We recently had Lee as a guest speaker during our Virtual National Sales Meeting. Lee was successful in providing key insights and a focused message on what sales activities our sellers should be focused on in this unique and extremely challenging environment. He provided specific recommendations on the need to stay engaged with clients, best practices for virtual communications, and to insure our sales approach addressed the specific business outcomes that are critical to our clients: growing revenues, cost reductions, and driving efficiency. Lee gave us a break from PowerPoint fatigue and delivered his message without visual aids. His energy level and passion set the perfect uplifting tone for our meeting. Lastly, Lee was able to adeptly address questions of the team based upon his experiences and his Sales Differentiation framework. He reiterated the need to be sensitive to our clients and business leaders navigating the unusual circumstances the pandemic has created. If you are looking for a sales thought leader to stimulate and raise the level of performance of your team, I highly recommend Lee.- Mark Knurek, North American Sales Manager, Lubrizol Advanced Materials
Lee spoke to our team of 100 sales professionals and ignited new ideas, spurred collaboration and provided easy tools to help our team refine and sharpen their sales process. The opportunities to use Sales Differentiation in our weekly and monthly sales meetings has been invaluable. The team spoke so highly of Lee’s presentation style and. We solved some current customer hurdles by applying the tools in the workshops, which allowed our teams to experience first-hand how the strategies could work for them personally. Lee has proven time and time again to be a great partner and our sales team has reached out to him for advice. - Courtney Enser, Vice President of Sales, Millcraft
Lee did an incredible job of grabbing and keeping the attention of the attendees. His Sales Differentiation concept seemed like common sense initially, but turned out to be so much more than that. I have shared his book with my sales team and they are on board. We are going to use the workbook to streamline how we go to market. Thanks Lee!- Aaron Aldinger, President, Scale Dealers Association
“I had the pleasure of hiring Lee Salz for a keynote and follow on workshop at the 2019 IPPA Sales & Marketing Conference in Las Vegas. There are a lot of sales motivational speakers that bring energy, but I was very impressed with Lee’s ability to bring it all! Content, energy, humor and audience engagement. Many conference attendees leave and go back to their daily lives implementing very little of what they learned. I promise you, Lee won’t let that happen. I highly recommend Lee to be part of any event an organization or company wishes to take to the next level.”- Lee Roberts, IPPA
Similar to many organizations, our salespeople can sometimes struggle to differentiate what we sell which leaves them fighting to win deals based on price while sacrificing margin. We contracted with Sales Architects to conduct a one-day Sales Differentiation program to provide our team with the tools needed to better differentiate both what we sell and how we sell. Lee’s opening talk grabbed the attention of our team and set the stage for productive workshops that helped us uncover the many opportunities we have to differentiate our business. This program gave us the actionable tools we need to help our salespeople win more deals at the prices we want.- Chris Clover, CEO, Mechdyne
The talk by Lee Salz was a big hit with our group — one of our most popular. Not a moment dragged. His presentation was packed with practical ideas, some of which I was able to start implementing right away with my team.- Abby Reinhard, Co-Chair for Learning, EO Western NY and Owner/President, GP Flooring Solutions
The audience participation and reaction to your presentation was a reflection of you and your message. Look no further than the fact you sold out of your books after your presentation. That never happens! The large percentage of the audience that stood in line to purchase “Sales Differentiation” speaks volumes. While many may think they understand differentiation in the sales process, you clearly showed us an entirely new perspective. If anyone is looking for a talented, professional, and entertaining speaker on the most under-appreciated aspect of the sales process, Sales Differentiation, Lee Salz is the person to select, hands down.- Mark DePasquale, CEO, National Portable Storage Association
Lee gave an incredible presentation at our inaugural industry event that really resonated with all of the attendees. This may sound simple but our industry is not known for accepting “salespeople” with a “sales message”. Lee was able to connect with our group because of the intensive background work he did on our industry, but more importantly with his delivery and style. Through humor, great stories and a real personal touch he delivered the message of the value a “salesperson” brings to their clients.- Scott Klein, President, Your Hearing Network
Your Sales Differentiation presentation was a home run! Everyone was most impressed with the “I am the BEST” section of your talk, that resonated with the sales team and they updated some of their presentation materials already. Also, the part about the follow-up meeting recap email went over very well. And lastly, everyone has been talking about how to reframe our experience in a manner that resonates with our customers. We have a very talented sales team and you provided great nuggets of information they can take away and grow from this program with you.- Lisa Lounsbrough, Inside Sales and Marketing Manager, Meier Tool & Engineering
I want to thank you again for the incredible workshop you put together for my team! The flexibility that you were able to have for us by tailoring the messaging of Sales Differentiation throughout our workshop and for how we can put it to use in the work we do with our clients was PRICELESS! The feedback that I’ve received from my team has been overwhelmingly positive and I appreciate how you were able to keep everyone engaged throughout the day. I am personally excited to watch the development of the brainstorming we did together as a team and turn that into new actions, which I believe will lead to outrageous results!- Drew Lightowler, President, Plus Relocation Mortgage
Our executive team was struggling to identify our differentiators and messaging strategies for them. The Sales Architects Sales Differentiation Program to help us address these issues. Lee quickly grasped the concepts relevant to our business model and was able to draw the most important sales differentiators out of group brainstorming discussions. Most importantly, he helped us formulate positioning and messaging strategies for each of our differentiators. In the end, we received a great Sales Differentiation Playbook to implement the developed strategies. Shortly after the program, we used the playbook and the new sales differentiation strategies to pursue two eight-figure opportunities…and we WON them both at the prices we want! I highly recommend Lee Salz and his Sales Differentiation methodology.- Cheryl Vennerstrom, Chief Operating Officer, Morning Sun Financial Services
Lee delivered a dynamic and relatable workshop to our sales team. His key focus of Sales Differentiation, resonated well with our team and he provided real-world examples of how to effectively apply his strategies to become more successful. Lee is a captivating speaker that uses the right mix of experience, humor and practical ideas to get salespeople to think and act differently when selling. Book him. He’s worth the investment!- Corey Rogers, Marketing Manager, Hyundai Construction Equipment, Americas
After one of our members had an outstanding sales coaching engagement with Lee Salz, he recommended Lee to speak at our EO chapter on Sales Differentiation. Lee was electric with the group! His content, energy, and humor captivated our chapter. The talk provided us with actionable strategies and techniques that we could immediately put into practice. We are a tough group when it comes to evaluating speakers and Lee received one of the highest scores ever with a 9.7 out of 10. We highly recommend him!- Tab Burkhalter, Education Chair, EO – Knoxville Chapter
Lee Salz nailed it! We invited Lee to present “Sales Differentiation” at the Institute for Excellence in Sales. Our membership, which includes sales leaders and teams from companies such as Amazon, Intel and Salesforce, was captivated by both his message and how he conveyed it! Lee was energetic, funny, and most importantly, provided actionable strategies that our members could immediately put into practice. His storytelling helped our members grasp key concepts that will help them implement these strategies. Our members are still raving about this program.- Fred Diamond, Co-Founder and President, Institute for Excellence in Sales
When we approached Lee Salz about speaking on Sales Differentiation at the SIRVA Annual Sales Conference, we posed a tough challenge. He would have an audience comprised of both complex B2C and B2B salespeople. For his program to succeed, he would need to be able to engage both types. Lee hit it out of the park! His stories and concepts applied to all salespeople regardless of what they sell or to whom. Audiences should be prepared to take loads of notes because Lee’s ideas flow fast and furious.- Stan Piskorski, Sales Training and Enablement Specialist, SIRVA
I saw Lee Salz’ talk on “Sales Differentiation” at OutBound 2019. Loved it! He’s fun and energetic while teaching you concepts that will make you serious money. If you're looking for someone to boost sales and enhance sales leadership, hire Lee.- Jeffrey Gitomer author of The Little Red Book of Selling and The Sales Manifesto
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
Following the development of a new sales compensation plan, we recognized that we needed to help our salespeople meet our expectations. Because our salespeople set pricing for their deals, our new sales compensation plan rewarded for selling deals while protecting margin. After the sales compensation engagement with Sales Architects, we contracted with them to deliver its Knock-Out the Competition! Sales Differentiation program. The program challenged our team to think differently about the way we sell. Lee energized our group; and helped us identify our differentiators and put together a strategy to position them with in a compelling way with buyers. The Sales Differentiation playbook that Lee developed for us, based on the program, is exactly the tool our salespeople need to differentiate our services to win deals at the prices we want.- Chris Tanner, Rose Paving
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
We had Sales Architects deliver its Sales Differentiation program - Knock-Out the Competition! 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
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
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
The role of salespeople in my company is to knock the current provider out of the account. Through their "Knock-Out the Competition" Sales Differentiation program, Sales Architects helped us really understand our true differentiators and taught our salespeople strategies to position them 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.
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
We had Lee Salz conduct his Sales Differentiation workshop program 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
See Lee in Action
Sales Management Strategist, Lee B. Salz energizes and educates audiences both in-person and virtually. His content resonates with salespeople, sales managers, and executives because it is based on proven concepts and is immediately actionable. During his programs, he shares captivating, stories to teach important business strategies that help you win more deals at the prices you want. Audiences laugh while they learn.
Virtual ‘Tonight Show™’
Format : Virtual Type : Keynote
Many sales teams suffer from Zoom fatigue resulting from watching countless virtual presentations which are nothing more than a narrated PowerPoint. They want something different for a virtual keynote talk. They want to be entertained and engaged while they learn. And that’s exactly what our Virtual “Tonight Show’ keynote program provides.
For this virtual program, we develop an interview-style format whereby you interview me on sales and/or sales management topics that are of interest to your team. What they find refreshing is that there are no slides for this talk. What the team sees is the interviewer and me talking about a wide array of sales and/or sales management topics.
After the interview, your team (the audience) has the opportunity to ask me questions about what was discussed. This program is tailored to each client and is available in 30-minute, 60-minute, and 90-minute formats.
This program is a great way to energize your team while they learn new ideas in a virtual environment.
Knock-Out the Competition!
Sales Differentiation Strategy Development
Format : In Person Or Virtual Type : Workshop
Why should a prospect buy from you? If you can’t quickly and clearly answer that question with substance, you are either losing to the competition or dropping your prices to win the deals. Both of those are awful outcomes and don’t need to happen.
Based on Lee’s bestselling book “Hire Right, Higher Profits,” The “Knock-Out the Competition! – Sales Differentiation Strategy Development Program” (available in-person and virtually) is a collaborative workshop program that helps you identify your meaningful differentiators and develop compelling ways to communicate them with prospects.
You may be super-passionate about the reasons to buy from you. But if you can’t arouse that same passion in the person on the other side of the desk, the only conversation you are going to have is…price.
We document the entire workshop program, produce your Sales Differentiation Playbook, and guide you through implementation of the Playbook with your salesforce.
Building a World-Class Sales Force
Format : In Person Or Virtual Type : Keynote
Business executives and sales leaders share the same dream. “Hire a rainmaker, put my feet on the desk, and let the revenue roll in!” While this dream rarely comes true, it doesn’t stop executives from continuing to chase it. This flawed dream leads to nightmares of missed revenue targets, revolving doors on sales teams, and executives pulling out their hair in frustration.
The “Building a World-Class Sales Force” keynote talk (available in-person and virtually) helps companies stop chasing rainbows and start building high-performance sales forces. In this fun and educational program, Lee introduces the concept of “revenue investment” – a true description of the dollars associated with adding salespeople to your team.
He teaches you how to make informed revenue investment decisions when hiring salespeople, protect the investment and receive a fast, high return on it through sales onboarding, and use sales compensation as a lever to drive revenue investment performance.
By the end of this program, you will have an actionable approach to transform your sales organization leading to top and bottom-line results.
Peak performing companies don’t hire salespeople. They make investments in revenue.
Removing Deal Obstacles Workshop
Format : In Person Or Virtual Type : Workshop
No sales process is perfect. If it were, every prospect your salespeople pursue would become a client. Call them what you want: objections, concerns or stalls… these are the obstacles your salespeople encounter during their pursuit of deals. If these sales barriers are not handled properly, they can become deal killers.
Many companies have not formalized their strategy to resolve these deal obstacles. They leave it to their salespeople to (hopefully) figure out which leaves the company vulnerable to missed opportunities and lost deals.
Our Deal Obstacles Strategy Development program develops a prescriptive approach for handling these. It turns a current sales weakness into your competitive strength. During this program, every deal obstacle that occurs during every phase of the sales process is identified. For each one, a strategy is developed through brainshare sessions conducted with your team based on your best practices.
The entire strategy development program is documented, and we produce your Deal Obstacles Playbook which captures the strategies developed during the program. This helps your existing salespeople develop mastery and assists your new salespeople with learning the strategies during onboarding.
This tool removes sales barriers and helps your salespeople win more deals at the prices you want.
What Salespeople Can (And Should)
Do Right Now
Format : Virtual Type : Keynote
We are living through challenging times right now. Everyone is affected whether it be medically, financially or both. We all have more questions than answers with everyone wondering what to do to keep their businesses healthy.
While salespeople aren’t first responders, they do represent the front line of the business. During this difficult time, we need them to rise to the occasion.
How do we shift their mindset? What tasks should they be doing now?
These are two big questions executives are asking themselves right now. Salespeople need help shifting their mindset to one that is ready to take action now. They also need guidance to know what to do to help your business today and tomorrow.
During this program, Lee Salz shares perspectives to help salespeople shake-off the funk and feel motivated again. Most importantly, he provides salespeople with six critical action tasks to take-on now.
Win More Deals at the Prices You Want!
Format : In Person Or Virtual Type : Keynote
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.
The competition for deals has never been more fierce. Yet, you still expect your salespeople to not just win deals, but win them at the prices you want. To do that, they need cutting-edge strategies that help them differentiate what they sell and how they sell it.
Based on the award-winning, best-selling book “Sales Differentiation,” Lee Salz presents strategies and techniques to help salespeople differentiate both what they sell and how they sell. Available in both 60-minute and 90-minute versions, this program arms your salespeople with the tools they need to win more deals at the prices you want.
This energetic, entertaining presentation provides actionable information that attendees can immediately put into practice. They’ll laugh while they learn!
Discovery Strategy Development Program
Format : In Person Or Virtual Type : Workshop
“My salespeople can’t close!” When salespeople are unsuccessful in winning deals, the issue is believed to be in the closing phase of the sales process. However, “closing” is merely a symptom of the real problem which traces back to the discovery phase.
Think about this… If all your salespeople told you they just had a great discovery meeting, what would you know for certain happened during the meeting? For most executives, that question leaves them silent because they have never prescribed the handling of this critical phase of the sales process. Leaving discovery to chance leads to low closing rates, inconsistent positioning of your products, and having to drop prices to win deals.
Our Discovery Strategy Development Program results in a prescribed approach for discovery. Delivered in a workshop format, we conduct brainshare sessions with your team to identify best practices amongst your team. We then turn those into process for all of your salespeople to leverage.
Sure. You could buy an off-the-shelf sales program, but those never fit exactly right in the organization and are rebuffed by salespeople. Because your salespeople are involved in this strategy development initiative, they embrace your methodology because its theirs (and yours).
Based on the workshop content, we produce your Discovery Playbook to help your salespeople master the new strategies and for use when onboarding new salespeople. This is the tool your salespeople need to win more deals at the prices you want.
Outcomes you can expect from this program include:
1. Deal closing rates increase as your salespeople will have a prescriptive approach for the discovery phase of the process.
2. Sales cycles will be reduced because your salespeople will have the tools to keep their deals energized.
3. Your salespeople will be better prepared for discovery meetings and have a clear plan to conduct them.
4. Your salespeople will create more engagement with Decision Influencers and acquire more detailed information during discovery.