ZOS Culture

How The Challenger Sale Empowers Zeno’s Sales Team

Posted on Aug 9, 2016 9:22:18 AM

At Zeno, we hire smart people, and we give them the methods and coaching to do their best work. Through the efforts and guidance of our Learning and Development team, we strive to develop our sales reps and managers through a process inspired by the book The Challenger Sale.


Traditional sales methods have changed. Sales is no longer the gimmicky, purely numbers-motivated profession that it once was. To win sales in today’s world, you have to take a different approach.

Becoming Trusted Advisors

Our sales team is taught, through a comprehensive onboarding approach, to think about business differently. You’re not a salesperson – you’re building a relationship, you’re a trusted advisor.

The Challenger Sale focuses on moving aside the traditional idea of approaching customers and the sales process, and instead puts the focus on improving the prospect’s business and their customer’s concerns. It’s about positively impacting their business initiatives to improve operational efficiency and bottom line performance.

Following ZOS360°

Our sales team uses the ZOS360° Assessment, inspired by The Challenger Sale, to assess how to align business initiatives with technology and processes. Using this approach, we identify the culture, the technology, and even ways to help the build a more sustainable, environmentally-friendly company.

When a prospect is looking to make a purchase, they are talking to multiple vendors. But when it comes down to it, it isn’t just about price – It’s about finding whole business solutions.

By following ZOS360°, our sales team uncovers all aspects of a client’s business. They look beyond the client’s technology needs, and focus on workflow efficiency, increased security and compliance.

Working at Zeno

Working in sales at Zeno is more than a job, it’s a career.

Our new hires embark on an 8-week onboarding curriculum that includes both classroom and field time.

Yes – we are a technology company, but it’s really much more than that. Our salespeople communicate with executives about their business problems. It’s not all copiers and printers. As a member of our sales team, you’re selling a whole solution and developing a plan to improve processes and save money for your customers.

If you’re interested in joining the team at Zeno and you’re ready for a challenge, we’d love to talk to you. We have offices throughout Florida.