How to Influence Enterprise Buyers with Douglas Cole

Podcasts

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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’t 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’s committed to refining his craft as a leader. Doug’s 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’s also on the leadership team that sets direction for LinkedIn Canada.

“My career spans consulting, education, and sales. Three interests are at the heart of this journey. I like big picture thinking and analysis. That’s the consultant in me. I like distilling first principles to help others improve. That’s the educator in me. I like driving growth and rallying around a common purpose. That’s the sales leader in me. In essence, I enjoy teasing out hidden sources of meaning in our personal and professional lives.”
– Douglas Cole

Key Points of our Discussion

  • Douglas’ 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
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To connect with Chris, you can find him here on LinkedIn
Find More on his book: The Sales MBA here
Steven Norman

Steven Norman

Steven Norman is an accomplished frontline sales and business leader dedicated to helping B2B sales leaders upgrade their knowledge and skills, build next-generation sales teams and turbo-boost their careers. Over a 25 year career Steven has been responsible for more than US$4 billion of sales with major tech companies such as Dell, NEC and Targus across the Asia Pacific. Recent years of intense B2B sales research and analysis led to the foundation of Growth Acumen, a modern sales and leadership development advisory service. In 2019 Steven released his New Book “Future Proof Sales Strategy.” Seven steps to equip sales leaders with the tools to rise above the complex challenges facing the B2B sales industry.

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