THE SALES MBA

How to Influence Corporate Buyers

“The Sales MBA provides valuable, actionable recommendations. The examples provided are interesting and relevant. And Cole writes engaging prose that explains the research and its implications clearly. Read this book and increase your ability to increase sales and to be heard.”

— Frank Cespedes
Senior Lecturer, Harvard Business School and author of Sales Management That Works: How to Sell in a World That Never Stops Changing

Available in paperback, digital, and audio.

“As someone who deeply values sales frameworks and processes, The Sales MBA helped me return to the first principles of sales success, think about the bigger picture, and expand my creativity. If you’re an enterprise seller or you lead teams of enterprise sellers, The Sales MBA is a must-read.”

— Diana Luu
Country Manager, LinkedIn Canada

“Other authors address this topic by giving you nothing more than a list of tips and pointers. Cole provides plenty of practical tactics, but he also helps you develop the habits of mind that are critical to success. After reading his book, you will know how to influence your customer’s decisions, steer your customer’s organization, and connect your offerings to your customer’s competitive strategy, all in the service of delivering value to your customer. Adopt this mindset, and the other elements of sales flow naturally from there.”

— John Beshears
Co-Chair, Behavioral Economics Executive Education Program, Harvard Business School

“The Sales MBA is a must-read for anyone looking to hone their craft as a seller in today’s increasingly complex and evolving B2B sales environment. From theory to academia to research to practical examples, The Sales MBA will give you a crash course in digestible and impactful principles and ideas that will help you understand human psychology and business decision-making. Most essentially, it shows you how to be more effective as a partner to your customers—the key to success as a B2B seller.”

— Alyssa Merwin Henderson
Vice President, Global Sales Solutions, LinkedIn

“As an executive working in strategy and business development for twenty years, it’s refreshing to read Cole’s work on sales: jargon-free, practical, and grounded in strategic frameworks that can change your sales trajectory by getting a lot more out of your team and your clients. Cole’s focus on building trust by resetting client engagement around really understanding their strategy is a powerful core insight I’m applying with clients now.”

— David Knight Legg
Founding CEO, Invest Alberta