Leading sales and marketing departments have adopted guided selling to close business faster, more easily, and more profitably. It helps speed up the sales process and improves sales teams performance by using data (more on this below).

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What is Guided Selling

Guided selling is an emerging category of sales enablement. Let’s define guided selling for the direct sales organization selling in the B2B environment.

Guided selling is a framework that helps sellers leverage data while interacting with a prospect. Unlike other sales enablement tools like CRM, which tends to be sales exhaust, guided selling is the tip of the spear. Guided selling can be used live with the prospect, creating constant collaborative interaction. This is an instrumental tool for sales reps as they move prospects through the customer journey.

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Guided Selling Use Cases

1. Guided Selling helps to identify prospects who are the perfect fit.

The Zebra Guided Selling Software can be used to identify perfect customers. This creates the best chance for the success of invested time with potential buyers. How do you know the next prospect is a perfect match? Everyone has great customers, but they do not always know how to find more that look, feel, behave, and buy, just like that customer.  Guided selling can help. The Zebra Guided Selling Software has a solution. Just enter the website of a great customer into the Zebra Salesbot and it will deliver prospects that look just like that great customer. This ensures you start your sales cycles with the right prospects. 

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2. Guided selling delivers marketing messaging, case studies, and the appropriate materials at the right time in the buying journey.

We must go one step further to be “GUIDING” a buying journey. The software can create materials that are customized for the prospect. This helps in addressing the business issues the prospect has. Your sellers will be empowered with the knowledge they have the right message. This is because it will be based on the same business issues you solved for your best customers. The best-guided selling solutions use software to create collaborative tools for live interactions with prospects. It helps meet customer needs because you have already solved them for similar customers in the past.

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3. Guided selling collaboratively builds a business case that the prospect can believe.

During this pandemic, companies are tightening budgets to conserve cash. Business leaders need to know the only B2B solutions that are going to be approved right now will require a business case. Most salespeople do not know how to build a business case because they have not been given the tools that would guide them and a prospect through the process. 

Zebra’s guided selling process uses data instead of instinct, to start a business case with a prediction of value based on existing clients and how the customer needs were met. This means the assumptions used are directionally accurate. 

The next step is for the software to guide the seller and buyer through a simple process to verify the assumptions. The result is a collaborative believable business case. This is one of the biggest reasons to use a guided selling system.

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4. Guided selling helps to fulfill the business case.

Most purchase decisions are less permanent than ever before. Most companies, that do not yet sell their solution as a service, are clamoring to do so. Selling a solution as a service makes it easier for the customer to buy, but also easier to change as they are on the purchase path. When expectations are not met, customers churn.

Employ guided selling solutions to ensure that the customer results produced match expectations. The business case sets the bar for expectations. Guided selling solutions compare actual results achieved with the original expected business case value. It then provides account managers with in-course correction recommendations to make to customers, ensuring they receive the expected value.

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How Do You Get Started With A Guided Selling System?

Our prospects get value even if they don’t buy.

The process of experiencing a guided selling buying cycle will create cross-departmental value even if a decision is made to stay with the status quo. Guided Selling tools allow us to throw out the old sales playbooks with outdated information. 

Guided selling changes the buyer’s journey and sales process for the better. The process gaps the present sales cycle process with best practices. If we want to move buyers through the sales funnel, we need to do so as productively as possible. To experience the process and get the complete picture, opt-in by contacting us.

guided selling book

Thanks for hanging around to the end. Here’s a free audio copy of the award-winning book Selling to Zebras, HOW TO CLOSE 90% of the BUSINESS YOU PURSUE FASTER, MORE EASILY and MORE PROFITABLY

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