B2B Guided selling
Zebrafi
Value-based
Value-based Selling Tools
Value-based selling is about changing the conversation from the feature function of a product to solving a business issue and identifying the associated bottom-line financial benefit with provable metrics.
Voice of the customer
Change the narrative from voice of the sales rep (which is not believed) to voice of the customer which is universally believed. Zebrafi creates Case Studies with provable metrics as a result of speaking with your customers.
Scoring
Score every prospect and have the courage to walk from those that are not the right fit. Prioritize opportunities based on the value that is created.
Business Case
Zebrafi creates a reusable business case that is uniquely created for each new prospect. It projects the financial value for our client's product or services predicated on what others have achieved.
tools
Voice of the Customer
The Voice of the Customer Case Study changes the narrative for every prospect interaction. They are proof statements by customers and provide the basis of the sales cycle.
- It states the business problem
- It shows how our client solved that problem
- It identifies the proven results in financial metrics
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Scoring
To shorten sales cycles and increase close rates it is imperative focus on prospects most likely to buy. Value is a key predictor of a deal closing.
- Identify when to engage and when to walk away
- Uncover gaps in the sales cycle
- Predict the probability of closure
- Simplicity and portability
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Provable Business Case
- A sales rep can now create a Business Case specific to each new prospect. The financial calculations are a result of what our customer’s clients verified as the value for them.
- Power (typically C-level) doesn’t care about feature function presentations. They care about solving problems for their business. Presentations should focus on the proven value created instead of feature function. Change the narrative to what Power cares about.
- Stop discussing products and focus on business issues and solutions.
- Use customer proof to drive the decision.
You can get started on a guided path to sales success.
Contact us and learn how.
