In the last post, we discussed determining the company and operational characteristics of your best customers and your previous five wins. Now we look at technology and service characteristics. Technology Characteristics Every market or industry has technology differentiation. You need to discern which technology capabilities your solution offers that create Read more…
In this blog post, we define the company and operational characteristics used to build a Zebra profile. We will present the other five characteristics in future posts. After you have created your Zebra team, you gave them the task of developing your Zebra profile. Your Zebra is your ideal prospect, Read more…
Your Zebra team is ready to go. Now let them loose on creating your Zebra profile. But where do they find the information they need? What is the source of your Zebra profile? Briefly, the Zebra profile outlines the characteristics of the companies representing your best opportunities. The profile becomes Read more…
The first step to developing your Zebra profile is to build your Zebra team. It is critical to include key individuals from appropriate departments to form a cross-functional team. This ensures great input and buy-in across the company and gains the cooperation necessary to gather and analyze the necessary information. 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…
Focusing on Zebras makes it possible to close as much as 90% of the business your organization pursues. With such a high close rate, you can spend more time and effort pursuing high-quality leads where you can add unique value. When you identify your Zebra, you put yourself in a Read more…
Most companies waste 85% of their time on activities that never result in a sale. At best, the most competitive company in an industry closes around 15% of its sales forecast. Nearly three-quarters of prospects, on company forecasts, will never buy from anyone, creating a quagmire for companies following activity-based Read more…
Our Zebrafi guided selling software system understands customers are an extended part of your sales team. That’s why we build in processes to make B2B peer recommendations through your customers easier and more successful for you.
Every salesperson feels excitement when they land a sale. In B2B sales we’re normally selling solutions or software that can cost thousands of dollars or more per month. Just as fulfilling as making that big sale can be, it’s double the letdown if you cannot retain that customer. Studies have Read more…