Successful businesses hunt zebras, not porcupines! | Selling to Zebras: How to Close 90% of the Business...

This is powerful "stuff "in todays challenging economy | Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably | Jeff Koser, Chad Koser

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	• Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably Jeff Koser, Chad Koser Greenleaf Book Group LLC, 2008 - 224 pages average customer review:based on 30 reviews view larger image
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highly recommended

Sound Principles and Solid Tools

Watch Video Here: http://www.amazon.com/review/R1ARLQ454BFKJ6 The principles and tools that Jeff and Chad Koser describe in Selling to Zebras will help you grow your business.

Successful businesses hunt zebras, not porcupines!

Most failed businesses didn't run out of money - they ran out of time! At its core, a business is essentially nothing more than an ongoing string of opportunities. Yet, as an organization matures it can no longer afford to chase opportunities that have long sales cycles and inaccessible decision makers, or maintain client relationships that are high-risk commodity-based rather than value-added partnerships. Identifying, targeting, and closing your perfect client profile (your zebra) does not need to be an art form nor does it require a complex CRM. "Selling to Zebras" is an easy-to-understand and structured approach to focusing on more qualified opportunities that yield better returns, faster.

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This is powerful "stuff "in todays challenging economy

I have been involved in sales for over 25 years and I have to say this book is one of the best books I've read in years. The simple notion of profiling your best target customers and then getting them to agree to the value you bring to them makes all the sense in the world.It creates focus and a better return on sales and marketing resource investments.

We are just initiating internal sessions to identify our Zebra.

These sessions are just the beginning of an awesome tool that has the potential to vault us past our competition in terms of pursuit win rate and overall company profitability!"

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Too many salespeople chase garbage trucks

Selling to Zebras addresses the most critical question sales managers face: How can I get my salespeople to focus on the prospects with the greatest chances of buying? Research shows that salespeople spend 85% of their time with prospects who don't buy. This book will help salespeople realize that they have a choice between chasing garbage trucks and chasing Brinks trucks. The best part is that the author helps salespeople identify the perfect prospects for their companies and develop a winning sales process that will help them close more deals than they ever thought possible. This book should be on the desk of every sales professional.

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Pure Excellence!!

Wow is all I can say about this book. Congratulations to Jeff & Chad Koser for creating an easy to understand process that enables a good salesperson to raise their game to pure excellence! The Zebra methodology makes sense every step of the way and drives the individual selling to be the absolute best they can be at managing their business. My prediction is that this methodology will be prevalent everywhere within a few years. If you take selling seriously, then this book will help you tremendously.

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.

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.

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