Podcasts about sell different

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

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

Hosted by Holistic business coach, Katy Stuart, The Soulful CEO podcast is your home for all things business strategy, mindset, and a dash of woo. This podcast features solo episodes packed with insight and value, as well as expert guest interviews with some of Katy's favorite names in the industry. The Soulful CEO is designed to empower and educate driven, soul-led women with real stories, honest truths, tried-and-true biz strategy, and everything you need to know to create a life and business better than your wildest dreams. If you found this episode helpful or inspiring and know someone who could connect with this, be sure to screenshot, share with a friend, and tag me @thekatystuart on instagram. I love to hear feedback on the episodes and what you want to hear more of, so leave a review on iTunes! If you are interested in getting all the things inside The Experience click ⁠⁠⁠⁠HERE⁠⁠⁠⁠ To apply for my Mastermind click ⁠⁠HERE⁠⁠ To apply for a 1:1 spot click ⁠⁠HERE⁠⁠ For any questions, DM me on instagram @thekatystuart

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.

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

Lee challenges executives to blast through the artificial barriers that impede their success. He is an entrepreneur, results-driven consultant, and dynamic keynote speaker. Clients say he has a gift for architecting sales success by helping them:   He is the bestselling, award-winning author of six books, including Sales Differentiation and Hire Right, Higher Profits. In September 2021, his sixth book, Sell Different!, was published by HarperCollins which presents all-new Sales Differentiation strategies to outsmart, outmaneuver, and outsell the competition. Sell Different! achieved bestseller status in the US and Canada, was ranked top new sales book around the world, and was a finalist for top sales book of 2021. He's got another book in the works that'll be published in September 2024 focused on discovery strategy.   You can connect with Lee through linkedin: linkedin.com/in/leesalz What does Freedom mean to you? Check out our webinar: “How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461   

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

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

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 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

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

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

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

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

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

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

Sell Different. Sell More | Join seasoned sales professionals and co-authors of the new book, Strikingly Different Selling, Jen Colosimo and Scott Savage as they describe the keys to becoming relevant, distinct, and memorable so you can stand out and sell more. Subscribe to the FranklinCovey On Leadership email newsletter and receive weekly videos, tools, articles, and podcasts to help you become a better leader. ow.ly/tH5E30kAxfj Find Your Customers' Struggling Moments: Brainstorm ways to drive value for your clients. https://pages.franklincovey.com/2022-Q2-NL-January18_Newsletter-Tool-Download---Podcast.html

Years ago I caught an Uber and it was a nice newer black Infiniti sedan.  Along the way, the driver explains that his day job is a financial advisor and he drives for Uber on the side for extra cash because he's newer in the business. Now ask yourself, In that moment, was he an influential financial advisor to me? No, because I had already put him in the category of Uber driver. He couldn't market and sell himself to me as both an Uber driver AND a financial advisor. In my mind, there's only room for him in one category. But we're making this same mistake every day, and that's the topic of this episode. One of the missions of the podcast is to break down things that are confusing and frustrating so we can be less critical of ourselves and move forward with more calm, confidence and clarity.    So I want to dive into a common frustration we have with branding and marketing, which is how do we market ourselves when we sell more than one thing? In my opinion anyone can become MicroFamous, yet we have to be strategic, focused and consistent to get there. To reach the level of being famously influential. It's hard to be strategic, focused and consistent when our energy is pulled in a bunch of different directions.  Not to mention the fact that people automatically put us into one category. “Jeff is a business coach, Linda is a consultant, Jay is an author, etc.” Because people have a really hard time putting us into more than one category, it's hard to become famously influential for more than one thing to the same people. And when we're talking about different offers and services to the same people, that's basically what we're doing. We end up confusing people. And if you think everyone but you has their s#%t together, think again.  Even big companies who know better do this kind of thing all the time. The best example I've seen lately are the hilariously terrible Bud Light Seltzer ads. Have you seen these? So here's the backstory. Bud Light's parent company tries to get into the hard seltzer space with a new brand and it flops. So they come back with a brilliant idea to market hard seltzer under the Bud Light brand. You can see how screwed up this idea is in their own commercials. One of their TV ads starts this way: “The Bud Light logo makes people think our seltzer is a beer, so we hired recruited retired NFL players Nick Mangold to Block It Out! Now it's a mildly amusing commercial, but it's less funny when we realize we're doing the same thing when we're selling a bunch of different things.  We basically have to go around saying, “Hey I know you think I sell ABC, but I actually do XYZ! Surprise!” Of course, we know we're confusing people, we just don't know what to do about it. So we start asking ourselves questions like: How can I be more clear with my brand and my message? Could I put everything under the same brand?  Can I find one brand that allows me to do all the things I want to do under the same brand? I call that the Search for the Magic Umbrella. A Magic Umbrella is a brand or an idea that acts as an umbrella we can put over just about anything we want to do or create or sell. And I see people twisting themselves into pretzels trying to find it.  It's a very noisy, cluttered world out there. Especially online. One of the core principles of the MicroFamous system is that in order to cut through the noise, we have to deliver a Clear & Compelling Idea. An idea that is so razor-sharp clear that people understand it very quickly, and so compelling that it grabs their attention and makes them say, “Holy cow, I didn't know that thing existed. How can I learn more!?” Unfortunately, searching for a Magic Umbrella where we can market and talk about several different offers and services leads us away from a Clear & Compelling Idea....

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

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

Today's caller is making a podcast, video series, and maybe something else. All of it will be for sale, and they aren't sure how to package it. Should it be a single “bundle” or sold separately?   Show notes: SideHustleSchool.com Email: team@sidehustleschool.com Be on the show: SideHustleSchool.com/questions Connect on Twitter: @chrisguillebeau Connect on Instagram: @193countries Visit Chris's main site: ChrisGuillebeau.com If you're enjoying the show, please pass it along! It's free and has been published every single day since January 1, 2017. We're also very grateful for your five-star ratings—it shows that people are listening and looking forward to new episodes.

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

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

In today's episode, Kevin and Richie welcome Lee Salz back to discuss his new book, Sell Different!Plus, listener feedback, advice, and community building!Follow Put That Coffee Down on Apple PodcastsFollow Put That Coffee Down on SpotifyMore FreightWaves Podcasts

In today's episode, Kevin and Richie welcome Lee Salz back to discuss his new book, Sell Different!Plus, listener feedback, advice, and community building!Follow Put That Coffee Down on Apple PodcastsFollow Put That Coffee Down on SpotifyMore FreightWaves Podcasts

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

Sell Different! with Lee Salz #392   Get the first chapter for free 52 week video class if you buy the book  before the launch Website: www.SalesArchitects.com Twitter: @salesarchitects LinkedIn:  https://www.linkedin.com/in/leesalz

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

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

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

The number one question sales professionals must answer every day is, "What makes you different?" How do you answer this question? Our friend, Lee Salz, shares powerful ideas from his new book, Sell Different: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition. Lee shares the one strategy that 99.9999% of salespeople ignore that can immediately differentiate you and move deals forward faster.If you preorder the book you get special bonuses! Go to www.selldifferentbook.com to learn more. Make sure to register for the 2021 Trust Building Challenge! Join an incredible faculty of coaches including Dr. Maria Church and Dave Sanderson. Learn more and register now at www.2021trustchallenge.com. Thanks to our friends at BombBomb for extending a special offer to Selling From the Heart listeners. Go to www.bombbomb.com/heart to try it totally free for 14 days!

In today's sales and marketing environment, in order to have any chance of success we must be able to cut through all of the noise, get attention, and stand out from the competition. Today's guest, Lee Salz, shows us exactly how to do that.

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.

My guest today is fellow local Floridian, Corey Goltz, as he shares with us his biggest sales struggles, how he overcame those, and some of the results he has seen, and hopefully apply some or all of these principles to your own sales success. Corey Goltz is in charge of developing CleanMark's current customer base […] The post TSE 534: Sales From The Street: “Sell Different” appeared first on The Sales Evangelist.

http://MakeEverySale.com What you'll learn in this episode of The Sales Podcast ( https://www.thesaleswhisperer.com/blog/try-this-bold-marketing-idea-be-human/ )... In this episode of The Market Like A Man Podcast, Wes practices great restraint and self-control by NOT calling out a couple of online jerks that keep using silly, rude tools like TrueTwit and overseas Virtual Assistants (VAs) to send crap bulk email messages via LinkedIn. Enjoy and Sell Different. * Apply *Magnetic Marketing* ( https://gkic.isrefer.com/go/rcmm/wschaeffer/ ) to your business and watch your business grow * Learn to put *Personality In Copy* ( https://gkic.isrefer.com/go/Personality/wschaeffer/ ) and watch your influence grow * Go where the money is: *Marketing To The Affluent* ( https://gkic.isrefer.com/go/MTA/wschaeffer/ ) * Hire The Best Keynote Speaker ( https://www.thesaleswhisperer.com/keynote-speaker/ ) * Ontraport Demo ( http://officeautopilot.com?ref=477363 ) Support this podcast at — https://redcircle.com/the-sales-podcast/exclusive-content Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy