| OVERVIEW: |
In the "New Normal", which is the reality of business today as a result of the recent "Great Recession", most sales organizations are experiencing longer sales cycles, decreasing pipeline close rates and smaller deals.
How big is this problem? Did you know that sales departments operate at a 15% pipeline close rate efficiency?
∑ Sales Won____________________
∑ Sales Won + ∑ Sales Lost + ∑ Non-decision = 15%
That means that sales, pre-sales, sales support, sales management and executive management put time and resources into something that 85% of the time isn't going to drive revenue in the given quarter!
Join us and learn how to change this paradigm. Learn how to increase sales productivity while at the same time, reducing the cost of getting the sale.
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| PRESENTERS: |
 Jeff Koser, CEO/Founder - Selling to Zebras, LLC Jeff Koser is the founder of Selling to Zebras, LLC (www.SellingtoZebras.com), a sales tools and consulting firm established in 1999. Jeff is also an award winning author of Selling to Zebras, HOW TO CLOSE 90% of the BUSINESS YOU PURSUE FASTER, MORE EASILY and MORE PROFITABLY.
He offers more than thirty years of experience in speaking, consulting, executive sales management, business strategy, and business development, in various industries. His current consulting customers range from Global 2000 companies to pre-IPO companies aspiring to do a liquidity event.
Using the Zebra sales methodology, chronicled in Selling to Zebras, Jeff has established a proven track record of successfully helping companies increase sales and reduce the cost of sales. Companies of all sizes from emerging to mature markets, in a variety of industries, have enjoyed Zebra initiated sales success.
Previously, Jeff served as Chief Operating Officer at Baan Supply Chain Solutions. Under his leadership at Baan, revenues grew more than tenfold in fewer than five years. Prior to joining Baan, Jeff held various management and sales positions at companies such as NCR Corporation, MAI Basic Four, and Xerox Computer Services.
 Bill Eckstrom, Founder and President, EcSELL Institute
While a Sr. VP of Sales for a publicly traded organization, Bill found a market void in educational and developmental resources for his sales management team. As a result, he founded the EcSELL Institute. EcSELL Institute offers professional development specific to sales management. It helps sales managers stay aware of the latest trends, proven strategies, and reliable technologies as it relates to sales leadership and management. Members of the EcSELL Institute are able to make necessary adjustments in their management approach in order to optimize the productivity of their sales department and create a highly motivated sales team who regularly exceed their goals.
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