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As one of the “sharks” on ABC’s hit TV show Shark Tank, real-estate powerhouse Barbara Corcoran has invested in many businesses, competing fiercely and publicly to make deals and shepherd success. Corcoran takes you behind the scenes to teach you how to make bold moves at opportune moments and market your way to success.
A generation ago, great salespeople were focused on the features and benefits of what they were selling. But the internet has changed all that, giving buyers the power to do in-depth, comparative product analysis on their own. To compete, says Matt Dixon—Global Head of Sales Force Effectiveness at Korn Ferry Hay Group—today’s salespeople need to offer insight: an informed, comprehensive vision of the risks, challenges, and opportunities the customer may be missing.
In sales, the ultimate goal isn’t only locking in big deals; it’s also establishing predictable revenue. Aaron Ross identifies several strategies for facilitating the type of growth necessary to achieve both. While emphasizing ways to increase your sales, he also stresses the importance of investing in your own growth and the growth of your team members to move your revenue in the right, reliable direction.
Face it: Your best stories and your deepest emotional appeals will fall flat if your audience isn’t receptive to begin with. So how do you get people in the right mindset? Psychologist and marketing expert Robert Cialdini recommends priming them with the subtle cues of “pre-suasion.”
In today’s world, distraction is ever present and success depends on your ability to cut through the noise and connect. Guess what? That takes sales skills. Which is why author Daniel Pink says you need them no matter what your job description is.
Teamwork is crucial in sales because prospective buyers have already organized themselves into teams. “Dealstorming” is a term coined by Tim Sanders, the former CSO of Yahoo, to describe a scalable, repeatable process that brings key players together around the table to solve a sales challenge. To beat a network, says Sanders, it takes a network.