Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, & More Profitably (ISBN: 9781929774579)

Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, & More Profitably (ISBN: 9781929774579)

Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, & More Profitably (ISBN: 9781929774579)

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Описание
Ключови думи Бизнес, Бизнес, Икономика, Икономика
Език Английски

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Състояние: много добро
Издателство: Greenleaf Book Group Press
Град на издаване: Austin, Texas
Налични бройки: 1
Ширина: 150 мм
Височина: 220 мм
Дебелина: 23 мм
Корици: твърди
Ключови думи: Selling to Zebras, How to Close 90% of the Business You Pursue Faster, More Easily, More Profitably, Jeff Koser, Chad Koser, Sales, Marketing, Management Sales, Marketing

One ofLibrary Journal's Best Business Books of 2008

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.
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