Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably
By Jeff Koser, Chad Koser
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. This title gives readers specific tools, models, and spreadsheets they can customise to make the Zebra way the best way for their companies to do business.
NEWS & OPINION: The 2008 800-CEO-READ Business Book Awards - Sales Category
Posted December 5, 2008, 2:44 AM with category of Management & Workplace CultureThe books on our 2008 shortlist for the Sales Category are: The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite by Michael Port and Elizabeth Marshall (Wiley, August 2008) Elizabeth and Michael show readers that times are changing in business, and that customers are being driven away by typical sales tactics. Filled with real life stories about companies and what works and what doesn't, The Contrarian Effect not only shows how the sales process is broken, but how to successfully build something to replace it. Making the Number: How to Use Sales Benchmarking to Drive Performance by Greg Alexander, Aaron Bartels,and Mike Drapeau (Portfolio, November 2008) Showing how to use data-driven methods to make decisions, the authors introduce metrics to determine the sales process and identify potential growth without relying on pure instinct. Read more
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