Selling to Zebras PDF Download

Author: Jeff Koser
Publisher: Greenleaf Book Group
ISBN: 1929774575
Category : Sales management
Languages : en
Pages : 252

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Book Description
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.

Author: Garrett B. Gunderson
Publisher: Greenleaf Book Group
ISBN: 1929774516
Category : Business & Economics
Languages : en
Pages : 250

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Book Description
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.

Author: Olga Mizrahi
Publisher: Red Wheel/Weiser
ISBN: 160163434X
Category : Business & Economics
Languages : en
Pages : 256

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Book Description
"From Nielsen to grilled cheese trucks, this is a hands-on, idea-packed book for business people in search of growth." —SETH GODIN, author of Linchpin After years of sharing her small-business tips and marketing tricks with readers of her popular blog, ChunkOfChange.com, and column in the Long Beach Post, Olga Mizrahi has taken her message to the streets, urging business owners to focus in while reaching out. You’ll be excited and motivated to clearly state your difference to the world—and your neighborhood—while confidently selling yourself and your business. Through 50 low-cost, do-it-yourself tips, Sell Local, Think Global will help you: Figure out what makes you and your business truly different. Discover the secrets of “SoLoMo” marketing, both online and off. Spruce up your Web and mobile presence by learning to love analytics. Walk boldly into the future by embracing social media and customer reviews.

Author: Woop Studios
Publisher: Chronicle Books
ISBN: 1452119791
Category : Juvenile Fiction
Languages : en
Pages : 64

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Book Description
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.

Author: Michael Lehman
Publisher: Clovercroft Publishing
ISBN:
Category : Business & Economics
Languages : en
Pages : 99

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Book Description
A modern and heartfelt approach to successful career building specifically designed within the competitive car sales business. Acting as an influential guide through a series of individual, straightforward, and meticulous letters intended to inspire greatness, set goals, discover success, and create happiness through the precise, yet simple, process of relevant financial focus and honest customer appreciation, this book motivates readers to develop a unique sales style and apply profitable techniques developed by the practiced author that make it possible to take car sales to the next level and to take control of their futures - and to ultimately master their craft!

Author: Graham Eisner
Publisher: Practical Inspiration Publishing
ISBN: 1788603192
Category : Business & Economics
Languages : en
Pages : 190

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Book Description
‘A trusted referral is the holy grail of advertising' – Mark Zuckerberg The fastest, easiest, most sustainable way to bring in new clients and grow sales is to ask for referrals from your network; clients, intermediaries, family, friends, and existing and former colleagues. And yet most sales professionals don’t ask, or if they do, they end up making themselves and their client feel awkward. Graham Eisner has spent 30 years understanding the mindset and methods behind asking for referrals. His 7-step plan helps salespeople understand their own reluctance, change their mindset, and apply practical techniques so they can ask in a way that’s both natural and effective. From preparation before the meeting and identifying the ‘bridge line’ to qualifying the referral and managing the response, each step is supported by worksheets and summaries to help you put the principles into action today, so that you can start growing your sales and your business immediately. Graham became one of Goldman Sachs’s most successful sales professionals by developing a powerful referrals methodology, and he now teaches his system to clients worldwide, including Barclays, Julius Baer, and Deutsche Bank, as well as smaller businesses. Foreword by Brett Lankester Former Chief Executive Officer, London, Union Bancaire Privée

Author: Zig Ziglar
Publisher: HarperCollins Leadership
ISBN: 1418530298
Category : Business & Economics
Languages : en
Pages : 109

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Book Description
Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life. Content drawn from Ziglar on Selling.

Author: Megan Borgert-Spaniol
Publisher: Bellwether Media
ISBN: 1681032775
Category : Juvenile Nonfiction
Languages : en
Pages : 24

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Book Description
ItÕs a wobbly beginning for baby zebras. Newborns have to get used to their long legs. But in no time, they are running with the herd! The youngest readers are sure to be hypnotized by the stripes of the most adorable baby zebras.

Author: Derek Zobel
Publisher: Bellwether Media
ISBN: 1600146112
Category : Juvenile Nonfiction
Languages : en
Pages : 26

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Book Description
"Developed by literacy experts for students in kindergarten through grade three, this book introduces zebras to young readers through leveled text and related photos"--Provided by publisher.

Author: Elizabeth Kowaleski-Wallace
Publisher: Columbia University Press
ISBN: 0231105797
Category : Business & Economics
Languages : en
Pages : 200

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Book Description
Consuming Subjects is an insightful exploration of the origin of the modern idea of women as shoppers. Kowaleski-Wallace considers the origins of current ideas about women and consumerism to call into question the "natural" link between women and the commodities they buy. While previous scholars have posited the nineteenth-century department store and arcade as the crucial place for understanding the emergence of the female consumer, Kowaleski-Wallace argues that the eighteenth century yields a keener understanding by allowing us to view the foundations of contemporary cultural practices. Drawing on feminist criticism, cultural studies, and new historical ideas, she surveys eighteenth-century literary texts, material objects -such as china- and cultural events to illuminate the ways in which women are both controlled and empowered through images of consumption. Kowaleski-Wallace links the rise of shopping to the appearance of modern pronography: like pornography, shopping embodies a cultural fantasy, claiming to locate and control female "pleasure." This elegant study is an important contribution to eighteenth-century studies and will appeal to a broader audience of readers interested in feminist and cultural issues.