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	<title>Selling to Zebras Blog &#187; ChangeThis Manifesto</title>
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		<title>Catching Zebras&#8230; &#8216;ChangeThis: Manifesto&#8217;</title>
		<link>http://www.sellingtozebrasblog.com/selling-to-zebras/catching-zebras-changethis-manifesto/</link>
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		<pubDate>Fri, 03 Apr 2009 06:22:56 +0000</pubDate>
		<dc:creator>Chad Koser</dc:creator>
				<category><![CDATA[Selling to Zebras]]></category>
		<category><![CDATA[Account Penetration]]></category>
		<category><![CDATA[ChangeThis Manifesto]]></category>
		<category><![CDATA[Sales Challenges]]></category>
		<category><![CDATA[Strategic Selling]]></category>
		<category><![CDATA[Zebra Selling]]></category>

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		<description><![CDATA[An excerpt from our recently published &#8216;ChangeThis: Manifesto&#8217;&#8230; The Zebra concept itself is simple. Create the profile of your perfect prospect and measure all other prospects against perfection. Zebra score every prospect, decide your tipping point and don’t go over it. This is the hard part. Saying no for sales people is very hard. Yes [...]]]></description>
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