Each small or large purchase we make has a reason behind it. The same can be said for the business decisions we make before signing an agreement or finalizing a payment.
Many times those decisions at the personal and business level come down to recommendations from others. In fact, B2B buying is influenced 84% of the time by referrals and 90% by peer recommendations or influencers. Just think of the last referral you were given or gave to someone else. It could have been through a conversation, social media post or a glowing or negative online review. You, as the customer, became the voice starting the purchasing process for the next potential customer. You aren’t alone! This happens to almost all customers.
That’s why we aren’t just selling directly to customers but through them as well. As a result, your customers are truly part of your sales team! That means your sales team is larger than you see at sales meetings. This is why it’s important to have a system in place for gaining quantifiable results from your customers to leverage these results and ultimately referrals through the selling process. This allows you to succinctly communicate the value of your services using customer-backed metrics.
Our guided selling software system does exactly this! Zebrafi quantifies value in case studies and business presentations to make it easier to be referred by peers within those B2B conversations your customers are having with others. This Zebrafi system also helps you find and target your own business zebras, also known as “perfect fit” clients. Since 57% of deals are done before a sales member is even contacted, knowing and targeting this perfect client early is important for getting on their shortlist for consideration. This allows for potential best-fit clients to already consider your services and see your quantified value before they even receive that B2B referral from internal or external colleagues.
This selling process is not new to us as it has been part of our 20-year proven track record in remote sales. We have seen 90% close rates achieved by our clients, successful acquisitions attributed to our sales process, and verified value from case studies of faster sales cycles, larger deals, and higher win rates. This is accomplished through our cloud-based platform that sits on top of Salesforce, Microsoft Dynamics and Hubspot with bi-directional syncing. Additionally, we teach sales leaders how to recruit prospects as well as present value, speak the language of power and build business materials supporting the purchase of their solution. We have worked with customers within the software/SaaS, manufacturing, hi-tech, services and IoT industries.
We can provide you with the same resources and direction for the success you aim to achieve. Let’s talk at 1-833-594-7120 or firstname.lastname@example.org to learn how we can help you achieve your goals to Find, Close and Retain the right customers by working together to gain faster sale cycles, larger deals and higher win rates.