A company cannot thrive without its most valuable asset – their customers. Selling to Zebras, LLC is no different. We work very closely with our customers to provide them with the tools and processes to insure their success. The Zebra transcends many industries and countries. Each company’s Zebra is crafted to their specific business objectives. Take a look at what our customers are saying about Selling to their Zebras.

Thank you to all of our customers for allowing us to work with so many incredible individuals. We are teacher and student. Our goal as a company is to help organizations sell more by creating and executing their business Zebras. We have fun, we educate, we listen, we empower! We look forward working with our current customers, especially the global aspect, and forging new partnerships with companies to continue to deliver the value and the power of the Zebra methodology.

- US Operations
“Selling to Zebras helped us transform our go to market strategy, methodology, and organization, increasing our sales, reducing our sales cycle time, and increasing our average deal size.”
– Patrick Williams, Senior Vice President Sales – StarCite, Inc.

I’ve been through my fair share of sales methodology training and believe I can safely say that the Zebra scorecard is spot on in terms of simplicity and efficiency. The Waterfall value proposition is succinct and compelling. I am anxious to pitch it for the first time.
– Kevin Finlay, Vice President Strategic Accounts – StarCite, Inc.

I purchased this book a few months back and read it cover to cover. As a Enterprise Sales person selling into the Global 1000 market I am always looking for ways to shorten the sales cycle. This book gave me the tools to do that. The 1st opportunity I had I applied what I learned, I was able to close a very large opportunity with 1.5 months to a very large insurance company. I don't believe I would have been able to accomplish this without the tools the book provided. If you are in sales, this is a must have.
– Jon Croney - Regional Vice President – StarCite, Inc.

The Zebra is highly adaptable and focuses on the value metrics that are relevant to C-level executives. The Waterfall Value Model does much of the work and provides indisputable results. Bottom line the Zebra is flexible, adaptable and easy to use.
– Ken Holt, Strategic Accounts Manager – StarCite, Inc.


- European Operations
Generally, I thoroughly enjoyed the whole concept of the waterfall approach and the emphasis on true consultative selling. I have no doubt that if fully utilized; we will increase our sales conversion rate and reduce the selling cycle. I also believe that where we have taken a defensive position on our pricing, we should be able to take a firmer stance, and therefore improve our ‘revenue per sale’ results.
– Doug Anthony, Director Strategic Partners – StarCite, GmbH

I cannot tell you how much I enjoyed your session and I know it will make a huge impact on my approach to business development in general.
– Claire Davidge, Adoption Manager, EMEA – StarCite, Ltd.

I would like to think this process will capture the attention of some of the accounts that I have been prospecting and reduce the time taken to close these accounts and reduce the buying cycle time.
– Vanessa Ancill-Griffiths – Business Development Manager – Starcite GmbH


“What started as a focus to improve our sales organization naturally evolved into a philosophy for running our business, so much so that we refer to points in time as B.Z. (before Zebra) and A.Z. (after Zebra).
– Jim Stollberg, Vice President, Business Development - HK Systems, Inc.


"Closed 192 clients in Q1 and 209 in Q2...

We are averaging 200 new customers per quarter so far this year. Our sales cycles average thirty to ninety days in an industry with an expected sales cycle 3 times that length. We use the principles taught in Selling to Zebras which has enabled us to make the process a sprint versus a long, expensive endeavor for us and our clients. 

In addition to speed, we close better than 50% of the deals in our North American sales pipeline and are able to ramp up new sales reps quickly. How? We look for companies that see the value in buying the way we sell and for sales people who can be effective in our process. More simply put, we use the Zebra way of selling."
  
Bill Smith, VP of Sales and Alliances - SMB, Taleo, Inc.


  If you or your sales force seem to be spending far too much time chasing leads to nowhere-READ THIS BOOK!  I’ve applied Zebra’s sales tactics to my business and have increased my closing rate to over 90%.  “Well fed Lion”.
- Eric Haberichter – President & Founder – Smart Choice MRI


"...opened the eyes of the CFO of a 1,400 employee retail grocery chain with our Value Waterfall....using their language and their numbers. CFO said to owners after Waterfall creation; "This isn't something we should do; it is something we have to do!"

"(I) closed a deal that was twenty percent of my yearly quota that would not have happened that quickly without the Waterfall tool. I ended my year at one hundred thirty six percent of quota!"
– Ed Boule Sales Representative - Kronos Incorporated


We had a manufacturing pro in to help us implement “lean manufacturing” and he was wonderful. He was to manufacturing, as you are to sales. You were worth every penny.”
– Paul Pflug – President and Founder, Pflug Packaging & Fullfillment, Inc.

I was skeptical at first but now I think Jeff Koser's approach is the real deal.  What he is teaching is more valuable than all other sales seminars and self help books combined.  Researching, Speaking to Power, and having a well thought scripted attack plan to help find and speak to power is powerful stuff.
– Chuck Grover – Vice President, Business Development, Pflug Packaging & Fulfillment, Inc.


"I'm on page 75 and I'm waking up in the night thinking about this book! It is a great piece of work - very insightful and an interesting story line to deliver the material."
– Janet Chaffin, Senior Vice President, Worldwide Sales - AeroScout, Inc.


“The idea of turning this business book into a fiction (novel) works well with me. You captivated me and drove me to read the book in a couple of days while on vacation in the south of France. I simply couldn’t put it down”.
– Pascal Podvin, COO/Directeur General – Blue Kiwi

Jeff and Chad Koser wrote a book that I consider one of the best sales books I have read in the last decade. What made this book interesting was their methodology and process for identifying a company's best prospects. They developed a very scientific analytical model that can be used by any company.

- Marc Kramer – President/CEO Kramer Communications, project faculty at the Wharton School of Business at the University of Pennsylvania, Published Author, Business Writer/The Bulletin

 

Selling to Zebras is written in an engaging format, which makes the learning take-away points memorable, similar to Eliyahu Goldratt’s “The Goal.” The book presents a B2B context where characters wrestle with marketing and sales issues that help students see the whole picture.

– Professor Bryan Lilly, Marketing Professor, UW Oshkosh
Selling to Zebras is on his recommendation list of Must Read for students


Selling to Zebras is a paradigm shift in how companies think about the sales force and integrates the entire company into the sales process by being customer oriented. Companies that adopt this philosophy from top to bottom execute around the customer and have superior customer satisfaction.

– John Cordio, Founder, CEO - Answerport


I am a testimonial that these concepts of focused selling work in the real world. We invested in a company named iDirect technologies (a satellite router company), and implemented the, Selling to Zebras, philosophy in building and executing our sales force. iDirect became the darling of the satellite router industry going from $0 revenue in 2000 to over $100 million in 2007.
– Kevin Calderwood, CEO – Amp Capital Partners