Selling to 'Zebras' to Overcome Tough Times

As you go through this "testing" process, additional relevant aspects of your Zebra will surface. Adding them to the Zebra will make it more robust and accurate.

By the way, when you get good at it, coming up with a Zebra score for each prospect takes less than five minutes, including the time to strategize how to accentuate your strengths, and how to fill or minimize your gaps.

Q: Jeff, I can't let you go without talking about the kind of results that your clients have achieved using this method.

Koser: Let me read you a quote from a senior vice president of corporate account sales: "We have three metrics that we use to manage our Zebra success and they are as follows: 91% is our pipeline close rate, 74% is the increase in average selling price, and 21% is the reduction in the length of our sales cycle since we implemented Jeff's Zebra methodology."