We already addressed why selling features and functions doesn’t work with Power. However, you need to go further than showing ROI, even if it’s positive or substantial. That isn’t the way to sell to Power either. Executives are interested in more than what numbers say because they may have several Read more…
Nearly everyone who markets or sells products or services has been trained to use features and functions in B2B sales as their primary selling method. Unfortunately, Power’s (the decision-maker at a company) pain points rarely align with your features and functions. In fact, those items usually only work with middle Read more…
Now it’s time to put your Zebra Profile and scoring system to work. You’ve identified Zebras from your current customer base and teased out all the details that help you determine which prospects are likely to be Zebras moving forward. You tested your system against your best customers, and you Read more…
Most startups have not taken the advice Geoffrey Moore enlightened us within “Crossing the Chasm.” Startups we have worked with are still ‘a solution looking for a problem.’ As Moore’s technology adoption graphic depicts, only 16% of the people who look at a new product will want to buy it Read more…
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…