The Business Journals

Lee Salz is a Featured Columnist for The Business Journals.

How to be different in ​how you sell, not just what you sell

How a costly sales mirage tricks executives

Think your competition is tough? Try selling against a beloved mouse!

Frustrated buyers demand change from salespeople

Are salespeople about to become extinct?

Two words guaranteed to turn buyers OFF

Price: The ultimate decision factor in the absence of differentiation

Experience means nothing to buyers

How to eliminate buyer objections

Why salespeople should never use an elevator pitch

How you sell, not just what you sell, differentiates you

Lazy salespeople are killing your business

4 questions that set the foundation for your sales differentiation strategy

​Is it time to change your sales compensation plan?

7 components of a great, ideal client profile

Are your salespeople dis-servicing their buyers?

The burning question buyers want answered BEFORE salespeople should answer it

Differentiation: It’s not just a marketing responsibility

How to differentiate yourself when buyers buy through RFP

Biggest doesn’t necessarily mean best when it comes to sales differentiation

9 ways to differentiate yourself through your selling approach

The science of setting successful sales quotas

Are salespeople overthinking sales differentiation?

How to engage buyers who say they’re happy with their supplier

Differentiation requires buying process disruption

7 keys to using references to differentiate yourself with a buyer

When buyers can’t justify your price, whose fault is it?

Differentiation is a moment in time, not a permanent state

Love your sales process, like your salespeople

CEOs enjoy eating steak but don’t want to know a cow died

How to achieve differentiation when selling a commodity

The needs analysis questions salespeople must ask prospects

Mastering the two most powerful words in sales

Is your sales process creating sales robots?

What did you call me? The power and peril of salesperson titles

How to find salespeople who want ‘your’ job, not just ‘any’ job

3 keys for avoiding a sales hiring nightmare

Help! My salespeople can’t write!

All buying decisions come down to price

Learning from the deals your salespeople lost: The sales inquest process

Use crime-solving strategies to become a B2B rock star

Why salespeople aren’t like professional athletes (but should be)

How to pick the right sales job

Hiring salespeople based on ‘attitude’ is flawed

Why reverse interviews are essential to your sales hiring process

Is the quota you assign to salespeople meaningless?

The Proof! You Believe The Competition Is Better

A request from all prospects to salespeople

This epidemic is clogging sales pipelines everywhere

The salesperson’s kryptonite: The RFP

Hiring the right vice president of sales

Measuring sales success: How you could be promoted and fired on the same day

How mature is your sales organization?

How to move a salesperson into management – without crashing the business

How to get sales compensation right

12 excuses for why you aren’t selling

How salespeople WANT to be managed vs. how they SHOULD be managed

The 4 key attributes of every successful salesperson

Why arguing that your company is best is a turnoff

Hiring your first salesperson: 4 reasons to seek an apprentice

Is promoting salespeople to managers an executive mistake?

7 sales onboarding mistakes that turn studs into duds

9 reasons why every company needs sales onboarding