What is a Zebra? A Zebra is the perfect prospect. The prospect who needs what you sell, who could get measurable value, the prospect who has business problems that you solve!
I am very idealistic. Wouldn’t the world be a better place if sales people, all sales people, stopped doing activity for activity’s sake? After all, I am a sales person, and even I don’t like it when a sales person calls me and has no regard for my need, or lack thereof. When this happens don't we all find sales people to be annoying?
The statistics bear this out. Only 15% of the deals in most companies sales pipeline forecast turn into revenue as predicted. That means that 85% of the time, a sales person is wasting a prospects time. No wonder we find sales people to be annoying!
Figure out your Zebra! Waste less of your, and all your prospect’s time. You’re prospects will be happier; your sales manager will be happier because you’ll be more productive; your spouse will be happier because you’ll do it in less time and get home at night, and THE WORLD WILL BE A BETTER PLACE.
Idealistic YES! We are just doing our small part to promote WORLD PEACE!
Come join me at the Cloud Computing Summit in Mountain View, CA on October 14, 2008 and we will promote WORLD PEACE—oops I mean Zebra Selling!
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