Number of pages: 224
Publisher: Greenleaf Book Group Press
BBB Library: Sales and Marketing
Salespeople are like lions hunting for their prey; experienced lions do not waste their time and energy over many scattered opportunities. Rather, they focus on the prey that is worth their energy, such as zebras. Therefore, “zebras” are a metaphor for the “right” prospects because they are “unique” in the sense that you are most likely to close a sale with them, that you know for sure your product or service that satisfies their needs, and that you would spend time with their decision makers.
"How successful are you at closing sales? In their book, Selling to Zebras, Jeff Koser and Chad Koser use an analogy of a hunt in the African savannah as the key to selling success." Baylor
"The book gives examples of the different attributes that can be considered for your own Push-Button Zebra spreadsheet. In the book you are also given access to a free template to create your own Push-Button Zebra." Small Biz Trends
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Wake up, it's revolution time! Gone are the days when you could plan out your marketing and public relations programs well in advance and release them on your timetable. It's a real-time world now, and if you're not engaged, then you're on your way to marketplace irrelevance. http://eu.wiley.com/WileyCDA/WileyTitle/productCd-1118155998.html
Check your processes, refine your tools, and change the culture of your organization into the Zebra culture.
The job is not done when the deal is closed though; any wise salesman should follow through with after deal support, services & adjustment.
Get three names of top executives from the assistant. Send targeted messages to the executives if you can’t get to them on phone.
If it’s impossible to reach Power directly, call the CEO assistants. Treat them just as you would treat the CEO & you’ll get what you want.
Middle managers might not know how to sell your product to decision makers, which would only lengthen your sales cycle.
Finance people look at the purchase from a different angle, and the link between operations and finance is rarely strong.
Most often sales people manage to convince prospects on the operational level, but run into troubles convincing them on the financial level.
Understanding funding, budget issues, and financial approval at a prospect company is a key component of understanding your zebra.
Be honest with how you compare with competitors. Analyze your service capabilities against customer expectations.
If you review the organizational structure of a company, you can realize how it deals with technology.
You have to know which customer technology create a competitive advantage and which create competitive challenge.
If you want to find your zebras, think about your existing customer base in terms of which of them you’d use as references.
“Zebras” are a metaphor for the “right” prospects because they are “unique” in the sense that you are most likely to close a sale with them.
Salespeople are like lions hunting for their prey; experienced lions do not waste their time and energy over many scattered opportunities.