Selling to zebras book

Continuously score prospects to focus your efforts and maintain progress toward successfully closing those deals. As one of the premier rare book sites on the internet, alibris has thousands of rare books, first editions, and signed books available. Even the most competitive companies only close about 15 percent of. If an animal is attacked, its family will come to its defense, circling the wounded zebra and attempting. How the approach of selling to zebras came to him when jeff was. Define your perfect prospect to determine which deals merit your attention. When i first took a look at the book, i wondered, what do zebras have to do with selling. Jeff is the spirited leader of selling to zebras, inc. Pat williams selling to zebras is a paradigm shift in how companies think about the sales force. Selling to zebras on the other hand wipes the slate cleans and starts from square one.

We call this prospect your zebra because once you know what it looks like, youll never miss it again. And its a very complex thing to sell, because companies use that software to run their entire business, so its a very big decision. You will use the zebra profile to score prospects relative to your perfect customer. Passionate about changing the way organizations sell, jeff provides sales professionals with software, processes and tools that bridge the gap between low or plateaued sales and dramatic sales improvement. Selling to zebras is an easytounderstand and structured approach to focusing on more qualified opportunities that yield better returns, faster. A key portion of the zebraselling methodology indirectly incorporates this principle when identifying zebras. Account targeting isnt unique, but our approach is.

A zebra is a perfect prospect you know it when you see it. Some sound and very useful tools and analysis are unfolded and the reader feels rewarded by a book that looks like a winner. As a group of african animals hang out at the local watering hole, they share funny stories about how the zebra got its stripes. Our book explains the zebraselling process in detail, making it a handy reference for every salespersons book shelf. The zebra way can help salespeople identify the perfect prospects for their companiestheir zebrasand develop a sales process that will help them close deals 90 percent of the time. One oflibrary journals best business books of 2008.

Selling to zebras sales software, sales enablement. She also offers reiki for pet services in addition to animal communication. The kosers use the analogy of a hunt on the african savannah as their key to your success. Our guest today is jeff koser, author of the book selling to zebras. Then you can start reading kindle books on your smartphone, tablet, or computer no kindle device required. This book fundamentally changed the way i prospect. This is a book that will motivate you to eliminate useless prospects from your database, so you can invest your time chasing brinks trucks instead of garbage trucks.

Lizards, monkeys, newts, octopus, parrots, reptiles, snakes, tortoise, wolves, zebras, and more. Selling to zebras will work with you to create a detailed description of your ideal customer. While zebras are closely related to domestic animals like horses and donkeys, they are native to the plains of africa. Check out selling to zebras or connect with jeff on linkedin. In 2010, he was recognized as one of the best sales authors of all time in the book, the sales gurus. We have many books on selling in our library which could support your projects. Please enjoy the enclosed copy of selling to zebras, how to close 90% of the business you pursue faster, more easily, and more profitably.

Elevator pitch how to sell yourself and your business in 30 seconds duration. Did you know you can estimate how many sales any ebook or print book on amazon is currently selling just by looking at its listing on amazon. He is the awardwinning coauthor of selling to zebras how to close 90% of the business you pursue faster, more easily and more profitably. Jeff believes that good prospects should be as easy to spot as a zebra. It took me a few moments to understand the analogy. Several vendors were already selling coats with blackandwhite stripes, often as fun gimmicks. Selling to zebras jeff koser and chad koser this is the bible of our business and is required reading for any sales team that begins working with us on zebraselling. Heidi is a coauthor of the best selling book empowered. Ks2, poetry poetry is now a major focus within the national curriculum, and weve helped lots of teachers and school librarians who are keen to find inspiring poetry books that will capture childrens imaginations.

If you love processes and you want to be effective with your prospecting, check out what jeff has been doing. Selling to zebras with jeff koser barbara giamanco. Everyday low prices and free delivery on eligible orders. Selling to zebras book the ultimate salespersons reference and one of the best sales methodologies that exist. Why qualifying prospects is like selling to zebras with jeff koser. However, this does take a little time because i paint them myself. Readers who are ready for exceptional results for themselves and their companies need selling to zebras.

Buy selling to zebras briefing online bestbookbriefings. All you have to do is find the amazon sales rank for any ebook or print book on amazon and type that number in to our simple amazon book sales calculator below. Zebras must be constantly wary of lions and hyenas. If you cant paint or dont have the time, i will paint if for you we can talk about the colors you want. How to close 90% of the business you pursue faster, more easily, and more profitably is a sales book written by jeff koser. Selling to zebras is the sales training and research firm behind an awardwinning book that chronicles the zebraselling process, how to. Its a proven methodology for complex sales processes.

If youre not, jeff koser and this conversation can help you. That doesnt make it a good idea an estimated 3,000 zebras are grazing in american backyards. Zebra photographs discover why our images of the zebra are beautiful examples of natural art photographs. But you dont have to be a client to obtain the book. How to close 90% of the business you pursue faster, more easily, and more profitably by jeff koser. He is also the author of the bestselling book selling to zebras, how to close 90% of the business you pursue, faster more easily and more profitably. How to close 90 per cent of the business you pursue faster, more easily, and more profitably by koser, jeff, koser, chad isbn. Selling to zebras helped us transform our gotomarket strategy, methodology, and organization, increasing our sales, reducing our sales cycle time, and increasing our average deal size. For any child intrigued by zebras, this colorful, informative book is a must. When you work with selling to zebras, every member of your sales team will be provided with the awardwinning book, selling to zebras. Unit 3b 2325 gwydir street cambridge, united kingdom cb1 2lg joined 12 april 2010.

He is the award winning author of selling to zebras. Jeff has over 30 years experience in leadership roles in sales, operations and marketing. However, the following chapters describe a methodology that looks like solutions selling, value selling. Read the book selling to zebras by jeff koser and chad koser. But, as caro learned, such coverings have an unexpectedly serious effect. Selling to zebras with jeff koser the people catalysts. Selling to zebras computer software hartland, wi 114 followers selling to zebras is an award winning sales book written by jeff koser.

So selling to zebras was born out of necessity originally. Chapter 1 selling to zebras how would it feel if you could spend more. How to close 90 per cent of the business you pursue faster, more easily, and more profitably. Get cash back by selling your textbooks through alibris. Jeff koser is the ceo and a founder of selling to zebras. How the zebra got its stripes by golden books, ron fontes. The 8020 principle richard koch 2008 edition the updated classic that will make you rethink how you dop almost anything, esp. I joined a software company that was selling erp, enterprise resource planning. Shane heard about it on a podcast a couple of years ago and knew id want to read it im so glad i did. Our program is as easy as 123 and offers super competitive prices. Containing 125 principals that every salesperson needs to know, this is a mustread for any rep or manager. Selling to zebras was written by author jeff koser who talks about focusing on sale prospects with the highest chance of success and not worrying about scattered prospects. Enter your mobile number or email address below and well send you a link to download the free kindle app.

Selling to zebras and millions of other books are available for amazon kindle. We have two groups for this upcoming semester one focused on win rates and the other group focused on business building and development. Patrick williams, formerly vice president, sales, taleo corporation has it been a while since youve earned a really big bonus. For tim caro, it was surprisingly easy to dress horses like zebras.

Even the most competitive companies only close about 15 percent of the deals in their sales pipelines. Selling to zebras helped us transform our go to market strategy, methodology, and organization, increasing our sales, reducing our sales cycle time, and increasing our average deal size. How to close 90% of the business you pursue faster, more easily, and more profitably jeff and chad koser have found themselves a. At the end of the book, fun facts explain why zebras really have stripes. Zebra opportunity scoring and qualification tool zebrafi.