President of Vivisimo Kevin Calderwood shares his experience with Selling To Zebras and how Vivisimo has reorganized to become an industry leader www.sellingtozebras.com www.vivisimo.com This is the third company that I’ve been at where we’ve implemented the ZEBRAselling methodology with our sales force. Just in general the zebra methodology gives a company a common methodology and language to talk about deals. And to really know where in the sales cycle a deal is. Probabilities don’t do that because some salespeople are optimistic, others are pessimistic and its hard to get a true view of a deal and who you’re dealing with. But the Zebra methodology one, eliminates up front capture costs because your only focused on your perfect profile customer. You’re not just going out to everybody and hoping that someone wants your product. You define early on who your perfect profile customer is and you focus all you marketing efforts, your development efforts and your sales efforts on that particular targeted customer. So the methodology is much more than a sales methodology. There are sales methodologies by the dozen out there with a variety of books. The Zebra methodology goes all the way through your marketing, the product your building, your entire company aligns with your perfect profile customer so that everything you do is delivering economic value to that particular customer. Box: Vivisimo Named by Forrester Research as #1 in their industry due to value-based approach to …
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