C-Level Decision Makers

C-level executiveC-Level Decision Makers. One of the key attributes we assign to a prospect identifies access to the key decision makers in a prospect company. We call this person, or persons, “Power”.

Without their buy in, a sales person will have a tough time closing a sale. And without knowing what their critical business issues (CBIs) are, the sales rep will have a tough time even getting to them to have the discussion necessary to get the buy in.

At Dewell Consulting, we teach the Selling to Zebras methodology which trains sales teams in the various things they need to know and do to get to Power. But times are changing and now those decision makers at the C-level don’t make many large decisions on their own. They want buy in from other key players: COO, CFO, CMO, VP of Sales and others.

So we train the sales rep how to approach these various decision makers or other stakeholders so that all their issues, CBIs, are being addressed to insure their buy in.

But how do you get to those key players when they have multiple plates in the air and have multiple people approaching them with supposed solutions to their problems?

Back on 2013, when Selling to Zebras had been teaching how to do this, another great mind was talking about the same thing. His name is Brian Rapp and he was writing on the http://behaviorchange.net website.

His article entitled “C-Level Decision-Makers: 5 Ways to Reach Them” is still valid today. And I “stole” the image from his post so I want to attribute that at least to his post or to him whichever is appropriate.

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Sales Automation Software for Success

software scoring

The ZEBRASelling methodology software starts with the process of scoring your prospects.When used rigorously, it makes sure you and your sales team are pursuing leads that have a high probability of turning into sales.

What is high probability? 50% -90%…high enough for you?

Remember the industry standard is 15%. What would this do to your company’s growth?

Scoring Software

Our software starts with the salesperson scoring each and every opportunity using our proprietary scoring tool with pre-built Surveys so you ask the right questions upfront to gain access to Power…quickly.

ROI Value Story

Next is the ROI Value Story. Drive key business decisions based on data, not speculation. Close the loop between Sales and Marketing by measuring the impact of your solution. Value drivers are automatically created based on past experience and honed over time based on results.

ROI Waterfall

Following that is the ROI Waterfall. Selling to Zebras automatically generates a powerful waterfall chart for communicating your ROI story, you’ll love it! We calculate everything for you, including NPV, Payback, IRR and monthly cost of indecision so your sales reps have everything they need to close the deal.

Powerful Sales Materials

Cloud-based apps can be up and running in days, and they cost less. With Selling To Zebras, you just open a browser, log in and start using it from anywhere and any device. As a result, you will see shorter sales cycles and higher close rates. In fact, our customers have attained close rates up to 90% using our software.

The software generates Powerful Sales Material so your sales teams spend less time writing and more time closing deals by streamlining the creation of personalized sales documents with our sales proposal generator. Sales reps can easily find the information they need and share it with prospects. So they focus on closing deals, not searching for information.

Rapid RFP responses leveraging Google Docs, Microsoft Office, Office 365, Google Drive, OneDrive and OneDrive for Business.

Smart and Easy

The software tool is easy and smart. Hosted on Amazon AWS Cloud for peace of mind with automated data capture. Just enter a public company’s name and we will search the web for the rest.

Sales teams won’t use something if it’s not easy. Our solutions are designed with the sales experience in mind with bi-directional Salesforce.com integration. Sales rep adoption is key to seeing a return on your investment and increasing win rates.

Insight-to-Action

And finally, Insight-to-Action – you effortlessly measure your Account-Based Marketing success with sales dashboards and embedded business intelligence.

See this process laid out graphically at: ttp://www.sellingtozebras.com/software

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The Secret to ZEBRAselling

ZEBRAselling is a go-to-market strategy that will transform the way your B2B sales and marketing teams will approach the market.

When companies like Forrestor Research find that in the B2B world, deals are being closed at the 15% rate in any given quarter, you have to ask yourself, “Why?” And the sales teams should be asking themselves the same question.

However, if your company is doing what most other companies are, that  can create a false sense of security: “At least we not doing worse than the rest of the competition.”

Salesforce has published information that shows that the average number of deals that end up in their customer’s forecasts don’t close at any better than, you guessed it, about 15% in any given quarter.

15%!? What a huge waste of company resources! What a huge waste of time! What a huge disappointment that must be at the end of the quarter! What a lot of fun explaining to the VP of Sales why you came in under target again!

There is a solution to this and the ZEBRAselling methodology is just that.

Stay tuned for more posts on this.

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