Episode 107: When is it Time to Pivot?, with Jeff Koser

Absolute Advantage Podcast

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:

• Website: www.sellingtozebras.com