Navigation Links
Combining a Great Product With a Winning Sales Strategy is a Formula for Success in Today's Market
Date:1/25/2012

MILWAUKEE, Jan. 25, 2012 /PRNewswire/ -- Vivisimo's flagship product, Velocity 8.0, took the top spot in Forrester Research's 2011 report on the enterprise search market.  The company surpassed market giants including Google, Microsoft and IBM in nearly every category, capturing an "excellent" or "very good" rating in each dimension evaluated.  But when it comes to selling its products, the company doesn't rest on its laurels.  It sells value.

Delivering quantifiable value
Vivisimo understands that an end user may be sold on features and benefits, but without buy-in from top executives with budget control, even a solid sales pitch can fail. So the company has adopted an approach in which the financial advantages of the company's product are pitched as heavily as its technical features and benefits.  The approach, known as ZEBRAselling, seeks the interest and support of top management early in the sales cycle for a shorter, more successful sales process.

"With the Zebra methodology, we're not selling technology," says Vivisimo President, Kevin Calderwood.  "We're selling a business solution that delivers measurable economic value to a targeted customer.  Our average sales price has tripled over the past two years since we've been selling to the business professional – the person with the budget – rather than selling features to the technology department.  The approach works because we're solving a business problem, showing the prospect the return that can be achieved by implementing our solution."

Identifying and going after your "zebra"
ZEBRAselling is different than most sales strategies because it takes a holistic approach.  It is as much a business model as a sales model because it requires the integrated efforts of marketing, development and sales. 
'/>"/>

SOURCE Selling to Zebras
Copyright©2010 PR Newswire.
All rights reserved

Page: 1 2 3

Related medicine technology :

1. Combining Express Scripts and Medco Health Solutions Will Help Protect Americans From the Rising Costs of Prescription Medicine
2. Genetix Joins Molecular Devices: Combining Businesses to be in a Better Position to Serve Customers
3. Romark and Intercell Join Forces in Combining Therapies Against Hepatitis C
4. Intercell and Romark Join Forces in Combining Therapies Against Hepatitis C
5. Cardiogenesis Announces Preliminary Clinical Results With the PHOENIX System Combining TMR + Stem Cells
6. EDAP Announces Launch of Clinical Study Combining HIFU and Chemotherapy for Localized Aggressive High Risk Prostate Cancer
7. EDAP Announces Launch of Clinical Study Combining HIFU and Chemotherapy for Localized Aggressive High Risk Prostate Cancer
8. Vivo Ventures Closes $375 Million 7th Fund to Invest in Healthcare in the U.S. and Greater China
9. Orthopedic Devices Market in the Emerging Countries (China, India, Brazil) - Greater Focus on Minimally Invasive Orthopedic Procedures to Drive the Market
10. Utilizing Public Relation Strategies During Pharmaceutical Lifecycle Management for Greatest Impact on Brand and Consumer Base
11. BSGI/MBI Shows Greater Sensitivity and Comparable Specificity When Compared to Ultrasound and Mammography
Post Your Comments:
*Name:
*Comment:
*Email:
(Date:9/19/2014)... 19, 2014 Reductions in kidney ... years in people with diabetes type 2 ... benefits for the kidneys." Australian researchers have ... 2 diabetes leads to persistent reductions in kidney failure ... The global study has found that, five and a ...
(Date:9/18/2014)... , September 19, 2014 ... Markets ( http://www.researchandmarkets.com/research/qqjrnh/global_molecular ) has announced the ... Market 2014-2018" report to their offering. ... Cytogenetics involves the study of chromosomes using ... functions of genes and chromosomes. It plays ...
(Date:9/18/2014)... , Sept. 18, 2014  Aratana Therapeutics, ... therapeutics company focused on licensing, developing and commercializing ... the full exercise of the underwriters, option to ... connection with the company,s previously announced public offering ... the shares are being offered by Aratana Therapeutics.  ...
Breaking Medicine Technology:ADVANCE-ON Post-trial Observational Study: Blood Pressure Arm and Glucose Arm Results 2ADVANCE-ON Post-trial Observational Study: Blood Pressure Arm and Glucose Arm Results 3Global Molecular Cytogenetics Market 2014-2018: Key Vendors are Abbott, Affymetrix, Agilent Technologies, F. Hoffmann-La Roche, Illumina and PerkinElmer 2Global Molecular Cytogenetics Market 2014-2018: Key Vendors are Abbott, Affymetrix, Agilent Technologies, F. Hoffmann-La Roche, Illumina and PerkinElmer 3Aratana Therapeutics, Inc. Announces Full Exercise of Underwriters' Option to Purchase Additional Shares 2
... Response or Reduction of,Lesion Size by More than ... 2007 /PRNewswire-FirstCall/ - Nventa,Biopharmaceuticals Corporation today announced the ... the safety and,efficacy of pilot process HspE7, an ... women,with the highest grade of cervical dysplasia (CIN ...
... WIRE)--Mar 7, 2007 - BioLineRx Ltd.,(TASE:BLRX), Israel's ... from trials of BL-1040 demonstrating that,BL-1040 is ... a myocardial infarction (MI), thereby reducing left ... pig model. Professor,Jonathan Leor, MD, Director of ...
Cached Medicine Technology:Nventa Announces Presentation of Positive HspE7 Data from,NCI-Sponsored Clinical Trial in Cervical Dysplasia 2Nventa Announces Presentation of Positive HspE7 Data from,NCI-Sponsored Clinical Trial in Cervical Dysplasia 3Nventa Announces Presentation of Positive HspE7 Data from,NCI-Sponsored Clinical Trial in Cervical Dysplasia 4Nventa Announces Presentation of Positive HspE7 Data from,NCI-Sponsored Clinical Trial in Cervical Dysplasia 5Nventa Announces Presentation of Positive HspE7 Data from,NCI-Sponsored Clinical Trial in Cervical Dysplasia 6BioLineRx Presents Data on BL-1040 at Cardiovascular,Revascularization Therapies Conference Demonstrating Potential to,Reduce Deterioration of Infarcted Heart Tissue and Maintain,Functionality 2BioLineRx Presents Data on BL-1040 at Cardiovascular,Revascularization Therapies Conference Demonstrating Potential to,Reduce Deterioration of Infarcted Heart Tissue and Maintain,Functionality 3
(Date:9/19/2014)... September 19, 2014 Outsourcing services provider Profit ... large US IT conglomerate to provide HR outsourcing services in ... as an exclusive partner and will act as a talent ... will deploy over 120 personnel across 3 locations in India ... statement. , "This is a significant win for us and ...
(Date:9/19/2014)... (PRWEB) September 19, 2014 Dr. John ... Therapeutic Periodontal Treatment to their Miami practice. Routinely ... Gallardo and Dr. Lamas are one of the ... ‘total health’ approach for diagnosing and treating periodontal disease. ... the most under-diagnosed and under-treated diseases in the world. ...
(Date:9/19/2014)... Dennis Thompson HealthDay Reporter ... President Barack Obama escalated the fight against antibiotic-resistant bacteria ... national strategy to deal with the threat. ... cabinet-level task force charged with crafting a national action ... ordinary and previously treatable bacteria that have become resistant ...
(Date:9/19/2014)... Chino Hills, CA (PRWEB) September 19, 2014 ... the fastest-selling fitness boot camp in the country. He’s also ... mentoring thousands of clients, coaching celebrity trainers and serving as ... He knows marketing, and he says that becoming an integral ... camp’s success. , “One of the things that Fit Body ...
(Date:9/19/2014)... DC (PRWEB) September 19, 2014 Atlantic ... and the authoritative AIS’s Directory of Health Plans — ... Facts, Trends and Data: 2014-2015. The latest edition of ... are re-shaping the health care industry. , With ... plan issues — from benefit design and management strategies ...
Breaking Medicine News(10 mins):Health News:Profit By RPO Bags huge RPO contract from US-based Implementation Partner 2Health News:Gallardo & Lamas Periodontics & Implant Dentistry Therapeutic Periodontal Treatment Shown to Improve Patient’s Overall Health 2Health News:Gallardo & Lamas Periodontics & Implant Dentistry Therapeutic Periodontal Treatment Shown to Improve Patient’s Overall Health 3Health News:Obama Calls for National Plan to Fight Antibiotic Resistance 2Health News:New Post from Boot Camp Marketing Expert Bedros Keuilian Explains Importance of Becoming Part of the Community 2Health News:New Post from Boot Camp Marketing Expert Bedros Keuilian Explains Importance of Becoming Part of the Community 3Health News:New Book from Atlantic Information Provides Insights Into Trends in the Health Care Industry 2
... bitten by a bat and subsequently diagnosed with rabies has been ... is being offered, the chances of the boy recovering is very ... of Humble High School fell ill last week, unaware of the ... could happen, a bat had flown into his house while he ...
... study conducted by a team at Queeen's has suggested ... when hooked up to dialysis// yield better results in ... ,This five-month, exercise intervention study of dialysis patients ... King-VanVlack, member of the Cardiac, Circulation and Respiratory (CCR) ...
... that more than 80 million American adults are smokers, obese or ... and an early death. // ,Data from a ... of adults in the United States who have one or both ... categories is about 9 million people and this would include a ...
... study states that the organ donation rate in UK is ... relatives are reluctant to allow such procedures. // This was ... potential organ donors because they are distressed and confused about ... ,The UK Transplant, which carried out a two-year audit, ...
... the Japanese Encephalitis immunization drive has not gone down well ... have taken place on June 18, but the government has ... delivery of 5.2 million doses of the Japanese Encephalitis tissue ... , ,The remaining 13.5 million doses are expected to ...
... to place on record the exemplary work of art by students ... effort by Oman in the ‘Unite for children Unite against Aids’ ... ‘Unite for Children Unite Against Aids’ campaign encompasses four major goals ... the percentage of the young victims of HIV/Aids; to provide better ...
Cached Medicine News:Health News:Exercise Combined with Dialysis Yields Better Results 2Health News:Grieving Relatives Reluctant To Give Consent For Organ Donation 2
Nitinol Flat Wire Basket...
1.5 Fr Nitinol Tipless Stone Basket...
Agglutinating sera for serological identification of E. coli by slide and/or tube agglutination tests. Agglutinating sera are packaged 2 mL / vial....
A direct qualitative enzyme immunoassay for detection of E.coli Shiga Toxin 1 and 2 in fresh or preserved fecal specimens....
Medicine Products: