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Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably - Hardcover
Synopsis
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.
"synopsis" may belong to another edition of this title.
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."
"About this title" may belong to another edition of this title.
- PublisherGreenleaf Book Group LLC
- Publication date2008
- ISBN 10 1929774575
- ISBN 13 9781929774579
- BindingHardcover
- LanguageEnglish
- Number of pages224
- Rating
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Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably
Published by
Greenleaf Book Group LLC, 2008
ISBN 10: 1929774575
ISBN 13: 9781929774579
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Hardcover
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Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably
Published by
Greenleaf Book Group LLC, 2008
ISBN 10: 1929774575
ISBN 13: 9781929774579
Used
Hardcover
Seller: SecondSale, Montgomery, IL, U.S.A.
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Selling to Zebras : How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably
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Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably
Published by
Greenleaf Book Group LLC, 2008
ISBN 10: 1929774575
ISBN 13: 9781929774579
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Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably
Published by
Greenleaf Book Group LLC, 2008
ISBN 10: 1929774575
ISBN 13: 9781929774579
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Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably
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