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Selling to Zebras

Author: Jeff Koser

Publisher: Greenleaf Book Group

Published: 2008-10

Total Pages: 252

ISBN-13: 1929774575

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.

Killing Sacred Cows

Author: Garrett B. Gunderson

Publisher: Greenleaf Book Group

Published: 2008

Total Pages: 250

ISBN-13: 1929774516

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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.

A Zeal of Zebras

Author: Woop Studios

Publisher: Chronicle Books

Published: 2012-06-22

Total Pages: 64

ISBN-13: 1452119791

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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.

New Markets for Artists

Author: Brainard Carey

Publisher: Skyhorse Publishing Inc.

Published: 2012-08

Total Pages: 265

ISBN-13: 1581159137

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Offers advice for artists on using social media tools to connect with gallerists, curators, and collectors; produce videos to promote work; create applications to increase visibility online; and write an artist's statement.

Selling 101

Author: Zig Ziglar

Publisher: HarperCollins Leadership

Published: 2003-04-01

Total Pages: 109

ISBN-13: 1418530298

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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.

Zebras and Cheetahs

Author: Micheal J. Burt

Publisher: John Wiley & Sons

Published: 2013-04-16

Total Pages: 239

ISBN-13: 1118644786

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Leaders, business owners, entrepreneurs, managers, and CEOs are all obsessed with one thing: Growth. But, growth can be incredibly complicated, disconnected, and confusing for everyone involved. Enter the Zebra and Cheetah Philosophy, Model, and Leader. Zebras and Cheetahs is a philosophy that redefines leadership and results in a new perspective and mind-set. Zebras and Cheetahs is a model that takes the complicated growth of organizations and makes it simple, engaging, and fun. It allows leadership to define roles so that everyone understands where they fit, offers the highest value of everyone's time toward a dominant aspiration and focus, increases accountability, tracks and measures success, and drastically enhances the energy of your tribe in exciting ways. A competitive marketplace demands that you distinguish yourself from your competitors, be quicker to market, and change course whenever you find your organization on the wrong side of the profit-and-loss sheet. This book teaches you how to look different and stay agile to survive the business jungle. Zebras and Cheetahs can help any size organization learn to act with speed and precision, with proven leadership guidance on how to: Identify your unique value that comes from your unique perspective, education, experience, and struggle Understand what leadership qualities you possess and can further develop to become a leader your tribe will want to follow instead of have to follow Cultivate passion in your tribe by providing opportunities to learn, grow, contribute, and be recognized Help your tribe make the shift and embrace a dominant aspiration and focus Keep your motivational arsenal well stocked And much more! Zebras and Cheetahs provides a glimpse into the concrete jungle, with lessons on how to close the gap through speed and integration of work initiatives to get ahead. Escape the chaos around you to truly reign as king of the concrete jungle.

Never Play Another Man's Game

Author: Mike Knowles

Publisher: ECW Press

Published: 2014-04-18

Total Pages: 164

ISBN-13: 1770902090

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Following the first three installments in the mafia enforcer's adventures, this whodunit finds Wilson taking up with his old partner, Ruby. The pair set out to take down an armored car carrying a huge payday, but there's one problem--Ruby's kid Rick is the one who scouted the job, and he wants in on the deal. Despite his misgivings about Rick, Wilson signs on with the condition that he runs the job. The heist is a success, but the antihero soon finds himself at the heart of a double cross, learning the hard way that honor among thieves is a myth. Packed with suspense and surprising twists, this novel adds yet another ruthless chapter to the celebrated Wilson Mystery series.

Zebras

Author: Melissa Stewart

Publisher: Children's Press

Published: 2002

Total Pages: 0

ISBN-13: 9780516269931

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Ideal for today's young investigative reader, each A True Book includes lively sidebars, a glossary and index, plus a comprehensive "To Find Out More" section listing books, organizations, and Internet sites. A staple of library collections since the 1950s, the new A True Book series is the definitive nonfiction series for elementary school readers.

Zebras

Author: Derek Zobel

Publisher: Bellwether Media

Published: 2011-08-01

Total Pages: 26

ISBN-13: 1600146112

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"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.

Competitive Selling

Author: Stacia Skinner

Publisher:

Published: 2019-04-30

Total Pages: 180

ISBN-13: 9781733853101

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Competitive Selling: The Guidebook to Proactive Calling in a Reactive World is about the toughness and edge you need to be successful in the highly competitive world of professional sales. But it doesn't just give you theories . . . it gives you tried and true techniques to follow to be a proactive caller, in very practical terms. If you ever struggle with the actual words to say when you are prospecting, Competitive Selling will give you a solid foundation in the words to say and how to approach the call with confidence. Selling is filled with rejection, but if you expect the "No"s--and even welcome hearing them--you can be the one in control and work on turning around even the toughest potential clients. The louder the environment is for prospects and customers, the more highly skilled you need to be at quickly capturing their attention and following a set roadmap to the close of the sale. Dive into Competitive Selling and become better than the competition at starting high in an organization, following up, leaving an intriguing voicemail message that results in a return call, gaining a critical "next set time," and using email as an effective touch point. Prospecting for new business is not glamorous, but if you have a solid plan and the drive to follow through on your goals, you will be successful. Marisa Pensa and Stacia Skinner will help you attain that success.