The Marketing Book Podcast30 Sep 2022

403 The Sales MBA by Douglas Cole

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

Denne episoden er hentet fra en åpen RSS-feed og er ikke publisert av Podme. Den kan derfor inneholde annonser.

Episoder(579)

502 The New Rules of Marketing & PR (9th Ed.) by David Meerman Scott

The New Rules of Marketing & PR: How to Use Content Marketing, AI, Social Media, Podcasting, Video, and Newsjacking to Reach Buyers Directly (9th Edition) by David Meerman Scott ABOUT THE BOOK: The up...

23 Aug 20241h 3min

501 Unsticking Deals by James Muir

Unsticking Deals: Why Deals Stall, How to Unstick Them, And How to Prevent Them From Sticking in the First Place by James Muir ABOUT THE BOOK: Stuck deals are arguably the biggest problem in sales. D...

16 Aug 20241h 20min

500 The Power of Instinct by Leslie Zane

The Power of Instinct: The New Rules of Persuasion in Business and Life by Leslie Zane ABOUT THE BOOK: Award-winning Fortune 500 brand consultant and behavioral expert Leslie Zane shatters conventiona...

9 Aug 20241h 4min

499 The Consumer Behaviour Book by Tas Tasgal

The Consumer Behaviour Book: Exploring The Reasons Why Emotions Are So Important In Decision Making by Anthony "Tas" Tasgal ABOUT THE BOOK: Neoclassical economics assumes that most people have well-d...

2 Aug 20241h 9min

498 Buyer Personas by Jim Kraus

Buyer Personas – Revised and Expanded: Gain Deep Insight Into Your Customers' Buying Decisions and Win More Business by Jim Kraus and Adele Revella ABOUT THE BOOK: A fresh look into understanding yo...

26 Jul 20241h 7min

497 The Smart Advertising Book by Dan White

The Smart Advertising Book: How To Deliver Advertising That Grows Your Brand by Dan White ABOUT THE BOOK: Brands today have a bewildering array of ways to communicate with their target audience. To su...

19 Jul 20241h 22min

496 Chaotic Change by Nicholas Webb

Chaotic Change: Embracing Chaos to Drive Innovation and Growth by Nicholas Webb ABOUT THE BOOK: Chaotic Change is designed to be a comprehensive guide for leaders, innovators, and change-makers naviga...

12 Jul 20241h 18min

495 Brand Naming by Rob Meyerson

Brand Naming: The Complete Guide to Creating a Name for Your Company, Product, or Service by Rob Meyerson ABOUT THE BOOK: You don't have a brand—whether it's for a company or a product—until you have...

5 Jul 20241h 6min