Comments on: “You never want a serious crisis to go to waste…” http://www.sellingtozebrasblog.com/selling-to-zebras/%e2%80%9cyou-never-want-a-serious-crisis-to-go-to-waste%e2%80%9d/ Selling to Zebras Blog Mon, 18 Apr 2011 13:57:00 +0000 hourly 1 http://wordpress.org/?v=3.2.1 By: Ed Boule http://www.sellingtozebrasblog.com/selling-to-zebras/%e2%80%9cyou-never-want-a-serious-crisis-to-go-to-waste%e2%80%9d/comment-page-1/#comment-13 Ed Boule Wed, 11 Mar 2009 04:47:49 +0000 http://sellingtozebrasblog.com/?p=79#comment-13 I knew if I lived long enough, I would hear Rahm Emanuel say something I agree with! I am having unprecedented success in building pipeline and closing net new business over the past several months. I use Zebra-Speak in every sales situation, and have found that the message of "saving a percentage of money that you would have to spend anyway" is resonating with decision makers in relatively healthy organizations. I also agree that communicating beyond the "ROI message" and including EVA and NPV can open doors with financial executives who welcome a positive discussion after hearing nothing but negativity in the public domain over the past 2 years. While I feel for people who are suffering, I find that tough times offer significant opportunities if you truly have a solution to help organizations become more efficient, and are willing to modify your message and work a little harder. I have no intention of curling up into fetal position until things "get better." Full steam ahead, people. I knew if I lived long enough, I would hear Rahm Emanuel say something I agree with!

I am having unprecedented success in building pipeline and closing net new business over the past several months. I use Zebra-Speak in every sales situation, and have found that the message of “saving a percentage of money that you would have to spend anyway” is resonating with decision makers in relatively healthy organizations.

I also agree that communicating beyond the “ROI message” and including EVA and NPV can open doors with financial executives who welcome a positive discussion after hearing nothing but negativity in the public domain over the past 2 years.

While I feel for people who are suffering, I find that tough times offer significant opportunities if you truly have a solution to help organizations become more efficient, and are willing to modify your message and work a little harder. I have no intention of curling up into fetal position until things “get better.” Full steam ahead, people.

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