September 20, 2017

When is it Time to Pivot?, with Jeff Koser

Episode 107:

Jeff Koser is the spirited founder and CEO of Selling to Zebras (STZ). STZ is the software company that helps organizations profitably increase revenue. The Selling to Zebras™ software platform helps start each sales engagement in a better place.

STZ launched the newest version of the Selling to Zebras™ software platform last September. The Selling to Zebras™ software provides insights that help identify Zebras, Power (the person who can buy even without a budget) and the Power-level critical business issues which, when solved, create measurable value. Eliminate the waste associated with chasing deals that will not close 85% of the time. Pursue Zebras and close 90% of the business you pursue faster, more easily and more profitably. As an important by-product, the Selling to Zebras™ software ends the busy work associated with entering CRM and forecast data. The Selling to Zebras™ software is a real-time up-to-date CRM or can be integrated with your present CRM, eliminating the need to do separate updates in preparation for a forecast or sales business review.

What you’ll learn about in this episode:

  • Jeff’s extensive background that features time growing the Baan business in the US
  • The seven attributes that make up every deal
  • Zebras: the perfect fit for your business (or the animal you want to hunt)
  • Why sellers hate CRMs and why Selling to Zebras (STZ) is a better solution
  • Knowing when it’s time to pivot away when something isn’t working
  • Just putting a product out there so you can get feedback and improve
  • Why what you say “no” to is more important than what you say “yes” to
  • The most important thing you can do: hiring the right people
  • Getting into the right frame of mind before starting your work
  • Focusing on the “needle-moving” activities
  • Getting crystal clear on your “why”
  • Jeff’s weekly one-on-one meetings with his team
  • How to manage virtual employees
  • Why you should never be afraid to hire people smarter than you

Ways to contact Jeff: