Business Recovery-
Are You Getting Your Share?




April 29, 2010
The New Normal
How Big is this Problem?
Economic Recovery     ! &"                                 ! &# + # 8
                 Recovery
                ! "# $ " "...
Sales Challenge—The New Normal


     ales levels, margins and average deals sizes are down
    Sales cycles are longer wi...
Solution
Develop a Zebra
 – Develop the seven questions you will ask about every prospect
 – Zebra Score each prospect to ...
Here’s our Goal

                               Prospect Name:
                                  EXTREMELY                ...
First Attribute of Your Zebra

  Individual Profile or Company

– Most reference worthy customers
– Last five deals you wo...
Completed Product Zebra!
Great—You Have a
                                Prospect Name:
                                 ...
Managing
First—Score Your Zebra

 Individual or Company Profile – score it 0-4
                                   I am Power!
 Leve...
Zebra—As a Strategic Tool

                                 Prospect Name: GeoMagic
                                    EX...
Testing Your Zebra
Testing—Two Tipping Points

             0-9
           High
           Risk
                    10-19
                   ...
Selling in The New Normal— The Process

    — Develop a Zebra
    — Conduct Installed Base Audit
    — Build a Financial C...
Results— Getting your Share!


       “Selling to Zebras helped us transform our go to
        market strategy, methodolog...
Can This Process Fail?
Selling Zonkies
“
Change       ;Old-school Thinking”



                            //

                           .' 9

                 ...
Clogging your pipeline?




               S A L E S C O N D U IIT
                   LE S C O ND U T
Zebrafied Pipeline




              S A L E S C O N D U IIT
                  LE S C O ND U T
Next Step

Start with the Zebra— examine existing customer success


  — Go to www.SellingtoZebras.com
  — Free subscripti...
Over 45 Years in Sales Experience
SR              RVPS&O
AE              VPS
ASM             VPS&O
SM              WWVPS
N...
Rearview Mirror Forecast Warning
Business Recovery-
Are You Getting Your Share?




April 29, 2010
More— Results


     "Closed 192 clients in Q1 and 209 in Q2...

     Our sales cycles average thirty to ninety days
     ...
Upcoming SlideShare
Loading in …5
×

BizTech Expo - 4/29/10 - BUSINESS RECOVERY - Are You Getting Your Share? Presenter: Jeffrey Koser, CEO/Founder - Selling to Zebras, LLC

773 views

Published on

Business Recovery - How Do I Get My Share?
CEO/Jeff Koser - Selling to Zebras, LLC
BizTech Expo presentation - 4/19/10

If this is recovery, how do I get my share? The word "recovery" at least, seems to be gaining momentum. But in this recovery there is a "New Normal". In the “New Normal” sales levels, margins and average deal sizes are still down; sales cycles are longer many ending in non-decision—why? Jeff discussed how to address these critical sales related business issues.

Published in: Business
  • Be the first to comment

BizTech Expo - 4/29/10 - BUSINESS RECOVERY - Are You Getting Your Share? Presenter: Jeffrey Koser, CEO/Founder - Selling to Zebras, LLC

  1. 1. Business Recovery- Are You Getting Your Share? April 29, 2010
  2. 2. The New Normal
  3. 3. How Big is this Problem?
  4. 4. Economic Recovery ! &" ! &# + # 8 Recovery ! "# $ " " % & " '( ) & * "# $ + + , + -& # # .//0 & $ # "# $ + + ! # 1 & &# " # 2 # + 3& & 4 5 &# 6 # + + "+ 7 #! .//)
  5. 5. Sales Challenge—The New Normal ales levels, margins and average deals sizes are down Sales cycles are longer with many ending in non- decision
  6. 6. Solution Develop a Zebra – Develop the seven questions you will ask about every prospect – Zebra Score each prospect to determine two tipping points – Accentuate strengths and strategize to fill gaps …a Zebra is your perfect prospect. One where you would Implement thewin based on objective identifiable Zebra Buying Cycle characteristics. – Research prospect issues – Create financial case for change to ensure access to Power
  7. 7. Here’s our Goal Prospect Name: EXTREMELY EXTREMELY ATTRIBUTES FOR ZEBRA SCORE UNFAVORABLE FAVORABLE 0 1 2 3 4 Score Individual Profile 4 Date Comment No indication that Individual thi s indi vidual unde rstands value. unde rstands value . Has a history of All that matte rs is the making inte lligent pri ce . purchase decisions. 0 1 2 3 4 Level of Use/Need 4 Date Comment Little de mand. Not Strong ne e d for our much ne e d for our products. Lots of product or solution. applications. Full line prospect. 0 1 2 3 4 Access to Power 3 Date Comment Real decision make r We are pre se nting to will not give us access powe r. Powe r has the abili ty and de sire to make a de cision. 0 1 2 3 4 Funding 2 Date Comment Prospe ct doesn't have Prospe ct has the the financial capacity financial re sources and other financial ne eds to be a good match 0 1 2 3 4 Value 3 Date Comment Not quantifiable . Power agre e s our products "pay for the mse lve s". 0 1 2 3 4 Technology 1 Date Comment No re cognition of our O ur te chnology and products advance d delive ry advantage s advantage s. are re cogniz e d and value d. 0 1 2 3 4 Service 3 Date Comment Se rvice doe sn't se e m The way we sell and to matter provide service is almost as i mportant as our products. 0-9 10-19 20-28 20 High Some ZEBRA Risk Risk SCORE
  8. 8. First Attribute of Your Zebra Individual Profile or Company – Most reference worthy customers – Last five deals you won – Best customers—repeat business and profitability – Philosophies/Ideals/Size – Conversely the last few deals you lost
  9. 9. Completed Product Zebra! Great—You Have a Prospect Name: EXTREMELY EXTREMELY ATTRIBUTES FOR ZEBRA SCORE UNFAVORABLE FAVORABLE 0 1 2 3 4 Score Individual Profile 4 Date Comment No indication that Individual thi s indi vidual unde rstands value. unde rstands value . Has a history of All that matte rs is the making inte lligent pri ce . purchase decisions. 0 1 2 3 4 Level of Use/Need 4 Date Comment Little de mand. Not Strong ne e d for our much ne e d for our products. Lots of product or solution. applications. Full line prospect. 0 1 2 3 4 Access to Power 3 Date Comment Real decision make r We are pre se nting to will not give us access powe r. Powe r has the abili ty and de sire to make a de cision. 0 1 2 3 4 Funding 2 Date Comment Prospe ct doesn' have t Prospe ct has the the financial capacity financial re sources and other financial ne eds to be a good match 0 1 2 3 4 Value 3 Date Comment Not quantifiable . Power agre e s our products "pay for the mse lve s". 0 1 2 3 4 Technology 1 Date Comment No re cognition of our O ur te chnology and products advance d delive ry advantage s advantage s. are re cogniz e d and value d. 0 1 2 3 4 Service 3 Date Comment Se rvice doe sn' se e m t The way we sell and to matter provide service is almost as i mportant as our products. 0-9 10-19 20-28 20 High Some ZEBRA Risk Risk SCORE
  10. 10. Managing
  11. 11. First—Score Your Zebra Individual or Company Profile – score it 0-4 I am Power! Level of Need or Operations – score it 0-4 …or is that Powers? Access to Power – score it 0-4 Yeah baby, yeah! Funding – score it 0-4 Value – score it 0-4 …particularly important Technology – score it 0-4 attribute. Without access Service – score it 0-4 HERE, every other answer in the Zebra should be questioned!
  12. 12. Zebra—As a Strategic Tool Prospect Name: GeoMagic EXTREMELY EXTREMELY ATTRIBUTES FOR ZEBRA SCORE UNFAVORABLE FAVORABLE 0 1 2 3 4 Score Company Profile 4 Date Comment Basic sales cycle, sales Complex sales cycle, closing easily compelling need to differentiate based on value 0 1 2 3 4 Operations 4 Date Comment Old-school 'sales is a Recognize need to focus numbers game' mentality, on best opportunities, sell chase everything based on value 0 1 2 3 4 Access to Power 2 Date Comment Project Manager is Power actively involved leading due dilligence in due dilligence, is a CEO, COO or VP of Sales We are at the controller level - not at 8/15 power 0 1 2 3 4 Funding 1 Date Comment Client doesn' know t Budget criteria funding access steps established We talked dollars at the first lunch - but not since-and not with Power 0 1 2 3 4 ROI / Value Waterfall 1 Date Comment Not quantifiable, no Power agrees with ROI desire to quantify and Value proposition David needs to see VV preso and 8/15 agree 0 1 2 3 4 Technology 1 Date Comment Would like to pick-and- See the value of our choose separate solution complete set of tools and Need to make sure David knows that components process even the Zebra creation is a process, and that the value is partially in the process 0 1 2 3 4 Service 1 Date Comment Our seminar approach is Our seminar and train- not for this client the-trainer approach is valued. Need to discuss realistic expectations of timeline. They seem to want to use it already. 0-9 10-19 20-28 14 High Some ZEBRA Risk Risk SCORE
  13. 13. Testing Your Zebra
  14. 14. Testing—Two Tipping Points 0-9 High Risk 10-19 Some Risk 20-28 ZEBRA ?? 23 SCORE Zebra Score—the score needed to close 90% of the time? —A Zebra Score of 23 turns prospects to revenue 90% of-the-time! —After meeting with Power; a Zebra Score below 16 walk- a-way!
  15. 15. Selling in The New Normal— The Process — Develop a Zebra — Conduct Installed Base Audit — Build a Financial Case — Penetrate and Sell Power — Repeat
  16. 16. Results— Getting your Share! “Selling to Zebras helped us transform our go to market strategy, methodology, and organization.” Pipeline Win Rate – Increase in Average Sale Price – Reduction in Sales Cycle Length –------------ Zebra score needed at the beginning of the Quarter to generate revenue by the end of the quarter – Patrick Williams Senior Vice President Sales StarCite, Inc. 925.998.9444
  17. 17. Can This Process Fail?
  18. 18. Selling Zonkies
  19. 19. “ Change ;Old-school Thinking” // .' 9 .( &#7 ! ' S A L E S C O N#DU IIT L E S C O ND U T ' # :
  20. 20. Clogging your pipeline? S A L E S C O N D U IIT LE S C O ND U T
  21. 21. Zebrafied Pipeline S A L E S C O N D U IIT LE S C O ND U T
  22. 22. Next Step Start with the Zebra— examine existing customer success — Go to www.SellingtoZebras.com — Free subscription to Zebra U — Under; “Steps to the Zebra Process” — Download “Push-button Zebra”
  23. 23. Over 45 Years in Sales Experience SR RVPS&O AE VPS ASM VPS&O SM WWVPS NAM EVPBS BM COO RVPS CEO B2B Sales Rep IBSP < $ 9$ # " 9& + # www.SellingtoZebras.com
  24. 24. Rearview Mirror Forecast Warning
  25. 25. Business Recovery- Are You Getting Your Share? April 29, 2010
  26. 26. More— Results "Closed 192 clients in Q1 and 209 in Q2... Our sales cycles average thirty to ninety days in an industry with an expected sales cycle 3 times that length. In addition to speed, we close better than 50% of the deals in our North American sales pipeline and are able to ramp up new sales reps quickly." Bill Smith Vice President Sales and Alliances - SMB Taleo, Inc. 925.452.3603

×