Through the University of Maryland’s Executive Education Program, we contracted Lee Salz to deliver a one-day Sales Differentiation program for a high performing cross-functional team. Given the diverse audience, Lee was great at ensuring a high level of participation from everyone. The program was intense, but fun and engaging! The program exercises challenged our team to think differently about the way we view sales. His book, Sales Differentiation, was well received and eagerly read by all.- Jeannie Plew, Vice President of Human Resources, DrFirst, Inc.
When we were planning our sales managers conference, we wanted a keynote speaker with original content that could entertain and engage our team. We chose Lee Salz and he delivered! His sales differentiation message resonated with our sales leadership team and inspired them to work with their salespeople to differentiate themselves in the way they sell, not just what they sell. The concepts and workshops he shared with us serve as great tools for our team to put into practice in the field. He was energetic, funny, and insightful…exactly what we wanted.- Jeffrey Wolinsky, Director of Federal & National Sales, Hubbard Radio
For the first time in the history of our company, we have a clearly defined strategy for our salespeople to use to differentiate us from each one of our major competitors. We initially were looking for a speaker for our sales meeting when our CEO came across the Knock-Out the Competition! sales differentiation program. After learning about the program, we quickly decided that what our salespeople really needed was a defined strategy to help them differentiate our line of products rather than a rah-rah session. The sales differentiation playbook that Lee puts together from this program is like nothing you’ve seen before…very impressive! It is a tool that our leadership team can now use to help our salespeople win more deals at the prices we want. Lee’s energy with the group, story-telling and delivery style helped our team learn his 19 sales differentiation concepts. Lee also is helping us indoctrinate the strategy with our salespeople to ensure the strategy is understood and followed.- Scott Christensen, Vice President Business Development, NuAire
The Knock-Out the Competition! workshop was outstanding. The workshop has directly affected the way our salesmen sell against our competition. It was straight forward and easy to understand, nothing was canned. The sales differentiators came from our salesmen. Lee gave us the questioning methodology and structure to differentiate ourselves from all our major competitors. This workshop put in concrete form all the services and benefits we deliver every day and showed us how to differentiate them from our competition.Jim Arbuckle, Vice President of Sales, Royal Brass and Hose
Our management team always believed we provide an excellent service to our clients but we always struggled to get this message to the marketplace. Fortunately, last fall, we met Lee at an industry conference and hired him to help us articulate our story. Lee led a sales differentiation workshop which began with the introduction of differentiation concepts followed by identifying specific differentiators for our company. I knew we had something special when our veteran salespeople were openly embracing using the differentiators in their sales process. I highly recommend you consider Lee's "Knock-Out the Competition" workshop if you want to take your sales effort to the next level.- James J. Ferry, President and CEO, TradeSource, Inc.
Our salespeople sell what many see as a commodity. I contracted with Sales Architects to deliver “Knock-Out the Competition!” to change that perception amongst my salespeople and assist them to position our value. When I initially told my team of veteran salespeople about the program, they were skeptical. Afterwards, each one of them came back to me and raved about their experiences in the program. It was gratifying to hear from my team that they now recognize, as a result of this program, that they do not sell a commodity. They have new-found energy and clarity on what makes us different…and they know how to help their buyers see those differences.- John Weaver, Executive Vice President, Sales and Marketing, Morbern
The Institute for Excellence in Sales has engaged some of the top sales thought leaders and speakers in the world to educate, challenge, and inspire our membership of top sales professionals. Lee Salz fit that bill to a tee. His combination of great delivery, well-developed content, and humor provided our members with actionable tools that they can immediately put into practice and helped them flesh-out ways to win more deals at the prices they want. Lee challenged our members to think differently about how they sell and engage buyers. I highly recommend Lee and his sales differentiation program.- Fred Diamond, Executive Director, Institute for Excellence in Sales
As part of a comprehensive sales development engagement with Sales Architects, we participated in the sales differentiation program. I, and my management team, found the experience eye-opening. We gained such clarity on our differentiators and now have a documented strategy to position them with prospects. The Sales Architects sales differentiation program has completely changed how we communicate with prospects. We are getting responses from buyers that we have never experienced before. This is a fantastic program for companies whose salespeople struggle to get meetings with prospects and who always look to management to discount prices to get the account.- Blake Scott, President, Scott Environmental Services
We had Sales Architects deliver its sales differentiation program as we transitioned our go-to-market strategy from dealer to direct sales. Not only did Lee help us strategize and develop messaging about our existing differentiators, but he helped us identify several others which we can now effectively position with buyers. Our sales team ranges from first sales job to experienced sales veteran…and they all loved the program. The sales differentiation guide that was produced from this session is being used to reinforce the strategy and teach our newly-hired salespeople how to position our differentiators with prospects. It’s been a few months since the program was conducted and our sales pipeline has never been stronger. This may have been our first engagement with Sales Architects, but it will not be our last.- Brian Graff, Chief Marketing Officer, Dynamic Fitness
As a company that is growing dramatically, we were in need of new methods by which to harness and hone our collective skill set, and Lee’s Differentiators workshop gave us that and more. Not only does the workshop provide strategies for manufacturing success with what you already have, it created a sort-of looking glass into what we as a company are forecasting as potential needs in the future. We can watch the implementation of these methods across several different platforms, and better identify areas where we need to improve and areas we can use as a model for success.- William Uecker, Co-Founder, Vista Vapors
After seeing Lee Salz present at a conference on sales differentiation, I brought him into our company to deliver his “Knock-Out the Competition!” program. Our team loved the concepts as well as his presentation style and energy. We didn’t just gain insight into our business; we learned techniques to help prospects see what we see as meaningful differentiators. His strategy to open doors with prospects who say they are happy by leveraging sales differentiation is brilliant! We are excited to continue on our sales differentiation journey and implement this methodology in our firm. I highly recommend this program!- Laura Dale Pedersen, CEO/President, A. R. Mazzotta Employment Specialists
When we first contacted Sales Architects to develop a new sales compensation plan, we were pleasantly surprised that Lee Salz was not “gung-ho” for the project. He challenged us to consider the prudence of a plan change and made sure we understood the potential ramifications. Once we determined that a new plan was needed, Lee conducted a series of interviews with us and taught us his “15 Sales Compensation Design Principles.” He took the time to understand where we were, where we are trying to go, and developed a compensation strategy that we are excited to implement. We look forward to working with Sales Architects on other sales force development initiatives.- Chris Tanner, Chief Operating Officer/Partner, Rose Paving LLC
Thank you for a great presentation. At the end of every conference, we have an ending session on take-home value. I ask each attendee what they are going to immediately put into practice. Overwhelmingly, they cited takeaways from Lee’s sales differentiation keynote presentation. They loved the content and his delivery style! The members were engaged from start to finish which I attribute to the stories Lee shared to teach sales differentiation concepts. He captivates audiences with his presence and sense of humor while providing great content. - Roy Fazio, Chairman, ASG group
We had Lee Salz conduct his sales differentiation workshop at our Enterprise Sales Team meeting. In our industry, we don’t create demand, but rather try to get prospects to buy from us instead of the competition. Lee taught our sales team strategies to position our differentiators and engage prospects in a compelling way. My team loved this session and really embraced his methodology!- Ann Losiewski, Director of Enterprise Sales, Hire Right
We asked Lee to present “Building a World-Class Sales Force” at our AA-ISP conference. The feedback was outstanding! As one attendee described it… ‘Intense and good dose of medicine. We had a lackadaisical approach to hiring…he set the record straight.’ I highly recommend Lee and this presentation to anyone responsible for managing and or hiring salespeople.Larry Reeves, Chief Operating Officer, American Association of Inside Sales Professionals
The role of salespeople in my company is to knock the current provider out of the account. Sales Architects helped us really understand what makes us unique and taught our salespeople an effective strategy to position differentiators with buyers. Lee helped us uncover ways to get prospects to buy from us and these techniques work!- Mike Moroz, President/CEO, Walters Recycling and Refuse, Inc.
When I reached out to Sales Architects, I was at somewhat of a crossroads and contemplating the best ways to profitably grow my business. Lee Salz helped me gain clarity on some existing issues, and provided actionable information to take my firm to the next level. He provided a clear sales roadmap that I can implement in my company.Marc Fowler, President, Bullseye Media
Lee delivers! We contracted with Lee to keynote our national customer event to speak on hiring, onboarding and compensating salespeople. The feedback on his session was fantastic which we greatly attribute to Lee’s prework and intertwining our culture into his customized presentation. He’s dynamic, fun, and engaging.Peter Dircks, Director of Marketing, Hearth & Home Technologies
We’ve engaged Sales Architects for both strategic and sales-focused initiatives. Each time, we’ve experienced Lee’s skill in thinking through complex problems to develop practical solutions. We used Sales Architects to optimize our sales efforts through their sales metric management strategy to focus our salespeople on the right behaviors. I will continue to use Sales Architects in the future.Marc Maloy, SVP of Worldwide Sales, HireRight
I hired Sales Architects to turn around an unproductive sales team member. Initially, I had doubts that Lee could do this, but I was pleasantly surprised. Lee systematically worked through all of the issues and processes that we were doing incorrectly and brought his lineup of tried and true sales systems to the table. Sales Architects will be the first call I make if I have sales issues in the future.Ron Anderson, President/CEO, Anderson Systems Integration
Lee’s Adapt & Thrive presentation will resonate with sales people regardless of their experience. From those just starting sales careers to sales professionals with many years experience, Lee’s simple and profound strategies will enrich your whole sales group and help them succeed!Dick Reynolds, Sales and Distribution Manager, Flexco
We’ve used Lee’s sales architecture methodology to bring discipline, structure, measurement and a degree of sophistication to our sales effort. We now have a clearly defined strategy, process and tools to pursue new KRM clients.Rick Olson, Chief Executive Officer, KRM Information Services
Thanks for speaking at the Dymo Mimio global sales kickoff. We found your Adapt & Thrive! keynote speech to be stimulating, motivating and full of good sense.Laurence Huntley, General Manager, Dymo Mimio, A Newell Rubbermaid Company
Sales & Marketing Management was extremely fortunate to have someone of Lee Salz's standing in its corner. A longtime columnist for SMM, as well as a member of its Editorial Advisory Board, his monthly Sales Architects installments demonstrated exactly why he's considered a sales management thought leader.Jeremy Cohen, Managing Editor, Sales and Marketing Management Magazine
Lee was instrumental in helping us develop a detailed profile for our ideal salesperson, invaluable as we interview new candidates. In addition, his process for working with us to develop a salesperson on-boarding program was world-class. With these two items in place, we feel very confident we will both find and help a new salesperson succeed quickly.Mike Moroz, President, Archway
By implementing Lee’s sales management strategies, our sales staff increased new season ticket sales by 65% over last season. This was accomplished with the same sales team as last season. What was different was our approach to sales management. Lee is a great sounding board, with practical solutions for increasing sales.Susan Savage, CEO and Majority Owner, Sacramento River Cats
Lee provided a structured and thoughtful approach to identifying key attributes that are important to our company’s sales process, helped us to create a detailed profile of an ideal sales person and guided us through the creation of our first ever sales onboarding program. He was truly instrumental in the design and development of our new sales process.Megan Effertz, Director of Marketing, Archway
Lee Salz provided the strategy and a “roll up your sleeves” approach which helped our sales organization improve significantly our approach to managing the sales process. Lee focused on evolving us from a people-based approach to one which is process-based. Going forward our sales team and, ultimately, our results will benefit from the strategies and processes he helped us develop.Alan Ledford, President, Sacramento River Cats
Lee's understanding of the development of sales strategies, marketing business tools and applications are exceptional. Sales Architects is a company that I know I will be doing business with again.Ken Mallette, Vice President, Witt Associates, a Global Options Company
Lee Salz is one of the true sales management thought leaders today. His expertise, energy, and down-to-earth communication style give him the unique ability to help sales organizations reach new levels of performance and excellence.Jeb Blount, Founder and CEO of SalesGravy.com
I wish I had Lee's guidance when I started my sales career 27 years ago. It removes chance from the buying process and replaces them with a specific, almost scientific business plan.Victor Benoun, President, The Mortgage Source, Inc.
I’ve never met someone who positions a sales person for success more effectively than Lee Salz.Andrew Macdonald, Group President, First Advantage Corporation
Lee Salz is a sales leader that people follow. I've done business with Lee and his associates in the past, and the people that worked for Lee would jump off a bridge for him.Todd Bridges, President, Bridges & Associates
In the crowded field of sales experts, Lee stands out because he doesn't just write about it, he actually did it, and with great results.Bruce Berg, President, Berg Consulting Group
I have personally seen Lee take average performing sales organizations and turn them into top performers over and over again.Andy Miller, President, Sales Management Guru
All sales people can improve their performance by using Lee's sales architecture strategy.Edward Groark, former President, IKON Office Solutions, Technology Services
Lee was able to impart his sales techniques on his staff and there were measurable, positive sales results.Daryl Hancock, Corporate Account Manager, Microsoft Corporation
Lee is a great coach and mentor. His teachings stick so sales people and sales managers can reproduce desired results over and over again which translates into serious, sustainable bottom line performance improvement.Deborah Hoffmann, President, The Solutions Group
Lee Salz not only knows what it takes to master the art of sales, he knows how to teach the art of selling in an easy to understand way that can absolutely unlock the master salesperson inside you.Josh Hinds, author of Why Perfect Timing is a Myth: Tips for Staying Inspired and Motivated Day in and Day out!
If you want to unclog the bottom of your sales funnel, Lee can help you do it!C. Kevin Miller, Midwest Territory Manager, OraSure Technologies, Inc.
Lee presents sales managers with a toolkit that will greatly enhance their chances for success.Orrin Broberg, President, Employee Continuum
Lee has an uncanny ability for untapping the salesperson within.Chandrasekhar Valluri, Assistant Professor, St. Mary's University of Minnesota
Under Lee’s guidance and support as a sales manager; my confidence increased, I far exceeded sales quotas, and I tremendously increased my income. If you want to achieve the same results, I would highly recommend his proven sales techniques.Maria Maika Damjan, Business Development Manager, EDS
Lee truly helps sales people grab control of their success…Robyn M. Sachs, President & CEO, RMR& Associates, Inc.
Sales Architects® helps its clients develop processes to hire the right salespeople, 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.
Sales Architects is a non-traditional business consulting firm. We specialize in sales, marketing, and sales management with the fundamental goal of helping our clients adapt and thrive in the ever-changing world of business. The way we do that is by rolling up our sleeves and working side-by-side with our clients to ensure goals are met. Our clients feel that we are part of their team because we are. No fluff stuff here! When clients contract with us, they expect success and so do we. Nothing less is acceptable
“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—often times 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 ground-breaking book teaches you how to develop those strategies.
Salespeople have an opportunity to create meaningful differentiation in the ways in which they sell.
To avoid the sales mirage cycle and countless dollars (and selling time) being wasted, executives need to conduct their own product analysis rather than taking the sales perspective as gospel.
It’s one thing for you to see a difference, but it’s another for your buyer to see it through their eyes.
Are you contributing to buyer frustration?
There are many salespeople who will not adapt to their new selling environment. Those salespeople will most certainly be run out of the profession.
The words salespeople use, and don’t use, differentiate them.