Business Recovery-Are You Getting Your Share?

April 29, 2010

The New Normal

How Big is this Problem?

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Economic Recovery

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Recovery

Sales Challenge—The New Normal

��ales levels, margins and average deals sizes are down

�Sales cycles are longer with many ending in non-

decision

Solution

Develop a Zebra

– Develop the seven questions you will ask about every prospect– Zebra Score each prospect to determine two tipping points– Accentuate strengths and strategize to fill gaps

Implement the Zebra Buying Cycle

– Research prospect issues– Create financial case for change to ensure access to Power

…a Zebra is your perfect prospect. One where you would

win based on objective identifiablecharacteristics.

Here’s our Goal

������������ Prospect Name:

ATTRIBUTES FOR ZEBRA SCOREEXTREMELY

UNFAVORABLEEXTREMELY FAVORABLE

0 1 2 3 4 Score

Individual Profile 4 Date CommentNo indication that thi s individual understands value . All that matters is the price .

Individual understands value. Has a history of making inte lligent purchase decisions.

0 1 2 3 4Level of Use/Need 4 Date Comment

Little demand. Not much need for our product or solution.

Strong need for our products. Lots of applications. Full line prospect.

0 1 2 3 4Access to Power 3 Date Comment

Real decision maker will not give us access

We are presenting to power. Power has the abili ty and desire to make a decision.

0 1 2 3 4Funding 2 Date Comment

Prospect doesn't have the financial capacity

Prospect has the financial resources and other financial needs to be a good match

0 1 2 3 4Value 3 Date Comment

Not quantifiable . Power agrees our products "pay for themse lves".

0 1 2 3 4Technology 1 Date Comment

No recognition of our products advanced advantages.

O ur technology and delivery advantages are recognized and valued.

0 1 2 3 4Service 3 Date Comment

Service doesn't seem to matter

The way we sell and provide service is almost as important as our products.

0-9 10-19 20-28 20

High Risk

Some Risk

ZEBRASCORE

First Attribute of Your Zebra

Individual Profile or Company

– Most reference worthy customers

– Last five deals you won

– Best customers—repeat business and profitability

– Philosophies/Ideals/Size

– Conversely the last few deals you lost

Completed ProductGreat—You Have a Zebra!

������������ Prospect Name:

ATTRIBUTES FOR ZEBRA SCOREEXTREMELY

UNFAVORABLEEXTREMELY FAVORABLE

0 1 2 3 4 Score

Individual Profile 4 Date CommentNo indication that thi s individual understands value . All that matters is the price .

Individual understands value. Has a history of making inte lligent purchase decisions.

0 1 2 3 4Level of Use/Need 4 Date Comment

Little demand. Not much need for our product or solution.

Strong need for our products. Lots of applications. Full line prospect.

0 1 2 3 4Access to Power 3 Date Comment

Real decision maker will not give us access

We are presenting to power. Power has the abili ty and desire to make a decision.

0 1 2 3 4Funding 2 Date Comment

Prospect doesn't have the financial capacity

Prospect has the financial resources and other financial needs to be a good match

0 1 2 3 4Value 3 Date Comment

Not quantifiable . Power agrees our products "pay for themse lves".

0 1 2 3 4Technology 1 Date Comment

No recognition of our products advanced advantages.

O ur technology and delivery advantages are recognized and valued.

0 1 2 3 4Service 3 Date Comment

Service doesn't seem to matter

The way we sell and provide service is almost as important as our products.

0-9 10-19 20-28 20

High Risk

Some Risk

ZEBRASCORE

Managing

First—Score Your Zebra

Individual or Company Profile – score it 0-4Level of Need or Operations – score it 0-4Access to Power – score it 0-4Funding – score it 0-4Value – score it 0-4Technology – score it 0-4Service – score it 0-4

…particularly importantattribute. Without access

HERE, every other answerin the Zebra

should be questioned!

I am Power!…or is that Powers?

Yeah baby, yeah!

ATTRIBUTES FOR ZEBRA SCOREEXTREMELY

UNFAVORABLEEXTREMELY FAVORABLE

0 1 2 3 4 Score

Company Profile 4 Date CommentBasic sales cycle, sales closing easily

Complex sales cycle, compelling need to differentiate based on value

0 1 2 3 4Operations 4 Date Comment

Old-school 'sales is a numbers game' mentality, chase everything

Recognize need to focus on best opportunities, sell based on value

0 1 2 3 4

Access to Power 2 Date CommentProject Manager is leading due dilligence

Power actively involved in due dilligence, is a CEO, COO or VP of Sales

8/15We are at the controller level - not at power

0 1 2 3 4Funding 1 Date Comment

Client doesn't know funding access steps

Budget criteria established

We talked dollars at the first lunch - but not since-and not with Power

0 1 2 3 4ROI / Value Waterfall 1 Date Comment

Not quantifiable, no desire to quantify

Power agrees with ROI and Value proposition

8/15David needs to see VV preso and agree

0 1 2 3 4Technology 1 Date Comment

Would like to pick-and-choose separate solution components

See the value of our complete set of tools and process

Need to make sure David knows that even the Zebra creation is a process, and that the value is partially in the process

0 1 2 3 4Service 1 Date Comment

Our seminar approach is not for this client

Our seminar and train-the-trainer approach is valued.

Need to discuss realistic expectations of timeline. They seem to want to use it already.

0-9 10-19 20-28 14High Risk

Some Risk

ZEBRASCORE

Prospect Name: GeoMagic

Zebra—As a Strategic Tool

Testing Your Zebra

Testing—Two Tipping Points

Zebra Score—the score needed to close 90% of the time?

—A Zebra Score of 23 turns prospects to revenue 90% of-the-time!

0-9 10-19 20-28 23High Risk

Some Risk

ZEBRASCORE??

—After meeting with Power; a Zebra Score below 16 walk-a-way!

Selling in The New Normal— The Process

— Develop a Zebra — Conduct Installed Base Audit

— Penetrate and Sell Power — Build a Financial Case

— Repeat

Patrick WilliamsPatrick WilliamsSenior Vice President Sales Senior Vice President Sales

StarCite, Inc. 925.998.9444 StarCite, Inc. 925.998.9444

“Selling to Zebras helped us transform our go to market strategy, methodology, and organization.”

Results— Getting your Share!

Pipeline Win Rate –

Increase in Average Sale Price –Reduction in Sales Cycle Length –------------

Zebra score needed at the beginning of the Quarter to generate revenue by the end of the quarter –

Can This Process Fail?

Selling Zonkies

Change

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Clogging your pipeline?

Zebrafied Pipeline

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Next Step

Start with the Zebra— examine existing customer success

— Go to www.SellingtoZebras.com

— Free subscription to Zebra U

— Under; “Steps to the Zebra Process”

— Download “Push-button Zebra”

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Over 45 Years in Sales Experience

www.SellingtoZebras.com

Rearview Mirror Forecast Warning

Business Recovery-Are You Getting Your Share?

April 29, 2010

Bill SmithBill SmithVice President Sales and Alliances Vice President Sales and Alliances -- SMB SMB

Taleo, Inc. 925.452.3603 Taleo, Inc. 925.452.3603

"Closed 192 clients in Q1 and 209 in Q2...

Our sales cycles average thirty to ninety days in an industry with an expected sales cycle 3 times that length.

In addition to speed, we close better than 50% of the deals in our North American sales pipeline and are able to ramp up new sales reps quickly."

More— Results