A perfect storm is rolling in...

With the dramatic increase in the financial volatility in the past couple of weeks, it appears that the culmination of the Cloud Summit last week could not have been scheduled at a more appropriate time. A good summary of the details, as well as a good quote from Zebra Jeff accompanied by particularly "Presidential" photo of Zebra Jeff (also at left), can be found here at the Collaboration 2.0 blog, authored by Oliver Marks.

On a related note, here are the results from our Cloud Computing survey:

1. Cloud computing will impact your sales model.
-Vast 12.5% -Significant 50% -Moderate 12.5% -Slight 0.0% -Zero 25%

2. Cloud computing necessitates that you articulate a predictive value proposition as a major component of your sales methodology.
-Agree 75% -Disagree 25%

3. In your opinion what are the compelling business reasons for companies to move to cloud-based solutions? (check all that apply)
-Costs less than comparable traditional or SaaS (software as a service) solutions 50% -Noninvasive implementation 75% -Reliability - works the first time, every time 37.5% -Allows you to sell your main product as well as your already proven expertise/methodology for selling those products 37.5%

Barnes & Nobel Events

Barnes & Noble - Tuesday, 10/22/08 - 7:00 PM

Jeff and Chad gave a 20 minute talk, Q&A, and signing.

Recent Book Signing Events

We want to thank Jennifer DeNicola, CRM, at Barnes and Noble
Brookfield Square for hosting a spectacular event with Jeff and
Chad on the evening of October 22nd.

There was a great group of people that stopped by to listen to
the authors and asked some very poignant questions. A good
time was had by all!

Thank you for stopping in and supporting Zebras.

We also want to thank Barnes and Noble – Bayshore Towne Center in Glendale, WI and West Towne Mall in Madison, WI for 2 memorable and successful events.

Special thanks to Community Relations Manager – Barb Johnson and Danielle from Bayshore Towne Center and Community Relations Manager – Jeanne Huie – West Towne Mall. Each respective CRM and staff were accommodating and welcoming. We had fun, met some great people and signed some books. Thanks for supporting Zebras!

You can purchase Selling to Zebras HOW TO CLOSE 90 % of the BUSINESS YOU PURSUE FASTER, MORE EASILY and MORE PROFITABLY at your favorite Barnes and Noble Bookstore.

Get your head INTO the clouds!

Yes, you read correctly! We interrupt this regularly scheduled blogging to bring you an important update regarding one of the latest trends in high-tech solution sales... Cloud computing! (click link to learn more)

Selling to Zebras, LLC has been invited to participate in this year's Cloud Summit Executive... Specifically, Zebra Jeff (aka Jeff Koser) is going to be a featured speaker!

As such, we are currently conducting a brief survey to gather some data from salespeople just like yourself, regarding your opinions on the impact that cloud computing will have on selling and sales methodologies.

Click here to take our brief 4-question survey, "Selling in the Cloud..."

It is my full intention to share the results of this survey, as well as highlights and helpful strategies from the Cloud Summit Executive here on the blog, so your participation will not only be appreciated, but also rewarded!

We look forward to exploring this latest critical direction in high-tech sales, explporing ways to adapt to and leverage the changes Cloud computring brings. We now return to your regularly scheduled blogging (next time)...

WORLD PEACE? Stop Selling What You Have. Start Selling What They Need! Start selling to ZEBRAS!

What is a Zebra? A Zebra is the perfect prospect. The prospect who needs what you sell, who could get measurable value, the prospect who has business problems that you solve!

I am very idealistic. Wouldn’t the world be a better place if sales people, all sales people, stopped doing activity for activity’s sake? After all, I am a sales person, and even I don’t like it when a sales person calls me and has no regard for my need, or lack thereof. When this happens don't we all find sales people to be annoying?

The statistics bear this out. Only 15% of the deals in most companies sales pipeline forecast turn into revenue as predicted. That means that 85% of the time, a sales person is wasting a prospects time. No wonder we find sales people to be annoying!

Figure out your Zebra! Waste less of your, and all your prospect’s time. You’re prospects will be happier; your sales manager will be happier because you’ll be more productive; your spouse will be happier because you’ll do it in less time and get home at night, and THE WORLD WILL BE A BETTER PLACE.

Idealistic YES! We are just doing our small part to promote WORLD PEACE!

Come join me at the Cloud Computing Summit in Mountain View, CA on October 14, 2008 and we will promote WORLD PEACE—oops I mean Zebra Selling!

Evolving to pick the hard to reach fruit...

When times are good and business seems to be rolling in so easily that it's like fruit windfalling from a tree right into your lap, anyone can be successful as a sales person. But when times get tougher from a variety of factors, be it from increasing competition in your space, commoditization, or a tougher economic climate such as we are facing right now, it takes greater tact, strategy, and discipline to continue to acheive success.

Yesterday afternoon I attended part of Brian Carroll's web clinic. I would have liked to attend the entire thing, but my web connection would not upload for the streaming content, and Tucker duty cut my attendance on the telephone portion short. At the beginning of the call Brian polled his audience comprised of sales and marketing professionals, and the attendees reported the following:

1. 48% are having trouble generating enough leads in the current economy

2. 17% are having trouble identifying/qualifying leads

3. 17% are having trouble nuturing leads

So this is evidence that the remaining fruit is closer to the top of the tree at the present time.

To make matters even worse, Brian also pointed out the following:

1. In this economy, many companies are not finding it cost effective to spend money on lead generation and marketing.

2. Most companies do not have an established standardized process for quantifying/qualifying leads.

3. There is no agreement on what a lead or sales-ready lead is organization wide.

So the remaing fruit on the tree seems even more out of reach... But there is hope! By evolving your sales approach to get to, and more importantly harvest that hard to reach fruit, you can acheive sales success in just about any environment! Here is a brief overview of a few key core principles that I will cover in greater detail in the next few blogs to come:

1. Establish the Zebra Philosophy

Creation of your Zebra, the profile of your perfect prospect, is the first step. Real success happens as you implement the processes that drive the Zebra philosophy.

2. Establish a Culture of Selling Value

Selling based on value is more than just basic return on investment (ROI). Sales people must go beyond ROI to succeed in today’s sales environment.

3. Establish a Culture of Force Success

Force Success means including everything needed for your customer to fulfill the promised project goals, ensuring you deliver effective and consistent results for your customers. Establishing a culture of Force Success enables you to create a reputation for consistently meeting customer expectations.

More to come!

"Hello, this is Power..."

So, you've identified Power at your prospect account, and now you've got him/her live on the other end of the wire. If you're not prepared, this would be a perfect time to PANIC!

But let's suppose that you've done your homework and identified ahead of time that Power has several pain point business issues that you can heal for them with your solution. You KNOW you already have what they want and need, now it's time to communicate it.

First let's put things in perspective to set the mood... You've just sat down to eat dinner with your family, and the door bell rings. Some how your vicious guard dog (read: lovable pet that would lick an intruder to death) was sleeping on the job, and you open the door to find yourself face-to-face with a sales person. Never mind that they might be selling the greatest product in the world that could make you richer, healthier, happier, and better looking. Inevitably you find yourself thinking, 'How can I get rid of this person as quickly as possible so that I can back to utilizing my valuable time the way I had intended to this evening?'

Now that you're in the mindset many if not most Power-level contacts will have when you get them on the phone for the first time, unless you're supernaturally lucky, or you're going to need a dynamite approach to successfully secure an appointment.

GETTING A MEETING THE ZEBRA WAY

1. Inform Power of your research and communicate the pain points you uncovered. Confirm the existence of these pain points.

2. Confirm that Power cares about these paint point business issues and wants to address them now or soon.

3. Link the paint points to what you've done for other customers just like this prospect.

4. Present the prediction of value. (Use those great financials the value model can produce for you -- there's more info about building a value model in Selling to Zebras, and you can find a free template to build your own value model at Zebra U).

5. Verify that the amount of incremental value you can create is enough to be worth it to Power to spend twenty minutes discussing it with you. If it isn't, get a referral to someone in the organization, perhaps in a different department or at a different level, who would be interested. (If you know that this prospect does suffer from the pain point business issues you solve, there IS another person that will be Power AND will have responsibility for those issues.)

6. Close for a twenty-minute appointment.

Upcoming Event - Barnes & Noble - West Towne Mall

Barnes & Noble - West Towne Mall
Wednesday, 10/8/08 - 7:00 PM
Stop in and meet Jeff and Chad for a 20 minute talk, Q&A, and signing.

Barnes & Noble West Towne Mall
7433 Mineral Point Rd.
Madison, WI 53717
608-827-0809
B&N West Towne Mall
Contact: Community Relations Manager - Jeannie Huie for more information