Podcast appearances and mentions of jeff koser

Jeff Koser joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to sell better in an economic downturn. Jeff is the award-winning co-author of Selling to Zebras and founder and CEO of Zebrafi. Highlights include: the impact of recent market changes on B2B sales (2:24), why startups are especially vulnerable to these changing conditions and three ways founders can prepare (4:20), how to dial in your ICP profile to close up to 90% of your deals (5:58), how to measure where prospects are in their buyer's journey (9:00), common mistakes companies make with their ICP as they head into an economic downturn (10:53), tips for improving your value statement (13:20), how to effectively communicate your product's ROI to prospects (17:32), and how to sell through your customers using VOC case studies (19:25). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Jeff Koser author of "Selling to Zebras" by The Best Business Minds

Jeff Koser, Founder, and CEO of Zebrafi, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Zebrafi is the Guided Selling Cloud for the Enterprise that helps sellers find great-fit prospects with the help of AI. Highlights include: the Zebra (1:24), what happens if you get this wrong and why so many companies do (3:25), the 7 attributes of a Zebra (5:54), a detailed example of a company defined by the Zebra attributes (8:45), opportunity scoring against the 7 attributes (15:22), how to forecast with 90% accuracy using a colour system (20:46), turning a selling cycle into a buying cycle (23:48), and what to do once you’ve found your Zebra (35:40).

Jeff Koser is the founder and CEO at Zebrafi. In today's episode we talk about an article Jeff wrote titled, "During The Pandemic, Is It Still Okay To Ask For The Order?"  Plus, we talk best practices (and the nuances) of virtual selling. Learn more about your ad choices. Visit megaphone.fm/adchoices

Jeff Koser is the CEO of Zebrafi and has more than 30 years’ experience in leadership roles in sales, operations and marketing. He is the award-winning co-author of Selling to Zebras. On this episode of The Salesman Podcast Jeff explains how to uncover your ideal buyers and where to find them in the market. Resources: […] The post #664: How To Identify Your Best Buyers (And Uncover Where To Find Them) With Jeff Koser appeared first on Salesman.org.

Jeff Koser has over 30 years of sales leadership and is a demonstrated thought leader in the space. Jeff is the author of the award-winning book, Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably. What the podcast will teach you: How Jeff and his team took a company initially starting out in the US with no sales and “minus two customers” and built it up to an “overnight success” after 20 years How Zebrafi came about and how the company targets customers between $5-20 million who want to improve their sales How Jeff and the team at Zebrafi navigated some of their challenges while scaling, including bringing in new team members during the period of growth Why one of the key skills Jeff had to learn to develop as a leader was his patience, and how his company's culture was a critical ingredient in this effort Why it was important for Zebrafi to find talented employees who could both function in the company at the stage it was in and was prepared for its eventual growth How not all employees can or are willing to grow into a new stage with your business, and how to retain those people in new roles they're still suited for How Jeff made the transition from running his company to bringing in the right expertise and leading his team instead How Zebrafi came to the idea of offering their Zebra Salesbot offering for free, allowing users to find five similar companies to their ideal customer through Salesforce How a quarterly letter informing stakeholders of goals, successes, failures and strategy changes has helped Zebrafi maintain focus and accountability Special Promotion from Jeff Koser: Sign up for our free beta program for Zebra™ Salesbot for Salesforce: https://zebrafi.com/salesbot/ The Zebra Salesbot gives you a button in Salesforce to identify 5 similar companies. The Salesbot uses AI to create a similarity score between your selected opportunity and thousands of potential prospects. The only requirement for your free 6-month Zebra Salesbot for Salesforce to continue is weekly feedback by responding to this Survey Monkey Survey; Zebrafi Salesbot Feedback Now more than ever, only compelling solutions are going to be purchased. Which of your existing customers view your solution as compelling? Choose that customer, click on a button we put inside Salesforce, and our Zebra Salesbot will deliver up to 5 companies that look just like that customer. This saves hours of time and provides better results because the companies will match your best customers. Resources: Selling to Zebras by Jeff Koser and Chad Koser: https://amzn.to/2B4OPmc Website: https://zebrafi.com/ LinkedIn: www.linkedin.com/in/jeff-koser-4a3911a0/

For marketing agencies and salespeople alike, we must put the local business first. We have to be able to present a buyers journey to a client because whether we try to empower them or not, they are always in charge. We have Jeff Koser ( https://www.linkedin.com/in/jeff-koser-4a3911a0/ ) , the spirited founder and CEO of Zebrafi ( https://zebrafi.com/ ) , who is at the helm of the podcast ( https://www.conquerlocal.com/podcast/ ) this week. Jeff and George dig deep and analyze how the customer journey is shifting into a buyers journey. Jeff is the award-winning co-author of Selling to Zebras ( https://www.sellingtozebras.com/shop/selling-to-zebras-book ) - How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably. Jeff has more than 25 years’ experience in leadership roles in operations, sales, and marketing. In 2010, he was recognized as one of the best sales authors of all time in the book, The Sales Gurus. Zebrafi is the Guided Selling Cloud for the Enterprise, where sellers are guided to great fit prospects, armed with presentations that are automated and collaborative on a live platform that guides both the buyer and the seller, leading to value-based and business-issue focused discussions. Keep the conversation going in the Conquer Local Community, ( https://www.conquerlocal.com/community/ ) and expand your knowledge and learn for industry experts in the Conquer Local Academy ( https://www.conquerlocal.com/academy/ ).

Jeff Koser is a successful entrepreneur with over 30 years of experience in executive sales management, consulting, and business strategy. He wrote the book on it. Actually, an award-winning book, Selling to Zebras. Jeff has appeared on some of the largest B2B sales podcasts over the past couple of years and he always leaves listeners with something that increases their sales effectiveness. What you will learn from this episode: Jeff explains what a “zebra” is, and he shares why working for a foreign-owned company with no prior sales in the US became the foundation of the zebra philosophy Why identifying the ideal client should be just as easy and recognizable as spotting a zebra Why zeroing in on the ideal client helped Jeff and his team close a deal with 90% of the new clients they pursued Why recognizing critical business problems for potential prospects and focusing a content strategy around those pain points is the best way to survive challenging times Why your content should revolve around seven key attributes, and what those important attributes are How Zebrafi is beta-testing software that connects to Salesforce and can help identify prospective clients that match the profile of your existing top customers Why focusing on pipeline close rate, average deal size, and length of sales cycle are the three key metrics that will supercharge your sales Why Jeff believes that focusing on a high volume of prospects is actually detrimental to the success of your business and a waste of your money and time How your proven success with customers like your zebras can help you land business with your zebras Resources: Connect with Zebrafi for a special offer to Onward Nation listeners for six months+ of unlimited free usage of the Zebrafi Salesbot, an AI-driven application that identifies prospects that are similar to the user’s best customers. The offer to be part of the beta program is good for 6 months or more and it’s FREE! https://zebrafi.com/salesbot/ https://zebrafi.com/ Email: jeff@zebrafi.com LinkedIn: www.linkedin.com/in/jeff-koser-4a3911a0/ Additional Resources: Sell With Authority by Drew McLellan and Stephen Woessner: https://amzn.to/39y7x13 Predictive ROI Free Resource Library: https://predictiveroi.com/resources/ Stephen Woessner’s LinkedIn: www.linkedin.com/in/stephenwoessner/

How can you automatically populate your sales pipeline with only people matching your ideal client?  Jeff Koser has the answer.

Jeff Koser wrote Selling to Zebras, a book on how to close 90% of your business by selling to your ideal client.  He also has a new venture with Salesforce that recently launched to help salespeople find Zebras in their CRM.

Our guest on this episode is Jeff Koser. Jeff is the Founder and CEO at Zebrafi. Zebrafi is a guided selling cloud for the B2B enterprise.    Jeff and I start off the podcast discussing the importance of finding your perfect prospect prior to building your business case. A good way to start is to find look a like accounts, accounts that look like your best customers. You can fundamentally increase your chances of creating new opportunities by focusing on the right accounts. Planning is key so prior to outreach put together your prospecting plan for success.   But before we jump into the episode I want to thank our sponsor the T-REX Summit the southeast’s premier sales and marketing growth conference. Like many events we have pushed out T-REX and our new date is now September 1 & 2 at the Carolina Theatre in Durham.    We’ve got a great lineup of speakers including Cal Fussman, a world renown speaker, journalist and author, Erica Schultz the CMO at the RAIN Group, Brad McGinity the CRO at 15five, Aliisa Rosenthal the VP Sales at Walkme and Melissa Sargent the CMO at Litmus to name a few.    Go to trexsummit.com or more info or to purchase your ticket today and use coupon code “BestSelling" to take 50% off your ticket price now. 

Can you restart your sales activities in these challenging times? Jeff Koser, CEO of ZebraFi, has a lot to say about this. Not just strategic thoughts, but practical tactical insights. A few of the things we conversed about: How do I make the first call? How do you position yourself as the solution of choice - without saying "I'm the greatest! Pick me!" Do you have to acknowledge the elephant in the room (Covid-19) or can you just skip it? Why is it important to get hyper-relevant - and how can you do that to re-engage a conversation? It used to be "8 and a date." Now, I believe it takes "12 to get love" now. What are you seeing for contacts, and what channels are you seeing, and how do you use those channels? Listen in and learn how inside sales pros can restart their sales activities now.  Get the beta version of the ZebraFi Salesbot plugin by going here and clicking TRY FREE.

Why Giving Your Prospects An Out Upfront Will Help You Win In The End Sometimes we need to lose a customer before they become a client. In the current climate of a pandemic it's important that we give a client an out in order to be sensitive to their struggles but we still want them to know we're open for business, right?  How are these two needs served in the way we communicate?   Jeff Kosser is the CEO and the founder of Zebrafi. The company is often known for its top-selling book, Selling Zebra, seeing the Zebra as the perfect prospect. The company's philosophy is pretty straightforward. When people see Zebras, regardless of where that might be, they always know what it is. The simplicity and the purity of this fact  is the philosophy behind what keeps their business running.    Jeff Koser has also built a software business based on software-guided selling. It's a tool that guides B2B salespeople through the best practices of how to communicate and collaborate with the prospects and customers to ensure both parties arrive at a mutually beneficial place.   Selling in the present situation  It's imperative that salespeople be sensitive to the current world situation. Jeff's goal sales goal is lofty, as he wants to change the way people sell throughout the world. However, to be able to do that, we first have to  recognize who we are as salespeople, what we are as a business, and what we're selling. Our business may not represent something that is a priority for people right now, and that's okay, but as we seek to keep our businesses going, we need to diversify our approach.    Jeff Koser believes that we must approach every sales situation, whether it's prospects or customers, with language that gives them an out. When you want to keep in touch with your customers or prospects by email, for example, genuinely ask about the safety of their family and their employees. Not just in a way that allows you to check off the “sincerity box” but in a way that your customer knows you are there for THEM. Be respectful about how you reach out to them and acknowledge they may have very different priorities by the time you contact them. Let them know that if the timing is right, you want to help, but regardless the relationship is the priority and you will come alongside their needs on their terms.    What our business represents may not be a priority for everyone right now.  We are approaching every sales situation with a simple out. #SalesApproach   Respectful selling Jeff recently received 149 email messages in his spam folder within a 24-hour period. Due to automation and account-based marketing, there are several tools that can come with good messaging but unfortunately, even good messages are getting buried just from the sheer volume. There will always be those companies, however, that believe talking about the product at the very beginning of the message is the best way to begin an email.  During a pandemic, when people are struggling, this isn't the best approach.  Making sensitivity and respect a priority in your communication will preserve the dignity of your business, and your prospect's.  Doing otherwise could tarnish your personal brand or that of your company's.   Despite the volume of spam email Jeff received, he opened a few of the emails with the more interesting subject lines. The most annoying emails came from companies that introduced their products as soon as he opened the message without any reference to the struggles going on in the world that we are in right now. Other emails that were only slightly better began with, “Hope you're well and healthy…” before launching into the product information. Both approaches are typically ineffective but they're even more inappropriate in the current climate.   What you can do To improve their approach, salespeople can do more research. First, they should know if their company fits the priority and needs of their prospects and customers. Jeff Koser recommends salespeople know the following before pursuing contact:    That their product or service can help solve their prospect's current problems.  They're talking to the decision makers. How much value needs to be created within the prospect's timeline.  Jeff's current clients take this advice to heart. Some of Jeff's clients also seek his help because they're preparing to launch well once this pandemic is over and they want to be able to reposition their businesses to accommodate future needs. One of the things Jeff recommends is to talk with their clients' customers. Doing this allows them to ask their clients' customers what problems have been solved by buying their clients' solutions.    This method allows them to see their client through the eyes of existing or former customers. The customers' words are always going to be more powerful than any marketing department. Additional information is gathered by talking to the executives who are the decision makers for the customer solution.    Selling to the executives  In the world of sales, the person with the most power is the one who makes the purchasing decision. Jeff Koser defines power as the people who can buy, even without a budget because they can move the budget around. Even now, if you're able to convey the value you bring to these power people in a way that positions you as a problem solver, it's possible to have a thriving business.   Many salespeople are mistakenly assuming that now is not the time to prospect but the reality is, these decision-makers are stuck at home too. While people are sheltered in their homes, we have an opportunity to reach out. Jeff Koser has clients that they've been respectfully reaching out to for months and they are wanting to talk. Why? People are now looking for something positive to do in their day. Many are ready to give back to their customers and the  company partnerships who have treated them well.    Getting by in time of corona  Sales is a lot of work, even more so if you add  the goal of talking to your client's customers. However, it's worth the effort. Many companies don't directly work with the power person but they are always there, somewhere behind-the-scenes. Even if  you do meet them and they approve the purchase, the relationship doesn't usually stay at the power level. Your relationships will be more consistent at the user level, the day-to-day person who is benefitting from the solution directly.    Research also entails doing a deep dive into the details of the business you want to work with you so have a better understanding of how your product or service can best align with their needs. Without this level of preparation, your contact may go no further than a conference call and this is not your end goal.    The information from the customers who use your client's solutions serve as the raw materials for building the rest of the tools to help guide the sales through the software-driven path that Jeff's company creates for each customer.    The software guided selling  Jeff Koser has a new product called Zebra Salesbot for Salesforce. It's a little button within Salesforce and when you get a hit for a good prospect or  customer, it will look for five more similar companies within that industry. Their current industries include manufacturers of software, high-tech software companies, and services companies. They used federated search to comb the web to load the AI. Jeff Koser's company has been working on it for several years and now, it's coming to reality through beta testing.    Prospecting when the pandemic ends will be another challenge. Jeff and his team have created a talk track and email template to better approach prospects and customers. Always remember  your words will prove that you care and that you're sensitive to the hardships everyone is going through while letting people know you're open for business.    “Why Giving Your Prospects An Out Upfront Will Help You Win In The End” episode resources  Recognize that sales isn't about you, it's about the priorities of your prospects and customers so make respect a priority when you make contact and allow them to have a way out. Reach out to Jeff Koser via his website.   If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble for free now at www.crmble.com/tse. This course is also brought to you in part by  by TSE Certified Sales Training Program. It's a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077.  We'd love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

On a quest to enhance the sales CRM experience, Jeff Koser created a software platform that helps start each sales engagement in a better place by solving the problem of how to find, close, implement, retain and expand your perfect profile customers.

Sales Reinvented Podcast Episode 126: Jeff Koser. Jeff is the founder and CEO of Selling to Zebras, which is a sales enablement software platform which helps organizations quickly identify opportunities that have a low chance of closing so your sales team can focus on the ones that they have the greatest chance of success with. He is also the author of the bestselling book Selling to Zebras, How to close 90% of the business you pursue, faster more easily and more profitably.

Are you selling to zebras? If you're not, Jeff Koser and this conversation can help you. What's a zebra - and why should you sell to them? A zebra is a perfect prospect - you know it when you see it. It's a proven methodology for complex sales processes. And ZEBRAselling is proven to accelerate sales. Jeff's clients have achieved: An increase in average deal size and annual sales of 13% (client best - 421%) A reduction in the length of the average sales cycle by 21% (client best - 45%) An increase in the sales pipeline monthly close rate of 102% (client best - 964%) If you want to sell to more zebras, you'll want to listen in to this conversation. Learn more about Jeff by buying his book Selling To Zebras on Amazon or by visiting his company website http://sellingtozebras.com

Jeff Koser is the spirited founder and CEO of Selling to Zebras. Zebra is an AI-driven Sales Enablement Automation Platform that creates a guided sales experience that directs sellers and buyers through a sales engagement. Zebra identifies perfect prospects (Zebras), decision makers and generates buyer specific presentations that are presented right in the software. Leverage ZEBRA to run your sales engagements and close 90% of the business you pursue faster, more easily and more profitably! What you’ll learn about in this episode: How Jeffrey’s 30+ year background in software and sales helped guide his career path to his current position as CEO of Zebrafi Why the cumbersome difficulty of using Excel caused Jeffrey’s company to decide to develop its own software Why Jeffrey’s 20-year-old “Selling to Zebras” B2B consultancy business transitioned to Zebrafi on January 1, 2019 How Jeffrey and his team recognized the opportunity to pivot their business into a new SaaS (software as a service) entity How Jeffrey’s company evolved, and how they developed their new business model to solve their clients’ problems Why some salespeople struggle to become a “trusted advisor” to their clients, and why Zebrafi is different How Zebrafi’s software determines a “zebra” through rating seven attributes on a scale of 0-4 How Zebrafi helps their customers clearly define their purpose, culture and what they need to do to find success What important lessons Jeffrey learned from his own mentors, and how they impacted his business philosophy Why perseverance was critical to Zebrafi’s success, despite some early failures developing their own software Additional resources: Email: jeff.koser@sellingtozebras.com Email: jeff@zebrafi.com LinkedIn: www.linkedin.com/in/jeff-koser-4a3911a0

Jeff is the founder & CEO of Selling to Zebras which is the world’s first self-driving, AI enabled CRM. On this episode of The Salesman Podcast Jeff explains the changes that are incoming for all B2B salespeople over both the short term and medium term of our careers. Video Podcast:   Resources mentioned: SellingToZebras.com Book: Selling […] The post #579: How Sales WILL Change Over The Next 1, 5 and 10 years With Jeff Koser appeared first on Salesman.org.

Learn 5 new ways to get new business rolling in the door from sales training expert Ryan Dohrn. Plus, from http://SellingToZebras.com CEO Jeff Koser talks about getting specific with how you prospect. This is sales training advice you will not want to miss. If you like Grant Cardone, Brian Tracy, Zig Zigler, Jeffrey Gitomer, Victor Antonio or Chet Holmes you will love sales expert Ryan Dohrn. More online at http://SalesTrainingWorld.com

Learn 5 new ways to get new business rolling in the door from sales training expert Ryan Dohrn. Plus, from http://SellingToZebras.com CEO Jeff Koser talks about getting specific with how you prospect. This is sales training advice you will not want to miss. If you like Grant Cardone, Brian Tracy, Zig Zigler, Jeffrey Gitomer, Victor Antonio or Chet Holmes you will love sales expert Ryan Dohrn. More online at http://SalesTrainingWorld.com

This is NOT the time of year to let your ad sales slow down. In this ad sales training episode, media sales training expert Ryan Dohrn shares 5 ways to boost your sales numbers in Q4 and beyond. Also, Shannon McBride from http://JanuarySpring.com talks about selling programmatic ads, Mike Obert from http://Open-Look.com shares a new revenue idea and Jeff Koser from http://SellingtoZebras.com answers your listener questions. Learn more online at http://360AdSales.com or http://RyanDohrn.com .

Episode 35: AI is coming so how will you leverage it to help you sell? Your marketing department is going to introduce you to new productivity tools and expect you to leverage them. How you embrace technology may determine if you survive the disruptive technologies that purportedly will eliminate hundreds of thousands of direct sellers over the next decade.Visit JamieIrvine.ca for complete show notes of every episode and don't forget to subscribe, rate, and review the podcast. This podcast is sponsored by:Screen2Fit by Pro.file | FreeeUp | Trackstar Web Design | Process Street Disclaimer: This podcast and description contain affiliate links, which means that if you click on one of the product links, the Build a Better Business Podcast may receive a small commission.Thank you for listening and I look forward to talking with you soon.

Debunking Sales Myths with Mike Schultz #216 Selling has changed tremendously in the last 10 years. But prospecting has changed even more. Previous  research suggests that 57 percent of the purchase decision is complete before a customer calls a supplier.  This gives sellers the false impression that buyers don’t want or need to talk to them early in the buying process. They do! Mike Schultz visits Sales Babble for clarifying and debunking these sales myths with advice based on hard research. Some Common Sales Myths Rain Group is a sales research institute just completed a study on prospecting. They talked to 488 buyers, asking them what  is the process they have used for past purchases. They study found it’s a sales myth that buyers don’t want to talk to sellers, eg. 67% sale done digitally. But this should slow sellers down.  71%  of buyers said they want to talk to sellers at the early part of their research. They want context. With too many choices it becomes to difficult for buyers to choose “Its the ‘paradox of choice” according to Barry Schwartz. Myth cold calling is dead. Greater than 50%  of buyers prefer to be contacted by the telephone. It is second only to email. Of the buyers researched,  57% have had the seller reach out to them on the phone. 82% of buyers take meetings with people they don’t know but have talked to on the phone. Buyers need inspiration, start with your existing clients. What Winners Do It’s a myth that buyers don’t want to hear about capabilities and only benefits. The #1 content buyers want is features and capabilities. It’s buyers primary research on their industry. They want descriptions of the capabilities in context. They desire content customized 100% to their business  Not mass mail merges. Great Sellers WAVE Winners Mindset – The Mindset of a winner is strategic,  not tactics only. Attraction Campaign – multistep and modal approach to reach out and connect to buyers. The number of attempts to reach a prospect should be 8 (not 3). Value – Get prospects to say wow that could be worthwhile (to have a call, meet, agree to demonstration or buy). Execution -Winners do all the tactical parts. They take action to turn around objections. They exercise executive functions to stay focused in a noisy world.  They have the ability to concentrate and focus for prospecting (which is the hardest thing to do).   Cold meetings that have a value approach will turn deals into wins. When sellers focus on value, 96% said it was influential. They want to be educated and collaborative >90%.  Yet the meetings must be interesting and add value. Most sales meetings are not valuable to most buyers. If they are impressive they will buy  things. Take Action Plan To get good at prospecting you have to make it 100% of your focus.   Attack it like you’re going to make it work. Build an  attraction campaign. How To Find Mike Schultz Website: https://www.raingroup.com Mike Twitter: https://twitter.com/mike_schultz RAIN Group Twitter: https://twitter.com/rainselling RAIN Group Facebook: https://www.facebook.com/RAINGroup/ Mike LinkedIn: https://www.linkedin.com/in/mikeschultz50/ RAIN Group LinkedIn: https://www.linkedin.com/company/rain-group_2/ Mike mentioned that we was happy to share a copy of the report with the audience:  5-sales-prospecting-myths-debunked How to Prospect and Generate Leads Here are past episodes that talk about the mindset for lead generation. What’s Not Working In Sales Today with Brandon Bruce #204 How To Generate Leads without Sales and Marketing with John Tripolsky #191 Repeatable Success for Sales Development Reps with Brendan Barrett #188 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176 Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150 Myths on Social Selling with Mark Hunter #142 How to Power Prospect with LinkedIn Groups with Liam Austin #135 How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114 How To Be An Awesome Sales Professional with Thomas Ellis #102 The post Debunking Sales Myths with Mike Schultz #216 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Stop Guessing How to Sell and Use Market Research with Corey Hammer #208 Many companies fail to understand the drivers that motivate customers to buy. Through luck and pluck these companies have found a level of success. Yet they know they’re leaving money on the table. Now if there was only a way to know for certain our prospects are thinking. In this episode guest Corey Hammer shows how companies can stop guessing how to sell and instead use market research to know for FACT,  the drivers for selling success. Corey Hammer has 15+ years as an insights professional across multiple industries. This includes CPG, education, hospitality, pharmaceuticals, and consumer services. He holds a PhD in Experimental Psychology and is a longtime Boy Scout and Scouter (Be Prepared). Market Research Process Companies looking to roll out a new product or service should thoroughly investigate the new market. According to Corey, there is a methodical market research process. This process will provide insight into the drivers for converting prospects into consumers, customers and long time clients. Look at the data you currently collect: sales, overheads, marketing campaigns, conversions, and repurchase. It’s costs nothing to investigate and analyze data already in-house. Analyze and parse the data. For example” Look at marketing ads with different, copy and channels. Next look at conversion rates. However too often people fail look across channels Youtube, Twitter, Facebook, LinkedIn, Instagram, Pinterest etc…. Also focus on internal sales data. Know what’s selling in what channels Next look at your customers. Accept that 80% of your business comes from 20% of your customers. Use a customer experience measurement tool to know how they think. Ask quick questions on recent purchasing and owning experience of you products and services. Make it a transactional survey of a recent purchase, especially B2C.  A relational survey makes more sense in the B2B space. Value Engineering is the process of optimizing the value of a product of service to a customer by lowering costs or improving the functionality. Market research creates the opportunity to successfully complete a Value Engineering activity. Segment audience and align products and services. What Do Startups Do? If you’re new to a market place you can’t rely on existing customers for market research. Instead, Corey recommends you go the library. Many local libraries have the following databases you can use for free: AtoZ Database sales lead research guide D and B Hoovers business research database Next, look outside of the library at the App store to investigate competition. Market Watch  online business and stock market news Seeking Alpha online stock market news How to Find Corey Hammer You can find Corey online at the following websites: Website: www.talismaninsights.com Blog: wow.talismaninsights.com Personal LinkedIn: www.linkedin.com/in/coreyahammerphd Company LinkedIn: www.linkedin.com/company/talisman-insights/ Market Research and Value Propositions Here are past episodes that talk about the power of understanding your ideal client through market research. Listen today! Why Do I Need a Brand with Kim Speed Flawless Follow Up with Steve Rosenbaum #162 Give to Get Marketing with Ray Wood #159 How to Use Lead Magnets To Generate More Sales with Yoon Cannon Authority Selling with Mike Saunders #133 Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171 How Value Propositions Bring Value to Your Business #167 Wizard of Oz Sales Process with Steve Kloyda #137 How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114 How to Create Value During a Sale with George Iacullo #91 The Myth of Know Like Trust #74 How To Build Your Value Proposition with Lisa Dennis #48 Discovering Your Ideal Client Avatar #40 SB013 | Winning Customers by Building Profits, an interview with Bob Rickert Looking for Leads with Social Media, an interview with Brian Basilico #34 The Non-Sellers Blueprint, Email Marketing Tips with Neil Kristianson #11 SB 009 |  Creating a Powerful Brand,  An Interview with Arfan Qureshi Image Message Story. An Interview with Heidi Thorne The post Stop Guessing How to Sell and Use Market Research with Corey Hammer appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Jeff Koser, CEO at Selling to Zebras, Inc., joins me on this episode.

Sales and opportunities through experimentation are discussed on today’s show. Jeff Koser is the spirited Founder and CEO of Selling to Zebras (STZ). STZ is the software company that helps organizations find, close… Love the show? Subscribe, rate, review, and share! Here’s How » Join the Take The Lead community today: Dr. DianeHamilton.com Dr. Diane Hamilton Facebook Dr. Diane Hamilton Twitter Dr. Diane Hamilton LinkedIn Dr. Diane Hamilton YouTube Dr. Diane Hamilton Instagram

Sales and opportunities through experimentation are discussed on today's show. Jeff Koser is the spirited Founder and CEO of Selling to Zebras (STZ). STZ is the software company that helps organizations find, close…   Love the show? Subscribe, rate, review, and share! Here’s How » Join the Take The Lead community today: Dr. DianeHamilton.com Dr. Diane […]

Sales and opportunities through experimentation are discussed on today’s show. Jeff Koser is the spirited Founder and CEO of Selling to Zebras (STZ). STZ is the software company that helps organizations find, close… Love the show? Subscribe, rate, review, and share! Here’s How » Join the Take The Lead community today: Dr. DianeHamilton.com Dr. Diane Hamilton Facebook Dr. Diane Hamilton Twitter Dr. Diane Hamilton LinkedIn Dr. Diane Hamilton YouTube Dr. Diane Hamilton Instagram

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 Andrew Clancy’s book, The Sales Gurus. Ian and Jeff discuss: Pinpointing your ideal customer ERP Sales Investing time into your project The emotional buying process Demonstrating the business benefit Pivoting into software An enjoyable buying experience How sellers like to sell Win a copy of Selling to Zebras in our Facebook group Show Sponsors:- ProForecast Business Performance Management by ProForecast ProForecast provides cloud-based business performance management software that gives you reliable data, insights and helps to encourage your business growth through quality business planning and strategy.

How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192 Author Jeffrey Shaw visits Sales Babble to talk about his book Lingo – Discover Your ideal Customers’s Secret Language and Make Your Business Irresistible.   Jeffrey believes that far too often people sell the wrong thing to the wrong people. Unfortunately too few people understand for whom they are for. Your ideal client has a secret lingo that mirrors your traits and values.  Once you learn their lingo, you can quickly discern and serve this market. Five Step Process In his book Jeffery outlines a five step process for discovering your prospects secret lingo. Understand your ideal clients perspective Create familiarity and comfort Style – build one that matches your target Pricing – Use whole numbers for high-end customers Words – use language they speak How To Connect with Jeffrey Shaw To find Jeffrey Shaw, his book,  and the free secret lingo giveaways go here: Lingo mediate kit Inforgraphic Free Chapter of his book Audio version of the first chapter of the book The full book on Amazon LinkedIn Twitter @jeffreyshaw1 Go to Jeffreyshaw.com/sales  How to Learn About Your Ideal Client Here are past episodes that speak to the importance of knowing your ideal client. How To Generate Leads without Sales and Marketing with John Tripolsky #191 Repeatable Success for Sales Development Reps with Brendan Barrett #188 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176 Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150 Myths on Social Selling with Mark Hunter #142 How to Power Prospect with LinkedIn Groups with Liam Austin #135 How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114 How To Be An Awesome Sales Professional with Thomas Ellis #102 Sales For Start-ups with Mano Behera The post How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

How To Generate Leads without Sales and Marketing with John Tripolsky #191 In this episode we meet John Tripolsky, CEO of JTE Marketing. John shares his process to generate leads through a referral process. When starting John had neither  marketing nor a sales staff. Instead he leveraged his existing network to find qualified prospects and generate leads. It worked and this is how to generate leads without sales and marketing! Hire a Team Without Hiring The JTE Marketing earned its first two clients from friends and family. They repeated the process by working networking meetings. John kept attending and connected with five people. From those five they built their portfolio. Building personal relationships is what matters. John is a strong advocate for LinkedIn. He has 7K connections. Almost all have gotten a personal message welcoming them to connect.   Not everyone is a qualified prospect. Yet all know people who ARE qualified. Referrals come from both existing and non clients Lead Generation Referral Process Use the three letter word “ask”    Sit down and casually start… “let’s talk about XYZ …..” He then asks…. “Do you know anyone I could talk too? “ Next he asks … “Would you introduce me? Would you send an introduction email?” Share “I would love to talk to them and pick their brain about …. “ Once you get the lead follow up … “John Smith recommended I give you a call…” Lastly asks if they would be open to personally set down and chat for 10 minutes. In person This is how you learn about a market and it’s nomenclature. It’s also solid advice on how to generate leads without sales and marketing. This process is great news for startups! A Watershed Deal After a terrific presentation he was asked for a proposal. He had no idea what to do but eventually created an order form. It was not pretty. Since he’s a marketing company, he believed this poorly represented the company. He made it beautiful with graphics and brand worthy style. Make your invoices and quotes BEAUTIFUL! He recommends Pandadoc  Having a great proposal maintains the positive feeling that happened at the time of the presentation. Take Action Advice Ask……  Make it second nature to make requests of clients and prospects. Get over the hump of shyness. If you never ask you’re never going to get anything from it. Keep forward momentum, embrace lifelong learning and ASK. Where To Find John Tripolsky This is the link to the JTE Marketing Group You can also find John on LinkedIn How to Prospect and Generate Leads Repeatable Success for Sales Development Reps with Brendan Barrett #188 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176 Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150 Myths on Social Selling with Mark Hunter #142 How to Power Prospect with LinkedIn Groups with Liam Austin #135 How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114 How To Be An Awesome Sales Professional with Thomas Ellis #102 Sales For Start-ups with Mano Behera How to Assume Rapport when Prospecting with Ken Dunn #90 The post How To Generate Leads without Sales and Marketing with John Tripolsky #191 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Sales Reinvented Podcast Best Of Series: Episode 20. In today’s episode, we will be sharing some of our favourite ‘do’s and don’ts’. Guests: Mike Weinberg, Jeff Koser, and Koka Sexton. Thanks to our sponsor: Canadian Professional Sales Association (www.cpsa.com).

Repeatable Success for Sales Development Reps with Brendan Barrett #188   There is a growing trend for companies to separate business development from deal closing. We’re talking about two different people: One person setting up appointments the Sales Development Reps (SDR) and the other is the  closer. In this episode our guest Brendan Barrett and I walk through the SDR process with it’s pros and cons. We do some roleplaying in order to show practical advice for anyone prospecting and trying to set up an appointment.   What and Why an SDR? SDR stands for Sales Development Reps – appointment setters, prospectors and cold callers.  Brendon calls the the Roller to the Closer .  This is different than the traditional inside sales (an order taker).   This is all outbound sales and Business Development.  They are sometimes called Business Development Reps or BDR. More efficient for closers, who can be closing deals daily vs spending time in the office setting up their own meetings. Downside of SDRs. Details get dropped Having a process imperative Communication What Makes For SDR Success? Entry level position Hungry, coachable, naturally curious SDR Process In this section we walked through the SDR process and gave practical examples for the Listeners. Create a relationship Use LinkedIn to prospect Reach out to sescretary Take 2-5 touches to get a meeting Create a dialogue (conversation) “I’m looking for people who set up your brown bag discussions “I saw your post on LinkedIn and I’m curious about it ….. Could be set up on Facebook, Messenger, LinkedIn or email Always wish somebody a good day, that opens up people Qualify Prospecting is market research Some deals take years, hand off slow deals to marketing to keep them warm Laws of attraction applies by showing interest. Create curiosity, get them to ask you about you Be skeptical, don’t assume they are qualified Ideally you want them to see the value and self qualify Win permission to sell Make a phone call about them “How was the weekend, what do you have going on this week If you met at a conference, start there, “what’s your next conference on your calendar Introduction to Closer Sounds like we could work with you well but I’m not the right person Take Action Advice Nice guys win and smarter guys win more! Be helpful! How To Find Brendan Barrett Go to the Start In Phoenix website  www.startinphx.com Business of Family and Selling Podcast  startinphx.com/family From there you can download the Double my Revenue 7 day Sales Challenge @StartInPhx on Instagram StartInPhx on Facebook @StartInPhx on Twitter Support our Sponsor Bluehost Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month FREE Domain Free Site Builders 1-Click WordPress Install 24×7 support Special intro offer and 30-day money-back guarantee Powering over 2 million websites worldwide   How to Prospect and Generate Leads Other great episodes on business development. Listen today! 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176 Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150 Myths on Social Selling with Mark Hunter #142 How to Power Prospect with LinkedIn Groups with Liam Austin #135 How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114 How To Be An Awesome Sales Professional with Thomas Ellis #102 Sales For Start-ups with Mano Behera How to Assume Rapport when Prospecting with Ken Dunn #90 How To Generate Sales Leads Using LinkedIn, Facebook and Twitter     The post Repeatable Success for Sales Development Reps with Brendan Barrett #188 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Why Do I Need a Brand? In this episode I and  Brand expert,Kim Speed dig deep into the  question why do I need a brand. Everyone says having a brand is critical for success. But is it? What is the fundamental value a BRAND provides you and your company? How does a brand make it easier for me to acquire new customers and prospects? Brand vs Branding According to Kim, your brand is who you are and what people say about you when you’re not in the room. Branding is all the elements that supports your brand: website, ads, emails, logos etc…   Let’s focus on the former, before the latter. Sales and Branding Your brand is useful for your sales process. When done well it open doors and creates trust.  But it’s not an easy path to understand your brand. It’s built on knowing and viscerally understanding your ideal client. This requires companies to go through a value proposition process. Instead of focusing on logos and fonts, focus on who is PERFECT for you product or service. Who Is Kim Speed Kim is the owner of Purple Moon Creative, Brand and Marketing Boutique where she helps start-up companies and small business owners to become visible to their prospects, and to turn those prospects into clients. P 647.558.1962  C 416.992.9701 Kim is the author of the recently published book, Branding on a Shoestring: How to Re-Create Your Small Business Identity and Increase Sales Results in 83 Days or Less.  Go here to get it purplemooncreative.com      and answer the question “why do I need a brand!” Support our Sponsor Bluehost Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month FREE Domain Free Site Builders 1-Click WordPress Install 24×7 support Special intro offer and 30-day money-back guarantee Powering over 2 million websites worldwide Discovering Your Ideal Client Here are a number of past episodes discussing the importance and process of discovering your perfect customer. Listen today! Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171 How Value Propositions Bring Value to Your Business #167 Wizard of Oz Sales Process with Steve Kloyda #137 How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114 How to Create Value During a Sale with George Iacullo #91 The Myth of Know Like Trust #74 How To Build Your Value Proposition with Lisa Dennis #48 Discovering Your Ideal Client Avatar #40 SB013 | Winning Customers by Building Profits, an interview with Bob Rickert The post Why Do I Need a Brand with Kim Speed appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Jeff is the spirited founder and CEO of Selling to Zebras (STZ). STZ is the software company that helps organizations sell more. The Selling to Zebras™ software platform helps start each sales engagement in a better place. We would love to promote the launch of our software. STZ launched the newest version of the Selling to Zebras™ software platform last September. The Selling to Zebras™ software provides “insights” that help identify Zebras, Power (the person who can buy even without a budget) and the Power-level critical business issues which, when solved, create measurable value. Eliminate the waste associated with chasing deals that will not close 85% of the time. Pursue Zebras and close 90% of the business you pursue faster, more easily and more profitably. As an important by-product, the Selling to Zebras™ software ends the busy work associated with entering CRM and forecast data. The Selling to Zebras™ software is a real-time up-to-date CRM or can be integrated with your present CRM, eliminating the need to do separate updates in preparation for a forecast or business review. What business problem does Selling to Zebras solve? We solve the problem of how to find, close, implement, retain and expand your perfect profile customers, a.k.a. Zebras. Jeff has more than thirty years of experience in building businesses, speaking, consulting, executive sales management, business strategy, and business development. Previously, he served as Chief Operating Officer at Baan Supply Chain Solutions and VP of Sales at the European powerhouse ERP company called Baan. Under his leadership at Baan, revenues grew more than tenfold in fewer than five years to over $800m in annual revenue.   Connect with Jeff: Free Book: https://www.sellingtozebras.com/contact-us/shop/selling-to-zebras-book Website: https://www.sellingtozebras.com/ LinkedIn: https://www.linkedin.com/in/jeff-koser-4a3911a0/ Twitter: https://twitter.com/sellingtozebras     PEAK PERFORMANCE NATION A community dedicated to raising your game to the next level by learning how to Execute at the highest level and eliminating the obstacles that keep you from being the leader you were born to be. Join group here:  https://www.facebook.com/groups/PeakPerformanceNation/   SPONSORS & FREE OFFERS Audible - Free Audio Book & 30 Day Trial  Blue Apron -  $30 Off Your First Order   Acuity Scheduling - Stop Wasting Time Setting Up Meetings   Peak Accountability - http://www.thorconklin.com/accountability/   Thank you once again for listening   Please follow us on:   Facebook: Thor Conklin      Twitter: @ThorConklin   Website: http://www.thorconklin.com   ThorConklin.com Thor Conklin Media Peak Performers Podcast Peak Performance Nation    #1 Podcast on how to get things done.  Learn from Peak Performers in all areas of life and Business.  Do you know what to do but can't figure out why you are not executing what you already know?   If so, this Podcast will give you the tools, strategies and psychology to not only break through the choke point but to truly become a Peak Performer.   Thor will be sharing his tools and strategies as well as interviewing inspiring Peak Performers that are Entrepreneur's, Professional Athletes, Business leaders, Military, Technology guru's, Health and Fitness masters, Relationships Experts as well as Music & Entertainment superstars.   Mission and Purpose - To engage, educate, entertain and inspire listeners to excel in any area of life through mastering the science of execution and Peak Performance.  You will learn the necessary road map, strategies, tools and psychology to win this game.

When you look at your best prospects and customers, they should be just as distinctive as zebras. That was the idea behind Jeff Koser's book Selling to Zebras. Jeff noticed that the companies he was working with had the same problem, even though they thought they were unique. So he just wrote a story. It's gone on to be wildly successful, and Jeff has now written another book called The Voice of the Customer. Listen in to hear why you shouldn't sell without the secrets in that book. Find a breakdown of this episode here.

When you look at your best prospects and customers, they should be just as distinctive as zebras. That was the idea behind Jeff Koser's book Selling to Zebras. Jeff noticed that the companies he was working with had the same problem, even though they thought they were unique. So he just wrote a story. It's gone on to be wildly successful, and Jeff has now written another book called The Voice of the Customer. Listen in to hear why you shouldn't sell without the secrets in that book. Find a breakdown of this episode here.

Jeff is the spirited founder and CEO of Selling to Zebras (STZ). STZ is the software company that helps organizations sell more. The Selling to Zebras™ software platform helps start each sales engagement in a better place. We would love to promote the launch of our software. STZ launched the newest version of the Selling to Zebras™ software platform last September. The Selling to Zebras™ software provides “insights” that help identify Zebras, Power (the person who can buy even without a budget) and the Power-level critical business issues which, when solved, create measurable value. Eliminate the waste associated with chasing deals that will not close 85% of the time. Pursue Zebras and close 90% of the business you pursue faster, more easily and more profitably. As an important by-product, the Selling to Zebras™ software ends the busy work associated with entering CRM and forecast data. The Selling to Zebras™ software is a real-time up-to-date CRM or can be integrated with your present CRM, eliminating the need to do separate updates in preparation for a forecast or business review. What business problem does Selling to Zebras solve? We solve the problem of how to find, close, implement, retain and expand your perfect profile customers, a.k.a. Zebras. Jeff has more than thirty years of experience in building businesses, speaking, consulting, executive sales management, business strategy, and business development. Previously, he served as Chief Operating Officer at Baan Supply Chain Solutions and VP of Sales at the European powerhouse ERP company called Baan. Under his leadership at Baan, revenues grew more than tenfold in fewer than five years to over $800m in annual revenue.   Connect with Jeff: Free Book: https://www.sellingtozebras.com/contact-us/shop/selling-to-zebras-book Website: https://www.sellingtozebras.com/ LinkedIn: https://www.linkedin.com/in/jeff-koser-4a3911a0/ Twitter: https://twitter.com/sellingtozebras     PEAK PERFORMANCE NATION A community dedicated to raising your game to the next level by learning how to Execute at the highest level and eliminating the obstacles that keep you from being the leader you were born to be. Join group here:  https://www.facebook.com/groups/PeakPerformanceNation/   SPONSORS & FREE OFFERS Audible - Free Audio Book & 30 Day Trial  Blue Apron -  $30 Off Your First Order   Acuity Scheduling - Stop Wasting Time Setting Up Meetings   Peak Accountability - http://www.thorconklin.com/accountability/   Thank you once again for listening   Please follow us on:   Facebook: Thor Conklin      Twitter: @ThorConklin   Website: http://www.thorconklin.com   ThorConklin.com Thor Conklin Media Peak Performers Podcast Peak Performance Nation    #1 Podcast on how to get things done.  Learn from Peak Performers in all areas of life and Business.  Do you know what to do but can't figure out why you are not executing what you already know?   If so, this Podcast will give you the tools, strategies and psychology to not only break through the choke point but to truly become a Peak Performer.   Thor will be sharing his tools and strategies as well as interviewing inspiring Peak Performers that are Entrepreneur's, Professional Athletes, Business leaders, Military, Technology guru's, Health and Fitness masters, Relationships Experts as well as Music & Entertainment superstars.   Mission and Purpose - To engage, educate, entertain and inspire listeners to excel in any area of life through mastering the science of execution and Peak Performance.  You will learn the necessary road map, strategies, tools and psychology to win this game.

Jeff is the spirited founder and CEO of Selling to Zebras (STZ). STZ is the software company that helps organizations sell more. The Selling to Zebras™ software platform helps start each sales engagement in a better place. We would love to promote the launch of our software. STZ launched the newest version of the Selling to Zebras™ software platform last September. The Selling to Zebras™ software provides “insights” that help identify Zebras, Power (the person who can buy even without a budget) and the Power-level critical business issues which, when solved, create measurable value. Eliminate the waste associated with chasing deals that will not close 85% of the time. Pursue Zebras and close 90% of the business you pursue faster, more easily and more profitably. As an important by-product, the Selling to Zebras™ software ends the busy work associated with entering CRM and forecast data. The Selling to Zebras™ software is a real-time up-to-date CRM or can be integrated with your present CRM, eliminating the need to do separate updates in preparation for a forecast or business review. What business problem does Selling to Zebras solve? We solve the problem of how to find, close, implement, retain and expand your perfect profile customers, a.k.a. Zebras. Jeff has more than thirty years of experience in building businesses, speaking, consulting, executive sales management, business strategy, and business development. Previously, he served as Chief Operating Officer at Baan Supply Chain Solutions and VP of Sales at the European powerhouse ERP company called Baan. Under his leadership at Baan, revenues grew more than tenfold in fewer than five years to over $800m in annual revenue.   Connect with Jeff: Free Book: https://www.sellingtozebras.com/contact-us/shop/selling-to-zebras-book Website: https://www.sellingtozebras.com/ LinkedIn: https://www.linkedin.com/in/jeff-koser-4a3911a0/ Twitter: https://twitter.com/sellingtozebras     PEAK PERFORMANCE NATION A community dedicated to raising your game to the next level by learning how to Execute at the highest level and eliminating the obstacles that keep you from being the leader you were born to be. Join group here:  https://www.facebook.com/groups/PeakPerformanceNation/   SPONSORS & FREE OFFERS Audible - Free Audio Book & 30 Day Trial  Blue Apron -  $30 Off Your First Order   Acuity Scheduling - Stop Wasting Time Setting Up Meetings   Peak Accountability - http://www.thorconklin.com/accountability/   Thank you once again for listening   Please follow us on:   Facebook: Thor Conklin      Twitter: @ThorConklin   Website: http://www.thorconklin.com   ThorConklin.com Thor Conklin Media Peak Performers Podcast Peak Performance Nation    #1 Podcast on how to get things done.  Learn from Peak Performers in all areas of life and Business.  Do you know what to do but can't figure out why you are not executing what you already know?   If so, this Podcast will give you the tools, strategies and psychology to not only break through the choke point but to truly become a Peak Performer.   Thor will be sharing his tools and strategies as well as interviewing inspiring Peak Performers that are Entrepreneur's, Professional Athletes, Business leaders, Military, Technology guru's, Health and Fitness masters, Relationships Experts as well as Music & Entertainment superstars.   Mission and Purpose - To engage, educate, entertain and inspire listeners to excel in any area of life through mastering the science of execution and Peak Performance.  You will learn the necessary road map, strategies, tools and psychology to win this game.

Jeff Koser is the spirited founder and CEO of Selling to Zebras (STZ). STZ is the software company that helps organizations profitably increase revenue. The Selling to Zebras™ software platform helps start each sales engagement in a better place. STZ launched the newest version of the Selling to Zebras™ software platform last September. The Selling to Zebras™ software provides insights that help identify Zebras, Power (the person who can buy even without a budget) and the Power-level critical business issues which, when solved, create measurable value. Eliminate the waste associated with chasing deals that will not close 85% of the time. Pursue Zebras and close 90% of the business you pursue faster, more easily and more profitably. As an important by-product, the Selling to Zebras™ software ends the busy work associated with entering CRM and forecast data. The Selling to Zebras™ software is a real-time up-to-date CRM or can be integrated with your present CRM, eliminating the need to do separate updates in preparation for a forecast or sales business review. What you’ll learn about in this episode: Jeff’s extensive background that features time growing the Baan business in the US The seven attributes that make up every deal Zebras: the perfect fit for your business (or the animal you want to hunt) Why sellers hate CRMs and why Selling to Zebras (STZ) is a better solution Knowing when it’s time to pivot away when something isn’t working Just putting a product out there so you can get feedback and improve Why what you say “no” to is more important than what you say “yes” to The most important thing you can do: hiring the right people Getting into the right frame of mind before starting your work Focusing on the “needle-moving” activities Getting crystal clear on your “why” Jeff’s weekly one-on-one meetings with his team How to manage virtual employees Why you should never be afraid to hire people smarter than you Ways to contact Jeff: Website: www.sellingtozebras.com  

Flight Plan by = http://www.CirrusInsight.com Slidebean = https://slidebean.com/truth A.I. Call Analysis by Gong.io = https://www.gong.io/bt The Best Way to Stay Focused on Your Deals: https://www.pipedrive.com Try it you will Love it. Free A.I. Ice Breaker app: https://nudge.ai/ Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod Check Out PandaDoc for Quote building: http://info.pandadoc.com/brutal-truth/learn-more Acuity Scheduling Free Trial:  https://acuityscheduling.com/?kw=YToxMzE1MDM2MA%3D%3D RingCentral FREE Eval: http://www.kqzyfj.com/click-8255383-12813127 Get Grammarly: https://grammarly.go2cloud.org/SHrp Get Free Emails addresses from any company: http://elucify.grsm.io/e/65f Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2 Join The Gaggle and Spread The Brutal Truth: http://gaggleamp.com/i/xfpnkxv Get a 10% discount code = Bburns10 http://www.findthatlead.com

It’s hard to believe, but most companies close only about 15 percent of their sales deals. This means that salespeople spend 85 percent of their time to no avail. What can they do? The answer lies in identifying zebras, prospects that are perfect fits for a salesperson’s deal — not just from a product or service basis but also in terms of corporate values. In this episode, author and CEO, Jeff Koser explains the ideas behind Selling to Zebras and how this concept can change businesses. In This Episode You'll Learn: What is the idea of selling to zebras How can organizations start identifying target accounts Why it's important for organizations to sell to zebras Links and Resources Mentioned in This Episode: Selling to Zebras Selling to Zebras ebook Jeff Koser

A sales strategy of a different stripe! Selling To Zebras by Jeff Koser and Chad Koser from Greenleaf Buy the Book The post Selling To Zebras appeared first on VidLit.

  One day away from the gay marriage Iowa Supreme Court hearing.   Doug Napier, ADF Senior legal counsel  and Chuck Hurley with insight.  Lew Rockwell  evaluates the bailouts.  Jeff Koser,  "Selling to Zebras" consultant with sound advice for Detroit.