403 The Sales MBA by Douglas Cole

The Marketing Book Podcast

Douglas Burdett

Sales, B2bmarketing, Contentmarketing, Marketing, B2bsales, Socialmedia, Business, Entrepreneurship, Digitalmarketing

4.9 • 868 Ratings

🗓️ 30 September 2022

⏱️ 68 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

The Sales MBA: How to Influence Corporate Buyers by Douglas Cole

About the Book:

Contrary to many predictions, there is a 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 redefine 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.

About the Author:

Douglas Cole is a sales leader at LinkedIn and adviser with startup accelerators in Canada and the United States, and a part-time university lecturer at the Rotman School of Management and the Schulich Executive Education Center in Toronto.

Over more than 20 years in consulting and sales, he has sold tens of millions of dollars and software-as-a-service and advisory work.

He holds an MBA from the Wharton School, a Master's degree in International Studies from the Lauder Institute at the University of Pennsylvania, a Master's degree in English Literature, and a Bachelor's degree in Political Science and English Literature, all from the University of Toronto.

And, interesting fact – He is a big fan of the Hello Kitty brand!

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/sales-mba-douglas-cole

Transcript

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0:00.0	This is Douglas Cole, author of The Sales MBA How to Influence Corporate Buyers, and you are listening to the
0:06.6	marketing book podcast.
0:10.4	Welcome to the Marketing Book Podcast, helping you keep up with the smartest thinking in the quickly changing field of modern marketing.
0:18.0	And now here's your host, Douglas Burdett.
0:21.0	Hello, thanks for joining me on the marketing book podcast where each week I publish an interview
0:26.0	with the author of a new marketing or sales book and which has been named as one of the top marketing
0:30.4	podcasts by Forbes and LinkedIn amongst others.
0:34.0	Don't worry about taking notes. You can find links to everything linkable in this episode's website page at marketing
0:39.0	book podcast.com. And since I get to read every book featured on the show, if I can recommend a specific
0:45.7	marketing or sales book or any other resource I know of for whatever challenge you're facing,
0:50.7	send me a LinkedIn connection invite with a message that you're a
0:53.4	listener and I will do my best to get you pointed in the right direction. My name
0:58.3	again is Douglas Burdett. This episode is sponsored by Marketing, creators of the all-inclusive TV advertising concept that's so revolutionary, they wrote a book about it.
1:09.4	I'll tell you more and how to get a free copy of the book in a few minutes. Now let's get on
1:14.3	with the show. Today we welcome Douglas Cole to talk about his book, The Sales
1:19.1	MBA How to Influence Corporate Buyers, published by Barlow Books.
1:24.4	Douglas Cole is a sales leader at LinkedIn and advisor with startup accelerators in Canada
1:29.2	in the United States and a part-time university lecturer at the Rotman School of Management
1:34.0	and the Schulik Executive Education Center in Toronto.
1:37.8	Over more than 20 years in consulting and sales,
1:40.2	he has sold tens of millions of dollars and software as a service and advisory work.
1:45.0	He holds an MBA from the Wharton School, a master's degree in international studies
	...

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