CEO-CFO Track
What will ZEBRAselling do for an executive like you?
- Drive top-line revenue growth
- Create organizational alignment between sales, marketing (field and product), business development, services, product development, finance, legal and human resources
- Improves sales-per-dollar-spent
- Help set and achieve quarterly sale targets
- Answer; are my best sales resources being deployed on your best sales opportunities?
ZEBRAselling starts with a cross-functional team session workshop that is effective for a product line, division or the entire company to identify Zebras—the profile of the prefect prospect. The profile consists of seven attributes attributable to your best customers. The session first identifies the SIC/NAICS code designation of companies where you do well and expands to include; demographics, cultural and philosophical alignment between you and your best customers. The final six attributes are; the organizational make-up including the executive and operational business issues your solution solves, the decision-maker level required for the approval process, funding, ROI, technology advantage (and weakness) and service requirements of your best customers. The results of this cross-functional team session produce information used to create a tool to measure all new sales and installed-base opportunities, against the perfect prospect/customer profile, to prioritize resources and improve sales pipeline revenue predictability.
 | The next step of ZEBRAselling involves customer research. Our research is what makes ZEBRAselling unique. Target customers per vertical are identified and contacted with the goal of determining the reasons decision makers bought your solutions. The research process unearths decision maker business issues and the value created by addressing these issues. Specific vertical based use cases including these business issues and metrics are then used to create penetration tools (emails, talk tracks, letters and best-sales-practice play books), decision-maker opening presentation, best practice discovery process and a business case with an all inclusive financially justified proposal. |
 | The key to ZEBRAselling is the early identification and penetration at the decision-maker level (the level we call Power) of the prospect organization. Proper account targeting, prospect research and a preliminary business case derived from the customer research are unique tools used to earn-the-right to begin buying cycles at Power. |
 | There is absolutely no faster way to sell because there isn’t a better way to qualify in-or-out of sales opportunities. ZEBRAselling addresses the biggest competitor of all apathy (non-decision) by virtually eliminating these types of sales cycles providing more time and resources to the deals that can and should be won. Apathetic sales cycles drain the life from the business development, sales, presales, customer service, sales management, research and development and executive resource areas of an organization. |
We practice what we preach by using ZEBRAselling in our business. Would you like to view our Zebra so you could opt-in or opt-out of a buying cycle with us? Click to see (Selling to Zebras—Zebra)
Would you like to know the value that a ZEBRAselling solution could generate for your organization? Answer the following two questions and find out:
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