Want to know how to close more business, more profitably? In this episode, my guest Jeff Koser tells you how to do that by selling to zebras. Not the kind of Zebra you find in a zoo, but the Zebra that is the perfect customer for you.
Jeff and I discussed:
What he means by selling to a Zebra.
How the approach of selling to Zebras came to him when Jeff was working for a company called Baan.
In addition to advocating that sellers stay focused on pursuing business with Zebras aka their ideal prospect, Jeff told me why it is so important to get to the "power" in any organization.
Most salespeople can rattle off a value proposition but Jeff talked to me about why sellers need to quantify value in a way that they probably haven’t thought about.
Of course, we talked about the role of CRM and why salespeople often don't like it.
Finally, Jeff shared his advice for salespeople selling in a world that is vastly different from years past.
Enjoy the interview!
Jeff Koser is the spirited CEO and founder of Selling to Zebras, a sales tools Software company www.SellingtoZebras.com. Jeff is an award-winning co-author of Selling to Zebras, HOW to CLOSE 90% of the BUSINESS YOU PURSUE FASTER, MORE EASILY, and MORE PROFITABLY. In 2010, Jeff was recognized as one of the best sales authors of all time in the book, The Sales Gurus. Jeff has more than thirty years of experience in building businesses, speaking, consulting, executive sales management, business strategy, and business development.