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Welcome to Scale Your Sales weekly Monday 12 midnight GMT podcast, No 8. of 42 Best Podcast For Every Sales Professional 2020. Dedicated to learning from amazing experts and influencers to help you on your journey to Scale Your Sales. A show created for B2B executives, sales leaders, key account managers and customer serving professionals, to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how.

I am Janice B Gordon, the Customer Growth Expert. Sales is not a function of the business; sales are the primary outcome of the business and marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale. The more focused you are on the customer outcome the more productive your sales process. More on Scale Your Sales website.

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Nov 28, 2022

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.




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.


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