Finance:Selling To Zebras
| Author | Jeff Koser, Chad Koser |
|---|---|
| Language | English |
| Publisher | Greenleaf Book Group |
Publication date | October 1, 2008 |
| Media type | Print (hardcover), e-book |
| Pages | 240 |
| ISBN | ISBN:1929774575 |
| OCLC | 1023130365 |
Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably is a sales book written by Jeff Koser.[1] In the methodology every sales prospect is quantified by scoring seven traits.[2][3] The book won USA Book News' "Best Book" in the Business:Sales category.[4] The book is featured in chapter one of "The Sales Gurus: Lessons from the Best Sales Books of All Time".[5]
With the help of his son, Jeff wrote the book based on his 30 years of sales experience as a sales rep, sales manager and sales executive trying to perfect his selling techniques. The book was published in 2009 by Greenleaf Book Group Press.[6]
"Jeff Koser wrote a book that I consider one of the best sales books I have read in the last decade. What made this book interesting was their methodology and process for identifying a company's best prospects. They developed a very scientific analytical model that can be used by any company." -Marc Kramer, quoted from an article in The Entrepreneur.
Selling to Zebras, Inc.
Koser created Selling to Zebras, Inc. as a consulting company in Wisconsin. After a few years, with the help of long-time friend Brian Gallagher, revenues almost reached $1M a year. Jeff engaged multiple VC firms but none were interested in a small consulting company. So he struck up a deal with a local entrepreneur and software architect, Tom Bowe, to development a cloud-based sales automation software system based on the Selling To Zebras sales methodology.[7]
References
- ↑ Kramer, Marc (March 5, 2009). “Selling to ‘Zebras’ to Overcome Tough Times.” The Street. http://www.thestreet.com/story/10467695/1/selling-to-zebras-to-overcome-tough-times.html
- ↑ Shold, Clayton (April, 2009). “Selling to Zebras Podcast” Salesopedia. http://www.salesopedia.com/index.php?option=com_content&task=view&id=1911
- ↑ Fisher, Margie Zable (July 10, 2010). “Find Your Zebra: Watch Your Sales Skyrocket” Small Business Trends. http://smallbiztrends.com/2010/07/find-your-zebra-watch-your-sales-skyrocket.html
- ↑ (2008). “THE USA “BEST BOOKS 2008” AWARDS”(p.22). USA Book News. http://www.usabooknews.com/images/BBresults2008.pdf
- ↑ Clancy, Andrew and the Editors of Soundview Executive Book Summaries (2010). The Sales Guru. Penguin Group. ISBN:9781591843382. https://www.amazon.com/The-Sales-Gurus-Lessons-Books/dp/1591845939
- ↑ Koser, Jeff (2009). Selling to Zebras. Greenleaf Book Group. ISBN:978-1929774579. https://www.amazon.com/Selling-Zebras-Business-Pursue-Profitably/dp/1929774575
- ↑ Selling to Zebras, Inc. https://www.sellingtozebras.com
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