Knock-Out the Competition!
Sales Differentiation Workshop
Sales Differentiation Workshop
Win More Deals at the Prices You Want!
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 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
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
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. 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.
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
When your salespeople hear, “We’re happy with our current supplier,” do they sheepishly offer to check back later and pray that the current supplier fails.
When they hear, “Your products are the same as theirs,” do they look like a deer in the headlights and stammer their way through a response?”
When prospects tell your salespeople, “Your price is too high,” do they sprint to your office and demand a lower price to win the deal?
To knock-out the competition, your salespeople need Sales Differentiation strategies that blast prospects’ doors open, engage buyers, and win deals at desired price points.
Oftentimes, salespeople and executives are super-passionate about the differentiators they possess. “We should never have to fight over price,” they say. Yet, their salespeople are ineffective in building the same excitement in prospects about those differentiators that they have. If this sounds like your company, this program is for you!
Knock-Out the Competition! is a collaborative workshop program in which management and salespeople develop powerful Sales Differentiation strategies—communication techniques that resonate with Decision Influencers and:
Expect these 3 game-changing results from Knock-Out the Competition!
PLUS, we build your customized “Sales Differentiation Playbook” to reinforce Sales Differentiation strategies for your current salespeople and to more quickly onboard new salespeople.
Executives tell us that sales differentiation strategies have turned the tide for their sales teams: Highly successful, veteran salespeople say this program liberates them from stale approaches and fuels them for reaching the next level. This program thrusts newer salespeople into the fast lane to success.
And much, much more…
Let’s talk! Use the Contact Us button to schedule a complimentary 30-minute sales differentiation consultation with Lee Salz. This is a great program for your next management or sales meeting.
Lee B. Salz
Lee Salz, Sales Architects CEO, is a leading sales management strategist and sales differentiation expert who has helped build world-class sales forces in hundreds of companies in various industries and sizes. When salespeople struggle to win deals at established prices, executives turn to him to create marketplace disruption and generate profitable growth.
The best-selling author of four business books, with a fifth about sales differentiation in development, Lee is a featured columnist with the Business Journals. A member of the National Speakers Association (NSA), he also is frequently interviewed by the media on sales and sales management issues and has been featured and quoted by The Wall Street Journal, CNN, The New York Times, MSNBC, ABC News, and several other media outlets.
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