The Zebra scoring tool has improved Serigraph’s close rate because it now only pursues the best prospects.
In addition, selling business value relative to prospects’ pain points differentiates Serigraph from its
competitors. This has increased margin, improved closure rates, and shortened sales cycles.
- Contribution margin increased 211%
- Sale pipeline closure rates increased 350%
- Sales cycle length reduced 26% from an average of 243 days to 179 days
Vivisimo achieved these results because Zebrafi changed its sales paradigm. The company no longer competed feature-for-feature with its competitors. It didn’t chase every prospect or respond to every RFP. Instead, Vivisimo sought out its most desirable prospects, got access early on to executives with budget authority and spoke in a language that they understood – business value.