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 The old model of chasing every potential prospect is fruitless and outdated.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…
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…
Our Zebrafi platform is now available to sit on top of Hubspot! This adds to our ability to provide bi-directional syncing with Microsoft Dynamics and Salesforce. It’s one more way we help you find your own zebras or perfect fit customers.
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.
Activity-based marketing has overwhelmed prospects. Let’s talk at info@zebrafi.com about how our guided selling platform can provide a better way to find, close and retain the right customers.
