The hard sell has been over for some time now, but many organizations haven’t received the message. The name of the game today is influence. And it is an underrated tool in the B2B sales world. The rise of the social media influencer is not a coincidence, and neither is Read more…
You’ve analyzed your best customers’ characteristics and attributes and used them to build a Zebra profile. Next, you used a simplified profile to build your pushbutton Zebra. This will help you create shorter sales cycles. Now you are ready to calculate a prospect’s “Z-score,” the number that tells you how Read more…
You have analyzed the seven characteristics to build your Zebra profile. Next, you’re going to zero in on your Zebra. How? By simplifying your Zebra profile into a few statements to describe why your solution is unique, where it fits into the prospect’s organization, and who should buy it. We Read more…
Now that we’ve covered your ideal customer profile’s first four of seven essential characteristics, let’s talk about the final three: access to Power, funding, and ROI. Remember, these are seven characteristics to analyze using your best customers and the five most recent wins. We’ll show you what to do with each Read more…
The Zebra Buying Cycle helps you find and sell to Power, increasing your sales. We use the phrase “buying cycle” rather than “sales cycle” because the latter term means you are seeking someone to sell to. A buying cycle targets the person who can buy from you. There is a Read more…
Activity does not equal productivity. Why not? Because most sales activities don’t drive a deal to close. Activity is anything from making a sales call to entering data into the CRM. You might be surprised to find that your most “active” salespeople are not your most productive. How much of Read more…
No movie is complete without popcorn and an icy cold drink. Would you like to win a movie theater-style popcorn machine AND a tabletop Coke machine for your home? All you have to do is drop a comment letting us know your favorite movie, then click the link to access Read more…
Our Zebrafi platform is now available to sit on top of Hubspot! This adds to our ability to provide bi-directional syncing with Microsoft Dynamics and Salesforce. It’s one more way we help you find your own zebras or perfect fit customers.
We’d love to talk with you about how we can make your company a better place. Contact us today at 1-833-594-7120 or email us at info@zebrafi.com.
Guided selling helps every sales rep understand and talk to strategic deals as if they had closed them. This type of software makes it seamless by maintaining the voice of the customer when sales reps change.