Jeff Koser – Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably
One ofLibrary Journal’s Best Business Books of 2008
Even the most competitive companies only close about 15 percent of the deals in their sales pipelines. That means that salespeople spend time with prospects who, 85 percent of the time, aren’t going to buy. Wouldn’t those salespeople rather spend more time pursuing prospects they knew they could close? Or spend time with their prospects where it matters most at an executive level? Readers who are ready for exceptional results for themselves and their companies need Selling to Zebras.
The Zebra way can help salespeople identify the perfect prospects for their companies–their Zebras–and develop a sales process that will help them close deals 90 percent of the time.
Get immediately download Jeff Koser – Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably
The Zebra method of selling will:
Increase close rates
Shorten sales cycles
Increase average deal size
Reduce discounting and increase margins
Make better use of scarce resources
Make customers happy, creating a stable of great references
Jeff and Chad Koser don’t just offer theories and concepts. They give readers specific tools, models, and spreadsheets they can customize to make the Zebra way the best way for their companies to do business.
Review
What started as a focus to improve our sales organization naturally evolved into a philosophy for running our business, so much that we refer to points in time as B.Z. (before Zebra) and A.Z. (after Zebra). –Jim Stollberg “Vice President, Business Development, HK Systems, Inc.”
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