“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.”

“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!”

“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.”

“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.”

“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.”

“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.”

“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 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.”

“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!”

“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!”

“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.”

“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 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!”

“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.”

“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.”

“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.”

“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.”

“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.”

“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!”

“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.”

“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!”

“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.”

“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.”

“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.”

“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!”

“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.”

“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.”

“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.”

“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.”

“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!”

“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.”

“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.”

“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.”

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

“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.”

“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.”

“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 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!”

“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.”

“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.”

“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.”

“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.”

“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.”

“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.”

“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.”

“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.”

“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.”

“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!”

“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.”

“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.”

“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!”

“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.”

“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.”

“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!”