Are you a busy executive? Do you have 15 minutes? Listen to an interview with Lisa Ferrari, SellingPower Live and Jeff Koser.  Everything you need to know about us is captured in this interview.

Jeff describes the Zebra methodology by addressing the key components that will help companies close up to 90% of the business they pursue by determining and predicting the value they drive for their customers.  Creating and executing your Zebra will put you in a position to achieve long term growth—even in these tough economic times.

Click here to listen:  Lisa Ferrari of SellingPower Live interviews Zebra Jeff

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Marquette University
Jeff Koser – Guest Speaker
Sales/Relationship Management
March 24, 2008

Jeff Koser will be a guest speaker for Professor Rich Robinson’s Sales/Relationship Management students at Marquette University on March 24th.

Students will learn about a successful sales methodology that has helped companies close up to 90% of the business they pursue—even in these record breaking financial times! Would aspiring sales people like to start their career with a successful, proven strategy? You bet they would!

READ ASSSESS LEARN CREATE EXECUTE

Selling the Zebra Way

• What problems do you help solve?
• Who has them?
• Confirm they have them by research
• Approach at the right level
• Position your value
• Prove your value
• Close for the job

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A Breakfast Series 2009 Event
Thursday, March 26, 2009
8:00 – 10:00AM

Predictive Success Proudly Presents “Don’t Waste a Sales Crisis – Retool your Sales Team Now!

Four Points by Sheraton, Toronto Airport West
Avenue Room
6090 Dixie Road, Mississauga

$40 + GST (includes breakfast, presentation, copy of Selling to Zebras,
and a 1-hr Executive Predictive Index™ Leadership Survey)

Please RSVP by March 20, 2009 to Kristy Kahler at kkahler@predictivesuccess.com or
905-430-9788 ext. 200

The record-breaking financial crisis has turned into a world-class business crisis. This business crisis is going to affect your company’s revenue driving engine. It is time for executive level hands-on management of the sales function.

As an executive in your business you must gain first-hand knowledge of the top sales prospects that will determine your continued success this quarter. If you rely on others for this information you are not properly managing during these record-breaking financial times. You will need a methodology and tools to help you accomplish this.

GUEST SPEAKERS:

Jeffrey A. Koser
Author of the award winning book, Selling to Zebras, HOW TO CLOSE 90% of the BUSINESS YOU
PURSUE, FASTER, MORE EASILY, and MORE PROFITABLY.
Jeff will be speaking on how executives can gain first hand knowledge and predict their level of quarterly sales success—even in these record breaking financial times!.

Al Brewer
CEO, Management Communication Systems, Inc.
Al will be speaking on using sales coaching to power through a sales-challenged 2009. He brings a wealth of knowledge in over 20 years experience in organizational behavior consulting

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Zebra Jeff is an alum at UW-Oshkosh… I won’t post his graduation date, or how many years it’s been since he last held status as an “enrolled student” there, but I do want to share a few points that we emphasized to the younger aspiring sales people in the audience.

1. Interviewing for a sales job, or any job for that matter, should be treated as a sales opportunity in which you are selling yourself. This was the example that we used to tie in our sales methodology to something we thought most students would be able to relate to either currently, or in the very near future.

2. Given that this should be treated as a sales situation, we say that you should focus on your “Zebra” (OBVIOUSLY!)… Not only should you be a fit for your prospective employer, but that employer should also be a fit for you in terms of:
i. company culture (do you fit them and vice-versa in terms of lifestyle, philosophy, etc.)
ii. identify with and have sincere respect for the manager you will be directly reporting to
iii. have not only the skills to do your chosen job well, but also make sure you have the love for it, which is the only factor that can truly lead to real success

3. Before you talk too much about yourself and who you are, have a good idea of the unique and quantifiable value you can provide to your prospective employer:
i. research the company’s strategic direction and current business issues found in the CEO’s letter in the annual report
ii. find a way to penetrate that company beyond going through the usual channels (i.e. gatekeepers in HR)
iii. identify what makes you unique in pursuing these critical issues above and beyond your peer competitors

So, to all the young lions out there, make sure you have identified your Zebra (i.e. easy prey) and formulated and effective strategy of pursuit before making the decision to commit your valuable resources to the task. The reward will be a prosperous career step for you, and a fruitful new hire for your employer.

Zebras in any sales game are Fast Food that take dedication and discipline to catch, but are worthy of pursuit!

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Please read the latest manifesto on ChangeThis.

Catching Zebras
Transforming Your Sales Force
by Shifting Your Focus
Jeffrey Koser and Chad Koser
Published on March 11, 2009

ChangeThis – Catching Zebras

ABOUT CHANGETHIS
ChangeThis is a vehicle, not a publisher.
We make it easy for big ideas to spread.
While the authors we work with are
responsible for their own work, they don’t
necessarily agree with everything
available in ChangeThis format. But you
knew that already.
ChangeThis is supported by the love and
tender care of 800-CEO-READ. Visit us
at 800-CEO-READ or at our daily blog.

More about ChangeThis

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By Erin Nagle

We extend a warm thank you to Erin Nagle of Soundview
Executive Book Summaries. She wrote a book review that
captured the true message of the book, yet played upon the
Zebra metaphor applicably. The book review describes the
process to create your business Zebra, why and how, by
driving value and the benefits of executing your Zebra.
Soundview will publish/post this review in March
for their subscribers.

Thank you, Soundview and Erin Nagle!

Soundview Book Review by Erin Nagle

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