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Selling to Zebras
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Selling to Zebras

3.4 of 5 stars 3.40  ·  rating details  ·  5 ratings  ·  1 review
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 executiv ...more
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Published October 1st 2008 by Greenleaf Book Group, LLC
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Sensible, numbers-driven approach to vetting sales prospects and knowing how to position your message to executive teams. The ongoing live example for the fictional company C3 helps to bring the technical discussion down to specifics.
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Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, & More Profitably: How to Close 90 Per Cent of the Business You Pursue Faster, More Easily, and More Profitably Selling To Zebras-The Untold Story...For Salespeople

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