The J. David Group

How To Influence Corporate Buyers

Teaching and coaching enterprise sales reps to become HIGH-PERFORMING enterprise sales reps is difficult–to say the least. There are many variables to reaching greatness that sales leaders and coaches need to navigate.

Is a rep struggling because she doesn’t understand the value proposition well enough? Is a rep struggling because he’s in a new territory and simply hasn’t generated enough activity? Is your go-to-market strategy flawed? The potential roadblocks that can prevent success are overwhelming and endless.

With all the various reasons and possible impediments to success, wouldn’t it be nice if someone were to distill the complexity of true enterprise sales down to just a few pillars that can be coached and repeated—regardless of which sales methodology you’re using? Well, that’s what my latest podcast guest, Douglas Cole, Enterprise Sales Leader at LinkedIn, achieved in his new book, The Sales MBA–How to Influence Corporate Buyers.

In this episode you’ll not only hear when and how to incorporate these core pillars of successful enterprise sales, but you’ll also hear him talk about the mental shift CRUCIAL to mastering it all. 

Here is the link to buy the book on Amazon

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