Selling to Zebras

Selling to Zebras
Author: Jeff Koser
Publisher: Greenleaf Book Group
Total Pages: 252
Release: 2008-10
Genre: Sales management
ISBN: 1929774575

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 customise to make the Zebra way the best way for their companies to do business.

Killing Sacred Cows

Killing Sacred Cows
Author: Garrett B. Gunderson
Publisher: Greenleaf Book Group
Total Pages: 250
Release: 2008
Genre: Business & Economics
ISBN: 1929774516

Our culture is riddled with destructive myths about money and prosperity that are severely limiting our power, creativity, and financial potential. In "Killing Sacred Cows", Garrett B Gunderson boldly exposes ingrained fallacies and misguided traditions in the world of per-sonal finance. He presents a revolutionary perspective that can create unprecedented opportu-nity and wealth for individuals. Our financial lives are intimately connected to our societal contributions, and we must be financially free in order to achieve our fullest potential. Yet most people are held captive in their financial lives by misinformation, propaganda, and lack of knowledge. Through well-reasoned arguments and pitiless logic, Gunderson attacks these sacred cows with revelatory insights, such as: High returns without high risk; "Security" without a corporate job; Debt that increases your financial productivity; Enjoying your money instead of waiting for retirement. "Killing Sacred Cows" is a must-read for brave individuals willing to question common assumptions and teachings, overcome the herd mentality, break through financial myths, and live a purpose-ful, passionate, and prosperous life. Investors seeking financial advice in The Little Book That Makes You Rich will find this to be a must-read for anyone who wants to achieve their financial potential today.

A Zeal of Zebras

A Zeal of Zebras
Author: Woop Studios
Publisher: Chronicle Books
Total Pages: 64
Release: 2012-06-22
Genre: Juvenile Fiction
ISBN: 1452119791

An embarrassment of pandas, a galaxy of starfish, a shiver of sharks...these are all collective nouns used to describe their groups. Woop Studios, acclaimed for their work on the Harry Potter movies, has illustrated these quirky phrases, creating a series of extraordinarily beautiful art that has been collected here for the first time. The colorful introduction to animals and the alphabet is accessible for young children, while the gorgeous, whimsical art and clever wordplay make it perfect for design-savvy parents and inspired gift givers. Longer than the standard picture book, with high design and production values, this is a volume readers will want on their coffee tables in addition to their child's bookshelf.

Zebras and Cheetahs

Zebras and Cheetahs
Author: Micheal J. Burt
Publisher: John Wiley & Sons
Total Pages: 239
Release: 2013-04-16
Genre: Business & Economics
ISBN: 1118644786

Leaders, business owners, entrepreneurs, managers, and CEOs are all obsessed with one thing: Growth. But, growth can be incredibly complicated, disconnected, and confusing for everyone involved. Enter the Zebra and Cheetah Philosophy, Model, and Leader. Zebras and Cheetahs is a philosophy that redefines leadership and results in a new perspective and mind-set. Zebras and Cheetahs is a model that takes the complicated growth of organizations and makes it simple, engaging, and fun. It allows leadership to define roles so that everyone understands where they fit, offers the highest value of everyone's time toward a dominant aspiration and focus, increases accountability, tracks and measures success, and drastically enhances the energy of your tribe in exciting ways. A competitive marketplace demands that you distinguish yourself from your competitors, be quicker to market, and change course whenever you find your organization on the wrong side of the profit-and-loss sheet. This book teaches you how to look different and stay agile to survive the business jungle. Zebras and Cheetahs can help any size organization learn to act with speed and precision, with proven leadership guidance on how to: Identify your unique value that comes from your unique perspective, education, experience, and struggle Understand what leadership qualities you possess and can further develop to become a leader your tribe will want to follow instead of have to follow Cultivate passion in your tribe by providing opportunities to learn, grow, contribute, and be recognized Help your tribe make the shift and embrace a dominant aspiration and focus Keep your motivational arsenal well stocked And much more! Zebras and Cheetahs provides a glimpse into the concrete jungle, with lessons on how to close the gap through speed and integration of work initiatives to get ahead. Escape the chaos around you to truly reign as king of the concrete jungle.

Chasing Zebras

Chasing Zebras
Author: Barbara Barnett
Publisher: ECW Press
Total Pages: 499
Release: 2010-12-15
Genre: Performing Arts
ISBN: 1554908094

"I look for zebras because other doctors have ruled out all the horses."--Dr. Gregory House Medical students are taught that when they hear hoofbeats, they should think horses, not zebras, but Dr. House's unique talent of diagnosing unusual illnesses has made House, M.D. one of the most popular and fascinating series on television. In "Chasing Zebras: The Unofficial Guide to House," M.D., Barbara Barnett, widely considered a leading House expert, takes fans deep into the heart of the show's central character and his world, examining the way this medical Sherlock Holmes's

Flair

Flair
Author: Jim Poage
Publisher: Maven House
Total Pages: 250
Release: 2016-03-15
Genre: Business & Economics
ISBN: 193854840X

Learn how to add WOW! to your products, services, and everyday work in order to increase sales as well as advance your career. What makes certain products gain mass appeal, acquire a dedicated following, and draw customers to wait in line for the latest version? Why do some restaurants book out weeks in advance and create buzz among would-be patrons? How are certain employees able to energize their colleagues and elicit enthusiastic participation during meetings? What sets these notable products, services, and employees apart is their flair - their charm, panache, liveliness, and energy. Flair shows how to add meaning and joy to your products, services, and everyday work. Employing principles and practices developed from interviews and research with design firms, artists, and business experts, the authors show that anyone can create inspiring flair - not only in products and services but in their own daily work - in reports, presentations, and meetings. The benefits of flair for your company are an exceptional reputation, increased sales, and premium prices. For you, flair increases management's appreciation of your work, enabling you to stand out and advance your career. And once you fully understand flair, you'll see that creating it can be fun.

A Dazzle of Zebras

A Dazzle of Zebras
Author: Sarah Creese
Publisher:
Total Pages:
Release: 2020
Genre: Animals
ISBN: 9781789470154

Did you know that a group of zebras is called a dazzle? Look inside and join the fun as you discover the names for more animal groups, from a crash of rhinos to a tower of giraffes!

Competitive Selling

Competitive Selling
Author: Stacia Skinner
Publisher:
Total Pages: 180
Release: 2019-04-30
Genre: Business & Economics
ISBN: 9781733853101

Competitive Selling: The Guidebook to Proactive Calling in a Reactive World is about the toughness and edge you need to be successful in the highly competitive world of professional sales. But it doesn't just give you theories . . . it gives you tried and true techniques to follow to be a proactive caller, in very practical terms. If you ever struggle with the actual words to say when you are prospecting, Competitive Selling will give you a solid foundation in the words to say and how to approach the call with confidence. Selling is filled with rejection, but if you expect the "No"s--and even welcome hearing them--you can be the one in control and work on turning around even the toughest potential clients. The louder the environment is for prospects and customers, the more highly skilled you need to be at quickly capturing their attention and following a set roadmap to the close of the sale. Dive into Competitive Selling and become better than the competition at starting high in an organization, following up, leaving an intriguing voicemail message that results in a return call, gaining a critical "next set time," and using email as an effective touch point. Prospecting for new business is not glamorous, but if you have a solid plan and the drive to follow through on your goals, you will be successful. Marisa Pensa and Stacia Skinner will help you attain that success.

A Zebra in Lion Country

A Zebra in Lion Country
Author: Ralph Wanger
Publisher: Touchstone Books
Total Pages: 0
Release: 1999
Genre: Finance, Personal
ISBN: 9780684838816

For the past 25 years, investors in Ralph Wanger's Acorn Fund have not only enjoyed tremendous returns on their investments, they've also been treated to his wickedly irreverent reports. Known as the 'Dean' of Small-Cap stocks, Wanger explains how to invest in small, rapidly growing companies whose stocks represent good values. Emphasising the rewards of investing in the 'value' stocks of small companies over the 'growth' stocks of large companies, Wanger helps readers maximise profits and minimise risks - and survive the rough spells on the way to greater wealth. In the high-stakes world of the investment jungle, Wanger provides strategies for the reader to survive - and take advantage of - being the 'zebra in lion country'.