Podcast appearances and mentions of lee salz

In this episode of Mastering Modern Selling, Lee Salz, sales strategist and author, joins Tom Burton and Brandon Lee to discuss the importance of a structured sales playbook. He challenges the belief that hiring "great salespeople" is enough, emphasizing that success depends on having the right system, not just talent. Without a structured playbook, even top performers can struggle.Lee shares a framework for building a custom sales playbook, helping organizations reduce chaos, improve consistency, and drive scalable sales success.1. The Myth of "Great Salespeople"Talent alone isn't enough—sales success requires structure.Companies often lose sales due to inconsistency, not lack of skill.2. The Four Foundational Elements of a Custom Sales Playbooka. Decision Influencer AnalysisSales teams must understand who their buyers are and what keeps them up at night.Using tools like AI, reps can research their prospect's goals, challenges, and priorities to create more relevant outreach.b. Competitor AnalysisA simple “why we win” vs. “why they win” analysis helps sales teams prepare for competitive deals.Price should not be the main differentiator—companies win when they clearly articulate unique value.c. Differentiators FrameworkSales teams should define clear, compelling differentiators and align them with customer pain points.The playbook must include how to position these differentiators in conversations to make them meaningful.d. Target Client ProfileInstead of an ideal client profile (which is often unrealistic), focus on who will perceive meaningful value in what you sell.Sales reps should spend their time targeting the right buyers, not just any prospect.3. The Execution Plan: Structuring the Sales ProcessA strong sales playbook goes beyond foundational elements and maps out the step-by-step process reps should follow.This includes:Prospecting & Outreach: Using a mix of email, phone, and LinkedIn with structured messaging templates.First Meetings: Shifting from a discovery mindset to a consultative approach where reps provide immediate value.4. Using Emotion and Storytelling in SalesBuyers make decisions emotionally first and justify them with logic.Salespeople should document success stories and use them in sales conversations to make solutions feel real and relatable.Lee emphasizes that hiring better salespeople isn't the answer—building better systems is. A structured playbook provides consistency, improves execution, and increases revenue. If your sales team lacks direction, it's time to stop guessing and start executing.  Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

Welcome to another insightful episode of Accelerate Your Business Growth, hosted by the ever-inspiring Diane Helbig. In today's episode, we have the privilege of diving deep into the world of sales and customer service with our distinguished guest, Lee Salz. As a globally renowned sales management strategist and the CEO of Sales Architects, Lee brings a wealth of knowledge and transformative strategies to help businesses differentiate their sales tactics. We explore concepts like personalized customer service, effective relationship management, and the art of prospecting with a focus on authenticity. Lee also introduces innovative sales theories, such as the 'Sales Crime Theory' and a strategic approach to voicemails that spark interest rather than expecting callbacks. Throughout our conversation, Lee emphasizes the significance of post-sale experiences, highlighting the necessity of making clients feel special, drawing from both professional insights and personal anecdotes. From crafting compelling outbound messages to the importance of a well-structured recap email after discovery meetings, this episode is packed with actionable advice to accelerate your business growth. So, get ready to rethink your sales approach and learn how to truly sell different with insights from our expert guest, Lee Salz. Let's dive in! 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. Learn the importance of Always Be Curious. Accelerate Your Business Growth is proud to be included on the list of the 45 Best Business Growth Podcasts. Each episode of this podcast provides insights and education around topics that are important to you as a business owner or leader. The content comes from people who are experts in their fields and who are interested in helping you be more successful. Whether it's sales challenges, leadership issues, hiring and talent struggles, marketing, seo, branding, time management, customer service, communication, podcasting, social media, cashflow, or publishing, the best and the brightest join the host, Diane Helbig, for a casual conversation. Discover programs, webinars, services, books, and other podcasts you can tap into for fresh ideas. Be sure to subscribe so you never miss an episode and visit Helbig Enterprises to explore the many ways Diane can help you improve your business outcomes and results. Learn more about your ad choices. Visit megaphone.fm/adchoices

As sales professionals we are inundated with “how to” selling advice. There are hundreds of sales books in print and even more sales blogs and podcasts. For example, the Winning at Selling podcast has over 200 weekly shows spanning more than 4 years. But is all of this advice useful or even true?  Decide for yourself by joining Bill and me as we welcome author and selling expert, Lee Salz the Sales Contrarian to discuss, Commonly Accepted Sales Concepts That Are Just Wrong on episode 636 of the Winning at Selling Podcast.

Today Andy is focusing on a discussion with his outstanding panel of guest, Lee Salz, Keynote Speaker, Consultant and Sales Management Strategist at Sales Architects, Lahat Tvzi, CEO at Tfisot Group, and Jonathan Spier, CEO at Rev. They explore the disproportionate focus on top-of-funnel activities in sales versus the actual selling process, and emphasize cutting down the number of proposals to increase conversion rates. Andy explains the reward of getting on a plane to have an in-person meeting for high-value deals. Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

In this Win Rate episode highlight, Andy challenges his panel of sales experts (Lee Salz, Keynote Speaker, Consultant and Sales Management Strategist at Sales Architects, Lahat Tvzi, CEO at Tfisot Group, and Jonathan Spier, CEO at Rev) to smash the traditional sales discovery practices and how they would go about it a different way. They talk about the common goal of gaining insight from the prospect, but how so many fail to take this opportunity to provide value right away during initial meetings. It's the key to fostering a consultative mindset to create lasting relationships, especially in the SaaS industry. Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

On today's episode of the Win Rate Podcast, Andy has another all-star panel featuring Lee Salz, Keynote Speaker, Consultant and Sales Management Strategist at Sales Architects, Lahat Tvzi, CEO at Tfisot Group, and Jonathan Spier, CEO at Rev. They discuss redefining sales processes to enhance efficiency and focus, which sometimes includes tearing down the accepted practices and recreating them. The group talks about the importance of consultation over discovery, targeted selling using AI for creating ICPs, and the need for quality over quantity in sales activities. The also dive into the role of leadership in driving better sales outcomes and moving beyond traditional metrics to improve win rates and customer relationships.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

This is episode 672. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with sales management strategist and best-selling author Lee Salz. LEE'S TIP:  "The sensitivity that executives and business owners need to have with sales compensation is, first understand the needs of the business and the activities and behaviors you're trying to drive, and then use compensation as the lever to get those salespeople to do what you want them to do."

In this week's episode, hosts Brandon Lee and Carson V. Heady explore the transformative journey in sales methodologies with Lee Salz, author of "Sell Different!" and "Sales Differentiation."Delving into the concept of a sales contrarian, the discussion unveils how traditional sales tactics are being reevaluated for modern effectiveness.Key Points Discussed:◾ Value-Driven Discovery Calls: Emphasizing the importance of making discovery calls interesting and focused on the buyer rather than the sale◾ Maturity Assessment in Sales: Introducing an innovative approach to assessing and enhancing sales team maturity for better performance.◾ Shifting Sales Mindsets: How adopting a contrarian perspective can lead to more successful sales strategies by challenging conventional wisdom.◾ Importance of Sales Process Over People: The critical role of a solid sales process in ensuring sustained sales success, rather than relying solely on individual sales talents.◾ Utilizing LinkedIn for Sales: Strategies for leveraging LinkedIn effectively to establish subject matter expertise and engage potential clients without direct selling.This episode emphasizes the need for sales professionals to adapt and innovate in their approaches. By reimagining sales from a contrarian viewpoint, there's potential to transform challenges into opportunities for growth and success.

Lee Salz is an internationally renowned sales management strategist, bestselling author, and award-winning speaker specializing in building world-class salesforces. He has worked with hundreds of companies in various industries and sizes to create marketplace disruption by leveraging his Sales Differentiation strategies - leading to explosive, profitable growth. In 2022, Lee was named Speaker of the Year by the Institute for Sales Excellence. Lee is a sales contrarian who combats old-school, ineffective selling methods and challenges you to think differently about your sales approach. He has written six bestselling business books, including Sales Differentiation and Sell Different!, which have been called “the one-two punch” every salesperson needs to differentiate what and how they sell to win more deals at the prices you want. He has a new book in development on discovery strategy, which will be published by HarperCollins in 2025.   Lee's latest innovation is the Sales Organization Maturity Assessment. It is designed for executives and sales leaders who want to know if they have built a sales organization framework to produce the desired results. Click here to access Lee's Sales Organization Maturity Assessment. For more information: Email: lsalz@salesarchitects.com Website: SalesArchitects.com   Social Media: LinkedIn         Facebook       Twitter           Instagram       YouTube        TikTok             How We Can Help You Close More Deals: Gitomer Books and Courses Here Sales Mastery Program Here Gitomer Sales Certification Here

In an insightful episode of the Predictable Revenue Podcast, host Collin Stewart engages with Lee Salz, Best Selling Author and Sales Management Strategist at Sales Architects They explore a critical yet often neglected aspect of business: the pitfalls commonly encountered in building robust sales organizations. This conversation sheds light on the importance of moving from a people-centric approach to a process-driven strategy in sales, revealing critical insights for lasting success in this dynamic field. Highlights include: "I Remember Being In Sales For The First Time" (08:14), "I Didn't Get Good at Sales Until I Had to Teach Someone How to Sell" (12:00), Core Components of Building a Sales Organization (14:07), Most Common Thing People Miss When Building Their Sales Org (18:08), And more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

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. 

Lee Salz is a sales expert, author, and speaker. He is the author of two international bestsellers on sales differentiation and the architect of the Sales Organization Maturity Assessment. Lee helps companies understand their current sales state and provides strategies for exponential growthSHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrel Amy interview Lee Salz about the Sales Organization Maturity Assessment. Lee explains that sales organizations go through different stages of maturity, starting with a sales department and progressing to a sales team and eventually a sales force. He emphasizes the importance of recognizing the need for improvement and investing in the sales organization, especially during good times. The Sales Organization Maturity Assessment helps companies identify areas for improvement and provides recommendations for growth. Lee discusses the characteristics of each stage and highlights the importance of having a prescribed account management approach and evaluating sales talent effectively.KEY TAKEAWAYSSales organizations go through stages of maturity: sales department, sales team, and sales force.The Sales Organization Maturity Assessment helps companies identify areas for improvement and provides recommendations for growth.Prescribed account management and evaluating sales talent effectively are crucial for a sales force.QUOTES"If you don't love being in sales, love the profession, it's very hard to sell from the heart.""You're never going to know what you find, but you can find an opportunity there that you didn't know before."Learn more about Lee Salz: LinkedIn: https://www.linkedin.com/in/leesalz/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Join us in this episode as we welcome sales expert and author Lee Salz. Discover how to differentiate yourself from competitors, create memorable experiences, and build strong relationships with customers, prospects, and employees.Lee emphasizes the importance of a prescriptive sales approach, asking strategic questions, and teaching others to replicate successful strategies. Learn about the "target client profile" and how it can help you focus on those who will truly benefit from your offerings.TOPICS FROM THIS EPISODE:The importance of a well-defined sales process and the challenges businesses face in implementing itThe need to hire the right salespeople with the potential to excel in specific sales rolesThe significance of creating a playbook to replicate sales success and enable effective training for new hiresThe role of sales onboarding in bridging the gap between potential and actual performance for salespeopleThe unique skill set required for effective sales management and the need to provide sales leaders with the necessary tools and trainingConnect with Lee Salz: https://www.linkedin.com/in/leesalz/Mentioned on the Show: Assessment PageHire Right, Higher ProfitsSales DifferentiationSell Differentwww.salesarchitects.comJoin our Free Newsletter:Friday Focus Newsletter: Receive actional tips to remove yourself from the daily grind of your business.Free Guides:Gain Control of Your Business: The proven process to help you out of the daily grind, gain control of your business, and have time to focus on what matters the most.Creating a Culture of Ownership: As a business owner, employees are either your biggest asset or biggest frustration; learn how to build a team of A players that get the job done without you.www.CaseyCavell.comFollow Casey on LinkedIn: https://www.linkedin.com/in/caseycavell/

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.

An often-overlooked part of the modern sales process, discovery sets every sale on the right path from the beginning.  Listen to Lee break that down along with some of the Sales Differentiation topics that he is best known for and prepare to take notes!

Lee returns to the podcast to share his thoughts on how you can stand out selling your services from creating a differentiator, closing sales, finding relevance, and much more!

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 by helping them:   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.   You can connect with Lee through linkedin: linkedin.com/in/leesalz What does Freedom mean to you? Check out our webinar: “How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461   

Lee Salz is a sales management strategist and author of several books including Sell Different! and Sales Differentiation which helps sellers win more deals at the prices they want. Lee discusses why this is important especially when the differences between your product and the competitor's product are very slim. Lee explains that how you sell is equally important as what you sell, if not more so. He shares how to sell to decision influencers, as well as the reasons why top sellers put their buyer's needs before their own. Lee also digs into the buying experience and how to ask horizontal and vertical questions during discovery. HIGHLIGHT QUOTES Create a matrix of outcomes to guide discovery meetings - Lee: "You reverse engineer the meeting and you start by asking yourself this question, 'It was a great meeting if I accomplished what?' Identify the outcomes that would make for a great discovery meeting. And if you think of it in terms of a matrix, the left-hand column, here are the desired outcomes." "The subsequent columns are, what am I going to ask? What am I going to say? What am I gonna do before, during, and after the meeting to achieve each one of those desired outcomes? So what questions am I gonna ask? Only the ones that correlate with the outcomes on my list." Horizontal and vertical questions for discovery - Lee: "Horizontal questions parallel the scanning process. They're scan questions, they're superficial questions to acquire some data points. But that's what the dentist is doing when he is going tooth by tooth, he's scanning. But then when the hook sticks, that's when the analysis happens and we don't do that enough. And that's what I refer to as vertical questions. Getting a complete picture, a 360-degree picture of that particular data point. A lot of times I see salespeople ask questions for one reason. You know what that is, Andy? To have something to write down." Skills practice may seem like a drag but it is necessary - Lee: "Love me on payday. Love me when you make President's Club just like mom and dad made you eat your vegetables. That's what sales management needs to do with their salespeople and make sure skill practice is happening religiously." Find out more about Lee and get his books in the links below: LinkedIn: https://www.linkedin.com/in/leesalz/ Website: http://selldifferentbook.com/ More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Blueboard | World's leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

Lee Salz is a leading sales management strategist and the Founder and CEO of Sales Architects. Sales Architects is a business consulting firm specializing in sales, marketing, and sales management, helping clients develop processes to hire the right salespeople, effectively onboard them, and achieve business objectives. He is also the author of six books, including Sales Differentiation, Hire Right, Hire Profits, and Sell Different! Join us as Lee shares insights from his latest book, with practical examples and strategies for salespeople to differentiate themselves from their competitors and secure more deals. Highlights Lee's journey in professional sales Responding to questions and creating an experience for the buyer What's different about Sell Different? Why outbound prospecting isn't dead Growth orientation and the fear of change Asking for referrals from existing clients or prospects Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com Connect with Lee Salz Sell Different! https://salesarchitects.com/  Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Jeff Goldberg interviews Lee Salz, Author of Sales Differentiation, Award-winning keynote speaker and Sales Management Strategist.Connect with Lee Salzhttps://www.linkedin.com/in/leesalz/Connect with Jeff Goldberghttps://jgsalespro.com/https://www.linkedin.com/in/jeffgoldbergsalescoach

This is show 510. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. LEE'S TIP: "Look at every touchpoint in the buyer-seller relationship and identify ways to outsmart, outmaneuver and outsell the competition. That's what this new book helps you do."

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

Lee Salz is CEO of Sales Architects and an expert in sales differentiation, not to mention Best Selling Author | Keynote Speaker and Business Consultant. When salespeople aren't winning deals at desired levels or price points, executives and business owners turn to him. He is the bestselling, award-winning author of six books, including Sales Differentiation and Hire Right, Higher Profits. His sixth booked is entitled Sell Different!, which presents all-new Sales Differentiation strategies to outsmart, outmaneuver, and outsell the competition. In this podcast for managers, Audrey, Lee and Lee discuss:   ·-How to identify your unique differentiators ·-Analysis of touchpoints you have with prospects and current clients -How sales managers can break out of a mindset rut and drive themselves and their team to better performance -Why Lee hates the word "closing" “Salespeople are so heavily focused on trying to differentiate what they sell that they forget they also have an opportunity to stand out from the competition when they Sell Different!" –Lee Salz Build Credibility and Effective Leadership with the Manage Smarter Podcast. Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.    Connect with Lee Salz www.SellDifferentBook.com http://www.SalesArchitects.com LinkedIn: https://www.linkedin.com/in/leesalz/ Facebook: https://www.facebook.com/LeeBSalz/ Twitter: @salesarchitects    Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                            ·         LinkedIn: C. Lee Smith     ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/    Learn more about your ad choices. Visit megaphone.fm/adchoices

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.In this episode,  we talk about differentiation, Lee shares his insights on two types of differentiation which are marketing differentiation and sales differentiation. He also shares why the word "unique" is one of the biggest causes of frustration in sales. This episode covers:Why is it important to differentiate What does a business need to do to differentiate itself and what examplesWhy the word "unique" is one of the biggest causes of frustration in salesTwo types of differentiation — marketing differentiation and sales differentiationHow to perceive meaningful value in what you're selling through an ideal client profileHow some buyers don't see an objection to prices and value a product intrinsicallyHow to work out who your target buyer isLinkedin: Lee SalzTwitter: @SalesArchitectsFree tool: Target Client Profile TemplateBooks: Sell Different! &  Sales Differentiationsalesarchitects.comValuable Resources:Brand Tuned AccreditationBrand Tuned Newsletterwww.brandtuned.com

Lee Salz is the CEO at Revenue Accelerator, and a featured columnist at Business Journal. Lee is also the author of best-selling books including "Sell Different!", "Sales Differentiation", and "Hire Right, Higher Profits.” In this episode, we talked about sales differentiation, competitive advantage, customer service & experience, hiring...

As you've seen, Season 3 is dedicated to my father, Mike Jacox, who passed away late in 2021. I Love and miss you, Dad.Today's guest is a sales specialist, a featured columnist who has been featured in #The Wall Street Journal, #CNN, #MSNBC, #ABC News, and numerous other outlets.  His name is Lee Salz, and he is a bestselling author of six books, including Sales Differentiation and Hire Right, Higher Profits.  In September 2021, his sixth book, Sell Different! was published by Harper Collins, which presents all-new sales differentiation strategies to outsmart and outsell the competition.Lee is a father, a husband, a huge fan of baseball, and also a competitive powerlifter which you will hear about!  We talked in-depth about how important your mindset is on a daily basis.  He talks about the advice he gives to his children on why having many conversations will help you grow and meet new people.  He talks about the important focus of always striving to be YOUR best!  Thank you, Tina LoSasso, for introducing us and making today's episode possible.Lastly, a huge shoutout goes to ACME Homes WA and #CatchSitkaSeafoods!  If you haven't already, please visit their websites to learn more about them and the amazing things they have to offer.To learn more about Lee, you can connect with him on Linked In or visit him at www.salesarchitects.com.Catch Sitka Seafoods Use promo code TAKE15 at checkout for a 15% discount on the BEST FISH EVER!Established in 2006, Acme Homes WA One of the most value-based home builders in the state of Washington! Go Check them out!

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

Lee explains why prospecting isn't dead and shares the one opportunity 99.99% of salespeople miss, with insights from his bestselling book, Sell Different!

Lee Salz, author of "Sell Different", joins the program to show how being authentic, asking the right types of questions, and making your buyer a superstar can help you differentiate your way to success! Learn more about your ad choices. Visit megaphone.fm/adchoices

Sales has never been tougher than it is today, not just because of COVID, but because it's so much more difficult to differentiate ourselves from the competition. What we sell might be really great, but not that different from similar products. So if I cannot change the product, or I cannot change the service, what has to change? The answer Lee Salz shares with Mark in this episode is: how we sell. In this episode, Lee and Mark discuss topics such as how to start with a solid foundation with your discovery call, and the important relationship between the discovery call and the demo. For example, how much talking should you do on your discovery call versus your demo? Find out by listening now! Book: Sell Different: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition   Learn more about Mark Hunter , The Sales Hunter at https://www.thesaleshunter.com .    In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com 

Mike & JG cover the second half of Sell Different by Lee Salz. Listen in as they discuss common sense email practice (that many salespeople don't observe), finding your target clients and 4-day workweeks.

New week, new book. This time, the boys review Sell Different by Lee Salz, wihch claims to have game-changing new strategies to outwit your competitors and keep you ahead of the game. JG and Mike decide whether this claim holds true. In between their thoughts on the book, the pair also discuss prospecting, the 'buying experience', and the premier golf fitter in the north of England.

Join us for this episode where we talk sales with the Amazon best seller Lee Salz.   Lee is the bestselling author of the award-winning, bestselling books Sales Differentiation, Hire Right, Higher Profits and now Sell Different   He is also a championship powerlifter and a graduate of Binghamton University. Originally from New York City and New Jersey, he now resides in a Minneapolis suburb with his wife, three kids, and two dogs. Lee is also a baseball coach for this boys.   This full packed episode of the podcast will cover topics like:   Price and the fact that it's not the primary decision factor Focus on your audience Productizing   All in all an episode for anyone who wants to stand out from the competition and close more and larger deals.   Lee shares a few anecdotes from his own life, showing us that sales is everywhere and most of us have some improvements to make ☺.

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 

Tips on How To Sell Different you'll learn today on The Sales Podcast... Why are you different? Selling is hard today It's hard to differentiate today You won't get a lower quota "Win more deals at the prices you want." 15 chapters with exact strategies Too many books are too complex to implement The buying experience matters." The buying experience matters Make people feel special Don't make your clients feel like a number Lee goes to the same restaurant because the waitress remembers them "People buy you." Jeb Blount How to sell up and down the chain We've been taught to probe for pain but... We need to probe a level deeper to find out if it's a problem or an inconvenience You have pipedreams instead of a pipeline because you don't go deeper Sales Growth Tools Mentioned In The Sales Podcast Get "Sell Different" book here by Lee Salz  

Bestselling Author and CEO @Lee Salz joins @Andy Hedrick on this edition of “Hot Topics in Sales”. On today's episode, we discuss:How to win more deals at the prices you wantLee's inspiration for writing two books on sales differentiationHow to take advantage of the “new normal” of “virtual selling” An overview of Lee's new book ”Sell Different!” Free resources from Lee for your improving sales results…More To get Lee's new book, "Sell Different!" please click below:https://www.amazon.com/Sell-Different-Differentiation-Outmaneuver-Competition-ebook/dp/B08NHX655T  To access Andy's free resources for rapid sales growth, click below: https://truckingtower.com/lead-sniper/  To your success, Andy Hedrick CEO / Podcast Host Trucking Tower #moresales #increasesales #salescoach #salesmanagement #salescoaching #salesautomation  

Lee is a bestselling author of six books, including Sales Differentiation and Hire Right, Higher Profits. His latest Sell Different! presents all-new strategies to outsmart, outmaneuver, and outsell the competition. His take on closing, handiing objections and talking about pain points is refreshing. Plus he shares the strategic selling opportunity 99.999% of salespeople miss. Learn more at https://linktr.ee/fredcopestake. Read the first chapter of Lee's latest book at https://www.salesarchitects.com/selldifferent/ 

Telling your sales team what not to do is not the way to teach them how to do a better job. In this episode of INSIDE Inside Sales, Darryl welcomes Lee Salz, the brilliant sales strategist and accomplished author, to discuss what it means to sell different and why the word “not” is a big no-no. Contrary to expectations, the “different” part of the equation is actually something that should be the gospel of sales - for example, looking at each touchpoint and every interaction with your prospects, or finding a way to outsell, outperform, and outsmart the competition. Darryl and Lee offer actionable tips you can actually implement on how to ask for referrals, generate leads, sell virtually, handle discovery meetings, and increase conversion rates. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and hear what you should be doing (and not what you shouldn't) in order to improve your results.)

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!

Understanding the aspects of sales differentiation can easily help you close many more deals. In this episode of INSIDE Inside Sales, Darryl welcomes Lee Salz, CEO of Sales Architects, OutBound Conference Speaker, and revered sales consultant to discuss sales differentiation. Darryl and Lee will explain why the word “best” is overrated, and why you should swap it with “different”. They also share how to make your prospects realize your offerings ARE the best without needing to say so, setting yourself apart from the other sales reps who offer the same solution, and identifying what your meaningful value is. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and learn how to nail the WIIFM approach)

Olivia Fuller: Hi, and welcome to Book Club, a Sales Enablement PRO podcast. I'm Olivia Fuller. Sales enablement is a constantly evolving space and we're here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. When someone claims that they’re the best at something chances are it triggers some skepticism. Think about your own buying tendencies as a consumer, without solid proof or clear differences between competitors it’s likely that you’d have a hard time believing that one is better than the other while both claim to be the best. That’s why differentiation in sales is so critical. As buying decisions are becoming increasingly complex with more stakeholders involved, more information available online, and more market saturation, organizations need to devise a strategy to not only stand out to buyers, but to motivate them to take action. Sales enablement can play a core role in helping sellers develop the skills and behaviors they need to differentiate themselves. Today, I’m so excited to have Lee Salz, author of “Sales Differentiation”, join us to talk about some of the advice that he lays out in his book. Lee, I’d love for you to take a moment to introduce yourself to our audience. Lee Salz: Well Olivia, first of all, thank you for having me on the show. Hello everyone, I am Lee Salz, as Olivia mentioned to you. I’m the author of the bestselling book “Sales Differentiation”, and also have a consulting firm called Sales Architects. And what I do is I work with companies to help their salespeople win more deals at the prices they want. OF: Fantastic. So, you titled your book, “Sales Differentiation”. What is sales differentiation all about? LS: Well, sales differentiation is a philosophy that I’ve developed over 30 years working with companies in every industry. You could name companies of all different sizes, selling products, services, technology, software, as a service, and it B2B, B to C, even business to government. And I’ll tell you where the idea even came from. When I was a teenager, I got this summer job. We had a family friend who had this crazy business idea. And I’ll give you an idea of how old I am, this was back in the 1980s. And his idea was transportation for dry cleaning. So, he had this idea that you have these brick and mortar dry cleaners, but if you were a busy executive, you didn’t have time go to the dry cleaners to drop off your clothes and you didn’t have time to pick it up. So, he developed strictly the transportation arm and you may say, “wow, well, this is 2020, that’s not overly interesting.” This was 1986. It didn’t exist back then. So, we had this crazy idea that people would pay more for this service and he hired me as his driver. And I was rooting, I’ll tell you, Olivia. This had to work because I needed the money, this was my summer job. And the question is, did it work? Were people willing to pay more for this service? And the answer was some. I lived in a town called Marlboro in New Jersey, and we had a lot of people in our town that commuted to New York City, which is about a 90-minute commute, and executives who were making that commute, who were still dressed, I mean, this was again, 1980s, so people actually wore suits to work. They needed a way to get their clothes dry cleaned. Their dress shirts, their suits. But at the same time, didn’t necessarily have the time to do it. Some people had a way, maybe they had someone at home that could do it for them, but they didn’t have the time themselves. So those executives who didn’t have someone that could help them out saw tremendous value in that service, and very quickly signed up. Those who had a resource for it, just saw it as a very expensive, unnecessary service. So, it taught me a couple of really important messages. Number one is yes, people will buy different if it’s meaningful to them. But not everyone is going to see value in what you offer. So you have to figure out who will see meaningful value in what you’re selling and focus your selling time there rather than wasting it chasing the masses where you get to the finish line and the deal either stalls out, or they squeeze you on price because they don’t really see that meaningful value. So, the business did work when we focused with that alignment. OF: I love those two keywords that you just mentioned: meaningful value. So on the other hand, what are some of the biggest mistakes that salespeople make when trying to differentiate themselves? LS: Well, there’s a lot of them. So, I just told you, I grew up in Marlboro, New Jersey, and I now live in Minneapolis and there’s a little bit of a climate difference between those two geographies. And when I lived in New Jersey, whenever it snowed it wasn’t a big deal, but we also didn’t want to deal with it either. And when I came to Minnesota and discovered a new definition of the word cold, as well as amounts of snow compared to back east, my neighbors would be out plowing the snow, having a grand old time. But people like me that are from the east coast, we don’t deal with snow that way. We get a guy. We get a guy to deal with the snow. So, when I moved here, I had to find a guy to deal with getting the snow off my driveway, my sidewalk and the walkway up to my front door. And I used this online service called Thumbtack and put in my criteria and they connected me with guys, if you will, that could handle snow removal. And there was one that lived in the same city where I am in Minneapolis and we exchanged some pleasantries and then I got his price and he was by far the highest price of anyone there. And so I sent him back a one-line email saying, “boy, I wish your price was lower.” And he sent me this hateful email because it was my fault that I didn’t see the value in what he was providing. In no time where when we were communicating back and forth did he demonstrate meaningful value, it was just pleasantries. Nor did he say an expectation with me that his price would be higher. And he’s been around like 25 years and he talked about the quality of what he offers, the reliability in what he does. Quality? Please. I’m asking him to get snow off my driveway and my sidewalk. What is this quality? Well, he did what salespeople do so often, he just tossed out the word “quality” and he left it for me to figure out what it meant and why it mattered. He also tossed out the expression “reliability”. Again, salespeople toss that expression out and we leave it to the person on the other side of the desk to give it meaning, to give it context. And here’s the thing about differentiators, if you’re going to leave it to the person on the other side of the desk to figure out what it means and why it matters, one of two really bad things are going to happen. You either never get to figure it out, or they’re going to give it a meaning that doesn’t help your sale, either way you lose. So, it’s on you as the salesperson to give meaningful context, to help them see the value in what you’re providing. OF: Yeah, that’s such an important point that you really can’t put the burden on the buyer to understand that. So, in your book, you raise that interesting point as well, that people don’t know how to buy what salespeople are selling. Within sales differentiation, you say that that’s both a sales obligation and a sales opportunity. What do you mean by that? LS: Yeah. You know, the worst feedback that salespeople have been given is they’ve been told that they’re selling to educated buyers. It’s not true. See, there’s a question that I’ve asked audiences all around the globe. I’ve asked in every industry you can name, every sale setting you could imagine. And the question is this: who knows more about the world of potential opportunities in your industry, you or the people you sell to? And not one salesperson in all of those audiences, all around the world, all those sales settings has ever said, “oh, the people I sell to know much more about the world of potential opportunity and solutions in my industry,” not one. So, we know more about the world of potential solutions in our industry than the people that we’re selling to. Yes, they have access to information, but we still know more than they do. And to me that gives us both an obligation and an opportunity. I believe if you’re in sales, we have an obligation to help people make informed buying decisions, which gives us an opportunity to shape buyer decision criteria because they don’t know how to buy what we’re selling. OF: And you’ve developed 19 sales differentiation concepts. And one of those is that how you sell and not just what you sell differentiates you. So how can our listeners really put this into practice to help sales reps improve the customer experience? LS: Yeah, that’s a great question. So, when I look at sales differentiation, I separate it into two parts. There’s sales differentiation in what you sell and sales differentiation in how you sell. So, the what you sell side is understanding what your differentiators are to whom they’re relevant, when they’re relevant, and most importantly, developing a communication strategy so someone on the other side of the desk is just as excited about it as you are. And that’s where most attention is paid from both. Not just the sales side, but also executives. How are we going to differentiate the widget? But we have this other side of the equation as well. It’s the how you sell side of the equation. Every interaction, every touchpoint you have with a prospect gives you opportunities to provide meaningful value that the competition does not. How you prospect, right? That initial contact you make, how you handle a discovery meeting, how you handle a proposal. Every interaction, right? How you handle customer service, how you handle account management. Every one of those touchpoints challenge yourself with this question: What is it that I can do different than my competition, that my buyers will find meaningful? So, it’s not different for the sake of different, but something meaningful, something that they will appreciate. And if you take the time to think about that, you’ll find there are so many opportunities that you can stand out, provide meaningful value that your competition doesn’t. And I have another book that’ll be coming out one year from this month, building off sales differentiation it’s titled “Sell Different”. And I get even further into that side of the equation of differentiating how you sell. OF: Well, I am very much looking forward to reading that book when it comes out next year. I think that how you sell part of the equation is just so important. And in your book, you delve into that a little bit more as well using the term “personal value differentiation”. What is that and why is it important to sales differentiation? LS: Absolutely. Super important concept. So, we talked about differentiating what you sell and differentiating how you sell. Within the how you sell umbrella, there’s personal value differentiation. I don’t care if you’ve been in sales a couple of months or 30 years, there is value that you personally bring to the table. And I find salespeople don’t think enough about that. And if you don’t know what your personal value is, you can’t possibly position it in a meaningful way. You see when someone buys from your company, they get you as part of the deal, right? You’re part of the package. You aren't working for those guys; you’re working for these guys. So, what is that value? So, if we don’t know what that is, we can’t leverage it to help us win more deals at the prices that we want. So, there might be expertise that you have in your industry, in the product that you’re selling, but there’s an expertise that every one of you watching this should have and may not have at the level that you should. And that is expertise in the people that you’re selling to. So, if you normally call on CFOs, you should know that CFO role inside and out. What’s keeping them up at night? What are the challenges that they’re having? What is key terminology that they use? What are their folk layers? What are they trying to accomplish? Because if you know that, if you have that mastery, you can connect your industry with their world, and you demonstrate meaningful credibility. Remember, you know more about the world of potential solutions in your industry than they do. So, they need you. But they got to trust you. And the way that trust is established is by becoming an expert. An expert in your world, but also an expert in their world so they see you as that valued resource. OF: That’s excellent. I think another one of the big questions that has been on everyone’s minds over the last few months with how the world has changed is how to differentiate yourself in a virtual selling environment. In your opinion, what are some of the challenges that salespeople might face in differentiating themselves in this new normal and how can they overcome some of these challenges? LS: Yeah. Great question. It’s definitely a different selling time right now. We hear this expression “virtual selling.” But think about it, virtual selling is just inside sales on steroids. We’re overthinking it, right. Yes, there’s sensitivity we need to have in the communication that we use and the tools that we use, but let’s not overthink this. We put this name, virtual selling. It’s a pretty name, it goes with the times. But I think we’re also putting way too much emphasis on it. That being said, not everyone fits in an inside sales role or a virtual sales role and not everyone fits in an outside sales role. So that’s one of the key consideration points as you look at this, there’s plenty of assessment tools when companies are hiring. And they look at where does this person fit best? Is it in that insight sales role or in an outside sales role? See when you’re in inside sales there are certain things that you have as disadvantages that outside salespeople have. One of them is when you meet face to face with someone, you get to see body language and facial expressions and taking notes and all those kinds of things. In a virtual environment you may not have that opportunity unless you’re using a webcam. Now, if you’re going to use a webcam, one of the things that’s also very different is, if I’m an outside salesperson I’ve been taught to look someone in the eye, that’s a sign of respect. Well in a virtual environment, looking someone in the eye is not really looking them in the eye. I have to get comfortable looking in the lens of a camera because that’s truly looking someone in the eye and that’s very different. So, what that tells us is if we’re going to use a tool like that, we’ve got to get comfortable with it. So, if I’m looking down here talking to you, because I think I’m looking at your face and I’m really not, it’s odd, it’s awkward, and it makes for a very uncomfortable selling environment. But when you think of the selling aspect of it, there’s a discovery meeting. Well, that discovery meeting, you should be preparing the questions you’re going to ask, the information you’re going to share. No different than when you were selling outside. You get to a point where you need to memorialize the relationship in a proposal. So again, very similar, but one of the things that you would be able to do in an outside sales environment is to present the proposal. When I see a lot of inside salespeople, now called virtual salespeople, do is they email the proposal over and sit there and fingers crossed saying, “Oh my gosh, I hope I get the deal.” Never, ever, ever email a proposal. Present it. Just like the outside salesperson would sit down with someone and take them through it, use a virtual environment like the zoom meeting, for example, show it on screen and walk them through the different sections of it. Because if you send it over, here’s, what’s going to happen. They’re going to flip to page seven, which has the pricing on it. And they’re going to look at the price and they’re either going to love it, or they’re going to hate it. And they're either going to say you got the deal or more likely, they’re going to say nothing and go dark on you. If you guide them through it, it helps to remind them of the differentiators that you have. Why are you even talking, so the challenges that were covered during discovery lead them down the path and then explain the investment that’s associated with your solution. But the key there is mastery of the tools that you’re using. Using a webcam, some type of sharing tool, whatever it might be. The time to figure those out is that when you have a client involved, you do that outside. You make sure, you know every aspect of those tools inside and out, and then guide them through that process just as you would in outside sales. Don’t overthink the role, but rather take what you did in outside sales and figure out ways to apply it in that virtual environment. OF: Well, those are some fantastic, actionable tips. Lee, thank you so much for taking the time to share your expertise with our audience. I’ve really enjoyed this conversation. LS: Well, thank you for having me, Olivia. It’s been great fun. OF: To our audience, thanks for listening. For more insights, tips, and expertise from sales enablement leaders visit salesenablement.pro. If there’s something you’d like to share or a topic you’d like to learn more about, please let us know. We’d love to hear from you.

Do you know how to differentiate your business from your competitors in the eyes of your prospects?If it just came down to you and one other supplier, would your prospect come to a decision based on price?Lee Salz can help you solve that problem.He is the best-selling author of Sales Differentiation (which won the silver medal for top Sales Book of 2018) and the No. 1 rated sales management book on Amazon - Hire Right, Higher Profits.And he is this week's guest on The Extremely Successful Sales Club PodcastLee shared some absolute gold – stuff like…The difference between “Marketing Differentiation” and “Sales Differentiation”Why pricing is the ultimate decision factor in the absence of differentiationWhy understanding the difference between Suspects, Prospects, Customers and Clients can have such a dramatic effect on your resultsThe “Sales Crime" Theory that will change your prospecting strategy How to successfully work your way through an RFP Tender process when you're fighting a lower priced competitorWhy people who say they have a “Closing” problem have actually got a “Discovery” problemAnd much, much moreThis is an episode you do not want to miss

In a world of sameness and price pressure, how can you differentiate yourself and your company from the sea of competition? Lee Salz joins us today with powerful ideas on how to differentiation. He's the author of the one of the best seller, Sales Differentiation:19 Powerful Strategies to Win More Deals at the Prices You Want. Sales Differentiation is jam packed with practical ideas that apply to both marketing and sales ideas that are fresh from the field. As the CEO of Sales Architects, a leading sales management strategy firm, Lee helps companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. Whether you own a company, work in sales, or specialize in marketing, you'll benefit from these ideas on how to differentiate.

It's no longer good enough to show up, talk about your company, talk through a long PowerPoint presentation describing your product, features and benefits and think you've added value. What the prospect sees and hears feels exactly like your competition that just left.  Blah, blah, blah.  No value added.  No differentiation.  No curiosity.  No reason to change.  You're left with price.  And that's not a good selling position.  Today's Sales Vitamin Podcast guest is Lee Salz.  He's the author of the best selling book Sales Differentiation 19 Powerful Strategies To Win More Deals At The Prices You Want.  Lee is a leading sales management strategist, the CEO of Sales Architects and a recognized expert in sales differentiation.  He's a featured columnist in The Business Journals and a media source on sales and sales management.  He's been quoted and featured in The Wall Street Journal, CNN, The New York Times, MSNBC, ABC News, and numerous other outlets.    In this episode Lee discusses the following sales vitamins: How he would sell a major league baseball product. Finding fit & alignment.Positioning differentiators. Differentiating how you sell.The importance of having a sales playbook.3 keys to having a strong sales organization. Mastering discovery. Social media selling. The one sales vitamin you have to take.  Connect With Lee LinkedInWebsiteBook Book PageConnect With John LinkedIn

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.

When it comes to authenticity in sales there are two sides to the coin. Yes, we need authentic relationships, but we also need to bring authentic value. This week you'll hear from the master of differentiation, Lee Salz, bestselling author of Sales Differentiation. You'll be challenged to truly get to know the business issues your clients and prospects face so you can add value so you can achieve equal business stature.

Every Friday we present a supercut of the most insightful, most inspiring, most useful pieces of sales wisdom from the week that was. And in case you missed it, click the links below to listen to the full episodes. This episode is brought to you by the Selling with Soul podcast, hosted by Meredith Messenger and produced by the Sell or Die Podcast Network. Selling with Soul discussed new sales and revenue growth strategies, demystifies sales concepts and develops sales skills through master classes and expert interviews. Listen today on Apple Podcasts or wherever you get your podcasts. On today's show... 02:07 - Greg Crumpton gives us an inside look at selling in the trade industry.  07:00 -  On Motivation Monday, Larry Benet reveals his secrets to networking with the big dogs.  13:30 - Lee Salz gives us his definition of a unique salesperson and helps us all beat the internet overlords. GET MORE SELL OR DIE Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show!   Need more sales help? Jeffrey's website: https://gitomer.com Jennifer's website: https://salesinanyminute.com Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy   NEW BOOK Order your copy of Jen's new book Sales in A New York Minute today! 212 pages of real world and easy to implement strategies to make more sales build loyal relationships and make more money.   SEE JEFFREY LIVE It's time to skill-up. Learn from Jeffrey Gitomer, the King of Sales. He'll be giving a seminar in a city near you. Be there!

How do you sell your products in a world where Amazon looms large with tiny prices? Lee Salz of the Sales Architects may have a solution. Lee specializes in differentiation and disruption that keep salespeople and business away from the battlefield of price.  This episode is brought to you by, The Why and The Buy, hosted by Jeff Bajorek and Christie Walters. They interview entrepreneurs and sales experts to find out the why behind their success. Listen on Apple Podcasts or wherever you get your podcasts.   On today's show... 04:26 - What are Jeffrey's 5 favorite sales ever? Find out. 09:55 - Lee's definition of disruption 17:47 - What's the difference between leaders and management? 21:41 - Lee's method for creating disruption 34:06 - How do you differentiate yourself from Amazon? 40:06 - Three words that can make business go from "just okay" to "great". 46:15- Putting yourself in the buyers' shoes can make all the difference.  More on today's guest Lee is originally from New York and New Jersey and spent ten years in the Washington D.C. Metro area. He now calls Minneapolis home, along with his wife, three children, and two dogs. When he isn't on the baseball field coaching his kids, Lee is in the gym preparing for his next powerlifting meet. He's been competing in the bench press since 2000 and most recently won the 2014 Minnesota State Powerlifting Championships.  Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show! Need more sales help? Jeffrey's website: https://gitomer.com Jennifer's website: https://salesinanyminute.com Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy NEW BOOK Order your copy of Jeffrey's new book Sales Manifesto TODAY! Imperative actions you need to take and master to dominate your competition and win for yourself...for the next decade. SEE JEFFREY LIVE It's time to skill-up. Learn from Jeffrey Gitomer, the King of Sales. He'll be giving a seminar in a city near you. Be there!

Lee Salz, Selling From the Heart Champion and author of Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want joins us this week to share practical ideas you can put to work immediately to differentiate yourself in a sea of sameness.

Lee Salz, Selling From the Heart Champion and author of Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want joins us this week to share practical ideas you can put to work immediately to differentiate yourself in a sea of sameness.