“We’ve moved from transactional to consultative sales. Our influence within our customer base has improved and now we can scale. Zebrafi has changed the way our customer looks at us”
This company connects auto insurance companies, parts suppliers and collision repair shops in an online marketplace for auto parts. The platform allows collision repair shops to obtain quotes from every type of supplier, enabling them to reduce costs, increase profitability, and improve customer satisfaction at no cost to their shop. They takes a small margin from every part sold through the marketplace.
The company was having trouble signing and retaining repair shop customers despite all the benefits their platform offered (not least that it was free!). The technology-based solution was a hard sell to old-school parts managers who had long-standing relationships with suppliers and believed they
were already getting the best price. The sales team became desperate, pursuing any lead. The result was long sales cycles, low close rates, slow adoption, and high business development costs.
The customized Zebrafi solution has enabled a sophisticated business-case based sales approach successfully in an old-school industry. By targeting best prospects, talking directly to the person with budget authority, and implementing a best-practice retention strategy, the company has achieved remarkable results in 10 short months.
Headquarters | Chicago, IL
Industry | Software
Employees | 100
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“By using Zebra Software, our average sales price more than tripled, from $190,000 to $600,000“
“A higher percentage of sales cycles close because sellers identify Author-it Zebras and have an early meeting with Power to gain sponsorship to verify a pre-prepared value proposition.”
“Through the first six months of this year we have sold more than we did all of last year, and I attribute that entirely to our new process.”
5 Star Rated on Google
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