| Description |
1 online resource (147 pages) |
| Summary |
"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."-- Provided by publisher |
| Contents |
COVER -- COPYRIGHT -- CONTENTS -- THE MINDSET ADVANTAGE -- PART I: BECOMING A STRATEGIST -- CHAPTER 1 Where Do They Compete? How Will They Win? -- CHAPTER 2 Who Is Their Target Customer? -- CHAPTER 3 How Does That Customer See the World? -- CHAPTER 4 How Do They Measure Success? -- CHAPTER 5 The Strategist in Action -- TAKEAWAYS FOR THE CHANGE AGENT -- PART II: BECOMING A CHANGE AGENT -- CHAPTER 6 Where Is the Energy? How Can You Feed It? -- CHAPTER 7 Why Do We Change? -- CHAPTER 8 What Are Their Personal Interests? -- CHAPTER 9 Who Are the Key Influencers? |
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CHAPTER 10 What Is the Context That Counts? -- CHAPTER 11 The Change Agent in Action -- TAKEAWAYS FOR THE CHANGE AGENT -- PART III: BECOMING A DECISION ARCHITECT -- CHAPTER 12 What's Most Important? Why Will They Care? -- CHAPTER 13 What Constrains Their Perception? -- CHAPTER 14 How Can You Speak to the Subconscious? -- CHAPTER 15 What Creates a Memory? -- CHAPTER 16 Compared to What? -- CHAPTER 17 What's in a Name? -- CHAPTER 18 What Will They Lose? -- CHAPTER 19 How Do They See Themselves? -- CHAPTER 20 The Decision Architect in Action -- TAKEAWAYS FOR THE DECISION ARCHITECT |
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PART IV: WIDENING OUR LENS -- CHAPTER 21 The Tenets of Trust -- CHAPTER 22 The Convergence of Consulting and Sales -- CHAPTER 23 The Laws of Life -- THE SALES MBA READING LIST -- ACKNOWLEDGMENTS -- NOTES -- BIBLIOGRAPHY -- INDEX -- ABOUT THE AUTHOR -- BACK COVER |
| Bibliography |
Includes bibliographical references and index. |
| Local Note |
eBooks on EBSCOhost EBSCO eBook Subscription Academic Collection - North America |
| Subject |
Selling.
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Sales management.
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selling. |
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Sales management |
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Selling |
| ISBN |
9781988025896 (electronic bk.) |
|
1988025893 (electronic bk.) |
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9781988025858 |
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