Podcasts about sales differentiation

This short segment comes from our recent episode on Reasons Deals Don't Close with Force Management's Anne Gary. Today's conversation focuses specifically on metrics - how to align them to your buyer and why reps often struggle with getting this critical information from the customer. Be sure to check out the full episode with Anne here: https://revenue-builders.simplecast.com/episodes/key-reasons-deals-dont-closeDon't miss Force Management's webinar on Building Consensus with Metrics. It's geared towards reps and front-line managers. Share it with your teams. Here's the link to sign up: https://hubs.la/Q02PG1Cf0

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.

SHOW SUMMARYIn this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan in a deep dive with industry expert Anne Gary as they explore the essential steps in preparing for the Economic Buyer meeting. Ann shares valuable insights on how salespeople can differentiate themselves, become true business partners, and align their solutions with both corporate and individual objectives.KEY TAKEAWAYS[00:00:49] Research is Key: 8 out of 10 executives feel sales meetings are wasted time. Research company objectives, risks, and competition beforehand.[00:01:46] Be a Partner: Differentiate by helping run their business. Provide insights into unconsidered business issues.[00:02:56] Align for Success: Link solutions to corporate and individual performance, focusing on revenue growth, cost reduction, and risk mitigation.[00:04:55] Articulate the Pain: Quantify the current situation, showcasing the full ramifications of the customer's process and connecting it to positive business outcomes.[00:08:14] Differentiate Effectively: Identify required capabilities, differentiating based on unique strengths addressing specific pain points for winning the Proof of Value (POV).[00:09:00] ROI Confidence: Develop a preliminary Return on Investment (ROI) confidently before entering Proof of Concept (POC) discussions.HIGHLIGHT QUOTES[00:01:25] "Be a business partner, not a salesperson. Help them run their business, inform them about business issues they haven't considered."[00:03:57] "The terms that resonate with your champion may not be the same terms that resonate with the economic buyer. Speak on their business terms."[00:07:54] "Understand how these people are measured. Highlight the business outcome that aligns most with how they're evaluated."Listen to the full episode with Anne Gary through this link:https://revenue-builders.simplecast.com/episodes/getting-to-the-economic-buyer-with-anne-garyCheck out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

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

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

In this episode of the Thoughtful Entrepreneur, your host Josh Elledge speaks with the Founder of Edinger Consulting, Scott Edinger.Scott emphasizes that growth is not just a sales issue, but a leadership one. He underscores the importance of aligning sales with strategy. A shocking statistic he shared is that 86% of CEOs do little to nothing to align sales with strategy, which he finds tragic.Many executives, he explains, focus on the capabilities of their products and services and expect the sales team to simply go out and sell them.Scott also talks about the need for sales teams to focus on creating value in the sales experience rather than just communicating the product or service's value. He suggests having conversations with customers where expertise is shared and insights are provided to help them achieve their objectives. This approach differentiates the sales team and eliminates the need for pressuring customers for a close at the end of the quarter.However, Scott believes executives should be more engaged with their sales team and recognize that the sales experience can be a differentiating factor. He emphasizes that sales is executing the company's strategy and that success or failure occurs on every sales call.Scott generously discusses the free resources available on his website, scottedinger.com. He has written a hundred articles for publications such as Harvard Business Review, Forbes, Fast Company, and Chief Executive, and provides links to all of them on the website's articles page. These articles cover topics related to leadership, strategy, and sales.Scott also mentions a 30-page workbook called the Growth Leader Workbook, which can be downloaded from the website's books page.This workbook is a companion to his book and provides practical application of its ideas. The workbook contains charts and graphs that can be helpful for sales professionals.Key Points from the Episode:Importance of aligning sales with strategySales as the execution of the company's strategyDifferentiating through the sales experienceInspiring and motivating teams for growthFree resources available on Scott Edinger's websiteArticles covering leadership, strategy, and salesThe Growth Leader Workbook as a companion to the bookImportance of creating value in the sales experienceEliminating the need for pressuring customers for a closeFocusing on delivering value and advocating for customers' objectivesAbout Scott Edinger:Renowned business growth consultant Scott K. Edinger, in his latest book, "The Growth Leader: Strategies to Drive the Top and Bottom Lines," addresses the critical link between C-Suite strategy and sales force execution for sustainable business growth. Drawing on his extensive experience working with CEOs and Senior Leaders of Fortune 500 companies, Scott emphasizes the importance of shifting focus from mere sales transactions to creating enduring customer value. As he terms it, the key to achieving "graceful growth" is fostering effective communication between leadership and sales teams. By closing the gap between strategic vision and its implementation on the front lines, businesses can achieve a harmonious synergy that combines speed, power, and coordination. Scott's insights underscore that genuine and lasting growth is not solely a sales challenge but a...

In this episode of the Selling with Love Podcast, Jason Marc Campbell shares three important messages for you to take as you listen to this episode. He tells you how to avoid being a convenience store in business and why you should focus on one thing and do it amazingly. He also explains why building a great product is not enough and how you can confidently market yourself and sell with love. He illustrates his points with a unique set of stories from his recent trip to Canada, where he encountered two different coffee shops that had very different approaches to sales and customer service. If you want to learn how to make more sales, enhance your focus, and make customers happier, this episode is for you. Never Struggle With Sales Again: Identify, Attract and Close your Ideal Clients FREE MINI-COURSE

In this episode of Pit Stops To Podium, we have the amazing Leslie Venetz joining us. She is the Founder of Sales Team Builder. As a 3x Head of Sales who successfully sold SMB to C-suite enterprise, Leslie brings a unique perspective and diverse set of experiences to help commercial teams build repeatable processes and winning playbooks that produce revenue. Leslie is a motivated and dedicated sales leader, with a powerful history of success in new business development & sales leadership. Chapters: 00:00 - Intro 01:00 - Who Is Sales Team Builder? 02:13 - Founding Sales Team Builder 04:28 - 3 Fun Facts About Leslie 07:43 - Meeting The Needs Of The Modern B2B Buyer 11:14 - Creating and Implementing a Sales Cycle 14:56 - Structuring The Cadence of Customer Engagement 18:29 - Tips & Tools for Sales Differentiation 22:09 - Why Is It Worth It & Where To Start? 23:50 - Engage With Leslie //ENGAGE WITH LESLIE Leslie's LinkedIn Leslie's TikTok //MENTIONS Yellowstone ChatGPT Regie.ai Lavender Boomerang Humantic.ai //BOOKS Sell without Selling Out by Andy Paul Suspended Sentences by Mark Polizzotti //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts

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 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

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

Sales Leaders and their teams the world over are constantly searching for the secret elixir that will differentiate themselves, their products and services, from the competition. Many of them look at the product and service space and try to create tangible differentiation in terms of features and benefits. Others perhaps focus on post sales implementation and relationships to separate themselves. However there appears to be an untapped resource readily available right now that has the potential to be a game changer, and yet many are not embracing it. It is the power of video. Recording short, specific and directed videos for your key business prospects and customers is delivering incredible results for those embracing the technology, and in today's episode, I had the privilege of speaking with Tyler Lessard about the power of video in sales and marketing. Tyler is the VP Marketing and Chief Video Strategist at Vidyard and is leading the way in providing a platform that makes it easier for sales people and sales leaders to reach their targeted customers through video. If you do not have video as part of your sales & marketing strategy, I guarantee that it will become a key part of your strategy after listening to this conversation. To connect with Tyler on LinkedIn, please click here.

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!

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

Every product/service can be differentiated if we look hard enough. Use a value chain to find those points of differentiation in your sales process.

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 

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/ 

Lee Salz is a sales management strategist and author of a new book titled, Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition. In today's conversation, Lee shares what it means to Sell Different and how it will help sellers to win more deals at the prices they want. Specifically, how to win more deals at the prices you want when the differences between your products and those of your competitors are slight. Then we dig into the reasons why HOW you sell is equally as important as WHAT you sell. If not more so. Plus, why top salespeople know that putting their buyer's needs before their own is a key to their success. Connect with Andy: LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | ringDNA.com BombBomb | Build better business relationships with video messaging | BombBomb.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast Learn more about your ad choices. Visit megaphone.fm/adchoices

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!

In today's episode, Kevin and Richie discuss how we can all sell differently by focusing on how we differentiate ourselves from our competitors. We also have the master of differentiation and author Sales Differentiation and the just released book Sale Different, Lee Salz in house to share his tips and tricks.Follow Put That Coffee Down on Apple PodcastsFollow Put That Coffee Down on SpotifyMore FreightWaves Podcasts

In today's episode, Kevin and Richie discuss how we can all sell differently by focusing on how we differentiate ourselves from our competitors. We also have the master of differentiation and author Sales Differentiation and the just released book Sale Different, Lee Salz in house to share his tips and tricks.Follow Put That Coffee Down on Apple PodcastsFollow Put That Coffee Down on SpotifyMore FreightWaves Podcasts

On this week in sales we'll be looking at: - RFP management - Self-service for Salesforce - How long it'll take before Victor crashes his new bike Loopio and Seismic Launch Enhanced RFP Content Management Integration for Sales Teams Salesforce has also introduced Subscription Management for Revenue Cloud. Denave launches its retail solution mascot - Dgenie Customer Data Platform Market worth $15.3 billion by 2026 Lee Salz has a new book coming out titled, “Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition” (Release Date: Sep 14, 2021a followup to “Sales Differentiation: 19 Powerful Str

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

As we kick off our latest series on the importance of differentiation from competition in the sales process, Donald is joined by Tim Pollard to learn more about message building. As the CEO of Oratium, he's learned the importance of messaging that delivers results and makes an impact on its audience.   The most common messaging problems: There is no differentiation. Differentiation has to be embedded somewhere. Otherwise, you will not be memorable. Three toxic mistakes characterize the way we structure messaging: We pack too much into messaging. Forty-slide decks are overwhelming, and nobody pays attention to them. Most modern sales messaging is too confusing or has an unclear value proposition. Almost all messaging is self-oriented. It's about the salesperson or their company instead of relating it to the client. This leads to two problems: The initial sales meeting isn't compelling.  Most messaging fails the retellability test.   The goal shouldn't be first meeting success; it should be second meeting success. You should tell your story in that first sales meeting. But It's even more about that person's ability to retell your story and solution in their private meeting with a decision-maker later on (AKA the second meeting.)  Sales messaging has an important goal: retellability. You can't speak just to the interest of the person in the meeting, you have to talk to the interests of that next meeting. This is even more difficult when virtual. It's more complicated than remembering to wear pants; it's moving a social practice to an asocial environment.   Think about the clarity and specificity of your message. If you have too much information, you have even less chance of keeping attention. The loss of feedback and social cues when virtual can be a barrier to success. It's a paradox of communication - we do things we hate to experience ourselves. We go back and do the things that don't work - it's out of habit and it's easy to continue to do it. And nobody has ever given a workable model.   The true key to breaking bad habits is to teach a workable and different solution. You've got to know your story. If you're reading from a deck, you won't succeed. To learn how to develop better communication habits, check out Tim's books The Compelling Communicator and Mastering the Moment. Oratium has a ten-lesson e-learning for designing and executing a sales conversation, designed specifically for a virtual environment, on their website. Tim's major takeaway? Many people try to whittle down their messaging by cutting a deck from 50 to 25 slides. Just stop using the deck altogether! Instead, fundamentally restructure your communication to no longer use a failed model. Create an aligned messaging structure based on what works. Connect with Tim on LinkedIn.   Join Donald's Facebook group, The Sales Evangelizers, to find a community of people to share, reflect, and grow with!   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 course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master the fundamentals of sales 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, tune in on Apple Podcast, Stitcher, and 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.

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)

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 Salz is a best-selling author (check out "Sales Differentiation") and sales strategist. As kindred spirits on Sales and value, we always have great conversations, and decided to have one with the microphone turned on. Lee shared some great stories about his work with his clients on helping them differentiate how and what they sell. Thanks, Lee! Learn more about your ad choices. Visit megaphone.fm/adchoices

Lee Salz, best-selling author of "Sales Differentiation" and CEO of Sales Architects joins me on this "Sales Tips" segment of the Trucking Tower Podcast. We discuss: Target profile clients His teenage summer job experience and an “a ha” moment regarding targetprofile clients How to differentiate your solutions and get the sales price you want His son's college recruiting experience as an example His bench press powerlifting experiences His upcoming book release “Sell DifferentMore….Please follow Trucking Tower for other awesome guest interviews andinsights into selling more efficiently and effectively!To your success,Andy HedrickCEO - Trucking TowerSpokesperson - ATTACA - All Truckers Together Against Child Abuse

On today’s episode, Kevin and guest co-host Nicole Glenn, Founder and CEO of Candor Expedite discuss how salespeople should differentiate themselves and their products to close more deals. We welcome Lee Salz, the best selling author of Sales Differentiation. Lee will break down how differentiation isn’t all about what you sell, but how you sell.  Plus, listener feedback, advice, and community building!#sales #PutThatCoffeeDown #salesforceApple PodcastSpotifyMore FreightWaves Podcasts

On today’s episode, Kevin and guest co-host Nicole Glenn, Founder and CEO of Candor Expedite discuss how salespeople should differentiate themselves and their products to close more deals. We welcome Lee Salz, the best selling author of Sales Differentiation. Lee will break down how differentiation isn’t all about what you sell, but how you sell.  Plus, listener feedback, advice, and community building!#sales #PutThatCoffeeDown #salesforceApple PodcastSpotifyMore FreightWaves Podcasts

Paul Butterfield, VP of Global Revenue Enablement at Instructure and Host of the Stories from the Trenches podcast, joined Kristina Jaramillo for a discussion on rebooting the sales process and messaging to drive a rebound in win rates. Within this podcast, you will learn:How sales teams are having undifferentiated social, email and live selling conversations and how they need to differentiate themselves by how they sell rather than price or product features. How Instructure is starting to provide a differentiated selling experience - and what their "differentiating through experience" initiative will look like in 2021.,How Paul shifted the sales process and selling conversations at NiceInContact to achieve 75% win ratesThe changes you need to make within your organization to really become customer-centric - and what you need to shift in your sales process.The role sales enablement and marketing teams should play in helping sales align with buyers.Paul will be a panelist within an upcoming "Rebooting Win Rates" panel in our ongoing "Reboot Friday" series. If you liked the conversation with Paul, you'll also like our Rebooting the Social, Email and Live Conversation" panel with Kristina Jaramillo, Julie Thomas, Patrick Downs and Andrew Sykes. Click here to register for the Reboot Friday series

Today's guest is Jeff Bajorek, he's a sales author, expert, and one of the top sales trainers in the industry. Jeff spent over a decade in the field as a top performer.  He's been in your shoes. He knows what it takes to help you succeed.Jeff shares his sales strategies and methods through writing, speaking, sales workshops and training programs, and his Mighty Networks community. His book The Five Forgotten Fundamentals of Prospecting focuses on five simple, common-sense fundamentals most salespeople ignore.  Jeff is also the co-host his really successful business, life, and leadership podcast,The Why and the Buy. He's also got a new book out, “When Things Go Sideways”, perfect for today's business environment.  Jeff's unique approach has been featured on the Sell or Die Podcast, The Salesman Podcast, Business Growth Time, The Nice Guys on Business Podcast, and more. Jeff's tagline is “rethink the way you sell” and in this episode, that's exactly what he does. This episode is filled with practical sales advice that you can implement right away.  Here's what you'll learn in this episode: The origins of Rethink The Way You Sell.The Little Red Book of Selling's influence. Why you need to utilize the right sales tools.5 Forgotten Fundamental of Prospecting. Modes vs Messages.Sales differentiation.Creating sales tension. The state of sales training.Strategic prospecting. Why "swagger" is important.1 Sales vitamin. Connect with JeffOfficial WebsiteLinkedInTwitterYouTube

Today's Sales Vitamin Podcast guest is Zeeshan Farooq, he's a Senior Sales Manager with Fluidigm Corp.    Fluidigm is a leading biotechnology company that provides multi-omic solutions to study cancer, inflammatory diseases and immunotherapies.  They are also providing a lot of research and response to the Covid-19 Pandemic.  Fluidigm serves customers in over 35 countries and has locations all over the globe.  Zeeshan (or “Z”) - is a lifelong sales professional and he's walking the walk and talking the talk every day out in the sales field.  He's also got an undergraduate degree in Cell & Molecular Biology and an MBA.  But, what makes Zeeshan a great sales professional is his passion to help people solve their problems, learn and grow.  He approaches sales and life from a holistic view.  This episode is filled with practical sales advice that you can implement right away.  Here's what you'll learn:The worst sales advice he's ever received.The power of learning from customers. His favorite sales channel and why.His thoughts on video email.What's holding sales professionals back. Mental preparation for the sales professional. The power of a gratitude journal.Managing time. Sales differentiation. The buyers process.Facilitating a sales deal and business acumen. Getting to the DM (Decision Maker).His ONE sales vitamin. Connect with ZeeshanLinkedIn 

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.

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

Bill Cates (author of "Radical Relevance") and I talk about what is means to be radically relevant in order to cut through the noise and grab a buyer's attention. I always enjoy talking with Bill. He’s a straight talker. And I really enjoy his emphasis on how sellers need to get out of their own heads about what differentiation is and what value is. Because if your buyer doesn’t think you’re differentiated and doesn’t believe your “value” to be valuable. Then, it’s not, is it? We’re also going to dive into a handful of Bill’s 17 Rules for Relevance and how use these to be critically compelling to get buyers moving and keep them moving. Learn more about your ad choices. Visit megaphone.fm/adchoices

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.

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. Learn more about your ad choices. Visit megaphone.fm/adchoices

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.   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.

On this final podcast of our series on Sales Differentiation, Jeb Blount and Lee Salz discuss that to truly differentiate, you must be able to articulate the value that YOU bring to the table.  

In part six of the Sales Differentiation series, Jeb Blount and Lee Salz teach you exactly what to do when your prospect asks for references.  

On this podcast, Jeb Blount and Lee Salz discuss tips and tactics for standing out and grabbing the attention of hard-to-reach prospects.  

In part four of this multi-episode series on how differentiation can give you the winning edge in sales, Jeb Blount, author of Objections, and Lee Salz, author of Sales Differentiation, discuss the power of discovery and how to use positioning questions to gain control of the conversation and separate from your competitors.  

In part three of this multi-episode series on how differentiation can give you the winning edge in sales, Jeb Blount, author of Objections, and Lee Salz, author of Sales Differentiation, discuss how stories evoke emotions and set you apart from your competitors.  

In part two of this multi-episode series on how differentiation can give you the winning edge in sales, Jeb Blount, author of Objections, and Lee Salz, author of Sales Differentiation, discuss some of the biggest mistakes salespeople make.  

In this multi-episode series Jeb Blount, author of Objections, and Lee Salz, author of Sales Differentiation discuss tips, techniques, and mindsets that set you apart from your competition and give you the winning edge.  

Lee Salz is the founder of Sales Architects and The Revenue Accelerator, as well as the author of five bestselling books, including “Sales Differentiation” and “Hire Right, Higher Profits.” With his remarkable expertise in sales and entrepreneurship, Lee has assisted hundreds of companies in building world-class sales forces, developing effective strategies and processes for maximizing profit, and transforming their sales perspectives from people-based to process-based. In this episode, we talked about sales management, entrepreneurship, social media...

Lee Salz is the founder of Sales Architects and The Revenue Accelerator, as well as the author of five bestselling books, including “Sales Differentiation” and “Hire Right, Higher Profits.” With his remarkable expertise in sales and entrepreneurship, Lee has assisted hundreds of companies in building world-class sales forces, developing effective strategies and processes for maximizing profit, and transforming their sales perspectives from people-based to process-based. In this episode, we talked about sales management, entrepreneurship, social media...

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.

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.

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.

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!

On this week's episode of The Advanced Selling Podcast, Bill and Bryan have the chance to sit down with Lee Salz, best selling author and sales expert. Lee dives deep into the topic of Sales Differentiation and how to stand out from your competitors. He also gives some strategies on how to change your sales process and win more deals at the prices you want! To get a copy of Lee's new book, Sales Differentiation and BONUS Videos, go to http://salesdifferentiation.com. ========================================= If you'd like to bring one or both of us into your national sales retreat or meeting, send us an email to listener@advancedsellingpodcast.com and we'll get the ball rolling. Download your free eBook, "Elements of a winning sales proposal: Create stunning proposals that close deals" by our friends at PandaDoc. Go to https://www.pandadoc.com/asp to get it now! Also, be sure to get your free copy of Outreach's book on Sales Engagement. Just go to https://www.outreach.io/asp and it's all yours!  Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to download the ALL IN Program today! Be sure to join the Advanced Selling Podcast LinkedIn Group www.advancedsellingpodcast.com/linkedin. =========================================

Lee Salz: Founder and CEO of Sales Architects, author of several books including Sales Differentiation which was awarded by Top Sales World the silver medal for top sales book of 2018. The philosophy of the book was developed by Lee over the last 30 years and is applicable to any industry and company of any size; the more effective you are at differentiating the more effective you will be at protecting your price margin.

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Join Kody Bateman for episode 24 of his Relationship Marketing Podcast. He will have guest Lee Salz. Lee Salz is a leading sales management strategist and founder of Sales Architects and The Revenue Accelerator. An expert in building world-class sales forces, he designs the processes companies need to win more deals at the prices they want.He has authored five bestselling books including his latest: "Sales Differentiation.

Lee Salz, Founder and CEO of Sales Architects and author of the new book Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want, joins me again on this episode of #Accelerate!

Sales differentiation helps salespeople win more deals at the price point they want, and today Lee Salz talks about building a framework that will allow you to personalize your sales. Sales reps in every industry must differentiate themselves in today's market. It's crucial for sellers to have room to "color" the sales process. Origins When Lee was a kid, he had a job as a pickup and delivery driver for dry cleaning. The guy he worked for didn't own a dry cleaning business; he simply knew it was a hassle to drop off and pick up your clothes. He developed a contract with a couple of different dry cleaning firms and he charged a premium for the service. The idea took off, and Lee was intrigued by the idea that he was able to add a 40 percentage point premium by differentiating the service. He didn't actually put the idea into play until his 50th birthday after he had learned a lot about the industry. Philosophy of differentiation Lee said the philosophy translates for every possible seller. No matter what industry you're in, what size company you're in, whether you sell products or service, whether you sell B2B or B2C, and it doesn't even matter what methodology you use in your sales. The premise is simple: win more deals at the prices you want. Differentiation around what you sell Differentiation around what you sell relies on the ability to translate your passion to the person sitting on the other side of the desk. If you can't communicate your own passion about your differentiators to the person on the other side of the desk, you might as well not have anyone sitting there. The idea is to build passion and help salespeople communicate it in a meaningful way. You want your customers to believe they must have what you're selling. [Tweet "Companies have an obligation to share their differentiators with their salespeople and to explain how to position them with buyers. #SalesDifferentiation"] It's a responsibility that falls to marketing, business owners, and sales leaders. Marketing and sales differentiation Marketing differentiation is one-directional communication for the masses. Think trade shows and websites. It screams to the marketplace, "Hey! Look at us! We're here." It demonstrates all the available potential. Sales differentiation is two-directional communication with an individual, specific buyer. It takes all of the potential and personalizes it to an individual specific buyer. Everyone buys for a different reason so if you leave all the capabilities out there and rely on that to drive buyers, you'll fail. You must have salespeople who gather all the potential and bring it to the individual level. [Tweet "Solution is often used haphazardly, but it means you take what someone is looking to accomplish and align it with what you offer. #SalesSolutions"] Add those two things together and that meets the definition of solution. Two differentiation workshops It doesn't matter what you're selling. Make a list of your most common competitors who also sell what you sell. Work with your team to do the analysis. Answer two questions: Why do you win? Why do they win? Make a list of the decision influencers, the people commonly involved in the decision to buy what you sell. Again, answer two questions: What is keeping them up at night relative to your offering? Given what is keeping them awake, how can you help? If you engage your team in these two workshops, you'll get a series of differentiators that will serve as raw material to work with. From there, develop a communication strategy that helps you build passion around those differentiators. Differentiation around how you sell Every interaction between a seller and a buyer provides an opportunity to offer meaningful value that your competition doesn't provide. Consider this: Would you prefer a restaurant with outstanding food and mediocre service or mediocre food and outstanding service? Most people will choose the outstanding service. That means you could have the best product features and functions but your failure to differentiate how you sell could cause you to lose. From that very first phone call to the time they sign on the dotted line, you have an opportunity to build a great experience. Customer service vs account management Don't equate the two as the same. Customer service occurs when your client asks you for something. The measurement of success should be timeliness and accuracy in the response. It's the proactive set of activities and behaviors that you'll provide that adds value in the relationship that has nothing to do with the product. Look at every touch point to find every opportunity to do something different that your client will find meaningful. Recognizing your competition Your true competition exists in your battle to earn face time with your prospects. No executive has the responsibility to meet with salespeople every hour on the hour. In order for us to earn that meeting, we have to create intrigue in the first moment. Imagine operating the way the police do. When they knock on your door to ask questions about a crime, they don't randomly choose your home for a conversation. They follow a trail of evidence that leads them to you. They've put together a theory, and you should do the same with your sales efforts. Instead of blindly calling people and sending emails, put together a sales crime theory, based on the answer to this question: why should they want to have a conversation with us right now? Instead of asking why we should talk with them, ask why they should want to have a conversation with us. Put together a messaging strategy based on your research that will help them recognize what you have to offer. Sales Differentiation resources Lee's book Sales Differentiation:19 Powerful Strategies to Win More Deals at the Prices You Want is available in bookstore, at your favorite online book sources, at Amazon, and a variety of other places. You can also go to salesdifferentiation.com and register for Lee's video series. The videos are typically only available to workshop clients but he's making them available to the people who purchase the book. Go to the website, click on "bonus," fill out the form, and start taking advantage of the videos. "Sales Differentiation" episode resources This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out. You'll receive real-time alerts anyone opens an email or clicks a link. Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out. This episode is also brought to you by the TSE Certified Sales Training Program. If 2018 wasn't the best year for you, check out TSE Certified Sales Training Program. We can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven't already done so, subscribe to the podcast so you won't miss a single episode. Share it with your friends who would benefit from learning more. Audio provided by Free SFX and Bensound.

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

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!

Lee Salz is the author of the new book Sales Differentiation. In this episode, Lee gives us a glimpse into his nineteen sales differentiation strategies meant to help salespeople win deals while protecting margins. Lee's 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."  We discuss ways to stand out, not only in terms of your products and services but as a sales professional and for people on your team. You're going to learn a ton from Lee Salz Listen and Discover > The biggest mistake professionals make when it comes to differentiation and how to avoid it. > Nineteen different strategies for sales differentiation that can help you stand out from the competition and compete on value versus price. > Why 'how you sell, not what you sell, differentiates you'. > What it takes to ask great positioning questions > Why the educated buyer may not be as educated about what it takes to purchase and implement your solution compared to you > And much more... Discover more at https://www.ianaltman.com/same-side-selling-podcast/

In this episode, we meet Lee Salz, author of Sales Differentiation and Founder and CEO of Sales Architects. Lee 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, 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. My favorite Quotes from Lee Salz on this episode:"If you're gonna lose a sale, lose early!""There's this new fad called the internet...you may have heard of it!""There is sales differentiation about WHAT you sell...as well as HOW you sell it!" You can get his book, Sales Differentiation (along with a great bonus!) at:http://www.salesdifferentiation.com If you're a business expert, a trainer, a coach, or a consultant, and you want to land Big-Ticket Clients, watch our free training: https://drpele.com/masterclass Big-Ticket Clients™ helps coaches, consultants and companies leverage the narrative psychology and persuasive power of storytelling to attract and enroll their highest-value clients online. This podcast is here to answer only ONE question: "How do you stand out in a noisy marketplace to create the business and life of your dreams, while maintaining your own powerful, unique voice?" To get answers, subscribe to Big-Ticket Clients™.Support the show (https://drpele.com)

Your prospects encounter many salespeople in all areas of their lives. It’s easy for salespeople and their products and services to begin to blend together. In order to make your sale, you’ll need to convince them that there are reasons why they should choose what you’re selling over what other people are selling. How can you do that? By making sure that you can stand out from the others. You have to differentiate yourself and your product. Today’s guest has written a book that can help you understand sales differentiation and how to use differentiation to make your sales. Lee Salz is a sales management strategist and the CEO of Sales Architects. He’s also a keynote speaker, author, and consultant. Lee joins the podcast today to talk about his most recent bestselling book, Sales Differentiation. Listen in to hear what Lee has to say about why describing your product as “the best” is ineffective, how to help buyers make informed buying decisions, and how to identify the things that differentiate your product from others. Episode Highlights: What happens when you describe your service, product, or company as “the best” Why saying that your product is the best doesn’t help to differentiate you from other salespeople Whether buyers are really as educated as you may think Helping buyers make informed decisions Two parts to sales differentiation Five steps to profiling your sales differentiation Exercises that can help you identify your sales differentiation Your biggest competitor Customer service and account management Pre-call research Why the way you sell is also a differentiator Resources: Lee Salz Sales Architects Sales Differentation Visit this page to register for the Sales Differentiation Minute video series

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.

Stop saying that you’re the best when making a sales pitch. Stop saying that you’re selling the best product, the best merchandise, or the best service because every salesperson in the world says that. Most sales conversation just lead down to price because the salesperson did not communicate meaningful differentiation. You need differentiation in sales, differentiation around what you sell, and differentiation around how you sell. Lee Salz, author of the book Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want, shares how you can disrupt sales by creating unstoppable differentiation. Learn the importance of researching and exploring the triggers, the events, or the happenings that will lead someone to explore your type of solution. The key is how you can be meaningfully different right in that first conversation or you’ll never get the meeting. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Selling Disruption Show Community today: sellingdisruptionshow.com Selling Disruption Show Facebook Selling Disruption Show LinkedIn

Lee Salz is the bestselling author of “Sales Differentiation” and that is exactly what we’re discussing on today’s episode of The Salesman Podcast. Resources: SalesArchitects.com Book: Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want Lee on Linkedin @SalesArchitects The post #587: How To Differentiate Your Product (So Your Never Have to Battle On Price!) With Lee Salz appeared first on Salesman.org.

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, Relationships, Business, Marketing   Summary   Just how much influence does the salesperson have in terms of how the value of his or her product is perceived by their prospective buyer? Actually … quite a lot. And with that in mind, we'll discuss the importance of sales differentiation with a true expert, Lee Salz. In fact, that's the very title of his terrific new book. That and more on today's show.   Interview with Lee Salz   You'll discover:   Why you should avoid using the word “best” when describing your product or service. The power of this opening statement: “Today, I'll share with you some differences in what we offer that our clients find beneficial, and you can decide for yourself if those are meaningful to you.” How to align your differentiators with the right opportunities. The difference between marketing differentiation and sales differentiation. Why we must give context to sales differentiators to help prospects understand them. A powerful story about a locally owned and operated waste management company in Minnesota that discovered its differentiator and became even more successful. How to use the customer's objection to proactively differentiate your product or service.   Click to Tweet   Sales #Differentiation is a key to communicating exceptional value and selling at the price you want. Learn how from @SalesArchitects #Sales differentiation drives buyer action. @SalesArchitects On this episode, learn how to use the customer's objection to proactively differentiate your product or service. @SalesArchitects #sales   Interview Links SalesArchitects.comSales Differentiation: 19 Powerful Strategies to Win More Deals at The Prices You Want by Lee Salz (also available on Amazon)Hire Lee to speak  The Sales Architects E-NewsletterConnect with Lee on Facebook Connect with Lee on LinkedInFollow Lee on TwitterResources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

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.

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.

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, Founder and CEO of Sales Architects and author of the new book Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want, joins me again on this episode.

In this episode, Leanne Hoagland-Smith (noted sales blogger, business coach and author of “How to be the Red Jacket in a Sea of Gray Suits” ) dishes out the straight talk advice on how to deliberately plan for sales success. She also shares her strategies that sales reps and small business can use to create meaningful sales differentiation. If you’re selling in a crowded and competitive market, what steps can you take to stand out in the crowd and attract the attention of your dream customers? Listen today to learn how!

You’ve heard it a million times— the small things make the biggest difference. Cliché? Maybe. And very true. Veteran sales trainers Bill Caskey and Bryan Neale share their list of the “little things” that they believe have the greatest impact. They share their best practices, and even include a few things they don’t do and know they should. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you differentiate yourself as a salesperson based on the experience your customer has with you. From sending an agenda to sending flowers or a thank you note, they will give you ideas that are relevant, authentic and immediately actionable. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.