Introduction

Jeff Koser joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to sell better in an economic downturn.

Jeff is the award-winning co-author of Selling to Zebras and founder and CEO of Zebrafi.

Highlights include: the impact of recent market changes on B2B sales (2:24), why startups are especially vulnerable to these changing conditions and three ways founders can prepare (4:20), how to dial in your ICP profile to close up to 90% of your deals (5:58), how to measure where prospects are in their buyer’s journey (9:00), common mistakes companies make with their ICP as they head into an economic downturn (10:53), tips for improving your value statement (13:20), how to effectively communicate your product’s ROI to prospects (17:32), and how to sell through your customers using VOC case studies (19:25).

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