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Zillow: Trusted Partner Selling Drives 103% Higher Performance

How a fresh sales approach helped Zillow’s teams win in a competitive market.

45deg-arrow-red 300%
Increase in Engaged Selling Time
45deg-arrow-red 103%
Performance Improvement
45deg-arrow-red 39%
Quarter-over-Quarter Attainment Increase

Overview

Zillow, a leading real estate marketplace and housing super app, needed to transform how its teams engaged top real estate partners. In a crowded, price-sensitive market, reps had to move beyond product pitches: building trust, selling premium solutions, and expanding relationships across client organizations.

ASLAN partnered with Zillow to establish a unified, consultative sales approach, equipping teams to drive growth, boost adoption, and become true trusted partners.

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The Challenge

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Our Solution

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Results & Impact

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THE CHALLENGE

Earning Trust and Standing Out in a Crowded Market

Zillow’s teams were under pressure to do more than just pitch products. They needed to win new business, sell at a premium, and drive adoption of integrated solutions in a crowded, fast-moving market. But old habits and fragmented approaches made it tough to break through.

  • Winning new customers: Reps struggled to stand out and consistently convert prospects in a sea of lookalike competitors.
  • Selling at a premium: Teams found it hard to communicate the unique value of Zillow’s higher-quality services versus lower-cost alternatives.
  • Driving integrated adoption: Getting partners to embrace Zillow’s full suite, not just a single product—was critical for growth.
  • Expanding relationships: Sellers needed to reach and influence decision-makers, not just buyers, to deepen and expand partnerships.

Without a new, unified approach, Zillow risked stalled growth and missed opportunities with key partners.

OUR SOLUTION

ASLAN’s Solution: Building "The Zillow Way of Selling"

ASLAN delivered a tailored program that became the “Zillow Way of Selling.” This unified language, culture, and best practices across teams.

  • Other-Centered® Selling (OCS): Customized for Zillow, this program equipped Acquisition and Growth & Retention teams to lead consultative conversations, build trust, and position integrated solutions.
  • Catalyst™ Leadership Program: Managers were trained to coach, develop, and sustain high performance, embedding a coaching culture that drives long-term change.
  • AI-Powered Performance Tracking: GONG’s smart trackers measured behavioral change and engagement, ensuring training translated to real results.
  • Continuous Feedback Loop: Participant feedback was used to keep the program relevant and aligned to Zillow’s goals.

Together, these programs gave every team from frontline reps to leaders the tools and mindset to move beyond pitching products and become indispensable advisors for Zillow’s clients.

TRAINING

Solutions Implemented by ASLAN Training

Other-Centered® Selling (OCS)

Sales training program for consultative selling.

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Catalyst™

Transforming sales managers into leaders.

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THE RESULTS

A New Standard for Access and Execution

Zillow’s shift to a consultative, customer-centered sales strategy delivered rapid, measurable results:

  • 39% increase in quota attainment within 90 days: Reps using the new approach saw immediate gains in performance.

  • 103% performance gap between Trusted Partner sellers and others: Reps who embraced ASLAN’s approach outperformed transactional peers in driving meaningful outcomes.

  • 300% increase in engaged selling time: Teams moved away from low-yield activity and spent more time in high-impact, consultative conversations.

  • Top performers applied Other-Centered concepts 68% more often: The behaviors taught by ASLAN weren’t just adopted; they were linked to higher success in building value and influencing decisions.

Zillow did more than just change how they sold. They also redefined what good selling looked like. And the numbers prove it.

Ready to see similar results?

ASLAN offers workshops, training, and tailored solutions to enhance selling skills, boost sales coaching, and drive lasting improvements across your sales team. With proven results like a 100% increase in successful calls, we can help transform your sales force.

Fill out the form, and we’ll reach out within 24 hours (Monday-Friday).

Let’s talk about how we can help you achieve the same game-changing results!

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