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. 

The methodology starts with research into your current customer base to identify the measurable value that you provide and the customers that benefit most.  They become the model of your perfect customer, or "zebra".  The idea is that, once properly identified, that customer stands out within the marketplace the same way a zebra stands out within its environment.  Sales, development and marketing efforts are then focused on prospects that most closely resemble your zebra.  The results are compelling.

"ZEBRAselling has helped us focus our sales team, eliminate the waste of capture costs, increase average sales price and reduce the time it takes to close a deal," says Calderwood.  "Now we're not just comparing a feature checklist, we're solving a business problem and showing the prospect the return that can be achieved when our solution is implemented."

This approach stands out in today's competitive business market where proving the financial advantage that you offer may be the difference between a sale and a lost opportunity.

About ZEBRAselling
ZEBRAselling is the sales methodology developed by Jeff Koser, founder and CEO of Selling to Zebras, Inc.  Selling to Zebras, Inc. is a global leader in sales process improvement.  Selling to Zebras teaches sales professionals how to close 90% of the business they pursue with greater ease, speed and profitability. The company provides process efficiency tools, sales software and management support to help companies achieve considerable sales improvement.  Selling to Zebras, Inc. has helped countless companies achieve their sales goals. Jeff and Chad Koser describe the ZEBRAselling process in their award-winning book, Selling to Zebras.

About Vivisimo
Vivisimo provides enterprises with information optimization solutions that help maximize the business value of information.  Vivisimo's innovative solutions help end-users find and take advantage of all appropriate and available information, regardless of source, location or type. Vivisimo serves its clients from headquarters in Pittsburgh, USA, and through European offices in France, Germany and the United Kingdom.

http://www.sellingtozebras.com

 

 


'/>"/>
SOURCE Selling to Zebras
Copyright©2010 PR Newswire.
All rights reserved

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:6/24/2016)... LEXINGTON, Mass. , June 24, 2016   ... specialty pharmaceutical company developing innovative inhaled drugs, announced today ... when Russell Investments reconstituted its comprehensive set ... 2016. "This is an important milestone for ... "It will increase shareholder awareness of our progress in ...
(Date:6/23/2016)... Research and Markets has announced the addition of the ... report to their offering. ... failure, it replaces the function of kidneys by removing the ... the treatment helps to keep the patient body,s electrolytes such ... Increasing number of ESRD patients & substantial healthcare expenditure on ...
(Date:6/23/2016)... , June 23, 2016 Roche (SIX: ... 510(k) clearance for its Elecsys BRAHMS PCT (procalcitonin) assay ... sepsis or septic shock. With this clearance, Roche is ... a fully integrated solution for sepsis risk assessment and ... with bacterial infection and PCT levels in blood can ...
Breaking Medicine Technology:
(Date:6/25/2016)... ... June 25, 2016 , ... "With 30 hand-drawn hand ... project," said Christina Austin - CEO of Pixel Film Studios. , ProHand Cartoon’s ... within Final Cut Pro X . Simply select a ProHand generator and drag ...
(Date:6/25/2016)... Oklahoma (PRWEB) , ... June 25, 2016 , ... ... both athletes and non-athletes recover from injury. Recently, he has implemented orthobiologic procedures ... Oklahoma City area —Johnson is one of the first doctors to perform the ...
(Date:6/24/2016)... ... 24, 2016 , ... A recent article published June 14 on ... article goes on to state that individuals are now more comfortable seeking to undergo ... such as calf and cheek reduction. The Los Angeles area medical group, Beverly Hills ...
(Date:6/24/2016)... ... ... a crisis. Her son James, eight, was out of control. Prone to extreme mood shifts ... upset him, he couldn’t control his emotions,” remembers Marcy. “If there was a knife ... and say he was going to kill them. If we were driving on the ...
(Date:6/24/2016)... (PRWEB) , ... June 24, 2016 , ... ... now offering micro-osteoperforation for accelerated orthodontic treatment. Dr. Cheng has extensive experience with ... Damon brackets , AcceleDent, and accelerated osteogenic orthodontics. , Micro-osteoperforation is a ...
Breaking Medicine News(10 mins):