"Selling To Zebras" business book, a gift to Summit attendees
Posted on Mon, Oct 18, 2010
6 Pillars of Sales Productivity Workshop update.
Attendees of EcSELL Institute's Summit received a complimentary copy of the business book titled
Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably
The book is written by Jeff Koser and Chad Koser. Jeff and his company Selling To Zebras, LLC is one of EcSELL Institute's Pillar Partners and has been a featured instructor at our monthly Sales Management Webinar series.
Here is a brief overview of the book:
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.
What is your favorite business book?
EcSELL Institute www.ecsellinstitute.com
