Salespeople are like lions hunting for their prey; experienced lions do not waste their time and energy over many scattered opportunities. Rather, they focus on the prey that is worth their energy, such as zebras. Therefore, “zebras” are a metaphor for the “right” prospects because they are “unique” in the sense that you are most likely to close a sale with them, that you know for sure your product or service that satisfies their needs, and that you would spend time with their decision makers.
"How successful are you at closing sales? In their book, Selling to Zebras, Jeff Koser and Chad Koser use an analogy of a hunt in the African savannah as the key to selling success." Baylor
"The book gives examples of the different attributes that can be considered for your own Push-Button Zebra spreadsheet. In the book you are also given access to a free template to create your own Push-Button Zebra." Small Biz Trends
In Pricing with Confidence, pricing gurus Reed Holden and Mark Burton offer a radically different solution—one that actually builds revenues and profits without lowering prices. The key? Linking prices to the value delivered. The real trick is to bring people from marketing, product development, sales, and senior management into the process
The tipping point is that magic moment when an idea, trend, or social behavior crosses a threshold, tips, and spreads like wildfire. Just as a single sick person can start an epidemic of the flu, so too can a small but precisely targeted push cause a fashion trend, the popularity of
Selling impacts every person on this planet. Your ability or inability to sell, persuade, negotiate, and convince others will affect every area of your life and will determine how well you survive. No matter what your title or position is in life, or what your role is in a company or
Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where
It’s old news that buyers have a lot more information about everything than in decades past. Also fairly well established is that today’s buyers are harder to reach, buying cycles are longer, and more decision makers are involved in every sale. Yes, buying has changed a lot, yet from the 1970s until
Delivering Knock-Your-Socks-Off Service means creating a positive, memorable experience for every customer, exceeding expectations, and satisfying needs in such a way that you’re seen as easy to do business with. It means looking for opportunities to wow and delight your customer in unique and unexpected ways. The customer who experiences all
Marketing and selling often represent about half of the costs incurred in any business. There is enormous, and largely unseen, opportunity in most business to improve the performance of marketing, selling and servicing. Yet this world is comprised of human beings where perceptions and emotions rule.
Wake up, it's revolution time! Gone are the days when you could plan out your marketing and public relations programs well in advance and release them on your timetable. It's a real-time world now, and if you're not engaged, then you're on your way to marketplace irrelevance. http://eu.wiley.com/WileyCDA/WileyTitle/productCd-1118155998.html
Check your processes, refine your tools, and change the culture of your organization into the Zebra culture.
The job is not done when the deal is closed though; any wise salesman should follow through with after deal support, services & adjustment.
Get three names of top executives from the assistant. Send targeted messages to the executives if you can’t get to them on phone.
If it’s impossible to reach Power directly, call the CEO assistants. Treat them just as you would treat the CEO & you’ll get what you want.
Middle managers might not know how to sell your product to decision makers, which would only lengthen your sales cycle.
Finance people look at the purchase from a different angle, and the link between operations and finance is rarely strong.
Most often sales people manage to convince prospects on the operational level, but run into troubles convincing them on the financial level.
Understanding funding, budget issues, and financial approval at a prospect company is a key component of understanding your zebra.
Be honest with how you compare with competitors. Analyze your service capabilities against customer expectations.
If you review the organizational structure of a company, you can realize how it deals with technology.
You have to know which customer technology create a competitive advantage and which create competitive challenge.
If you want to find your zebras, think about your existing customer base in terms of which of them you’d use as references.
“Zebras” are a metaphor for the “right” prospects because they are “unique” in the sense that you are most likely to close a sale with them.
Salespeople are like lions hunting for their prey; experienced lions do not waste their time and energy over many scattered opportunities.