Selling to Zebras

by Jeff Koser, Chad Koser

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.brbrThe 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.brbrThe Zebra method of selling * Increase close ratesbr * Shorten sales cyclesbr * Increase average deal sizebr * Reduce discounting and increase marginsbr * Make better use of scarce resourcesbr * Make customers happy, creating a stable of great referencesbrbrJeff 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.

Kindle Edition

First published October 1, 2008

Reviews

[Todd · Rating 4 out of 5]

Sensible, numbers-driven approach to vetting sales prospects and knowing how to position your message to executive teams. The ongoing live example for the fictional company C3 helps to bring the technical discussion down to specifics.