What You’ll Uncover in Jeff Koser Selling to Zebras How to Close 90% of the Business You Pursue Quicker, More Simply, and More Profitably
Jeff Koser – Selling to Zebras: How to Close 90% of the Business You Pursue Quicker, More Simply, and More Profitably
 
One ofLibrary Journal’s Finest Business Books of 2008
Even the best corporations solely shut about 15 p.c of the offers of their gross sales pipelines. That signifies that salespeople spend time with prospects who, 85 p.c of the time, aren’t going to purchase. Would not these salespeople relatively spend extra time pursuing prospects they knew they might shut? Or spend time with their prospects the place it issues most at an government stage? Readers who’re prepared for distinctive outcomes for themselves and their corporations want Selling to Zebras.
The Zebra manner might help salespeople establish the excellent prospects for his or her companies–their Zebras–and develop a gross sales course of that may assist them shut offers 90 p.c of the time.
Get instantly obtain Jeff Koser – Selling to Zebras: How to Close 90% of the Business You Pursue Quicker, More Simply, and More Profitably
The Zebra methodology of promoting will:
Improve shut charges
Shorten gross sales cycles
Improve common deal dimension
Scale back discounting and improve margins
Make higher use of scarce assets
Make prospects joyful, making a steady of nice references
Jeff and Chad Koser do not simply supply theories and ideas. They provide readers particular instruments, fashions, and spreadsheets they’ll customise to make the Zebra manner the finest manner for his or her corporations to do enterprise.
Assessment
What began as a spotlight to enhance our gross sales group naturally advanced right into a philosophy for operating our enterprise, a lot that we refer to closing dates as B.Z. (earlier than Zebra) and A.Z. (after Zebra). –Jim Stollberg “Vice President, Business Development, HK Systems, Inc.”
Even the best corporations solely shut about 15 p.c of the offers of their gross sales pipelines. That signifies that salespeople spend time with prospects who, 85 p.c of the time, aren’t going to purchase. Would not these salespeople relatively spend extra time pursuing prospects they knew they might shut? Or spend time with their prospects the place it issues most at an government stage? Readers who’re prepared for distinctive outcomes for themselves and their corporations want Selling to Zebras.
The Zebra manner might help salespeople establish the excellent prospects for his or her companies–their Zebras–and develop a gross sales course of that may assist them shut offers 90 p.c of the time.
Get instantly obtain Jeff Koser – Selling to Zebras: How to Close 90% of the Business You Pursue Quicker, More Simply, and More Profitably
The Zebra methodology of promoting will:
Improve shut charges
Shorten gross sales cycles
Improve common deal dimension
Scale back discounting and improve margins
Make higher use of scarce assets
Make prospects joyful, making a steady of nice references
Jeff and Chad Koser do not simply supply theories and ideas. They provide readers particular instruments, fashions, and spreadsheets they’ll customise to make the Zebra manner the finest manner for his or her corporations to do enterprise.
Assessment
What began as a spotlight to enhance our gross sales group naturally advanced right into a philosophy for operating our enterprise, a lot that we refer to closing dates as B.Z. (earlier than Zebra) and A.Z. (after Zebra). –Jim Stollberg “Vice President, Business Development, HK Systems, Inc.”
Get instantly obtain Jeff Koser – Selling to Zebras: How to Close 90% of the Business You Pursue Quicker, More Simply, and More Profitably
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