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
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
It’s the revolving door on sales teams. Executives hire what they believe to be great salespeople, but the results never come – and the salespeople are let go. This perpetual cycle eradicates profits, makes revenue targets pipe dreams, and has sales leaders pulling out their hair in frustration.
Despite these issues, executives continue to try to “hire great salespeople.” That three-word expression is exactly what Hire Right, Higher Profits is all about. Sales management strategist, Lee Salz begins the book by challenging readers with the $25,000 Revenue Test which most executives fail. Then, he hits readers between the eyes with the statement “there are no great salespeople” and offers proof of it! He also cautions those executives – who view the competition as their primary sales talent source – of its risks.
A detailed profile helps your salespeople avoid wasting countless hours chasing deals that will never come to be.
Salespeople need to help their buyers buy and not let low price be the deciding factor.
There is a question on the minds of buyers that they want answered before salespeople should answer it. Answer it and you lose. Refuse to answer and you lose. Salespeople need another strategy and one that differentiates them from the pack.
When I bring up the subject of differentiation to executives, they immediately think marketing department, as they are the ones tasked with that strategy. But there is a second party responsible for differentiation, and that’s the sales department.
While buyers want to commoditize you with an RFP, you can still differentiate yourself from the competition.
Size may, or may not, matter to a buyer. It is up to the salesperson to position why size matters.
