{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"How to Influence Enterprise Buyers with Douglas Cole","description":"Douglas Cole is an Enterprise Sales Leader at LinkedIn, an advisor with start-up accelerators in Canada and the U.S., and a part-time university lecturer at The Rotman School of Management and The Schulich Executive Education Centre in Toronto. If that isn\u2019t enough, he has also authored The Sales MBA: How to Influence Corporate Buyers. Doug joined the LinkedIn team because he believes in their vision and values, and he\u2019s committed to refining his craft as a leader. Doug\u2019s team helps B2B sales organisations thrive in our digital era. He is actively involved with internal education: as a faculty member of LinkedIn's Data-Driven University (DDU), creating professional development programs with institutional partners, and standing up a Mini-MBA for the global sales team. He\u2019s also on the leadership team that sets direction for LinkedIn Canada. \u201cMy career spans consulting, education, and sales. Three interests are at the heart of this journey. I like big picture thinking and analysis. That\u2019s the consultant in me. I like distilling first principles to help others improve. That\u2019s the educator in me. I like driving growth and rallying around a common purpose. That\u2019s the sales leader in me. In essence, I enjoy teasing out hidden sources of meaning in our personal and professional lives.\u201d - Douglas Cole Key Points of our Discussion Douglas\u2019s new book The Sales MBA: How to Influence Corporate Buyers The general lack of Business Acumen in Salespeople The saturated knowledge economy Understanding the external dynamics Getting to know the organisational dynamics Nailing the interpersonal dynamics Becoming a strategist for the industry Becoming a change agent for the company Becoming a decision architect for the customer Choosing language and messaging carefully Behavioural economics in sales To connect with Chris, you can find him here on LinkedIn Find More on his book: The Sales MBA here ","author_name":"Future-Proof Selling","author_url":"http:\/\/futureproofselling.libsyn.com\/website","html":"