Wednesday, 08 February 2017 15:31

What's new with Selling To Zebras software?

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Updates

Latest software updates

We've been working hard since our launch to give you easier ways to qualify and close your best prospects. Here is a summary of the most recent changes:

New Zebra Scoring Industry Dimension

This was our most requested and comprehensive improvement. The following features now have an industry dimension:

  • Zebra Attributes
  • Value Drivers
  • Value Assumptions
  • Sales Material

Ways to leverage this improvement:

  • Create a Finance specific Go to Market Strategy. Now when a sales rep creates a new opportunity and selects Finance as the Industry. They will see a Zebra that reflects your Finance solution. They could also see a business case, specifically written for Finance.

Default Critical Business Issues

Instead of requiring sales reps to identify and create critical business issues with every new opportunity, you can now build a library of business issues. That library is available for sales reps to pin the business issues that apply to each account. Business issues can be aligned to the industry to give even more focus to your sales strategy

Ways to leverage this improvement:

  • Get your Business Development team more aligned with sales. They can use the list of predefined business issues to better qualify deals. Train your entire sales team on which business issues offer the greatest opportunity and the best way to articulate that message.

More Reporting

Download the data behind any dashboard. New data about the opportunities will now display as well such as the stage number

Ways to leverage this improvement:

  • Improve your weekly sales meeting. Go To Dashboard and set the Period to this quarter. Identify deals that are supposed to close this quarter but have a low stage number or zebra score. Work with your sale reps to identify the holes in the deal.

New Adoption Dashboard to view adoption of your sales methodology

Ways to leverage this improvement:

  • One of our great customers and advocate put it this way. "If you're not hitting your numbers you better be leveraging the Selling To Zebras platform". Everything is there to improve your performance

Auto-Save

You'll be seeing more auto-save functionality. Where there used to be edit and save buttons, you can now simply make edits and changes are saved automatically. This is the best way to implement a web application and prevent lost work caused by lack of network connectivity.

Import From Excel or .CSV file

You can now import a list of Accounts, Opportunities and/or Contacts

Ways to leverage this improvement:

  • Use a database to form lists of leads in a spreadsheet. Upload the entire list into the Selling to Zebras Application and start scoring your opportunities

Integration with Office 365 and One Drive

In addition to Google Docs, we now support Office 365 for creating and automating your Sales Material. This solves formatting issues that can occur when your templates have known compatibility issues with either platform.

Survey Improvement

Asking the right questions is always a critical part of the sales process. There is now a more presentable format of the best practice questions that can be shared and shown to a prospect.

Ways to leverage this improvement:

  • Use a database to form lists of leads in a spreadsheet. Upload the entire list into the Selling to Zebras Application and start scoring your opportunities

Help Link

When you get stuck, open the new help link to visit our help center for training and ask questions on any of the available topics