265: How To Sell Better In An Economic Downturn

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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