The sales mba: how to influence corporate buyers - Douglas Cole

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• 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 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 trust advisor. > Douglas Cole created a course on business acumen for LinkedIn's global sales team, based on his experience as a leader and practitioner of sales.
• He also serves as a part-time business school lecturer and start-up advisor.