Our past blogs have walked you through creating a Zebra profile, building a pushbutton Zebra, and scoring a prospect to obtain the Z-score. Now, you will learn how to use that score. As with the pushbutton Zebra, the scoring system is a living system. Your first score isn’t necessarily the 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…
I want to share the top job interviewing tips that are essential to anyone interviewing for a career in sales. I’ve been the CEO of my own company for more than 20 years, helping multiple companies get acquired for over 1 billion dollars. Before that, I spent 20 years in Read more…
In the last post, we discussed determining the company and operational characteristics of your best customers. And as your previous five wins. We did this to better help us build our ideal customer profile. Now we look at technology and service characteristics. Technology Characteristics Every market or industry has technology Read more…
In this blog post, we define the company and operational characteristics. And we use this to build an ideal customer profile. And we will present the other five characteristics in future posts. You created your team. Then you gave them the task of developing your ideal customer profile. And your Read more…
The secret to finding your ideal customers is right in front of you. It is something that seems obvious but hasn’t always been in the B2B Sales world. The old model of chasing every potential prospect is fruitless and outdated. The best way to find ideal customers is to look 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…