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 redefine your approach.

This is a different kind of sales book. In plain and direct language, Douglas Cole shows what it means to become a Strategist, a Change Agent, and a 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 trusted 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.

Douglas Cole (1938-1997) was professor of history at Simon Fraser University in British Columbia and a leading scholar on the history and culture of the Native peoples of the northwest Pacific coast. He was known for his writings on the history of art, literature, and intellectual thought in early British Columbia society, and he also wrote seminal studies about the impact of European values and institutions on the region's Native cultures. His ground-breaking books, Captured Heritage: The Scramble for Northwest Coast Artifacts (1985) and An Iron Hand Upon the People: The Law Against the Potlatch on the Northwest Coast (1990; coauthored with Ira Chaikin) remain exemplary works for their painstaking research, provocative insights, and clarity of exposition.

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