Jeff Koser is the founder of Selling to Zebras, LLC a sales tools and consulting firm established in 1999 that works with CEOs, top executives, and sales forces of both large and small organizations including: American Express, Kronos, Smart Choice MRI, and StarCite, Inc. Koser is the former Chief Operating Officers of Baan USA, Inc’s Supply Chain Software Division. Koser is also a member of TEC 60. Jeff can be reached (414) 659-1494, www.sellingtozebras.com, or
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Jeff Koser defines a zebra as a perfect prospect. In this podcast he explains his process of quantifying a prospect against seven quick questions to determine if you should pursue the prospect or not. Jeff suggests when you look at a zebra you know exactly what you are looking at … the same applies to the perfect prospect. The lion is the main predator of zebras; you will enjoy the metaphor he uses when he compares the hunting techniques of inexperienced and experienced lions which have strong parallels to sales people. Jeff claims an individual can close 90% of zebras by using the sales process he outlines in his book. That by itself is worth the listen!
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