B2B Guided selling
Zebrafi
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Challenge Everything
Tools to challenge your prospect.
Challenger Sale theory is about challenging conventional thinking by introducing new ideas. Without tools this approach simply creates more obnoxious sales people.
Voice of the customer
Change the narrative from voice of the sales rep (which is not believed) to voice of the customer which is universally believed.
Scoring
Challenge your prospect to score every prospect and have the courage to walk from those that are not the right fit.
Business Case
Challenge the prospect with a business case that projects financial value predicated on what others have achieved.
Free Book... Is it Good?
“Jeff and Chad Koser wrote a book [Selling to Zebras] that I consider one of the best sales books I have read in the last decade.” – Marc Kramer, Wharton School of Management at the University of Pennsylvania.
tools
Voice of the Customer
Voice of the Customer Case Studies are critical in changing the narrative of the sales call. They are provable statements by customers and provide the solid foundation at the beginning of the sales journey.
- Identifies the business issue
- Shows the solution
- Provides results in the form of metrics
tools
Scoring
To shorten sales cycles and increase close rates it is imperative to understand the perfect prospect and have a scoring system that focuses only on those prospects most likely to buy.
- Identify when to engage and when to walk away
- Uncover gaps in the sales cycle
- Predict the probability of closure
- Simplicity and portability
tools
Provable Business Case
- Provide the ability to create a unique Business Case for every new prospect using value drivers that customers have verified over and over.
- Effectively sell value instead of feature function. Change the discussion to what executives care about. Problem, solution, and financial result.
- Remove product from the discussion and focus on business issues and solutions.
- Sell with customer proof driving the decision.
You can get started on a guided path to sales success.
Contact us and learn how.
