TY - BOOK AU - Koser,Jeff AU - Koser,Chad TI - Selling to zebras: how to close 90% of the business you pursue faster, more easily, and more profitably SN - 9781929774579 (cloth) : AV - HF5438.4 .K67 2009 PY - 2009/// CY - Austin, TX PB - Greenleaf Book Group Press KW - Sales management KW - Handbooks, manuals, etc KW - Selling KW - Sales personnel KW - Training of N1 - Includes index; The zebra way -- Hunting zebras -- Develop your zebra pofile -- Zero in on your zebra -- Spot your zebra -- Define powers pain points -- Predict the value of your solution -- Partner with your zebra -- Meet with power -- Partner to verify your value -- Catch your zebra -- Contract and force success -- Operations for zebra way ER -