Selling to Zebras. How to close 90% of the business you pursue faster, more easily and more profitably.  Jeff Koser & Chad Koser. 2009. ISBN 9781929774579.  This is a terrific book that David Feldhaus lent me.  The Zebra website , http://www.sellingtozebras.com/ , is a treasure trove of information once you register with Zebra U.  My readers remember that we talk about the buyers journey and talking about things the buyer finds important.  This book really helps sales people zero into the top level concerns of your buyers as well as you to find and show them the metrics of value you bring.  Its a short, easy to read book, but unless you are committed to being a top performer, this takes a commitment of energy and time to get it right.  Great book  and one that top guns will need to read, review and keep close at hand.

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