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When I introduce the subject of differentiation to salespeople, they immediately point their fingers at their employers.

“It is their job to create a differentiated product for us to sell,” they’ll say.

In their minds, differentiation is entirely the responsibility of the company.

Certainly, a company has a responsibility to create a differentiated offering that justifies the pricing they’ve assigned to it. What salespeople fail to realize is that they have a tremendous opportunity to differentiate themselves beyond the features and functions of the products they sell.

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Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning,  best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at or 763.416.4321.