Bestselling Author

“Only read Sell Different! if you can handle the truth of what it takes to sell smarter in the new now. Lee’s book is filled with brilliant, fast, brave ways that professional sellers can break through the expected routine and start to create extraordinary results.”

“This is a highly focused piece of work with very clear, very practical value to those hiring salespeople. The return on investment of time put into implementing the concepts in Hire Right, Higher Profits will be very high.”

“When Lee asked me to review his book, I have to confess thinking, ‘I review over 100 books a year, what will I learn?’ However, I was just a few pages into the book when I found myself pulling out a notepad and taking notes. Lee was presenting familiar topics, but in a way that got me thinking differently. And I think that’s key. Before we can sell different!, we have to first think different. If you want to Sell Different!, Lee’s book is a great start to helping you think different!”

“Lee Salz says it’s not just what you sell, but how you sell it. His 19 sales differentiation strategies are a surefire way to drive profitable sales.”

“Is it time to update your team’s approach to selling? Lee Salz’ new book Sell Different! Enables your team rethink its approach and outmaneuver the competition. Every reader will walk away with tips and tools that will make them more successful.”

“Over the past 40 years, I’ve helped hundreds of companies train their salespeople. However, one area where I fell short was helping them make informed decisions when hiring and onboarding salespeople. In Hire Right, Higher Profits, Lee Salz presents us with solutions for both hiring salespeople who will excel in their roles, and onboarding them effectively to ensure the investment made in new salespeople yields a high return.”

“Statistics that short-circuited my mind from Hire Right, Higher Profits are: ‘the attrition rate among B2B salespeople hovers around 25 percent, while nearly 50 percent of salespeople don‘t deliver on their revenue targets,’ and ‘…depending on the industry, somewhere between a fifth and a third of salespeople aren’t suited to the roles that they were hired to perform. That means that no matter how much technology, coaching, training, support, incentives, and assistance you provide, they will never make their numbers.’ If those statistics cause your jaw to drop, as they did mine, Lee Salz’s masterpiece is going to be a paradigm changer in how you choose your salespeople. If you operate a sales organization, it just may be the most important book you’ll ever read! I can’t urge you enough to order it now; you’ll be glad you did!”

“To your customers, the products and services you sell are not different or better than your competitors. But the way you sell can make all the difference between competing on price and winning more deals at the prices you want. In Sell Different!, Lee Salz shows you how to make the difference.”

“Sell Different! is truly refreshing since it is packed with immediately actionable tips and techniques that any sales professional can use to sell more. It is also a must read for sales managers who can use this book as a source for coaching and training their sales team. I highly recommend this book to anyone no matter what the industry. This is a universal guide to championship selling.”

“Once again Lee Salz has brought a sane and practical view to the world of sales, in this case, by pointing out what should perhaps seem obvious – that sales positions require certain competencies that can vary from company to company, and that salespeople, like the others you employ, may require (and perhaps are entitled to) development opportunities.”

“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.”

“Here’s the path to no longer hear the price objection ever again, as well as rendering your competitors as irrelevant. Lee Salz, in Sales Differentiation, shares his decades of real world sales success so all can now reap the rewards. Don’t read this book – DEVOUR it!”

“If you cannot differentiate, you cannot sell, and the biggest differentiator in a deal is often the seller’s approach. In Sell Different! Lee Salz simply and beautifully articulates the things that separate top performing sales reps from everyone else Read closely and pay attention, because there are nuggets littered in every chapter, and they add up to make a powerful impact on the deals you close and the outcomes you deliver.”

“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.”

“Regardless of the business you’re in, the ability to effectively sell in noisy, competitive markets is crucial to your success. As Lee Salz points out, competitive differentiation derives more from how you sell than what you sell. Sell Different! Teaches you how to win more sales by creating differentiated buying experiences that align with the decision-making processes of your buyers. This is true buyer-centric selling.”

“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.”

“How can you not want to Outsmart, Outmaneuver, and Outsell the Competition? Finally, a practical guide to doing all that (and more) guaranteed to ensure you exceed targets with ease. Read this book. It’s your ticket to sales success.”

“This is a must read for anyone who has ever made a hiring mistake … and anyone concerned about making one. In a sea of books on ‘hiring right,’ this is the only one that goes beyond creative interviewing questions and includes the important and often overlooked topic of onboarding new hires effectively into their roles. Hire Right, Higher Profits is the most complete guide to building a successful sales organization I have found in more than twenty years in business.”

“Lee Salz has done an excellent job of mixing stories with the key actions and behavior changes that need to be done by executive management. If you are looking for the “Super-Secret” to successful sales leadership, then this is not the book for you. However , if you are an executive who wants to learn how to transfer much of your ‘“work’ into processes that make you and your team more effective, then this is the book for you. Hire Right, Higher Profits provides you with stories and facts on what poor hiring can do, and best of all it demonstrates our mistakes with many of the tactics we use today and where more knowledge can help us make better decisions. This is a book that if read once, and then read chapter by chapter, will change your entire look at sales hiring and onboarding. It will give you information on how to do it, as well as how to ‘sell’ it to upper management. You won’t be able to put the book down, or cheat and go to the last page because the realistic examples and the forms he produced to help your thinking are invaluable.”

“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!”

“Sell Different! provides many innovative strategies and tactics to sidestep the most dangerous traps in today’s B2B sale. From prospecting through account management, Lee walks through the sales lifecycle, dispelling myths and revealing best practices all along the way. A truly practical handbook for sales success.”

“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!”

“Lee tells great stories about his son Steven’s baseball adventures and how the schools that caught his attention were the schools led by true leaders, not just coaches. In particular, the story of Keith Bateman, head coach of Augsburg University, stood out because of his AUTHENTICITY. The coach did not do what most coaches do, but personally made calls to Steven, took him around the campus, introduced him to other students and athletes and made Steven feel at home, is a great lesson for all of us salespeople. As I always say authenticity is the strongest card in the deck.”

“I love the title and love the book! Lee tackles one of the most important roles of a sales manager – hiring and onboarding the right salespeople. So much time, effort and investment are put into improving the performance of the sales team after they are in the field. Imagine how much more sales you could generate if you could hire only the right salespeople and get them off to a running start. If that sounds enticing, I would recommend that you read Lee’s book over and over again.”

“Hire Right, Higher Profits tackles a difficult issue for most firms, namely the effective hiring and onboarding of salespeople. Using personal examples and drawing from his extensive expertise, he offers practical, actionable advice that will help any sales organization make the most of its most important revenue investment: the sales force. It’s a great read!”

“Most new customer acquisition processes are designed to achieve one specific outcome; winning deals. Sell Different! delivers a practical roadmap so that you can align your sales strategy with the way your customers make purchasing decisions today. Sell Different! flips the script on traditional sales models that not longer work, so that you can create your competitive edge, increase customer loyalty, maximize the lifetime value of every client, and transform into a sales champion.”

“Lee Salz’s new book, Hire Right, Higher Profits, presents a powerful message – an investment in the sales force is an investment in revenue. It’s important to take the time to do it right.”

“Finally the answers you’ve been looking for in one place. Lee puts it all right here and, best of all delivers it in a way you can easily understand. The content is so good you won’t see Sell Different! As a book you read once, rather you will see this as a resource you access for months and years to come.”

“The perfect book for these new times. Sell Different! is the roadmap for sales success today and tomorrow. Easy to understand and easier to implement new strategies that will ensure victory in the only place that matters… your wallet. Lee Salz has once again positioned you to get ahead and stay ahead of the emerging sales battlefield. Buy. Study. Implement.”

“For years now, savvy sales professionals have realized that ‘how they sell’ is turning into one of the only and best ways to differentiate themselves from the growing pack of competitors. While many understand the need to be different, they struggle in execution. With Sell Differentl, Lee Salz, expands on his seminal work, Sales Differentiation, and delivers clear and actionable steps most people in sales will learn from. Sell Different! Is packed with specific steps to implementing the strategies and tactics presented, helping the reader adopt new skills in a practical way. Near and dear to my heart is the 16-Day Prospecting Campaign; clear and doable. This book and Lee Salz fully deliver on a simple but important promise, helping you Sell Different!”

“Salespeople know that differentiation is a best practice but have been left to their own devices to figure out how to do it… until now. Sales Differentiation presents strategies that salespeople can quickly put into practice.”

“I have read only a few exceptional books on sales and Lee’s new book Hire Right Higher Profits has been added to that list. Every CEO, VP of Sales and hiring manager I work with will receive a copy. It is absolutely the best book I have ever read on the failures most companies have hiring salespeople and how to avoid them. Everyone deserves to have great salespeople and you will … if you hire following Lee’s advice.”

“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.”

“The most insightful and most complete book on hiring the RIGHT salesperson I have ever seen (or read). If you need great salespeople, this book is not an option, it’s an imperative!”

“Salespeople understand they must know what makes their product different to stand out with prospects and win their business. What they often miss is that THEY are the differentiating factor and HOW they sell makes all the difference. Sell Different! is packed with actionable ways for you to stand out and earn your prospects’ attention and their business — against even the stiffest competition. As I read this book, I found myself stopping in the middle of a page and putting Lee’s ideas into action — I just couldn’t wait! Excellent for beginners and seasoned veterans alike.”

“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.”

“In today’s sales environment where buyers are targeted with more attempts than ever to get their attention, the best way to cut through the noise and stand out is to sell differently. In Sell Different!, Lee Salz lays out the specific tactics sales pros can use right away to not only get through to more buyers and win more deals, but also do so at YOUR price.”

“Since January 2017, I’ve been taught Brazilian Jiu-Jitsu by a six-time world champion who shows us the secret to his success every day: get great at what matters, and the only thing that matters is mastering the fundamentals. Sell Different! Shows you what matters in sales, and shows you how to master what matters. The details on how his scholar-athlete son was won over by Coach Bateman are 100% applicable to your sales success and can and should be implemented by you immediately. If you did nothing more than buy this book, read through page 10, and apply the principles Lee shares, you’ll be lapping your toughest competitors within 90 days. As you read on and apply his tips on virtual selling, “The Monster Mentor” concept, and why “targets” are better than “ideals,” you’ll not only lap your competition, you’ll stay ahead of them for as long as you run the race.”

“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.”

“Lee’s book Hire Right, Higher Profits helps businesses and managers understand that hiring a sales professional is tantamount to making an investment in revenue. The book is a helpful tool and roadmap that should be referred to often for businesses seeking to maximize their return on their sales investment.”

“We have clearly entered a new phase in business growth and commercial relationships and Lee Salz’ latest book Sell Different! has captured how to make that transition. One of the many messages that struck home with me was how sellers need to know, more than ever, how to harness the potential of virtual selling and remote conversations. Buy it! Read it! Trust me, you will not be disappointed!”

“Lee Salz’s sales differentiation strategies are just what you need to stand out in a crowded market, create more meaningful conversations, and close more deals at the prices you want.”

“We worked with Lee to design a 2021 Sales Kick-Off that would be unique, compelling and FUN! With Lee’s lead and idea, we worked to devise our own ‘sales version’ of The Tonight Show. Man, did he crush it and we not only achieved our goals, but wove in a huge dose of interaction & FUN, hence 2-way communication vs. 1-way from a slide deck. The feedback I received over the next week, was some of the best I can recall and I have done these sorts of events for many moons. >50% of my professionals commented along the lines of: “that was the best I have ever witnessed…,” “I took an entire page of notes, full of nuggets to use in my sales efforts…” and “You guys looked like you were really enjoying the lack of PowerPoint slides.” We are engaging Lee and his creativity on an ongoing basis, as we continue to hire, grow our sales force and take market share from our competitors. We have already hired Lee for our 2022 Sales Kick-Off and advise you do the same.”

“In our fast-paced and ever-changing world, it’s more difficult than ever to break through. In Sell Different!, Lee has put together an actionable and unique blueprint to help salespeople stand out and beat the competition.”

“When hiring salespeople, if you make wrong decisions or don’t train new hires correctly, you can set back your company’s goals by many months…or worse. In Hire Right, Higher Profits, Lee Salz gives you the instruction manual — the inside secrets — to hiring, onboarding, and ensuring the people on your sales team are motivated and optimized to meet and exceed your sales goals. If you’re a hiring manager at a Fortune 500 firm or a CEO of a small business, you’d do well to put into practice Salz’s proven techniques to attract and retain those rare sales individuals who will help take your company to the next level.”

“In today’s crowded sales world, gaining the attention of your buyers is more of a challenge than ever before. In Sell Different!, Lee Salz shares some of the absolute best sales strategies and tactics to help business developers stand out, overcome their self-limiting beliefs, acclimate to the virtual sales Environment, and simply close more deals on a consistent basis.”

“Have you ever thought of adding a salesperson to your team as a ‘revenue investment’ made by the company? Well, you should, especially if you want to build a sales organization where 80 percent of your teams deliver 125 percent of the revenue target. In Hire Right, Higher Profits, author Lee Salz offers a proven strategy for hiring salespeople who will excel in their roles and onboarding them effectively. Learn everything from how to undertake the Revenue Investment 360 and develop the Performance Factor Portfolio to evaluating candidates, making a decision, and protecting that investment. I’m sold!”

“Sell Different! will give you the competitive edge you need in the era of empowered buyers and desperate competitors. Lee provides practical advice on how to positively differentiate with the way you sell being the reason people want to buy what you sell. This is a must read for every sales professional.”

“Lee has done it again!! He continues to have his finger on the pulse of the ever changing sales world and, with Sell Different!, he delivers another winner as he lays out how to differentiate yourself and stand out from the pack — regardless if your new to sales or a sales veteran!”

“Executives spend countless hours coming up with new sales strategies, yet few invest the time to find the best people to execute them. In Hire Right, Higher Profits, Lee Salz presents an easy-to-implement program that helps you select the right salespeople and create the plan needed to get them up to speed in a snap.”

“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.”

“To create, advance, and close more sales you need to be different. Lee Salz is the master at helping salespeople Sell Different! and his new book is packed with powerful, proven strategies and engaging stories to help you up your sales game and stand out from the competition. If you’re ready to break out of the mold to experience breakthrough results, read it now!”

“Lee Salz has written a different sales book about how YOU can be a different sales professional to help you sell more. It’s a common trap that a lot of salespeople fall into, all saying the same things, trying the same strategies and selling in the same way. The problem is that doesn’t often work and it’s usually those who do it differently that win. This book is brilliantly written and talks you through how you make WHAT you sell different and the WAY you sell different to win more deals. I’ve read a lot of sales books over the years, but none have given such a great process that I know I’ll be able to use straight away.”

“One of my star sales manager clients once said, ‘Hire brilliantly. Train relentlessly.’ In twenty-five years of sales and presentation training, her philosophy has been demonstrated over and over again. In his latest book, Lee Salz expertly demonstrates how to hire brilliantly. A must read for every sales manager interested in maximizing revenue.”

“In Sales Differentiation, Lee delivers a fine addition to his line of outstanding sales reference tools. It’s straight forward, packed full of real world examples, and presented in a fresh unique way as only Lee can. He not only addresses many common sales myths and barriers but provides examples and detailed processes to help you differentiate your products and services in a way that will catch a buyer’s attention.”

“One size does not fit all when it comes to hiring salespeople. Hire Right, Higher Profits will help you cut through the chaos and get the right salespeople onoard every time. Revenue Investment 360, Performance Factor Portfolio, Revenue Investment Evaluation Program are just a few of the must-have tools Lee Salz provides in this book. Bottom line: no sales manager whether a novice or seasoned professional should make another hiring investment until they’ve read this book.”

“Lee Salz’s new book, Hire Right, Higher Profits, should be required reading every sales manager whether he or she is in the process of hiring new salespeople or managing their existing sales force. A practical book and a great read!”

“Lee Salz gives you a winning formula to effectively sell in these challenging times. In Sell Different! Lee gives you real world examples and great ideas that you can implement immediately. If you would like to sell more at the prices you want, I highly recommend you read this book. In fact, this book is so good, Lee is offering you a money back guarantee if you don’t improve your sales dramatically.”

“As a small business owner for over 20 years, I can tell you that trying to hire and onboard the right salesperson is the single most difficult task I face. Lee’s book provides you with step-by-step guide to implement this strategy, resulting in a highly successful and profitable sales force. I love the concept of ‘Revenue Investment.’ It’s a game changer!”

“Finally a book that addresses differentiation in a step by step manner that allows salespeople to apply what they learn, immediately. The practical easy to read format and examples to drive the point home are exceptional. Get this book in the hands of every salesperson you know.”

“I have always taught sales pros to develop ways to go the extra mile, to be different from everyone else. It’s critical to be not only memorable, but memorable because of the level of service you provide your clients. In this book, Lee Salz has compiled excellent strategies for doing just that Learn how to Sell Different! and win!”

“In his new book, Sell Different!, Lee Salz offers critical guidance on how elite sales professionals can differentiate and distinguish themselves from other elite sales professionals they compete with His insights on differentiation are unique, crisp and actionable by sales professionals looking to take their sales careers to the next level. Lee has found a niche in the sales performance improvement space that I feel is one of the most valuable for sales professionals to grasp and he provides a framework for implementation success in this much-needed book.”

“Sell Different! is a masterful book, providing a wealth of ideas for how to differentiate the right way, and win more deals at the prices you want.”

“So you know how to hire top salespeople, right? Or is this one of your greatest challenges? Lee Salz gives you the answers to these challenging issues and I know these ideas work because I and my clients utilize them. The Revenue Investment 360 is a great tool for any hiring, but even more valuable for high-performance sales. The couple of hours it takes to read Hire Right, Higher Profits can change your sales management career overnight! You might even sleep better or just reduce your frustration level over sales performance. But nothing will change until you read the book.”

“Sales Differentiation is full of ideas that will immediately help you win more business. For example, Lee’s Sales Crime Theory – do your investigating before you make the sales call – is so simple and effective yet a large majority of sales executives think that doing one’s homework is finding a phone number or at best, visiting a prospect’s website. Lee gives you easy-to-implement ideas that will ensure you are relevant, that give you permission to ask challenging questions, that give you an edge in negotiations, and that separate you from just about every salesperson in every sales call, every time.”

“Lee Salz has presented a comprehensive and easily read set of sales hiring and onboarding guidelines that ensure maximum success and minimum cost. I found Hire Right, Higher Profits to be an excellent guide for both the new and existing sales manager aiming for sales success.”

“Hire Right, Higher Profits provides the step-by-step methodology to effectively hire and onboard salespeople impacting both the top and bottom line of your business. It’s a must read for anyone with P&L responsibility.”

“Selling has never been more competitive than it is now. What made salespeople successful yesterday is not going to make them successful today and tomorrow. Buyers have become more sophisticated which means salespeople need to be savvier with their selling approach to gain an edge over the competition. Sell Different! arms you with strategies that help you stand-out in a noisy marketplace and prepares you for selling success.”

“What is presented in Hire Right, Higher Profits is not theory. We implemented this hiring and onboarding strategy in our business and it works! We made better decisions when hiring and prepared the new salespeople to sell effectively for us. As a result, we had one of our best sales years in our history. This book is a game changer!”

“Sales books come and go, some stick, some don’t Sell Different! is here to stay. Packed with relevant and applicable techniques that sales professionals can use straight out of the book, right now!”

“Lee Salz has done it again. I didn’t think Lee could out do his last book Sales Differentiation but he has with his new book Sell Different! I especially love Lee’s actionable 16-phase plan for elusive prospects. Every sales organization should recommend both of his books as standard operating reading.”

“Every sales manager knows that you can’t build a team of champions without the right players. However, what most managers don’t realize is that building a winning team begins with upgrading your recruiting and interview process. Making the right hire requires a distinct skillset, which is why it’s essential to have a world class, comprehensive hiring process in place; something that, surprisingly, very few companies have. Lee dispels many of the myths around what it takes to hire smart and provides a roadmap to ensure hiring success. A must-read for anyone planning to hire salespeople.”

“Salespeople who solely rely on their product to be their key differentiator will lose to those who also differentiate the buying experience. Sell Different! teaches you numerous ways to outsmart, outmaneuver, and outsell the competition. Don’t just read it. Study it. Embrace it. Live it.”

“It doesn’t matter what you’re selling, to whom you’re selling, or how long you’ve been selling You need to read Sell Different!, absorb the concepts, and apply them to your selling repertoire HOW you sell is as – or more important – than WHAT you sell. That means it’s critical for salespeople to differentiate their selling approach if they’re to win deals at high margins. This book shows you step-by-step how to do it.”

“Why blend into the crowd when you can standout? In sales, differentiation is key. I see so many companies training their salespeople to do more of what everyone else is doing so that they blend in and get ignored. Instead step out and whether your company helps you or not, take it upon yourself to learn what the concepts in this book so you standout and close more deals. Sell Different! It’s a mandate for every seller who wants to win. Lee will inspire you and make it easy for you — so what are you waiting for? Read it now.”

“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.”

“Buy anything Lee Salz writes. I absolutely love Sell Different! My takeaways are all related to Lee’s pro-level questions, like; “If you were me…? (referrals)”; vertical questions (closing); don’t fail the flinch test (pricing) and more. Do these seem cryptic? Yes, buy the book and discover sales brilliance. Put his strategies into practice. This is worth every minute you invest in it.”

“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.”

“Lee Salz’ brilliant new book isn’t just for salespeople; it should be required reading for anyone who wants to instantly differentiate themselves, fully understand their clientele, and make price a non-issue. Full of insights, practical exercises, and innovative thinking, Sell Different! Is a truly motivating and inspiring read.”

“In Hire Right, Higher Profits, Lee Salz succinctly lays out the challenges that sales managers, and the companies they work for, face when attempting to recruit top sales talent. Lee then gives solid advice that you can take to the bank (and I mean that literally) to assist you in finding and recruiting the right salespeople in order to close more business and increase your sales and profits. A MUST read for any executive and sales leader!”

“In a sales world with so much noise, Lee’s book stands out just like his teachings. It’s actionable and easy to read, made for any level of sales professional.”

“When I was creating the Rainforest Café, I sought to create a differentiated diner experience. In Sales Differentiation, Lee Salz provides you with the strategies to create a differentiated experience for your clientele. I highly recommend it for anyone in sales.”

“I. Love. Everything. About. This. Book. Lee Salz not only powerfully describes why DIFFERENTIATION is so critical, but he shows you exactly how to differentiate yourself, your sales approach, and your messaging. Implementing the concepts in Sales Differentiation will get you more meetings with the right buyers, elevate how they view you and your solution, and help you close more business.”

“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.”

“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.”

“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.”

“Lee Salz has done it again! I found so much clarity in ways to Sell Different! and stand out among the strong competition we all have to face today. I counted dozens and dozens of practical ideas to try – one of my favorites is the strategic way he teaches you how to ask your best clients for referrals with the “If You Were Me” strategy. Additionally, the overview throughout the book on what is critical to know about your target buyer and their world lays the foundation for success. Invest time to read this book and truly outsmart outmaneuver, and outsell your competition.”

“To get the most from Sell Different! you must first commit to be different. Take Lee’s advice and examples and put them into in each and every part of your sales work.”

“Everyone wants to know how to differentiate themselves in sales. The key is simple: Sell Different! In reading this ground-breaking book, you will learn what it truly takes to differentiate yourself in the game of sales.”

“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!”

“Sales Differentiation shows how salespeople are more important than ever in terms of adding value and differentiating their product or service from the competition. The concepts presented by Lee Salz will help you in every phase of the sales process – from opening doors to winning deals at the prices you want. Make sure you have a pen, paper, and highlighter in hand when you read this book.”

“Be authentic and show up different than the other salespeople contacting your buyers. Make the entire buying process easy for your buyer. In Sell Different, Lee lays out a complete “how to” for doing so. As a long-term proponent of “genuine sales”, it was refreshing to read the stories and examples Lee shares to support an ethical way to help your buyers decide your solution is the right one for them.”

“We have about 200 people involved in sales. As the CEO, my people have been asking me to help them differentiate themselves from the competition. I read Lee Salz’s book, ‘Sales Differentiation’ and hired him. He helped us to create a playbook to teach our people to easily differentiate themselves. We are in the process of training our people to use the customized playbook and expect we will have great success by using the concepts that Lee helped us to design and document.”

“Don’t hire another salesperson without first reading this book! When you have the right people on your team, you’ll see the positive impact it makes on your bottom line!”

“Smart sellers know they have to find ways to stand out to their prospects and accounts. Sell Different! helps you do that—and outsmart, outstrip and outsell your competitors.”

“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!”

“Lee hits poor hiring practices on the head and dispels their attraction. If you don’t want your profits to depend upon hope and luck then I highly recommend putting his vast experience to work for you in hiring and developing salespeople.”

“Hire Right, Higher Profits is an outstanding practical reference guide to help you realize greater ROI on sales executives through smarter hiring and onboarding. We’re making it required reading for our human resources and sales managers.”

“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.”

“Lee Salz provides a thorough look at hiring salespeople. Expect your long-held beliefs about how to bring on a successful employee to be challenged.”

“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.”

“Lee Salz’ new book Sell Different! is packed with evidence-based insights, strategies, and tactics that will help any salesperson rise above the competition. A must read for anyone who is looking to reinvent and improve their sales organization sales career or sales process.”

“In your hands you hold the blueprint for what you need to know and what you need to do to hedge your hiring bets. Lee provides a new perspective, along with tangible tools for building a team that can dominate your market.”

“For every busy sales leader today taking time out to read even the best of books is a hard pill to swallow. But I know Lee Salz, so when he asked me to review Hire Right, Higher Profits, I agreed. I fully expected to skim over the book landing my eyes only on the points that really popped. Then I read the first chapter and the story he told was like a great big splash of AHA. So, onto the second chapter and WHOOSH another giant splash. I was happily bathing in a convincing perspective on why hiring right is the key to higher profits. Thankfully, Lee offers a warm towel of HOW TO DO IT and just as important, how to keep doing it. You will enjoy this book. You’ll learn from this book. And your company will benefit from this book.”

“Sell Different! Lee Salz authored the book that is the sales differentiator for success. Gaining confidence in the sales profession is no easy task, and it’s more challenging to stand out from the crowded playing field. Salz gives you step-by-step guidance for becoming the sought-after provider who is trusted and admired. Should you desire to outsell the competition, I highly recommend you get the book and master its teachings!”

“In a sea of businesses and salespeople competing in the same spaces for the same dollars, being different is the only way to get an edge on your competition. Lee Salz has penned a fantastic and strategic book that gives salespeople the formula to do just that. Simply put, this book is not only incredibly useful, it’s different.”

“If you implement just one of the strategies from Sell Different! (for example, the If You Were Me strategy), your sales will soar. Step by step instructions and examples of how these strategies have been put into practice fill this book and make it one top salespeople will buy two copies of: one for their desk and one for their bag.”

“In a time when sales professionals and sales leaders need new ideas, fresh strategies and an innovative approach to how to tackle today’s challenging marketplace, enter Lee Salz and his groundbreaking new  book – Sell Different! Outsmart, Outmaneuver, and Outsell the competition. Sell Different! is a fantastic read, and a must-have for anyone looking to find opportunity in today’s shifting economy. In every page, and throughout every chapter, Lee provides so much more than just a sales book. He goes deep to uncover what it really takes to master the skill. This book covers it all – mindset, motivation, attitude technique and true sales secrets that will position you to change how you think, how you sell and the results you gain. This is the book you buy, read once and then keep at your desk as your go to reference for how to sell in today’s modern world.”

“Sales is a competition. Your prospective clients are deciding whether to buy from you or your competitors. If you want them to choose you, the powerful strategies Lee presents in Sell Different! will make it clear you are different in a meaningful way so you get the deal at the prices you want.”

“Sell Different! reveals insights on key sales topics that are applicable to everyone; from the first-time entrant to the sales profession to the seasoned sales leader looking to expand their sales base and win more deals. The foundational nature of this book will serve as the basis on which my sales program curriculum will be built to help our students mastering sales differentiation strategy.”

“Lee has addressed, in my opinion, one of the most vital issues in the world of sales. Recruiting the right person is directly proportional to retention, and Lee puts this into excellent perspective. He has covered every facet of onboarding the right people and making sure they are positioned for success. If you are churning and burning salespeople, Hire Right, Higher Profits will help you end the madness!”

“From the moment you read Hire Right, Higher Profits you are guaranteed results. This book is a no nonsense approach to the practical, insightful and resourcefulness of Lee Salz. If you are involved in sales and are not getting the results you want or if your team is not delivering then get this book. These ideas provide you with the pathways to success.”

“Filled with dozens of proven concepts as well as highly-relatable stories, this book shows that salespeople who differentiate themselves not only win more deals, but they also win at higher margins. It is a brilliant and practical how-to guide for salespeople at every level. If you want to escape the high penalty that comes from the buyer’s perception of sameness, this book is your key to success.”

“The ‘gut feel’ method of hiring salespeople is deader than a bag of hammers. Lee Salz has created a must-have proactive guide to help leaders at all levels think through the process of preparing for, selecting, and onboarding top sales talent. Don’t make another ‘revenue investment’ until you read this book!”

“Lee Salz does it again! He blends practical advice with deep insights gained over years of sales management experience to give a treasure trove of information on what to do and not do when hiring sales professionals.”

“Unless your product sells itself, your sales force determines your ultimate success. Lee Salz is spot on in his assessment of the importance of viewing salespeople as a major investment in your business.”

“Lee Salz has written the definitive tour de force resource for hiring and onboarding strategies in his new book Hire Right, Higher Profits. The book is a no-nonsense, in-your-face analysis of how flawed and outmoded hiring processes can bring your company, to its financial knees. Salz introduces his ‘revenue investment’ strategy for hiring and creating effective and successful sales people and sales teams. This powerful methodology creates a collaborative partnership between sales person and hiring manager, resulting in less turnover and greater success in meeting sales objectives. This book is a must-read for C-level executives as well as sales managers. It will forever change your corporate sales culture and provide a solid hiring process and roadmap for identifying those sales reps best aligned to help you meet your – and their – revenue goals.”

“Sales is a competitive sport and all salespeople need to be on top of their game. Lee Salz nails it in Sell Different! Lee addresses every sales topic that sales professionals need to excel at to win. He addresses the new norm of virtual selling strategy a must in 2021 and moving forward. One of the biggest challenges sales has is addressing a buyer’s fear of change and his approach is spot on I highly recommend this book to every salesperson and sales leader!”

“Totally comprehensive resource for leaders focused on sales revenue.”

“As soon as I read Sell Different! I knew that I was going to add to our sales curriculum at Kansas State. Lee offers implementable ideas that drive performance. The book is a must-read for salespeople seeking to grow professionally.”

“Hire Right, Higher Profits is a philosophy, business strategy, and one of the best books of the year. Lee Salz has the perfect experience and wisdom to write it.”

“In Sell Different!, Lee Salz shows us that today’s buyers don’t need a pitch; they need a perspective. They don’t need more information; they need differentiation. As sellers, we can’t simply fill their heads, we must connect with their hearts. Well-written, actionable tips, and wisdom set this book apart from the typical how to. Buy it, read it, teach it, live it.”

“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.”

“Lee nails it! Sales leaders don’t think enough about how to train their salespeople in differentiating the ways they sell. Thus, in a highly competitive world, they are left to rely on their products’ features to win the deal. In Sell Different! Lee provides the much needed roadmap to meaningfully differentiate, creating a buyer experience that leads them to want to buy from you rather than the competition.”

“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!”

“What is shared in Hire Right, Higher Profits is not your typical sales management theory, but rather practical and useful processes that really works. How do I know? I implemented this methodology with my sales team. Not only did the new salespeople get up to speed faster, they sold at higher levels than other teams.”

“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.”

“In a sea of sameness, you must stand out in today’s highly-competitive marketplaces. Lee has been a visionary and futurist in 2B sales for years Sell Different! should be required reading for sales AND marketing professionals. Accessible and chock full of insights. Get your highlighter ready!” ccess.”

“Once again Lee over delivers! Half of Hire Right, Higher Profits helps you avoid million-dollar mistakes when trying uncover the RIGHT sales producers for your sales team from the WRONG ones who are simply strong interviewees. The other half of the book represents another nugget by itself. Are you wondering how to get your new salespeople up to speed faster? Stop right there and buy Lee’s book instead. Here’s your onboarding process AND early warning system ‘done for you’ and for your salespeople at the same time by Lee. Inspect the progress of your “newbies” weekly by following each chapter and you will double your rate of return on investment in no time.”

“Hire Right, Higher Profits is essential reading for anyone interested in increasing the effectiveness and profitability of their sales force. Lee Salz makes a compelling case for looking at salespeople as an investment in future revenue. From this investment mindset, Lee details a proven sales hiring and onboarding process. I highly recommend this book.”

“Sell Different! is one of those rare books that gives you the big strategic idea….and provides detailed, ready-to-implement direction to help you win more deals at the right price. When you know your audience, you understand your customer, which makes you very different. That means you can build differentiation your customer finds meaningful Then, since your customers buy your differentiated value, price becomes less and less important. All important, but cooking these realities into actionable sales plays…priceless!”

“While BlitzMasters helps salespeople master phone skills, we need to have the right people for the roles. All of the sales training in the world cannot fix poor sales hiring practices. In Hire Right, Higher Profits, you learn how to make smart decisions before you extend an offer and how to make your new salesperson a success.”

“Sell Different! identifies the missing pieces of the sales process puzzle that are glossed over everywhere else and then proceeds to fill in the holes. This is not so much a book as it is a series of master classes where each chapter stands on its own and should be revisited again and again What’s more, for each topic, Lee strikes a perfect balance between conveying the big picture strategy and ‘exactly how’ prescription you can start using Monday morning. Any one of the ‘recipes’ Lee lays out will have you running circles around your competition.”

“In today’s sales environment where buyers are subjected to more sales ‘noise’ than ever, Sales Differentiation is a must-read (and must-implement) for any salesperson who wants to stand out and excel. With Lee’s engaging, entertaining writing style, peppered with numerous stories and examples, you’ll find yourself reading the book quickly. But, you’ll want to go through it again several times to absorb, highlight, and write down the many valuable how-to’s to use on your own calls.”

“Lee Salz’s new book, Sell Different!, offers unique insight into prospects’ perceptions of a sales call and how to ‘outsmart, outmaneuver, and outsell’ the competition. He shares clear examples and steps that are easy to implement to BE different. As a passionate prospector, I especially like the 16-day Prospecting Campaign and follow-up strategy to set you apart from the start. These strategies will make your clients confident you understand them and YOU are the best option.”

“It’s not just what you sell but HOW to sell it and Sell Different! is oozing with practical, tactical and easily executable ways to stand out in a crowded market. Lee Salz’ strategies are timely and can be quickly put into action. Sell Different! will benefit every sales profession from B2C to B2B and help you close more deals. I highly recommend it! Two thumbs up!”

“Organizations make investments in the math and science behind analyzing customer buying processes and developing the right sales process to grow revenue. Yet, too many executives continue to approach hiring the sales force as an artful act of intuition. The shift in approach from hiring salespeople to investing in revenue is a proven strategy for highly successful businesses. Any executive responsible for the sales function stands to greatly accelerate revenue and profit growth after implementing Lee’s model and practices.”

“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.”

“Publicity can open doors to new sales, but it usually takes a talented and well-trained salesperson to make the sale. Hire Right, Higher Profits will show you how to get the right people onboard and train them well so you can profit.”

“Sell Different! is the right book at the right time. Everything is different since virtual selling became the norm and this book is the perfect toolkit for how to compete and stand out in new and different ways.”

“Lee does it again! The concepts presented in Sell Different! are gamechangers. Proactively positioning client onboarding, effectively managing pilot programs, and proactively generating referrals are a few of my favorite takeaways. Devour this book!”

“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!”

“Anyone connected with sales will benefit from reading this book. Lee provides a compelling argument for investing in revenue rather than just hiring salespeople. In Hire Right, Higher Profits, Salz gives sales managers and C-level executives a road map for creating a successful sales force and protecting that investment in revenue. And every salesperson who wants to take his/her game to the next level will appreciate this straightforward path to meeting and beating sales expectations.”

“For the past 28 years I have worked with over 24,000 sales professionals. When | ask them, ‘why should a prospect buy from you?” they give me the same old generic answers. They say, “our price, our quality, our service”. It’s the same answer their competitors give and there is zero differentiation! Lee does a brilliant job of spelling out exactly how to differentiate yourself from your competitors. If you want to win more deals, read every page and put his ideas into action!”

“Lee has hit it out of the ballpark with Sell Different! Informative, practical with top-notch advice and strategies! Follow his advice your sales will soar!”

“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.”

“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.”

“Any company looking for a proven sales onboarding process should start with Hire Right, Higher Profits. Hiring the best candidate is only the beginning; the onboarding process that follows is what makes or breaks the success of both the salespeople and the company.”

“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.”

“If you want to compel your dream clients to change, you have to be different in a way that makes a difference. Lee Salz has written a comprehensive guide to differentiating your offering in a crowded, me-too marketplace. More importantly, this book will help you do the critical work of differentiating yourself!”

“If you want to sell your products or services at high margins, focusing on features and capabilities isn’t enough. In Sell Different!, Lee Salz provides rock-solid strategies you can use to outsell competitors and close more deals. It’s a must read for every sales professional!”

“Hire Right, Higher Profits is just plain fantastic. It has the rare combination of being jam-packed with practical information that will make a huge difference, being fun to read and easy to absorb. After reading this book, I found myself thinking ‘I wish all business books were written this well and had this quality of information.’ Whether you are looking for a big picture, strategy perspective shift that will make a big difference, or practical drill-down ‘do this’ tactics, you will find Hire Right, Higher Profits to be a goldmine of actionable recommendations. This book should be on EVERY smart sales managers desk.”

“Every day, in every industry, to gain a competitive edge, sales professionals need to find ways to stand-out from the competitive noise. Sell Different! provides you with the strategies to do just that and experience the selling success you desire.”

“Don’t hire. Invest! Hire Right, Higher Profits introduces this revolutionary approach to hiring and onboarding salespeople. Get ready to be challenged — top performers don’t come with a book of business; there are no perfect salespeople; and, don’t just look for sales talent when you need. These are just a few of the concepts Salz teaches in this book. An engaging read with a step-by-step process for your Revenue Investment 360. It’s every manager’s handbook.”

“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!”

“Sell Different! is the kind of book that serious sales professionals enjoy. While many sales books wax inspirational or approach issues from a thirty-thousand-foot viewpoint or present complex, often unworkable, frameworks, Lee’s new book is none of those things. This book is practical and immediately useable by salespeople at every level of experience. Following in the tracks of Sales Differentiation, Lee provides real-world tactics that work – and he has the clients success stories to prove it. Well-written and easy-to-read, Sell Different! will help you develop or dramatically improves a number of critical selling skills, and ultimately lead you to higher levels of sales. Spoiler Alert: Chapter 9, “The Ultimate Deal Killer,” is worth the price of the book all by itself!!”

“Sell Different! is a refreshing mix of strategy (doing the right things) and tactics (how to do them differently to stand out from the crowd). It’s full of practical and actionable advice that is easy to implement. Buy it now. Read it. Embrace it. You’ll “sell different” and reap the rewards!”

“The 80:20 rule is often quoted for what it takes to perform in any endeavor. In Sell Different!, Lee’s figured out that it is really 95:5 and the 5% is what really matters in sales. Lee talks about differentiation in a way I really like. Separation rather than differentiation is what Lee has written and it makes all the difference. Great job, Lee! The 95% can use your ideas to move into the 5%.”

“Sales Differentiation is filled with great examples that are perfect for both beginning salespeople looking to develop their skills and experienced salespeople seeking to take their sales results to the next level!”

“Lee Salz has hit another home run. Everything you need to know about hiring, onboarding, training, and making your salespeople productive is contained in this book. Lee makes it perfectly clear why hiring salespeople is one of the most important decisions a company can make. I wish this book was available when I started in sales management. No one in sales management should be without this valuable and insightful book. Thanks Lee.”

“There are two common maladies in most sales organizations. Not being able to create meaningful differentiation and excessive discounting to win a deal. In Sell Different!, Lee Salz provides a roadmap on “how” to win deals profitably while simultaneously differentiating the seller and the buying experience. The book is filled with stories and anecdotes to bring the content and his message alive. If you are like me, you will find this book a quick read and hard to put down. This is a book you will hi-light and read several times. It is practical, tactical, applicable, and enjoyable. Sellers will find they can immediately apply the principles taught into their daily sales calls. If you want to render your competitors irrelevant and create competitive immunity this book is for you.”

“In Sell Different!, sales management strategist Lee Salz gives you immediately actionable advice on how to overcome sales mediocrity by outsmarting, outmaneuvering and outselling the competition This fast-reading book is a must-have for anyone who wants to win more deals at the most desirable prices.”

“A treasure chest of practical, tactical, and doable ways to differentiate yourself from the competition! Read it… Use it!”

“What is different about Sell Different! is what it isn’t. It isn’t another tip, hack, or technique to memorize. Instead, this book flips the script with actionable steps that put the focus on the buying experience we create as sellers and business owners, making it all about them, not about us. If you are still trying to figure out how to adapt to the new normal, this book should be on your list.”

“Hire Right, Higher Profits, by Lee Salz, is an incredibly valuable book for any business owner or sales manager looking to create a winning sales force. The information is specific, clear, and actionable – three things I LOVE in a book! Lee melds true stories with the truth, providing the reader with a reality check that is critical to good decision making. He dispels the myths many of us have embraced about what a great sales person looks like. If you want to hire right, keep this book close at hand. You’ll be sure to realize higher profits as a result.”

“In Hire Right, Higher Profits, Lee Salz presents a comprehensive A to Z how-to guide for two of today’s toughest challenges – hiring the right sales talent and getting new salespeople up to speed. Lee examines the many aspects impacting our hiring decisions and provides clear, easy to follow methodologies to help you develop a strategic, proven process to insure you hire right.”

“For me “transfer of passion” was what the entire new book Sell Different! by Lee Salz boils down to transferring your passion for how you help, what you do differently, and why working together is key to THEIR success. How to make the transfer of passion happen with your prospects and customers is why you need to read the book.”

“Lee Salz is the E. F. Hutton of customer acquisition. When Lee speaks, you should listen. In an over-crowded, over supplied world, Lee’s insights into differentiating yourself by how you sell ring fresh and true. I regularly refer my clients to Lee and wait for the accolades to come streaming in – which they always do. Lee Salz’s methods are practical and they work!”

“I find many salespeople forget that they have an opportunity to stand-out from the competition in the way they sell so instead they fight to win sales on price. Lee’s book will help ensure that doesn’t happen to you.”

“As I’ve traveled around the world over the past several years working with companies and their salespeople, I’ve been amazed to find that they do not know, and cannot articulate, their competitive advantage! How can a company or salesperson expect prospects and customers to give their time and attention if they do not understand,clearly and concisely, what that company can do for them that no one else can do? So, how can you demonstrate your competitive advantage? Buy Sales Differentiation by Lee Salz, read it page by page, implement its 19 strategies and you will then be able to set yourself apart from your competition and clearly show your customers what your company can do for them that no one else can do.”

“When I got the pre-pub draft of Lee Salz’ Sell Different!, I did what I always do, started skimming Pretty soon I realized I’d slowed down. I was reading. After another 15 minutes, I was reading deeply. This book is solid, useful, and packed with hard-won advice. Lee’s ideas on Horizontal and Vertical Questions, Conquering Accounts, Recap Emails, and Client Onboarding, are worth thousands of times the price of the book Thousands. Don’t waste a minute. Get this Book. Start reading. Learn how to earn.”

“Creating meaningful relationships and amazing buying experiences is the cornerstone of what it means to sell differently. Lee Salz has created a magnificent guide to help propel your career forward and win more deals at the prices you want with Sell Different!. The difference isn’t your company or your product, it is you. In a crowded commoditized marketplace, those who bring their genuine, authentic and real-deal self, rise to the top and stand out. You will be inspired to think and act differently. Sell Different! is a lifestyle and it starts with you.”

“Finally, a definitive approach on what it means to differentiate yourself and what you sell. Lee Salz has done a masterful job of detailing multiple strategies you can use now to genuinely set yourself apart in the eyes of your customers. The value in the book is in his examples, which allow you to understand what you need to do to create a sales differential your customers will notice and, more importantly, pay for! This isn’t a book to simply read. It’s a book to read and apply. You won’t regret it!”

“The challenge in building a strong sales organization has always been in identifying and retaining the right talent. Hire Right, Higher Profits looks past the hype. It recognizes that success is about process, and involves more sweat than inspiration. This book offers a detailed and sound process that will deliver consistent results. If you have the determination to build a winning team, Hire Right Hire Profits is a great place to start.”

“This book provides invaluable, innovative insights and processes for anyone interested in hiring with optimal potential for productivity, profitability and personal satisfaction, The clarity of Salz’s Revenue Investment Evaluation Program and the Performance Factor Portfolio greatly increase possibilities for getting the right people, at the right time, in the right places, on the right team to get the results you dream of. Cutting-edge, experienced-based strategies from Lee Salz demonstrate that he truly deserves and delivers on his title of Sales Architect! Wise leaders will recognize that they need Lee’s wisdom to build a business that optimizes sales, satisfaction and success for all concerned. Read this book before you hire another person!”

“In a hyper-competitive landscape where sales people struggle to differentiate, Lee demonstrates how smart reps win by creating intentional experiences for their prospects and clients. As an advocate for the power of customer experience to drive revenue, I believe the ideas in Sell Differently change the game in a way that buyers will love Grab a highlighter and a notepad as you absorb each chapter. Put these ideas to work to win more deals at a higher profit!”

“What Lee Salz has done in Sell Different! Is provide you with a step-by-step process on how to differentiate from the competition, guide your buyer towards value versus price, overcome common objections, and bottom line, win more business.”

“Lee Salz is a visionary, sales management strategist who truly understands the role of a salesperson and how a company’s leadership can either support or sabotage its sales team’s efforts. This book will help company leadership understand and develop the right sales hiring and onboarding experience for profitable growth.”

“The world has changed and you need new sales strategies. In Sell Different!, Lee’s shared his best practices, strategies and tactics that will help you win more, do morel If you need to create more opportunities, win more deals – you should read this book. Highly recommend it.”

“‘I want the truth!’… ‘You can’t handle the truth!’ That scene from A Few Good Men hit me as I was reading Hire Right, Higher Profits. Lee Salz defies conventional wisdom by looking at hiring and onboarding salespeople as a true ‘investment.’ He identifies the overlooked and hidden mistakes companies make and what it really takes to hire successful salespeople. In my twenty-three years of helping companies increase sales force performance, I have never seen the science and process of hiring and onboarding salespeople so well defined. This is a must read for sales managers, recruiters, human resources professionals, entrepreneurs or anyone involved in hiring salespeople.”

“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.”

“I love how Lee shares his sell different ideas through real world experiences. I felt like I was in the room and could see the Wow! Sell Different! Is valuable for any sales professional or small business owner who wants their brand to shine through all the noise.”

“Hire Right, Higher Profits revolutionizes sales hiring and onboarding processes leading to reduced time to revenues. A must read for sales leaders!”

“Everyone agrees that sales differentiation is a good thing, but no one has ever explained exactly what, why and how to truly become differentiated. Until now. Sales Differentiation is a comprehensive and compelling look at an often-overlooked strategy for sales success.”

“There are two types of sales managers: those who have hired a sales dud and those who will hire one! Hiring salespeople is like playing craps but the odds are worse. If you’re not going to hire right, you might just as well toss a coin and save yourself a lot of time. On the other hand, if you want to hire right, read this book. No, don’t just read this book, digest it. In this tightly written book, “Doctor” Salz give you the prescription for avoiding hiring headaches. Here, in an easy to read and easy to digest format, is the process for hiring people who can sell something other than themselves. The process not only outlines how to hire them, but tells you what you need to do to get them up to speed and making money for you. I’m a strong advocate of the process that Lee outlines because I’ve seen it work time and time again. It’s worked for others and it can work for you. Buy it. Read it. Profit from it.”

“Making great hiring decisions is critical to any sales manager. Yet too many managers treat hiring very lightly, spending more time managing discretionary budgets than the significant investment they make in their salespeople. Lee Salz provides a thoughtful guide on the ‘investment’ decisions sales managers make when recruiting, hiring, and managing for performance. Be prepared to be a little shocked as you reflect on hiring mistakes you may have made in the past. But know that in Hire Right, Higher Profits, you have a detailed guide to changing that and dramatically improving the decisions you make on future hires. Lee provides a thoughtful guide to dramatically improving the quality of your hires and ensuring their success in your organization. This is a must read and must execute for every sales manager.”

“In this well-researched book of stories and instant insights, Lee has answered the ultimate question ‘how do I transfer my passion and belief in the value of my offer to my prospect?” In a world of deafening social noise and competition from every possible angle, the ideas in Sell Different! are sure to provide the strategies, tactics, and wisdom required to land your highest-value clients.”

“Salespeople typically look to their products to disrupt the market and make their sales skyrocket. Sell Different is all about looking at yourself and asking, what can I do to help prospects and customers buy? This book will challenge your thinking and force you to ask yourself new and interesting questions about how you do things, so you can sell different to get more and keep more business. Highly recommend!”

“In Hire Right, Higher Profits, Lee Salz provides real-world advice and a logical structure to hiring and onboarding that will complement your intuitive process for finding ‘Heavy Hitter’ sales reps and arming them with the tools to succeed.”

“From client penetration to proactive account management to price flinching to salespeople’s ‘oops’, Lee covers all the bases for any salesperson or team to start hitting it out of the park. As a 40 plus year sales guy, I’ve seen and experienced all of the issues Lee stresses in Sell Different! and provides solid applicable answers. If every salesperson applied half of what Sell Different! provides, they would all be top producers! Great examples, direct talk, no fluff is Lee’s approach and it is effective.”

“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.”