Prove which behaviors win your deals

Your strategy, deals, and calls live in three places.

Nothing connects them.

Which behaviors did reps run? Did they win?

From initiative to closed deal, in one view.

Follow one initiative left to right. Every number comes from your deals.

1Initiative2Behavior3What reps did4What customers said5Outcome

Strategy StudioWin competitive deals › Competitive evaluation

InitiativeWhat you’re driving

Win competitive deals8 behaviors

Enterprise cycle time8 behaviors

Expand installed accounts6 behaviors

BehaviorFrom your playbook · win rate

Competitive evaluation19 deals · 90 call momentswin 87%vs 61% on all deals

Integration-first demo22 deals · 51 call momentswin 78%vs 61% on all deals

Switching plan37 deals · 93 call momentswin 93%vs 61% on all deals

What reps didBest practices graded on calls

When a competitor is named, offer a side-by-side on their own dataFollowed win 92% Not followed win 57%

Agree what you will both measure up frontFollowed win 89% Not followed win 64%

Send a feature comparison sheet insteadwin 0% below this behavior’s win rate

What the customer saidTopics · frequency · win rate

Integration depthSAID in 9 of 19 deals (47%)win 78%

PricingSAID in 5 of 19 deals (26%)win 80%

ForecastingSAID in 3 of 19 deals (16%)win 67%

OutcomeClosed deals won vs lost (CRM)

With this behaviorwin 87%13 won · 2 lost · 4 open

Halden SystemsWON

Brightpath HealthWON

Orion RetailLOST

Pick the initiative you’re driving.Next →

Win rate = closed deals won in your CRMLast 3 months

Accept what wins. Your playbook updates.

Zime suggests from your calls. You decide what joins the playbook.

Zime suggests

Build more behaviors for Win competitive dealsLatest patterns and anti-patterns from calls, in Ask Zime

Suggested from callsWhen a competitor is named, offer a side-by-side on their own data

“When the buyer names a competitor, offer a short side-by-side on their own calls and CRM, not a feature comparison.”

in 8 of 19 deals (42%) win 92%

✓ Accepted× DismissCall ↗

→

You decide

Your playbookWin competitive deals · Competitive evaluation

1 of 3 accepted

Ask what they use today, and why they are looking

Ask who else is in the comparison

When a competitor is named, offer a side-by-side on their own dataAdded

One accepted behavior, in every rep’s day.

The same behavior, at four moments. Here is what the rep sees.

Your playbookWin competitive deals

When a competitor is named, offer a side-by-side on their own dataAdded

Before the callPrep note

Halden Systems · demo brief☐ Competitor in this deal: Northstar. Propose a side-by-side on their own calls and CRM, not a feature comparison.

On the callLive coach

Buyer: “We’re also looking at Northstar. Can you send a feature comparison?”Try: “A sheet won’t show it. Can we run both on your own calls for two weeks?”

Before the next oneRole play

AI buyer: “Northstar ticks the same boxes as you.”You: “Then let’s test it. Pick a team and we’ll run both on their calls.” Side-by-side proposed ✓

In pipeline reviewPipeline review

Halden SystemsSide-by-side proposed ✓Orion RetailSent feature sheet ✗

Back toStrategy Studio

Competitive evaluation win 87%

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