About Us

Selling to Zebras, Inc.

ZEBRAselling is the sales methodology first developed in 1993 at Baan USA. In 1999 Jeff Koser, founded Selling to Zebras (STZ) and enhanced the process. STZ has since become a global leader in sales process improvement. The company provides process efficiency tools, sales software and management support to help companies achieve considerable sales improvement.

Identifying and going after your “zebra”

ZebraSelling is different than most sales strategies because it takes a holistic approach. It is as much a business model as a sales model because it requires the integrated efforts of marketing, development and sales. The methodology starts with research into your current customer base to identify the measurable value that you provide and the customers that benefit most. They become the model of your perfect customer, or “zebra”. The idea is that, once properly identified, that customer stands out within the marketplace the same way a zebra stands out within its environment. Sales, development and marketing efforts are then focused on prospects that most closely resemble your zebra. The results are compelling.

Delivering quantifiable value

An end user may be sold on features and benefits, but without buy-in from top executives with budget control, even a solid sales pitch can fail. So STZ has adopted an approach in which the financial advantages of the company’s product are pitched as heavily as its technical features and benefits. The approach seeks the interest and support of top management early in the sales cycle for a shorter, more successful sales process. This approach stands out in today’s competitive business market where proving the financial advantage that you offer may be the difference between a sale and a lost opportunity.