA: How to Influence Corporate Buyers - Paperback

by Douglas Cole (Author)

Contrary to many predictions, there is growing demand for highly skilled sales jobs in the modern economy. Whether you're a salesperson or a knowledge worker, knowing how to influence corporate buyers has become a critical skill. But most sales books tend to be narrow and prescriptive. They focus only on tactics and tools rather than principles and mindset that can re-define your approach. This is a different kind of sales book. In plain and direct language, the author shows what it means to become a Strategist, a Change Agent, and a Decision Architect. Referencing the most important research and a wide assortment of field experiences, The Sales MBA explains how companies compete, how organizations evolve, and how people decide. Whether you sell to companies or lead others who do, this book will strengthen your credibility as a trusted advisor.

Author Biography

Douglas Cole is a sales leader at LinkedIn, an advisor with start-up accelerators in North America, and a part-time university lecturer at The Rotman School of Management and The Schulich Executive Education Centre in Toronto. The Sales MBA: How to Influence Corporate Buyers is his first book.