The Z Factor Sales Accelerator From Vendor to Value Creator - Softcover

Goldsberry, Cindy G.; Goldsberry, Alan W.

Softcover

ISBN 10: 1477698752 ISBN 13: 9781477698754

Publisher: CreateSpace Independent Publishing Platform, 2012

Synopsis

Any business person wants to be perceived as a partnerwith their customers. Yet, most are perceived as a vendor - always competing onprice. To become a value creator requires very different thinking that, in turn, drivescompetitive advantage actions and business acceleration. 

Ask yourself: Are you perceived as 'Strategically Important'and 'Hard to Replace' by your customers? If you are, congratulations. If you'renot, then this is the book for salespeople, sales managers, Sales VP, CEO, COO,CMO, Founders, Entrepreneurs, Investors and business builders.

Successful people think, actand communicate differently. ZFactor V2V celebrates the success of the salesprofessionals and business builders who have embraced the thinking behind whatvalue means and have implemented proven business strategies that havetransformed them from vendor (tired of being bid-out) to authentic ValueCreators -- building highly successful professional and personal lives whilecreating significant value for others. 

ZFactor V2V is a business building roadmapand new thinking tool designed to help professionals and businesses reach theirgoals by becoming Value Creators.

About this title

From the Author

This is not a "How I did it...so you can too" book.  In fact - it is not a 'how to' at all. It's a what to think and how to change that thinking to create and develop a new approach to personal success uniquely tailored to you.
 
Follow the story of Pat, a sales professional in a sales slump and mentor Terry, as they explore the ZFactor Thinking Framework to bridge the gap between existence as merely a Vendor to performance as a Value Creator. This book is focused on sales professionals selling products.
 
Quite simply, the book provides thinking strategies and actionable tools for the individual or organization that is challenged to take a look at where they are and a hard look at where they want to be. For those motivated by a personal desire to achieve, the ZFactor method guides the development of a personal plan for bridging the gap between current reality and future potential for the sales professional.
 
The result?  A blend of art and science unfolds to reveal the defining characteristics of the most successful in their field and how this can be applied to create a unique development map for each individual. The ZMap is a framework for building sustainable sales strategies for those who seek to build repeatable and predictable revenue - by transforming their sales behaviors from one of just being a vendor to the powerful rewards of success experienced by the Value Creator.
 
It is my hope that new and seasoned sales professionals will be inspired to new levels of personal satisfaction and success.

From the Back Cover

Is sales an art or a science? It is both...and successful sales professionals think and act differently. 
 
This is not a "How I did it...so you can too" book.
 
As a seasoned sales executive with a track record of creating revenue and results through working with and developing successful sales professionals, Cindy shares and explains a unique thinking tool for drawing out the best in people. She acknowledges her success has only been because of her sales organizations'.
 
Frustrated with attempts to herd the cats with another sales technique training; challenged to enforce consistent learned behaviors across a diverse sales population of hundreds of individuals; and, tired of trying to repurpose the traditional "How To" books and motivational dogma, she has leveraged the ZFactor methodology since 2004 to inspire her teams to learn, think, act and accelerate their actions to achieve improved sales performance.
 
For the individual who is motivated by a personal desire to achieve, the ZFactor method provides a simple assessment to determine where you are starting in your development and questions for reflection as you review and compare yourself to the defining characteristics of successful sales professionals. Quite simply the focus is on where you are and where you want to be. The book is a guide for the design of a plan to bridge the gap between reality and untapped potential.
 
The result?  A blend of art and science as every sales person's plan for success is as unique as the individual. The ZMap is a framework for building sustainable sales strategies for those who seek to build repeatable and predictable revenue - by transforming from being a vendor to a Value Creator.
 
It's not about her success, training, system or method. In fact, the book is wrapped inside true-life stories so the reader can see the thinking and results from the "inside out."
 
This book celebrates the success of the sales professionals who have embraced the thinking behind what value means and have implemented proven business strategies that have transformed them from vendor (tired of being bid-out) to authentic Value Creators -- building highly successful professional and personal lives while creating significant value for others.

Edition details

• Publisher: CreateSpace Independent Publishing Platform
• Publication date: 2012
• ISBN 10: 1477698752
• ISBN 13: 9781477698754
• Binding: Paperback
• Language: English
• Number of pages: 194