Podcast appearances and mentions of Lee B Salz

In this episode, Pete is joined by a true sales visionary and management strategist, Lee B. Salz. As the Founder and CEO of Sales Architects, Lee has dedicated his career to helping executives tackle the pressing challenges that keep them up at night. With a wealth of experience spanning various industries and company sizes, Lee has become a go-to expert in creating marketplace disruption and driving explosive, profitable growth.   Lee doesn't just provide solutions; he challenges executives to break through the artificial barriers that hinder their success. His entrepreneurial spirit and results-driven consultancy have made him a dynamic keynote speaker, captivating audiences with his unique insights into sales processes and management.   But Lee's impact doesn't stop there. He has also launched The Revenue Accelerator, a cutting-edge sales onboarding and enablement technology firm. This innovative system structures and automates the onboarding experience, drawing from the methodology outlined in his book "Hire Right, Higher Profits." His firsthand entrepreneurial experience equips him with a deep understanding of the challenges executives face during growth phases.   Tune in as Pete and Lee dive into the world of sales strategy, disruption, and differentiation. 

When salespeople aren't winning deals at desired levels or price points, executives and business owners turn to Lee B. Salz, a world-renowned sales management strategist and CEO of Sales Architects®. A recognized specialist in Sales Differentiation, Lee helps organizations win more deals at the prices they want. Working across all industries and sale types, he creates winning sales strategies for companies around the globe. A featured columnist in The Business Journals and a media source on sales and sales management, Lee has been quoted and featured in The Wall Street Journal, CNN, The New York Times, MSNBC, ABC News, and numerous other outlets. Lee is a frequently-sought keynote speaker at association conferences, sales meetings, and virtual events. He conducts customized workshops on a wide array of sales performance topics including Sales Differentiation, salesforce development, hiring, onboarding, and compensation. In 2022, Lee was named Speaker of the Year by the Institute for Excellence in Sales. He is the bestselling, award-winning author of six books, including Sales Differentiation and Hire Right, Higher Profits. In September 2021, his sixth book, Sell Different!, was published by HarperCollins which presents all-new Sales Differentiation strategies to outsmart, outmaneuver, and outsell the competition. Sell Different! achieved bestseller status in the US and Canada, was ranked top new sales book around the world, and was a finalist for top sales book of 2021. He's got another book in the works that'll be published in September 2024 focused on discovery strategy.

My Catalyst this week is Lee Salz.  We get pretty deep into what it means to "Sell Different" - and how you can do it in your organization and your territory. When salespeople aren't winning deals at desired levels or volumes, executives turn to Lee B. Salz. Lee is a leading sales management strategist and founder of Sales Architects®. He has helped hundreds of companies, in various industries and sizes, create marketplace disruption – leading to explosive, profitable growth. Lee challenges executives to blast through the artificial barriers that impede their success. He is an entrepreneur, results-driven consultant, and dynamic keynote speaker. Clients say he has a gift for architecting sales success. He is an award-winning, bestselling author of six books including: “Sell Different!,” "Sales Differentiation,” and “Hire Right, Higher Profits.” He is also a columnist with the Business Journals, serves on the Sales Education Advisory Board, and is the Program Advisor to Kansas State University's Strategic Selling Institute. Connect with Lee. Lee Salz on LinkedIn Target Client Profile Sell Different Sales Architects Create Clarity & Focus Inside your Organization. Interested in discussing how you can create clarity and focus inside your organization, improve alignment, and "maximize your MIN"? - contact Mike via LinkedIn or the Catalyst Sale website. Connect with Mike Mike Simmons Catalyst Sale

In today’s episode of the ‘Sales Samurai’ podcast, host Sam Capra, who helps marketing leaders in the retail space go beyond the sale/transaction, talks with guest Lee B Salz, Keynote Speaker, Sales Management Strategist and Author of ‘Sales Differentiation and ‘Sell Different’. They discuss selling differently as well as the mistakes that salespeople do which cause them to lose deals. Episode Highlights 01:35 – Lee shares that he is a sales Management strategist. He helped put together the strategy, the processes, and the tools to help their salespeople win more deals at the prices they want. 03:15 – It was just natural for him to move in this (Sales Lead) direction, says Lee. 03:48 – Sam enquires from Lee that in his opinion what has changed for the better and the worse from a sales perspective. 06:06 – Sam highlights that technology has been the amazingness of this century. It's made lazy salespeople lazier and great salespeople even better. 08:39 – Lee states, he tells salespeople all the time that you're in one of the few professions that get paid based on results. 09:35 - You've written two sales books on sales differentiate, what sparked that interest, Ask Sam. 11:32 – Lee shares, one of the key messages that he took away at a very young age was the importance of having clarity of the target client. 12:33 – If we go to targetclientsprofile.com, we can download his target client profile worksheet which has nine components to it and that will give us clarity on the right business to pursue. 13:34 - One of the big reasons why that price issue comes up is a lack of clarity on who will proceed meaningful value in what we're offering, says the guest. 14:55 – Sam asks Lee, “You said, salespeople, are overcomplicating the prospecting. How do you believe that? What's your thought process around that?” 15:58- The study found out the key ingredient, the secret sauce to getting that meeting is to take our conversation back to where we started personalization, says Lee. 21:26 – Sam says if we have that TCP, not an ICP, that target client profile, and then we got the right personalization, and then we're consistently following up. 23:14 – Lee asks Sam if you left 100 voicemail messages, what would you ballpark? How many you think call you back out of 100? 27:35 – We need to have creative ways to get some FaceTime with someone, says Lee. 28:42 – Host enquires, “What are your thoughts around pain selling?” 32:50 - This whole thing is about probing for pain and understanding what's an inconvenience or the problem. 34:00 – Lee states that one of the big questions that salespeople don't ask is, how does your executive team feel about this issue? 38:35 - There's a pain in this game and we have to be able to position those effectively so that people want to take action on them, mentions Lee. 40:48 - The opportunity that so many salespeople miss out on, it's the recap email. Within 24 hours of that meeting, you send a recap email that has five parts to it. 42:53 - There are plenty of tools that will help you do a recap. You just have to have the discipline to do it. 44:04 – Lee states, it’s not happening because there’s sales laziness, not enough awareness in the sales management suite of looking at not just the quantitative side, but the qualitative side of every step of the process. 44:49 – There's a video series on the website and it's only available to people who buy the book so you go there, fill out the form, upload your recei

Sell Different with Lee Salz Lee Salz and Joe Lynch discuss Sell Different. Lee is the Founder and CEO of Sales Architects, a company that helps its clients hire the right sales people, effectively onboard them, and align their sales activities with business objectives. About Lee Salz Lee Salz is the Founder and CEO of Sales Architects where he helps clients develop processes to hire the right salespeople, effectively onboard them and align their sales activities with business objectives. When salespeople aren't winning deals at desired levels or volumes, executives turn to Lee B. Salz. Lee is a leading sales management strategist and founder of Sales Architects®. He has helped hundreds of companies, in various industries and sizes, create marketplace disruption – leading to explosive, profitable growth. Lee challenges executives to blast through the artificial barriers that impede their success. He is an entrepreneur, results-driven consultant, and dynamic keynote speaker. Lee is an award-winning, bestselling author of six books including: “Sell Different!,” "Sales Differentiation,” and “Hire Right, Higher Profits.” He is also a columnist with the Business Journals, serves on the Sales Education Advisory Board, and is the Program Advisor to Kansas State University's Strategic Selling Institute. He is frequently sought by the media for interviews on sales and sales management issues. He has been quoted and featured by the media including the Wall Street Journal, CNN, New York Times, Dallas Morning News, Selling Power, Sales and Marketing Management, ABC News, MSNBC and many more leading publications. When he isn't helping companies profitably grow, you'll find Lee in the gym preparing for his next powerlifting tournament. Most recently, he won the 2021 Minnesota State Bench Press championships. About Sales Architects Specialists In Building High-Performance Salesforces Sales Architects helps its clients hire the right sales people, effectively onboard them, and align their sales activities with business objectives. Using our proprietary sales architecture methodology, we help our clients migrate from being "people-based"​ to "process-based"​ resulting in explosive, profitable growth. If your company has any of the following problems, Sales Architects can help you: Sales opportunities languish in the pipeline and rarely come to closure Winning business is a one-time occurrence, not repetitive events Every sales opportunity comes down to a price war Your quest is to hire great sales people, instead of the right ones who have the potential to be great on your sales team It takes forever to determine if your new sales person is going to be successful The sales compensation plan isn't yielding the desired results You have plenty of sales activity data, but not metrics to drive revenue Key Takeaways: Sell Different Lee Salz is a sales strategist and a best selling author who has written 6 books about sales. Lee's most recent book is Sell Different! All New Sales Differentiation Strategies to Outsmart, Outmaneuver, & Outsell the Competition. Salespeople face fierce competition in their pursuit of winning deals. Differences in product features and functions get smaller by the minute and are not always meaningful to buyers. Lee helps his clients stand out from the pack and not just land the account, but win deals at the prices they want. Lee arms salespeople with strategies to differentiate both what they sell and how they sell it. Sell Different! provides a new component of sales differentiation strategy to help you outsmart, outmaneuver, and outsell the competition to win more deals at the right price. Lee helps companies grow their sales by helping them: Evaluate and hire the right salespeople Onboard them effectively into the roles quickly and effectively Ensure the sales strategy is aligned with business objectives Formulate the Sales Differentiation™ strategy to win more deals at the prices you want® Develop the sales architecture® framework which defines each step of the process Create discovery programs that drive deal conversion Track performance through metrics and act on deficiencies Structure sales compensation to reinforce the process and drive desired behaviors Learn More About Sell Different Lee's LinkedIn Sales Architects LinkedIn Sales Architects Win More Deals at the Prices You Want Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube

Differentiation is critical when operating as a B2B seller. But what's the best way to differentiate and ensure you earn more money? In today's episode of The Sales Evangelist, Donald is joined by management strategist Lee B. Salz to understand how to effectively set yourself apart in B2B sales.  Why does Lee have a passion for B2B sales strategy? The short answer? Golden Girls. The long answer? Lee needed a job his junior year of high school, so he was hired to drive the vehicle for a dry cleaning delivery service.  Lee was fascinated that people were willing to spend more for the convenience of delivered dry cleaning. However, it was only certain people - those with long work commutes. Those who worked local found it unneceessary.  The takeaway? Understand who gets meaningful value from what you're selling, because not everyone will. Find the people who see meaningful value in what you're selling. Visit targetclientprofile.com to download a free worksheet to identify your target profile client. It's not an ideal client profile; it's a target profile client. Ideal is who you want to sell to in a perfect world. Target clients are who you can and should sell to today (and any day of the week.) Your product won't be meaningful to everyone. If something is marketed to everyone, it's marketed to no one. Some people just won't see value in your product. Innovation happens everywhere.  As long as someone sees value in your innovation, there's place for it in the market. There are always people who are going to compete against you. It's one of the oldest comparisons you see - salespeople are the athletes of the business world.  But one difference completely invalidates the comparison. Professional athletes work behind the scenes to deliver flawless performance. Salespeople, on the other hand, play the game without improving their performance.  What can you do today to improve your game?  It takes the work, research, and tools to be a professional. Competition has never been more fierce. And if we're being honest, the differences between your product and your competition's product is probably insignificant. Despite these more minor differences, how many companies are lowering quotas? None. Salespeople are expected to win at higher rates. You have to take a step back and look at every touchpoint in the buyer's journey to analyze where you can outsmart and outsell a competitor. (Which is exactly what Lee discusses in his book.) Lee's major takeaway? Don't just sell; sell differently. Look at your touchpoints, discovery meetings, customer service, and every aspect of your sales practice to identify what you can do differently. To stay up-to-date on Lee's content and practice, follow him on LinkedIn. Read the first chapter of his new book for free at selldifferentbook.com This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by mParticle. Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they're looking for motivated remote sellers (just like yourself.)  With top-name clients from Spotify and Burger King to Airbnb, we don't want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to!  Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In Conversation with Lee B. Salz, Sales Management Strategist, Sales Architects. He speaks to Subhanjan Sarkar in this episode on his book, “Sell Different”. The post Bizcast: Bits about books – In Conversation with Lee B. Salz, Author, Sell Different!. appeared first on Business Podcast Network.

When salespeople aren't winning deals at desired levels or price points, executives and business owners turn to Lee B. Salz, a world-renowned sales management strategist and CEO of Sales Architects®. A recognized specialist in Sales Differentiation, Lee helps organizations win more deals at the prices they want. Working across all industries and sale types, he creates winning sales strategies for companies around the globe. A featured columnist in The Business Journals and a media source on sales and sales management, Lee has been quoted and featured in The Wall Street Journal, CNN, The New York Times, MSNBC, ABC News, and numerous other outlets. Lee is a frequently-sought keynote speaker at association conferences, sales meetings, and virtual events. He conducts customized workshops on a wide array of sales performance topics including Sales Differentiation, salesforce development, hiring, onboarding, and compensation. Sell Different: https://www.salesarchitects.com/selldifferent/  Sell Different Book: https://amzn.to/3j6qlv0 Connect With Lee: LinkedIn: https://www.linkedin.com/in/leesalz/ Facebook: https://www.facebook.com/LeeBSalz/ Twitter: https://www.twitter.com/salesarchitects Website: https://www.SalesArchitects.com  We are proud partners with Mattress Industry Network: https://www.facebook.com/groups/mattressindustrynetwork  The Mattress Industry Network's core values are helping others to Build, Market, Sell and Succeed in the Mattress Industry Pete Primeau: https://www.peteprimeau.com  Watch the episode or subscribe to the show wherever you listen to podcasts: http://bit.ly/primeau-podcast  ➡️ Get Pete's book, “Sell A Million!”: https://amzn.to/2F5TtSZ  ➡️ Join Pete's group: "Pete Primeau Sales & Marketing": https://bit.ly/PrimeauSalesMarketingGroup  SHOW PODCAST: http://bit.ly/primeau-podcast 

Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition by Lee Salz About the Book: Game-changing new strategies to outsmart, outmaneuver, and outsell your competition! Salespeople face fierce competition in their pursuit of winning deals. Differences in product features and functions get smaller by the minute and are not always meaningful to buyers. How do you stand out from the pack and not just land the account, but win deals at the prices you want? Lee B. Salz's previous ground-breaking, bestselling book, Sales Differentiation, armed salespeople with strategies to differentiate both what they sell and how they sell it. Sell Different! provides a new component of Sales Differentiation strategy to help you outsmart, outmaneuver, and outsell the competition to win more deals at the prices you want. This book provides you with the tools you need to land new accounts and grow existing ones. The practical, proven strategies presented in Sell Different! include: How to defeat your toughest competitor (hint: it's not who you think it is) An actionable 16-phase plan to reach and engage elusive prospects Finding more of your best clients (it's easier than you think) Acquiring more referrals than you ever dreamed possible Virtual selling and how to harness its potential Neutralizing the fear of change that paralyzes buyers and kills deals Structuring pilot programs that advance your deals Identifying the critical person needed to win more deals at the prices you want Solving closing problems and fixing the real issue limiting your success Dissecting and resolving the most challenging sales objection — price! What 99.999% of salespeople don't do, but should Expanding account relationships to explode revenue and lock out the competition How to address a major flaw when comparing salespeople with professional athletes And much, much more! If you are a salesperson, executive, or business owner who desires to win more deals at the prices you want, then this book is for you. About the Author:  Lee Salz is a keynote speaker and sales management strategist on sales differentiation, salesforce development, hiring, onboarding, compensation, and other sales performance topics. He is the CEO of Sales Architects, and prior to that for most of his career, he served in sales and marketing leadership roles. He's the author of several books, including Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want and is a featured columnist in The Business Journals and is a media source on sales and sales management, and has been quoted and featured in The Wall Street Journal, CNN, The New York Times, MSNBC, ABC News, and numerous other outlets. And, interesting facts: he is a championship powerlifter, a die-hard New York Yankees fan, and he proposed to his wife in the White House Rose Garden!  Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/sell-different-lee-salz

In today's episode, Lee Salz the author of, Sell Different. Lee will talk to us about some of the key principals of how the way you approach your selling can change the game meaningfully; even in commodity categories or if you sell a product similar to your competitors. Lee B. Salz is a world-renowned sales management strategist and CEO of Sales Architects®. When salespeople aren't winning deals at desired levels or price points, executives and business owners turn to Lee B. Salz. A recognized specialist in Sales Differentiation, Lee helps organizations win more deals at the prices they want. Working across all industries and sales types, he creates winning sales strategies for companies around the globe. After listening to today's episode, check out https://www.salesarchitects.com for more information about Lee and Sales Architects!

So that's the question. Who is your biggest competitor? You may have some possibilities pop into your head. But... you may not be right. Today's guest is here to tell you. Lee B. Salz is a leading sales management strategist and founder of Sales Architects and The Revenue Accelerator. He explains to Jeff and Christie that sales has never been tougher. And to come out the other side, you have to identify your competitors and then set yourself apart.  Hear Lee talk about his "sales crime theory," how to get people to actually want to talk to you, how missing the basics will cripple your game, and much more. His new book 'Selling Different' will help you to outsmart and outmaneuver your competition. He uses techniques he's implemented with sales teams over his career that actually work! Learn more about Lee Salz WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don't forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Salespeople face fierce competition in their pursuit of winning deals. Differences in product features and functions get smaller by the minute and are not always meaningful to buyers. How do you stand out from the pack and not just land the account, but win deals at the prices you want? Tune into this episode when Lee Salz fills us in on how to Sell Different! When salespeople aren't winning deals at desired levels or price points, executives and business owners turn to Lee B. Salz, a world-renowned sales management strategist and CEO of Sales Architects®. A recognized specialist in Sales Differentiation, Lee helps organizations win more deals at the prices they want. Working across all industries and sale types, he creates winning sales strategies for companies around the globe. He is the bestselling, award-winning author of six books, including Sales Differentiation and Hire Right, Higher Profits. In September 2021, his sixth book, Sell Different!, will be published by HarperCollins which presents all-new Sales Differentiation strategies to outsmart, outmaneuver, and outsell the competition. Whether you're a seasoned designer or a total novice, with Visme, you can create engaging, dynamic branded content that makes people ask, “How did you do that?!” Visit https://tinyurl.com/seizevisme to explore. If you are a small business owner or salesperson who struggles with getting the sales results you are looking for, get your copy of Succeed Without Selling today. If you haven't seen all Audible.com has to offer, you don't know what you're missing. Sign up for a free trial at audibletrial.com/businessgrowth. Learn more about your ad choices. Visit megaphone.fm/adchoices

Lee Salz, author of Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want Bill Ringle and Lee Salz discuss... >>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth. My Quest for the Best is a top-rated small business podcast with over 300 episodes of thought-provoking and insightful interviews with today's top thought leaders and business experts. Host Bill Ringle's mission with this show is to provide the strategies, insights, and resources that will unlock the growth potential of your business through these powerful conversations. body .audioplayer.skin-wave.playerid-19075624:not(.a) .ap-controls .con-playpause .playbtn , body .audioplayer.skin-wave.playerid-19075624:not(.a) .ap-controls .con-playpause .pausebtn { background-color: #111111;} jQuery(document).ready(function ($){var settings_ap19075624 = { design_skin: "skin-wave" ,autoplay: "off",disable_volume:"default" ,loop:"off" ,cue: "on" ,embedded: "off" ,preload_method:"metadata" ,design_animateplaypause:"default" ,skinwave_dynamicwaves:"off" ,skinwave_enableSpectrum:"off" ,skinwave_enableReflect:"on",settings_backup_type:"full",playfrom:"off",disable_scrub:"off",soundcloud_apikey:"" ,skinwave_comments_enable:"on",settings_php_handler:window.ajaxurl,skinwave_mode:"normal",skinwave_wave_mode:"canvas",pcm_data_try_to_generate: "on","pcm_notice": "off","notice_no_media": "on",design_color_bg: "111111",design_color_highlight: "ef6b13",skinwave_wave_mode_canvas_waves_number: "3",skinwave_wave_mode_canvas_waves_padding: "1",skinwave_wave_mode_canvas_reflection_size: "0.25",skinwave_wave_mode_canvas_mode:"normal",preview_on_hover:"off",skinwave_comments_playerid:"19075624",php_retriever:"https://myquestforthebest.com/wp-content/plugins/dzs-zoomsounds/soundcloudretriever.php" }; try{ dzsap_init(".ap_idx_22614_60",settings_ap19075624); }catch(err){ console.warn("cannot init player", err); } }); Interview Insights Top 3 Take-Aways from this Interview Identifying your market is crucial to your business so that you can strategize effectively and build an identity for your business that makes you stand unique from the competition.Know yourself and understand your niche so you will best know how to insert yourself into that market. Meaningful differentiators lose their purpose if salespeople are ineffective in position them. Read the Show Notes from this Episode Walt Disney and the story of how he built his empire that brought joy to many families was a huge inspiration to Lee. [01:10] Here he talks about the concept of differentiation space. [04:30] Knowing yourself and understanding your market to focus on and develop specialty to your niche.  [05:51] Lee talks about Mike, who has differentiators that the competition lacks, but his employees don't know how to use them. [09:04] Knowing how to position our statement makes us more effective in sales. [12:53] Here, he talks about the best way and timing to introduce a solution whether asked or not. [16:31] There is a lesson we can learn from Law and Order that is applicable in sales. [18:26] My Quest for the Best Lightning Round begins at [27:42] Subscribe to My Quest for the Best on Your Favorite App Click to listen and subscribe to your favorite place to enjoy podcasts below so you are the first to know when a new episode is released. My Quest for the Best is the podcast where ambitious small business leaders discover strategies and tactics to unlock their growth potential. Give us a 5-star rating and positive review to make it easier for other small business owners to find and benefit from our work! Expert Bio Founder and CEO, Lee B. Salz is a leading sales management strategist specializing in building sales processes in companies. He has helped hundreds of companies, in various industries and sizes, create marketplace disruption – leading to explosive,

Lee B. Salz is a leading sales management strategist and founder of Sales Architects and The Revenue Accelerator. He has helped hundreds of companies experience explosive growth through the migration of their sales teams from “people-based” to “process-based.” Lee specializes in helping clients build world-class sales forces through development of the strategies and processes companies need to win more deals at the prices they want. He's also been quoted and featured by the media including the Wall Street Journal, CNN, New York Times, Dallas Morning News, Selling Power, Sales and Marketing Management, ABC News, MSNBC, and many more leading publications. Lee is also a columnist for the Business Journal.

Lee B. Salz is a leading sales management strategist and CEO of Sales Architects®. A recognized expert in sales differentiation, he works with senior executives and business owners across all industries helping their salespeople win more deals at the prices they want.   Lee talks about his new book “Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want”. He also talks about what sales differentiation really is and how to find what truly differentiates you to give a competitive edge!

Lee B. Salz is a leading sales management strategist and CEO of Sales Architects®. A recognized expert in sales differentiation, he works with senior executives and business owners across all industries helping their salespeople win more deals at the prices they want.

Lee B. Salz is a leading sales management strategist, a consultant, a sales speaker, a columnist for the Business Journal, and the founder of Sales Architects and The Revenue Accelerator. He has authored five bestselling books including "Sales Differentiation - 19 Powerful Strategies to Win More Deals at the Prices You Want,” “Hire Right, Higher Profits,” “Soar Despite Your Dodo Sales Manager,” “Stop Speaking for Free! The Ultimate Guide to Making Money with Webinars,” and “The Business Expert Guide to Small Business Success.” But how did Lee get to where he is today? On this episode of Sales Secrets From The Top 1%, Lee explains his top secrets to sales success and how to start implementing them in your career immediately!

Our guest today says that despite what you've heard from sales trainers, managers and gurus...you STILL know more than the buyer does about your field...well...at least you SHOULD. Lee B. Salz is the Founder and CEO of Sales Architects a leading sales management strategist specializing in building sales processes in companies. He has helped hundreds of companies, in various industries and sizes, create marketplace disruption – leading to explosive, profitable growth. Lee challenges executives to blast through the artificial barriers that impede their success. He is an entrepreneur, results-driven consultant and dynamic keynote speaker. Lee joins us to discuss differentiating yourself from your competition by become the absolute go-to expert in your field. Lee's mission today is to help prevent you and your product from becoming just another piece of toilet paper.  On today's podcast… 2:00 - "I got pregnant with the idea as a teenager, but it wasn't until now that I really had crystallized and knew exactly how I wanted to describe this sales differentiation philosophy" 5:50 - The absolute worst day in any salesperson's life Sales 10:16 - Sales managers, executives, speakers, sales trainers and sales consultants have been doing a disservice for the last several years 14:00 - No one likes to be lectured 17:57 - How to add 20% to your family's bottom line 22:00 - Transferring the passion you have for your product to the other side of the desk 25:44 - Disrupting age-old solutions 30:30 - How expertise STILL sells 35:24 - The artificial obstacles we create in sales 39:00 - The why behind Lee's sales differentiation philosophy Don't forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts! Sell or Die Hidden Stories with Jeremy Fulkerson Selling With Soul Wheelbarrow Profits Women Your Mother Warned You About Street Smarts with Harvey Mackay

This one is different! Lee Salz actually turns the mic on me by asking me questions! I think I did OK - you decide. Welcome to the Business Builders Show with Marty Wolff on www.c-suiteradio.com.Lee's great book is Sales Differentiation: 19 Powerful Strategies To Win More Deals At The Prices You Want. The key phrase there is "at the prices you want".Lee is a real sales pro and we had a great conversation. Learn more about Lee B Salz at www.salesarchitects.com. You can buy Lee's book and register for a special video series at www.salesdifferentiation.com I wanted a couple of answers though, in spite of Lee asking some questions. Like, how can we use giving references to a potential client as an opportunity for sales differentiation? I LOVED LEE'S ANSWER!Thank you for listening to the Business Builders Show with Marty Wolff and Guest Host, J Kelly Hoey. Learn more about us at www.martywolffbusinesssolutions.com and www.jkellyhoey.co. Call or text me with any questions or comments at 570 815 1626. See acast.com/privacy for privacy and opt-out information.

To win deals at the prices you want, the needed strategy is differentiation. Mediocre salespeople say what they sell is the “best.” Top salespeople position “different” and lead their clients to say “best” without them ever uttering the word. Lee Salz shares insights from his new book. Lee B. Salz is a leading sales management strategist and CEO of Sales Architects. A recognized expert in sales differentiation, he works with senior executives and business owners across all industries helping salespeople win more deals at prices they want. Lee is a sought-after speaker on sales differentiation, sales force development, hiring, onboarding, compensation. His new bestselling book is Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want. Today's show is sponsored by Audible.com. Audible.com is a leading provider of spoken audio entertainment and information. Listen to audiobooks whenever and wherever you want. Get a free book when you sign up for a 30-day free trial at audibletrial.com/businessgrowth.

Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want by Lee Salz Click here to view the show notes!  https://www.salesartillery.com/marketing-book-podcast/sales-differentiation-lee-salz "If we don't drop our price, we will lose the deal." That's the desperate cry from salespeople as they try to win deals in competitive marketplaces. While the easy answer is to lower the price, the company sacrifices margin--oftentimes unnecessarily. To win deals at the prices you want,the strategy needed is differentiation. Most executives think marketing is the sole source of differentiation. But what about the sales function of the company? This commonly neglected differentiation opportunity provides a multitude of ways to stand out from the competition. This groundbreaking book teaches you how to develop those strategies. In Sales Differentiation, sales management strategist, Lee B. Salz presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margins. These concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, differentiates you." The strategies are presented in easy-to-understand stories and can quickly be put into practice. Divided into two sections, the "what you sell" chapters help salespeople: Recognize that the expression "we are the best" causes differentiation to backfire. Avoid the introspective question that frustrates salespeople and ask the right question to fire them up. Understand what their true differentiators are and how to effectively position them with buyers. Find differentiators in every nook and cranny of the company using the six components of the "Sales Differentiation Universe." Create strategies to position differentiators so buyers see value in them. The "how you sell" section teaches salespeople how to provide meaningful value to buyers and differentiate themselves in every stage of the sales process. This section helps salespeople: Develop strategies to engage buyers and turn buyer objections into sales differentiation opportunities. Shape buyer decision criteria around differentiators. Turn a commoditized Request for Proposal (RFP) process into a differentiation opportunity. Use a buyer request for references as a way to stand out from the competition. Leverage the irrefutable, most powerful differentiator...themselves. Whether you've been selling for twenty years or are new to sales, the tools you learn in Sales Differentiation will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want.

How to win deals at the prices you want. The biggest mistakes salespeople make when trying to differentiate themselves. How to stand out and close the deal. The ins and outs of the online world and people’s purchasing habits. Learn more about your ad choices. Visit megaphone.fm/adchoices

How to win deals at the prices you want. The biggest mistakes salespeople make when trying to differentiate themselves. How to stand out and close the deal. The ins and outs of the online world and people's purchasing habits.

Jason Drohn former Pepsi truck driver turned digital entrepreneur, who's sole mission is to help business owners succeed online.  He's got a knack for laying down growth plans for businesses in a single conversation, and helping his clients execute Alex Rezende loves sports and extreme activities such as car racing, skydiving, piloting planes and scuba diving. Alex also has a black belt in Tae Kwon Do, enjoys teaching children, has a passion for Real Estate and serving others.   Lee B. Salz a leading sales management strategist, an expert in hiring and onboarding highly profitable sales teams. Lee is the author of a new book titled “Hire Right, Higher Profits  The Executive's Guide to Building a World-Class Sales Force”  an Amazon best-seller Melissa Caridad business manager of InsaneTrainingSystems.com Jeff A. Schnepper, Esq author of How to Pay Zero Taxes, a bestseller now in its seventeenth annual edition, as well as several other books on finance and taxation. He is the financial, tax, and legal advisor to the Transamerica sales force and runs a full-time accounting and legal practice . He also writes a column for Microsoft's online personal finance website, MoneyCentral, and is a tax strategist and advisor for TheTaxPeople.net, and the ORYAN Program   

Even the most talented and experienced new salespeople you hire need to be trained on your products and the way you do things. You have good intentions of doing that but the business of running the business gets in the way. Prospects to see, proposals to generate, customer issues to address, etc. and the next thing you know your new hire, who you had great hopes for, is not performing up to expectations. Lee B. Salz, sales management strategist and talent management expert, shares with BizTalk host, Jim Lobaito, how companies can launch onboarding initiatives designed to stay on track and therefore reducing ramp-up time and getting your new salespeople to generate sales sooner.