#165: Douglas Cole - 3 Ways To Influence Corporate Buyers

In this week's episode of the Scale Your Sales podcast, my next guest, Douglas Cole 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.   Douglas Cole is the Author of The Sales MBA: How to Influence Corporate Buyers.   Welcome to Scale Your Sales Podcast Douglas Cole.   https://www.linkedin.com/in/sholtodouglas/   Timestamps:   00:00 - 3 Ways to Influence Corporate Buyers   05:40 - The client's resistance to change is most effectively explained by situational factors.   06:55 - How you are affected by three separate dimensions at once.   09:20 - One of the overarching themes of the book   11:15 - To Sell as a Human   13:12 - The starting point to accelerate change   16:55 - How to foster and grow the business acumen of our salespeople.   19:30 -  Integrating individuals from various backgrounds and skills to increase to expand awareness of the purchasing process   Janice B Gordon is the award-winning Customer Growth Expert and founder of Scale Your Sales Framework. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.   Book Janice to speak virtually at your next event https://janicebgordon.com   LinkedIn: https://www.linkedin.com/in/janice-b-gordon   Twitter: https://twitter.com/JaniceBGordon   Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   More on the blog https://scaleyoursales.co.uk/blog   Instagram: https://www.instagram.com/janicebgordon   Facebook: https://www.facebook.com/ScaleYourSalesJBG