“Looking back to Q4, 2020- after about nine months of working with Zebrafi- we closed more new revenue than we had in Q4, 2019, and our average deal size was up 59 %, and this was during the pandemic.”
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Wochit implemented and now requires salespeople to score every prospect against their ideal prospect, or Zebra. The sales team now focuses their efforts on the best prospects, increasing their efficiency and close rates. Today, only Zebras (the best prospects) make it into the pipeline.
The tools ensure sales people earn the right to meet with executives with budget authority (Power) using customized materials and a sales process guided by the Zebra software. This process leads to a logical end point: a customized business case that provides conservative estimates of value based on results achieved for similar companies — verified through interviews conducted by an objective, third-party (Zebrafi). The Voice of Customer (VOC) interviews conducted by Zebrafi staff are key to this credibility.
Wochit achieved these results because Zebrafi changed its sale paradigm. The company no longer competes feature-for-feature with its competitors. They stopped chasing every prospect. Now, Wochit targets desirable prospects, earns early access to executives and collaboratively produces a business case with key stakeholders all while speaking the language of business value.
Headquarters | NY, NY
Industry | Software
Employees | 83
Related Customer Stories
“Zebra has been transformational for Tubular. Everything we do is based on the Voice of the Customer work done by Zebrafi.“
“A higher percentage of sales cycles close because sellers identify Author-it Zebras and have an early meeting with Power to gain sponsorship to verify a pre-prepared value proposition.”
“Through the first six months of this year we have sold more than we did all of last year, and I attribute that entirely to our new process.”
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