How to Think Like a Strategist When Selling to Corporate Executives | Douglas Cole - 1621

Thinking like a strategist when selling to corporate deals will get you to the closing table. The order taking days are gone! Donald chats today with Douglas Cole who 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. Author of The Sales MBA.

Dominant Themes in the Sales Process

• Sales Strategist - the company's competitive position and its market facing position.
• Change Agent – the organizational dynamics, happening within the company, at any given time.
• Decision Architect – interpersonal (human psychology) and how that affects your interactions with that prospect.

Strategist:

• Precise understanding of where this company competes and how do they win.
• Being able to make the connection between your product and how it benefits your prospect.
• Research is critical to be able to have these conversations.

Change Agent:

• Being able to find the catalyst to create transformation.
• Where is the energy in this organization?
• How can you feed the energy with your product or service?

Decision Architect:

• Behavioral economics play a large part in closing the sale.
• Limited by the attention of the buyer.
• Obtain the commitment of the buyer.
• Motivate the buyer to act or move forward with your product.
• Use of influence levers (scarcity, social proof, etc.)

Change your mindset:

• How do you per sieve yourself?
• Are you likeable, are your trustworthy?
• Think of yourself as a Sales Strategist, Change Agent and Decision Architect.

“Selling is a thinking game.”– Douglas Cole

• Connect with Douglas on LinkedIn or www.TheSalesMBA.ca

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Credits

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Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com