“I had high expectations for Lee’s keynote, and he blew them out of the water.”

— Joel Bruning, Sales Manager, Vulcraft Division of Nucor

“I had high expectations for Lee’s keynote, and he blew them out of the water.”

— Joel Bruning, Sales Manager, Vulcraft Division of Nucor

“Lee Salz took our sales efforts from zero to sixty very quickly by helping us build an effective sales strategy and playbook. His coaching helped us go after deals more confidently, with improved preparation and better results.”

— Stokes McIntyre, President & CEO, MindForge

“Lee Salz took our sales efforts from zero to sixty very quickly by helping us build an effective sales strategy and playbook. His coaching helped us go after deals more confidently, with improved preparation and better results.”

— Stokes McIntyre, President & CEO, MindForge

“Lee packs a punch! He’s a sales contrarian who combats old-school, ineffective selling techniques. He challenges you to think differently about every sales process step to move the sales needle. If you want a speaker to energize your team and arm them with game-changing sales strategies, hire Lee!”

— Member of EO Boston and EOS Implementer® at EOS Worldwide

“Lee packs a punch! He’s a sales contrarian who combats old-school, ineffective selling techniques. He challenges you to think differently about every sales process step to move the sales needle. If you want a speaker to energize your team and arm them with game-changing sales strategies, hire Lee!”

— Member of EO Boston and EOS Implementer® at EOS Worldwide

“Sell Different! is loaded with strategies that work. I know that because I’ve seen our sales team penetrate our existing accounts by implementing Lee’s strategies. There’s no doubt the selling environment is changing fast, using Sell Different! will give you that competitive advantage.”

DAVE KIRSCH

“Sell Different! is loaded with strategies that work. I know that because I’ve seen our sales team penetrate our existing accounts by implementing Lee’s strategies. There’s no doubt the selling environment is changing fast, using Sell Different! will give you that competitive advantage.”

DAVE KIRSCH

“If you want to get your sales team off on the right foot, be sure they read Sell Different!. Being different doesn’t guarantee being better. But in this case, Lee coaches differentiation from the perspective of the customer and what they value. Deploy the tactics Lee teaches here and watch your sales team achieve better results by being different where it counts, in your customer’s mind.”

TIM RETHLAKE

“If you want to get your sales team off on the right foot, be sure they read Sell Different!. Being different doesn’t guarantee being better. But in this case, Lee coaches differentiation from the perspective of the customer and what they value. Deploy the tactics Lee teaches here and watch your sales team achieve better results by being different where it counts, in your customer’s mind.”

TIM RETHLAKE

“Lee Salz hit a homerun with Sell Different! Salespeople can’t just rely on their products’ differentiators to gain buyer attention and stand-out from the competition. They need to think different to add value which means they need to sell different. This book gives them the tools to do just that. Apply these strategies to your selling and you’ll experience success at levels you never dreamed imaginable.”

BRANDON STEINER

“Lee Salz hit a homerun with Sell Different! Salespeople can’t just rely on their products’ differentiators to gain buyer attention and stand-out from the competition. They need to think different to add value which means they need to sell different. This book gives them the tools to do just that. Apply these strategies to your selling and you’ll experience success at levels you never dreamed imaginable.”

BRANDON STEINER

“Lee Salz does it again with Sell Different! He creatively positions how to connect with your prospects by developing relationships from simple, actionable concepts that make your audiences feel acknowledged, heard, and comfortable with the sales process. As a 15-year sales rep and now business owner in the transportation industry; myself and my team have been successful by applying these techniques as our industry is heavily commoditized. Sell Different! provides us with the tools to find valued clients at the prices we want. This is truly a must read for anyone in the sales profession.”

NICOLE GLENN

“Lee Salz does it again with Sell Different! He creatively positions how to connect with your prospects by developing relationships from simple, actionable concepts that make your audiences feel acknowledged, heard, and comfortable with the sales process. As a 15-year sales rep and now business owner in the transportation industry; myself and my team have been successful by applying these techniques as our industry is heavily commoditized. Sell Different! provides us with the tools to find valued clients at the prices we want. This is truly a must read for anyone in the sales profession.”

NICOLE GLENN

“Lee brings a whole new perspective to modern-day sales. I love his holistic approach to the sales process and his practical, common-sense style makes his concepts easy to understand and apply to everyday situations. I know first-hand that Lee’s principles work in the real world – we worked with Lee to apply the strategies and techniques in Sell Different! and set all-time sales records in the process. If Lee’s strategies can work in the motorcycle industry, they can work for any business.”

JIM WOODRUFF

“Lee brings a whole new perspective to modern-day sales. I love his holistic approach to the sales process and his practical, common-sense style makes his concepts easy to understand and apply to everyday situations. I know first-hand that Lee’s principles work in the real world – we worked with Lee to apply the strategies and techniques in Sell Different! and set all-time sales records in the process. If Lee’s strategies can work in the motorcycle industry, they can work for any business.”

JIM WOODRUFF

“Our team has come to rely on Lee to provide us a consistent foundation and approach to winning more business while keeping the customers we have at prices we need. And Sell Different!, continues to build on that foundation and raises the bar. For any committed sales professional, the concepts in Sell Different! will make you think more thoughtfully about your approach to opportunities and how you are winning business, or not. We have found Sell Different! lays out a variety of sales situations we encounter frequently, supported by layered tactics and strategies to navigate them. Sell Different! provides a fresh approach to any sales professional seriously looking to improve their results and make more money.”

MICHAEL GROERGER

“Our team has come to rely on Lee to provide us a consistent foundation and approach to winning more business while keeping the customers we have at prices we need. And Sell Different!, continues to build on that foundation and raises the bar. For any committed sales professional, the concepts in Sell Different! will make you think more thoughtfully about your approach to opportunities and how you are winning business, or not. We have found Sell Different! lays out a variety of sales situations we encounter frequently, supported by layered tactics and strategies to navigate them. Sell Different! provides a fresh approach to any sales professional seriously looking to improve their results and make more money.”

MICHAEL GROERGER

“Sales Differentiation is one of the best and most relevant sales books in the recent era, and Lee Salz has pulled off the impossible by topping it with his new release, Sell Different!. The brilliance of Lee’s approach is that it puts the entire locus of control on the salesperson to win the deal. While owning that responsibility could be uncomfortable for a lesser salesperson, who feels better blaming anything other than themselves, every top performer | have been associated with in my sales career wants the win squarely on their own shoulders. The strategies in Sell Different! Deliver precisely the tools and skills that drive results. If you want to be amongst the elite in your profession, read this book!”

MIKE JEFFREY

“Sales Differentiation is one of the best and most relevant sales books in the recent era, and Lee Salz has pulled off the impossible by topping it with his new release, Sell Different!. The brilliance of Lee’s approach is that it puts the entire locus of control on the salesperson to win the deal. While owning that responsibility could be uncomfortable for a lesser salesperson, who feels better blaming anything other than themselves, every top performer | have been associated with in my sales career wants the win squarely on their own shoulders. The strategies in Sell Different! Deliver precisely the tools and skills that drive results. If you want to be amongst the elite in your profession, read this book!”

MIKE JEFFREY

“In Sell Different!, Lee Salz lays out successful strategies to reach elusive prospects, find more of your best clients, and teach you how to embrace virtual selling. Our global sales team implemented many of Lee’s strategies which helped us generate record sales growth.”

SCOTT CHRISTENSEN

“In Sell Different!, Lee Salz lays out successful strategies to reach elusive prospects, find more of your best clients, and teach you how to embrace virtual selling. Our global sales team implemented many of Lee’s strategies which helped us generate record sales growth.”

SCOTT CHRISTENSEN

“In minor league baseball, we focus on the guest experience as a strategy to create loyal fans that continually attend games. The guest experience we create is a key ingredient in our success. In Sell Different!, Lee Salz provided us with the recipe to differentiate the buying experience so we convert fans into satisfied members who return with big smiles season after season. Implement the strategies and enjoy the results.”

SUSAN SAVAGE

“In minor league baseball, we focus on the guest experience as a strategy to create loyal fans that continually attend games. The guest experience we create is a key ingredient in our success. In Sell Different!, Lee Salz provided us with the recipe to differentiate the buying experience so we convert fans into satisfied members who return with big smiles season after season. Implement the strategies and enjoy the results.”

SUSAN SAVAGE

While it is a well-accepted maxim that people buy from salespeople that they like; few stop to think about the key question that the author poses: “What can I do at each stage of the buying process to differentiate myself from the competition, make my prospect feel special, and build a stronger relationship?” Salz’s advice systematically addresses how to remedy the root causes of lost deals and failure to defend price: failure to thoroughly qualify, inadequate discovery, and incomplete identification of decision makers/influencers and their buying criteria. Sell Differently provides practical, step by step, guidance on how to set yourself apart from the competition throughout the sales interaction, and in so doing, “close more deals at the prices you want”.

BRUCE CHESEBROUGH

While it is a well-accepted maxim that people buy from salespeople that they like; few stop to think about the key question that the author poses: “What can I do at each stage of the buying process to differentiate myself from the competition, make my prospect feel special, and build a stronger relationship?” Salz’s advice systematically addresses how to remedy the root causes of lost deals and failure to defend price: failure to thoroughly qualify, inadequate discovery, and incomplete identification of decision makers/influencers and their buying criteria. Sell Differently provides practical, step by step, guidance on how to set yourself apart from the competition throughout the sales interaction, and in so doing, “close more deals at the prices you want”.

BRUCE CHESEBROUGH

“Our industry has fallen into the trap of declining revenue per sale, as ‘price selling’ becomes a larger and larger theme. As we are breaking into new geographies and hunting new client relationships, each requires several of the proven strategies presented in Sell Different!. Especially meaningful to my team are: the actionable 16-phase plan to reach and engage elusive prospects, virtual selling, neutralizing the fear of change that paralyzes buyers, and dissecting & resolving the most challenging sales objection — price!”

TRENT ANDERSON

“Our industry has fallen into the trap of declining revenue per sale, as ‘price selling’ becomes a larger and larger theme. As we are breaking into new geographies and hunting new client relationships, each requires several of the proven strategies presented in Sell Different!. Especially meaningful to my team are: the actionable 16-phase plan to reach and engage elusive prospects, virtual selling, neutralizing the fear of change that paralyzes buyers, and dissecting & resolving the most challenging sales objection — price!”

TRENT ANDERSON

“One of the biggest ‘a-ha moments’ for me in Sell Different! is the Prospecting Rhythm which adds a strategic component to the quantitative side of prospecting. This is the recipe to reach and engage prospects. Read the book and implement this strategy.”

CHAD PARKER

“One of the biggest ‘a-ha moments’ for me in Sell Different! is the Prospecting Rhythm which adds a strategic component to the quantitative side of prospecting. This is the recipe to reach and engage prospects. Read the book and implement this strategy.”

CHAD PARKER

“Sell Different! is not about a new “gimmick” to sell more. It is a great book to learn what it means to sell ‘authentically’ to win the hearts and minds of your clients to build trusted partnerships for the long run!”

MIKE JENKINS

“Sell Different! is not about a new “gimmick” to sell more. It is a great book to learn what it means to sell ‘authentically’ to win the hearts and minds of your clients to build trusted partnerships for the long run!”

MIKE JENKINS

“Sell Different! is the definitive playbook for salespeople who want to take control of their earning power. It doesn’t matter how competitive your industry is; in the end, success or failure depends on how you sell, not what you sell. Lee Salz lays out the strategies that work in every sale. It’s all about selling differently than the average salesperson. Don’t worry, though — this process doesn’t create more work. It simply reduces the time, rejection and stress that consumes the average salesperson.”

KEVIN HILL

“Sell Different! is the definitive playbook for salespeople who want to take control of their earning power. It doesn’t matter how competitive your industry is; in the end, success or failure depends on how you sell, not what you sell. Lee Salz lays out the strategies that work in every sale. It’s all about selling differently than the average salesperson. Don’t worry, though — this process doesn’t create more work. It simply reduces the time, rejection and stress that consumes the average salesperson.”

KEVIN HILL

“Sell Different! addresses the what to do and why when it comes to sales. Each chapter brings key points that can be added to your sales team agenda and practiced for improvement to optimize sales. I truly wished that I had read this book 25 years ago as it gives a step-by-step process to handle many challenges with solutions regarding selling. If you are looking to elevate your sales game, I recommend this book.”

ROBERT FONTAINE

“Sell Different! addresses the what to do and why when it comes to sales. Each chapter brings key points that can be added to your sales team agenda and practiced for improvement to optimize sales. I truly wished that I had read this book 25 years ago as it gives a step-by-step process to handle many challenges with solutions regarding selling. If you are looking to elevate your sales game, I recommend this book.”

ROBERT FONTAINE

“The beauty of Sell Different! is Lee’s simple, but powerful recommendations and insights. The book presents subtle shifts in positioning, mindsets, and behaviors that can unlock significant untapped growth opportunities. This book is timely as all sales leaders are looking to redesign and adapt sales management strategies for the changed markets — never a better time than now to focus on “skill practice” to hone our skills and capabilities. I wish my team had this book a long time ago.”

MARK KNUREK

“The beauty of Sell Different! is Lee’s simple, but powerful recommendations and insights. The book presents subtle shifts in positioning, mindsets, and behaviors that can unlock significant untapped growth opportunities. This book is timely as all sales leaders are looking to redesign and adapt sales management strategies for the changed markets — never a better time than now to focus on “skill practice” to hone our skills and capabilities. I wish my team had this book a long time ago.”

MARK KNUREK

“Sell Different! will permanently change your sales results. I’ve seen many of Lee’s techniques in action with a shared client. They’ve won close to 100% of their bids since implementing these strategies. They work!`

BARBARA WEAVER SMITH Ph.D.,

“Sell Different! will permanently change your sales results. I’ve seen many of Lee’s techniques in action with a shared client. They’ve won close to 100% of their bids since implementing these strategies. They work!`

BARBARA WEAVER SMITH Ph.D.,

“Sell Different! is STACKED with incredible, real-world sales strategies to build your top-performing sales playbook today! If you want to outsell your competition and level up in your sales career, you need to buy this book and put it into action immediately!”

BRANDON BORNANCIN

“Sell Different! is STACKED with incredible, real-world sales strategies to build your top-performing sales playbook today! If you want to outsell your competition and level up in your sales career, you need to buy this book and put it into action immediately!”

BRANDON BORNANCIN

“This book is packed with actionable content. Nothing in Sell Different! is theoretical. How do I know that? Because we contracted with Lee and he implemented these strategies and concepts in our company. The result? Record-setting sales month after month and explosive growth during a pandemic. If you are serious about moving forward in your sales efforts, don’t just read the book. Embrace its teachings. Make them part of your daily operating rhythm.”

DARYL HANCOCK

“This book is packed with actionable content. Nothing in Sell Different! is theoretical. How do I know that? Because we contracted with Lee and he implemented these strategies and concepts in our company. The result? Record-setting sales month after month and explosive growth during a pandemic. If you are serious about moving forward in your sales efforts, don’t just read the book. Embrace its teachings. Make them part of your daily operating rhythm.”

DARYL HANCOCK

“There are several hundred people in my company that are involved in direct sales. Lee’s teaching in Sell Different! about our “toughest competitor” is great insight. I am confident this will help our direct salespeople to overcome their “fear factor” related to competitors. This knowledge is worth its weight in gold!”

JERRY L. MILLS

“There are several hundred people in my company that are involved in direct sales. Lee’s teaching in Sell Different! about our “toughest competitor” is great insight. I am confident this will help our direct salespeople to overcome their “fear factor” related to competitors. This knowledge is worth its weight in gold!”

JERRY L. MILLS

“The strategies Lee Salz presents in Sell Different! has inspired and revolutionised our sales team. He is significant reason for our company’s growth to become one of leading IT distributors in Australia. Lee’s easy to understand and put into practice Sales Differentiation techniques have helped turn our sales team performances from good to great. Not only it has helped our company grow significantly his teachings have given motivation and skill to our sales team to really enjoy their role. I highly recommend this book to anyone who wants a clear and easy way to grow their sales team performance and margins.”

THEO KRISTORIS

“The strategies Lee Salz presents in Sell Different! has inspired and revolutionised our sales team. He is significant reason for our company’s growth to become one of leading IT distributors in Australia. Lee’s easy to understand and put into practice Sales Differentiation techniques have helped turn our sales team performances from good to great. Not only it has helped our company grow significantly his teachings have given motivation and skill to our sales team to really enjoy their role. I highly recommend this book to anyone who wants a clear and easy way to grow their sales team performance and margins.”

THEO KRISTORIS

“You could fill a library with books that proclaim they have the one true secret to sales success. And most are best used as kindling. But now, in Sell Different!, you read one sound source of sales expertise. Lee delivers…count on it!”

HOWARD STEVENS

“You could fill a library with books that proclaim they have the one true secret to sales success. And most are best used as kindling. But now, in Sell Different!, you read one sound source of sales expertise. Lee delivers…count on it!”

HOWARD STEVENS

“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!!”

KELLY RIGGS

“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!!”

KELLY RIGGS

“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.”

COLLEEN FRANCIS

“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.”

COLLEEN FRANCIS

“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.”

DIANNA GEAIRN

“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.”

DIANNA GEAIRN

“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.”

DIANE HELBIG

“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.”

DIANE HELBIG

“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.”

LYNN HIDY

“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.”

LYNN HIDY

“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.”

ANTARCTIC MIKE

“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.”

ANTARCTIC MIKE

“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.”

SAM RICHTER

“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.”

SAM RICHTER

“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%.”

TOM SEARCY

“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%.”

TOM SEARCY

“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.”

ANTHONY PARINELLO

“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.”

ANTHONY PARINELLO

“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.”

RON KARR

“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.”

RON KARR

“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!”

LARRY REEVES

“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!”

LARRY REEVES

“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.”

DR. PELE

“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.”

DR. PELE

“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.”

THOMAS J. WILLIAMS

“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.”

THOMAS J. WILLIAMS

“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.”

MERIT KAHN

“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.”

MERIT KAHN

“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.”

DANITA BYE

“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.”

DANITA BYE

“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.”

PHIL GERBYSHAK

“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.”

PHIL GERBYSHAK

“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!”

SIMON HARES

“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!”

SIMON HARES

“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.”

LORI RICHARDSON

“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.”

LORI RICHARDSON

“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.”

ANTHONY IANNARINO

“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.”

ANTHONY IANNARINO

“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.”

JEFFREY GITOMER

“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.”

JEFFREY GITOMER

“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.”

KENDRA LEE

“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.”

KENDRA LEE

“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.”

ART SOBCZAK

“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.”

ART SOBCZAK

“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.”

ANDY PAUL

“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.”

ANDY PAUL

“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!”

MARK BOUNDY

“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!”

MARK BOUNDY

“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.”

JEFF BEALS

“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.”

JEFF BEALS

“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.”

WES SCHAEFFER

“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.”

WES SCHAEFFER

“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.”

MATT HEINZ

“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.”

MATT HEINZ

“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.”

JASON JORDAN

“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.”

JASON JORDAN

“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.”

COACH JIM JOHNSON

“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.”

COACH JIM JOHNSON

“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!”

DR. JULIE MILLER

“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!”

DR. JULIE MILLER

“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.”

TIM HURSON

“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.”

TIM HURSON

“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.”

MERIDITH ELLIOTT POWELL

“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.”

MERIDITH ELLIOTT POWELL

“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.”

FRED DIAMOND

“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.”

FRED DIAMOND

“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!”

DAVE BROCK

“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!”

DAVE BROCK

“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.”

LARRY LEVINE

“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.”

LARRY LEVINE

“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.”

STU HEINECKE

“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.”

STU HEINECKE

“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.”

CAROLE MAHONEY

“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.”

CAROLE MAHONEY

“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!”

MIKE WEINBERG

“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!”

MIKE WEINBERG

“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!”

MIKE KUNKLE

“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!”

MIKE KUNKLE

“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.”

HARLAN GOERGER

“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.”

HARLAN GOERGER

“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.”

GERHARD GSCHWANDTNER

“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.”

GERHARD GSCHWANDTNER

“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.”

MATTHEW POLLARD

“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.”

MATTHEW POLLARD

“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.”

MIKE SCHULTZ

“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.”

MIKE SCHULTZ

“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.”

JEFF BAJOREK

“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.”

JEFF BAJOREK

“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.”

DENISE HARRISON

“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.”

DENISE HARRISON

“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.”

DAWN DEETER

“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.”

DAWN DEETER

“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!”

JAMES MUIR

“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!”

JAMES MUIR

“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.”

NANCY NARDIN

“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.”

NANCY NARDIN

“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.”

ALICE HEIMAN

“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.”

ALICE HEIMAN

“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!”

TIBOR SHANTO

“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!”

TIBOR SHANTO

“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.”

MARK HUNTER

“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.”

MARK HUNTER

“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!”

BERNADETTE MCCLELLAND

“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!”

BERNADETTE MCCLELLAND

“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!”

STU SCHLACKMAN

“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!”

STU SCHLACKMAN

“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.”

SHARI LEVITIN

“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.”

SHARI LEVITIN

“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.”

KEN KUPCHIK

“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.”

KEN KUPCHIK

“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.”

PATRICIA FRIPP

“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.”

PATRICIA FRIPP

“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!”

ROB HUBSHER

“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!”

ROB HUBSHER

“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.”

ANDREA WALTZ

“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.”

ANDREA WALTZ

“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.”

TONY HUGHES

“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.”

TONY HUGHES

“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.”

DAVID NEWMAN

“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.”

DAVID NEWMAN

“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.”

BRYNNE TILLMAN

“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.”

BRYNNE TILLMAN

“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.”

TOWNSEND WARDLAW

“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.”

TOWNSEND WARDLAW

“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!”

JILL KONRATH

“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!”

JILL KONRATH

“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!”

JEB BLOUNT

“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!”

JEB BLOUNT

“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.”

VERNE HARNISH

“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.”

VERNE HARNISH

“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.”

STEVEN SCHUSSLER

“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.”

STEVEN SCHUSSLER

“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.”

KEITH ROSEN

“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.”

KEITH ROSEN

“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!”

ANDY MILLER

“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!”

ANDY MILLER

“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.”

LAHAT TZVI

“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.”

LAHAT TZVI

“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!”

TOM HOPKINS

“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!”

TOM HOPKINS

“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.”

SHANE GIBSON

“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.”

SHANE GIBSON

“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.”

NANCY BLEEKE

“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.”

NANCY BLEEKE

“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!”

DARRELL AMY

“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!”

DARRELL AMY

“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.”

DAN SEIDMAN

“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.”

DAN SEIDMAN

“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.”

DOUGLAS BURDETT

“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.”

DOUGLAS BURDETT

“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!”

ELINOR STUTZ

“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!”

ELINOR STUTZ

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.”

TODD WILLIAMS

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.”

TODD WILLIAMS

“Sell Different! contains a treasure trove of strategies to help you stand out from hundreds of other salespeople who will reach out to your prospect this week. If you aren’t different, why would your service be different?”

BILL MILLS, CEO

“Sell Different! contains a treasure trove of strategies to help you stand out from hundreds of other salespeople who will reach out to your prospect this week. If you aren’t different, why would your service be different?”

BILL MILLS, CEO

“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!”

— Ann Losiewski, Director of Enterprise Sales, Hire Right

“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!”

— Ann Losiewski, Director of Enterprise Sales, Hire Right

“We asked Lee to present “Building a World-Class Sales Force” at our AA-ISP conference. The feedback was outstanding! As one attendee described it… ‘Intense and good dose of medicine. We had a lackadaisical approach to hiring…he set the record straight.’ I highly recommend Lee and this presentation to anyone responsible for managing and or hiring salespeople.”

— Larry Reeves, Chief Operating Officer, American Association of Inside Sales Professionals

“We asked Lee to present “Building a World-Class Sales Force” at our AA-ISP conference. The feedback was outstanding! As one attendee described it… ‘Intense and good dose of medicine. We had a lackadaisical approach to hiring…he set the record straight.’ I highly recommend Lee and this presentation to anyone responsible for managing and or hiring salespeople.”

— Larry Reeves, Chief Operating Officer, American Association of Inside Sales Professionals

“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!”

— Mike Moroz, President/CEO, Walters Recycling and Refuse, Inc.

“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!”

— Mike Moroz, President/CEO, Walters Recycling and Refuse, Inc.

“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.”

— Nicole Honey, Editor, ThinkSales Magazine

“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.”

— Nicole Honey, Editor, ThinkSales Magazine

“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.”

— Paul Nolan, Editor, Sales & Marketing Management magazine

“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.”

— Paul Nolan, Editor, Sales & Marketing Management magazine

“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.”

— Coach Jim Hughes, CEO Sales Leadership Consulting

“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.”

— Coach Jim Hughes, CEO Sales Leadership Consulting

“Lee Salz’ Compensate to Motivate! chapter is both insightful and practical. Moreover, as a business owner of over 34 years I can (and will!) do something with his advice to impact my company’s bottom line.”

— Rick Olson, President/CEO, KRM Information Services, Inc

“Lee Salz’ Compensate to Motivate! chapter is both insightful and practical. Moreover, as a business owner of over 34 years I can (and will!) do something with his advice to impact my company’s bottom line.”

— Rick Olson, President/CEO, KRM Information Services, Inc

“I have studied every negotiation program on the planet that I could find and the stealth negotiation principles taught by Andy Miller are by far the most powerful I have ever used! My clients rave about this approach because it is so natural, easy to use and totally disarming… even with the most seasoned hardcore negotiators. If negotiating is something you do this is a must read!”

— Tom Schaff, President, Exponentia Growth Systems

“I have studied every negotiation program on the planet that I could find and the stealth negotiation principles taught by Andy Miller are by far the most powerful I have ever used! My clients rave about this approach because it is so natural, easy to use and totally disarming… even with the most seasoned hardcore negotiators. If negotiating is something you do this is a must read!”

— Tom Schaff, President, Exponentia Growth Systems

“Roger Courville is the web seminar guru. Not only is he an outstanding practitioner, but he is an invaluable source of knowledge, tips, and best practices.”

— Mireia Fontbernat, Director of Marketing Programs, Oblicore

“Roger Courville is the web seminar guru. Not only is he an outstanding practitioner, but he is an invaluable source of knowledge, tips, and best practices.”

— Mireia Fontbernat, Director of Marketing Programs, Oblicore

“I have found that Dave Hubbard’s method of exercise is the perfect solution for getting in shape and staying fit. I am losing weight, gaining strength, and getting in good cardio shape in the same amount of time as it takes to shower or brush my teeth. This plan is a no brainer!”

— Trey Pope, McCullough & Associates

“I have found that Dave Hubbard’s method of exercise is the perfect solution for getting in shape and staying fit. I am losing weight, gaining strength, and getting in good cardio shape in the same amount of time as it takes to shower or brush my teeth. This plan is a no brainer!”

— Trey Pope, McCullough & Associates

“…Our company has seen measurable results working with Hillary Feder & her team.”

— John Wing, President, Quantitative Advantage

“…Our company has seen measurable results working with Hillary Feder & her team.”

— John Wing, President, Quantitative Advantage

“So many great ideas and information! I like that this article addressed the influence of emotion in our pricing decisions – as well as how to calculate job costing, break even, and product margin. Excellent article. Thanks!”

— Susan Nelson, Speaker/Writer, AskSusanNelson.com

“So many great ideas and information! I like that this article addressed the influence of emotion in our pricing decisions – as well as how to calculate job costing, break even, and product margin. Excellent article. Thanks!”

— Susan Nelson, Speaker/Writer, AskSusanNelson.com

“Andy’s teachings have multiple effects in optimizing our business – saving time, being more effective in improving my bottom line while growing sales with more ease.”

— Pandora Pang,President,On A Higher Note, LLC

“Andy’s teachings have multiple effects in optimizing our business – saving time, being more effective in improving my bottom line while growing sales with more ease.”

— Pandora Pang,President,On A Higher Note, LLC

“In today’s world of technology with business conducted very impersonally, networking face to face and building long-term relationships is still crucial to ultimate business success. Cindy gives a simple step by step formula that everybody can use.”

— Elaine M. Chaffee, SPHR, Executive, Vice President, Career Transitions, LLC

“In today’s world of technology with business conducted very impersonally, networking face to face and building long-term relationships is still crucial to ultimate business success. Cindy gives a simple step by step formula that everybody can use.”

— Elaine M. Chaffee, SPHR, Executive, Vice President, Career Transitions, LLC

“Proper alignment of sales compensation with respect to a companies overall goals is a major key to achieving success. Compensation drives individual behavior which in turn drives activities and ultimately results. All too often compensation or incentive plans focus on “areas of interest” such as new accounts or a new product and they lose sight of the companies overall goals. Lee Salz’ sales compensation chapter and SCET™ process insures that doesn’t happen….”

— Larry Reeves, Chief Operating Officer, Association of Inside Sales Professionals

“Proper alignment of sales compensation with respect to a companies overall goals is a major key to achieving success. Compensation drives individual behavior which in turn drives activities and ultimately results. All too often compensation or incentive plans focus on “areas of interest” such as new accounts or a new product and they lose sight of the companies overall goals. Lee Salz’ sales compensation chapter and SCET™ process insures that doesn’t happen….”

— Larry Reeves, Chief Operating Officer, Association of Inside Sales Professionals

“The improvements we have made to our recruiting and selection process are preventing costly mistakes. The systems that Danita Bye has suggested are both effective and efficient to use.”

— Jim Cope, President, Cornerstone Office Systems Inc.

“The improvements we have made to our recruiting and selection process are preventing costly mistakes. The systems that Danita Bye has suggested are both effective and efficient to use.”

— Jim Cope, President, Cornerstone Office Systems Inc.

“Drew Stevens not only understands the sales game but he shows you a through and effective way to play and achieve results.”

— Barbara Dressel, President, eMED International, Inc.

“Drew Stevens not only understands the sales game but he shows you a through and effective way to play and achieve results.”

— Barbara Dressel, President, eMED International, Inc.

“Gary Gack’s vast practical experience and industry knowledge is a real asset to his teaching of Lean Six Sigma process improvement. His adaptation of the lean and six sigma materials to a small companies’ setting allowed us to economically bring six sigma to our company and we are starting to see the results.”

— Chad Haggerty, Director of Quality Assurance, Ulticom

“Gary Gack’s vast practical experience and industry knowledge is a real asset to his teaching of Lean Six Sigma process improvement. His adaptation of the lean and six sigma materials to a small companies’ setting allowed us to economically bring six sigma to our company and we are starting to see the results.”

— Chad Haggerty, Director of Quality Assurance, Ulticom

“We’ve used Salz’ sales compensation strategy for Archway Marketing’s sales team. With Lee, we developed a very simple to understand yet detailed SBO™ program for both our new and tenured business development team members. Instead of guessing where we are related to pipeline analysis, thanks to Lee’s methodology we now have measurable milestones by rep that are tracked and reported. The compensation plan that corresponds to these milestones is a win for both the company and our business development team.”

— Mike Moroz, President, Archway Marketing

“We’ve used Salz’ sales compensation strategy for Archway Marketing’s sales team. With Lee, we developed a very simple to understand yet detailed SBO™ program for both our new and tenured business development team members. Instead of guessing where we are related to pipeline analysis, thanks to Lee’s methodology we now have measurable milestones by rep that are tracked and reported. The compensation plan that corresponds to these milestones is a win for both the company and our business development team.”

— Mike Moroz, President, Archway Marketing

“John Myrna’s strategic planning process has directly contributed to our tenfold increase in EBITDA.”

— Bob Posten, Co-president tnsLandis - tnsLandis Strategy & Innovation

“John Myrna’s strategic planning process has directly contributed to our tenfold increase in EBITDA.”

— Bob Posten, Co-president tnsLandis - tnsLandis Strategy & Innovation

“In a small business, it is extremely easy to get wrapped up in the day to day stuff. To be able to pause for breath, reflect and create a compelling purpose for your businesses future is never easy. The Dynamics of Great Business Development equips you with an incredibly cost effective nine step process and 3 great strategies that you can apply now to create your vision and take action to ensure success. “

— Lee Cooper, Director Transcend Executive, UK

“In a small business, it is extremely easy to get wrapped up in the day to day stuff. To be able to pause for breath, reflect and create a compelling purpose for your businesses future is never easy. The Dynamics of Great Business Development equips you with an incredibly cost effective nine step process and 3 great strategies that you can apply now to create your vision and take action to ensure success. “

— Lee Cooper, Director Transcend Executive, UK

“I’d put Sam Richter in the top ten, worldwide, of people who “get” how to create genuinely value-based business relationships. Sam is all about substance.”

— Betsy Buckley, President and Chief Rainmaker, WHAT MATTERS, Using EveryDayRain™

“I’d put Sam Richter in the top ten, worldwide, of people who “get” how to create genuinely value-based business relationships. Sam is all about substance.”

— Betsy Buckley, President and Chief Rainmaker, WHAT MATTERS, Using EveryDayRain™

“I learned the importance of “paying myself first” before deploying subcontractors for billable work. It helped me boost my profitability and increase my productivity.”

— Kevin Munsterman, President, K M Network Services, Inc.

“I learned the importance of “paying myself first” before deploying subcontractors for billable work. It helped me boost my profitability and increase my productivity.”

— Kevin Munsterman, President, K M Network Services, Inc.

“Lee Salz’ sales compensation chapter provides an effective compensation strategy that is instantly actionable and easily measured”

— Paul Nolan, Editor-in-Chief, SalesforceXP Magazine

“Lee Salz’ sales compensation chapter provides an effective compensation strategy that is instantly actionable and easily measured”

— Paul Nolan, Editor-in-Chief, SalesforceXP Magazine

“The light bulb went off as I read Sarah’s chapter on pricing strategies! As a business owner who is setting price expectations in a relatively new market, I learned that proper analysis of key information is essential in determining our profitability. And knowing our profitability, along with some other factors that Sarah shares, will help us to determine our initial pricing strategy.”

— Pamela Grover, Owner, IHateScrapping.com

“The light bulb went off as I read Sarah’s chapter on pricing strategies! As a business owner who is setting price expectations in a relatively new market, I learned that proper analysis of key information is essential in determining our profitability. And knowing our profitability, along with some other factors that Sarah shares, will help us to determine our initial pricing strategy.”

— Pamela Grover, Owner, IHateScrapping.com

“Even after producing, promoting, and presenting web seminars for the past year, I still learned some good techniques that we can start to use immediately.”

— Eric Fraser, Project Manager, Marketing Communications, Filemaker

“Even after producing, promoting, and presenting web seminars for the past year, I still learned some good techniques that we can start to use immediately.”

— Eric Fraser, Project Manager, Marketing Communications, Filemaker

“Sarah Day has taken the guess work out of pricing. She provides directives that are clear and precise and I really appreciate the examples that she has included. She has affirmed that consumers are still looking for quality in a product and integrity in the work that’s being done. Money and pricing are important, yes, but it’s the value and service that’s given that truly makes for profitable small business. Sarah Day understands this.”

— Cathleen Clifford-Cordes, Office Manager, London Chimney Sweeps, LTD.

“Sarah Day has taken the guess work out of pricing. She provides directives that are clear and precise and I really appreciate the examples that she has included. She has affirmed that consumers are still looking for quality in a product and integrity in the work that’s being done. Money and pricing are important, yes, but it’s the value and service that’s given that truly makes for profitable small business. Sarah Day understands this.”

— Cathleen Clifford-Cordes, Office Manager, London Chimney Sweeps, LTD.

“Dr. Richard Norris has done it again. His thought provoking insight, questions and supportive giving are right on. I have been giving and supporting my network, now I can leverage that giving even more. As a business leader searching for the correctly aligned clients and partners, I have been able to implement this strategy and it has been extremely successful.”

— Jim Browning, President & CEO, Lifestyle Architecture™ North America Inc

“Dr. Richard Norris has done it again. His thought provoking insight, questions and supportive giving are right on. I have been giving and supporting my network, now I can leverage that giving even more. As a business leader searching for the correctly aligned clients and partners, I have been able to implement this strategy and it has been extremely successful.”

— Jim Browning, President & CEO, Lifestyle Architecture™ North America Inc

“Often the idea of risk management inspires fear. However, with Peg it’s not about paranoia, but rather about assessing what the potential risks are and the realistic steps one’s organization can take to minimize the risk and maximize effectiveness. If you can’t work with her directly, I highly recommend her books and webinars.”

— Celine Schein, Executive Director, Chitresh Das Dance Company, San Francisco, CA

“Often the idea of risk management inspires fear. However, with Peg it’s not about paranoia, but rather about assessing what the potential risks are and the realistic steps one’s organization can take to minimize the risk and maximize effectiveness. If you can’t work with her directly, I highly recommend her books and webinars.”

— Celine Schein, Executive Director, Chitresh Das Dance Company, San Francisco, CA

“Myrna’s process, simply put, is incredible! It is streamlined, it is concise and I have no doubt, it works.”

— Joe Elphick, President - 3C Packaging

“Myrna’s process, simply put, is incredible! It is streamlined, it is concise and I have no doubt, it works.”

— Joe Elphick, President - 3C Packaging

“Harlan Goerger’s proven Leadership Keys are the foundation upon which to build a prosperous enterprise. However, as Harlan points out in this interesting and concise chapter, most business owners and managers don’t use them … or mis-use them. Leadership is Leadership; the information in this chapter is applicable to Fortune 500 managers and to the sole proprietorship. I highly recommend reading this as anyone putting the 5 Keys to work will gain an unbelievable edge over the competition.”

— Joe Elphick, President - 3C Packaging

“Harlan Goerger’s proven Leadership Keys are the foundation upon which to build a prosperous enterprise. However, as Harlan points out in this interesting and concise chapter, most business owners and managers don’t use them … or mis-use them. Leadership is Leadership; the information in this chapter is applicable to Fortune 500 managers and to the sole proprietorship. I highly recommend reading this as anyone putting the 5 Keys to work will gain an unbelievable edge over the competition.”

— Joe Elphick, President - 3C Packaging

“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.”

— Keith Rosen, CEO of Profit Builders and author of the award-winning book, Coaching Salespeople into Sales Champions

“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.”

— Keith Rosen, CEO of Profit Builders and author of the award-winning book, Coaching Salespeople into Sales Champions

“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!”

— Lorri Freifeld, Editor-in-Chief, Training magazine

“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!”

— Lorri Freifeld, Editor-in-Chief, Training magazine

“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.”

— Harvey Mackay, author of the #1 New York Times bestseller Swim With The Sharks Without Being Eaten Alive

“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.”

— Harvey Mackay, author of the #1 New York Times bestseller Swim With The Sharks Without Being Eaten Alive

“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.”

— Regina Barr, Founder and CEO, Red Ladder, Inc & Founder, Women at the Top® Network

“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.”

— Regina Barr, Founder and CEO, Red Ladder, Inc & Founder, Women at the Top® Network

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

— Gerhard Gschwandtner, Publisher, Selling Power magazine

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

— Gerhard Gschwandtner, Publisher, Selling Power magazine

“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.”

— Nick Vaidya, Managing Editor, The CEO Magazine

“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.”

— Nick Vaidya, Managing Editor, The CEO Magazine

“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!”

— Jeffrey Gitomer, Author of 21.5 Unbreakable Laws of Selling

“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!”

— Jeffrey Gitomer, Author of 21.5 Unbreakable Laws of Selling

“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!”

— Dawn Deeter-Schmelz, J.J. Vanier Distinguished Professor, Director, National Strategic Selling Institute, Kansas State University

“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!”

— Dawn Deeter-Schmelz, J.J. Vanier Distinguished Professor, Director, National Strategic Selling Institute, Kansas State University

“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.”

— Alice Heiman, CSO of Alice Heiman, LLC – Let’s Talk Sales!

“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.”

— Alice Heiman, CSO of Alice Heiman, LLC – Let’s Talk Sales!

“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.”

— Drew Stevens, Ph.D., Stevens Consulting Group

“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.”

— Drew Stevens, Ph.D., Stevens Consulting Group

“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!”

— Rhoberta Shaler, Ph.D., author of Wrestling Rhinos: Conquering Conflict in the Wilds of Work, and the forthcoming book, What Other People Do is Not About You: Becoming Self-Aware & &q

“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!”

— Rhoberta Shaler, Ph.D., author of Wrestling Rhinos: Conquering Conflict in the Wilds of Work, and the forthcoming book, What Other People Do is Not About You: Becoming Self-Aware & &q

“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!”

— Robert Terson, CEO of Sellingfearlessly.com and author of Selling Fearlessly: A Master Salesman’s Secrets for the One-Call-Close Salesperson

“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!”

— Robert Terson, CEO of Sellingfearlessly.com and author of Selling Fearlessly: A Master Salesman’s Secrets for the One-Call-Close Salesperson

“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.”

— Sarah Day, Management Advisor and author of the Parent Your Business blog

“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.”

— Sarah Day, Management Advisor and author of the Parent Your Business blog

“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.”

— Tuck Mixon, Sales Hiring Expert and President, Trinity Marketing Systems

“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.”

— Tuck Mixon, Sales Hiring Expert and President, Trinity Marketing Systems

“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.”

— Diane Helbig, Business Coach, Seize This Day Coaching

“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.”

— Diane Helbig, Business Coach, Seize This Day Coaching

“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.”

— Marc Maloy, Senior Vice President, Sales and Business Development, Instructure

“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.”

— Marc Maloy, Senior Vice President, Sales and Business Development, Instructure

“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.”

— Philippe Le Baron, author of Transforming Lions™ online bootcamp and Creator of the

“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.”

— Philippe Le Baron, author of Transforming Lions™ online bootcamp and Creator of the

“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.”

— Steven A Rosen, MBA, author of 52 Sales Management Tips - The Sales Managers’ Success Guide

“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.”

— Steven A Rosen, MBA, author of 52 Sales Management Tips - The Sales Managers’ Success Guide

“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.”

— Harlan Goerger, President, AskHG, Sales and Leadership performance, author of The Selling Gap and Bypassing NO in Business

“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.”

— Harlan Goerger, President, AskHG, Sales and Leadership performance, author of The Selling Gap and Bypassing NO in Business

“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.”

— Joanne S. Black, Founder, No More Cold Calling™

“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.”

— Joanne S. Black, Founder, No More Cold Calling™

“‘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.”

— Andy Miller, Co-Founder, Big Swift Kick, www.BigSwiftKick.com

“‘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.”

— Andy Miller, Co-Founder, Big Swift Kick, www.BigSwiftKick.com

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

— Scott P. Plum, President, the Minnesota Sales Institute

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

— Scott P. Plum, President, the Minnesota Sales Institute

“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.”

— Merit Gest, President & Professional Onboarding Specialist, Merit-Based Development, Inc.

“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.”

— Merit Gest, President & Professional Onboarding Specialist, Merit-Based Development, Inc.

“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!”

— Bill Guertin, sales training expert and CEO, The 800-Pound Gorilla

“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!”

— Bill Guertin, sales training expert and CEO, The 800-Pound Gorilla

“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!”

— Steve Kloyda, Founder, The Prospecting Expert, Inc.

“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!”

— Steve Kloyda, Founder, The Prospecting Expert, Inc.

“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.”

— Steve W. Martin, Founder, Heavy Hitter Sales Training

“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.”

— Steve W. Martin, Founder, Heavy Hitter Sales Training

“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.”

— Larry Reeves, Co-Founder and Chief Operating Officer, American Association of Inside Sales Professionals

“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.”

— Larry Reeves, Co-Founder and Chief Operating Officer, American Association of Inside Sales Professionals

“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.”

— Lorraine Howell, author of Give Your Elevator Speech a Lift!

“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.”

— Lorraine Howell, author of Give Your Elevator Speech a Lift!

“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.”

— Donna G. Kirtz, award-winning sales management executive

“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.”

— Donna G. Kirtz, award-winning sales management executive

“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.”

— Sam Richter, best-selling author and top-rated sales success speaker, www.samrichter.com

“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.”

— Sam Richter, best-selling author and top-rated sales success speaker, www.samrichter.com

“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.”

— Bill Hettinger, author of Finance Without Fear

“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.”

— Bill Hettinger, author of Finance Without Fear

“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.”

— Todd Raphael, Editor in Chief at the recruiting media company ERE (ere.net)

“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.”

— Todd Raphael, Editor in Chief at the recruiting media company ERE (ere.net)

“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.”

— David Lee, founder of HumanNature@Work and OnboardingHero.com

“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.”

— David Lee, founder of HumanNature@Work and OnboardingHero.com

“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.”

— Mark LeBlanc, President of Small Business Success , author of Growing Your Business and Never Be the Same

“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.”

— Mark LeBlanc, President of Small Business Success , author of Growing Your Business and Never Be the Same

“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.”

— Anne Miller, author of The Tall Lady With the Iceberg: the power of metaphors to sell, persuade & explain anything to anyone

“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.”

— Anne Miller, author of The Tall Lady With the Iceberg: the power of metaphors to sell, persuade & explain anything to anyone

“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.”

— David Brock, CEO, Partners In Excellence

“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.”

— David Brock, CEO, Partners In Excellence

“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.”

— Garrett Colbert, Director of Sales and Business Development , Civicom

“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.”

— Garrett Colbert, Director of Sales and Business Development , Civicom

“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.”

— Diahn Hevel, CEO, Hevel +Co

“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.”

— Diahn Hevel, CEO, Hevel +Co

“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.”

— Geoff Keifer, Keifer Consulting

“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.”

— Geoff Keifer, Keifer Consulting

“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.”

— Babette N. Ten Haken, Founder & President, Sales Aerobics for Engineers ®, LLC,, author of Do YOU Mean 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.”

— Babette N. Ten Haken, Founder & President, Sales Aerobics for Engineers ®, LLC,, author of Do YOU Mean Business?

“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.”

— Rick Olson, President/CEO, KRM Information Services, Inc.

“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.”

— Rick Olson, President/CEO, KRM Information Services, Inc.

“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!”

— Mark Hunter

“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!”

— Mark Hunter

“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.”

— Janet Boulter, Business Advisor, Center Consulting Group

“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.”

— Janet Boulter, Business Advisor, Center Consulting Group

“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.”

— Andrea Sittig-Rolf, Chief BlitzMaster & CEO, BlitzMasters

“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.”

— Andrea Sittig-Rolf, Chief BlitzMaster & CEO, BlitzMasters

“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!”

— Stu Schlackman, author of Four People You Should Know

“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!”

— Stu Schlackman, author of Four People You Should Know

“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!”

— Jeff Goldberg, President, Jeff Goldberg & Associates

“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!”

— Jeff Goldberg, President, Jeff Goldberg & Associates

“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.”

— Vincent Melograna, former Sales Training Manager, Oki Data Americas, Inc.

“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.”

— Vincent Melograna, former Sales Training Manager, Oki Data Americas, Inc.

“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.”

— Nancy Nardin, CEO, Smart Selling Tools and Sales Productivity University

“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.”

— Nancy Nardin, CEO, Smart Selling Tools and Sales Productivity University

“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!”

— Barry Siskind, author of Powerful Exhibit Marketing

“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!”

— Barry Siskind, author of Powerful Exhibit Marketing

“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.”

— Patricia Fripp, CSP, CPAE, Past President of the National Speakers Association

“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.”

— Patricia Fripp, CSP, CPAE, Past President of the National Speakers Association

“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.”

— George Bradt, Managing Director, PrimeGenesis Executive Onboarding

“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.”

— George Bradt, Managing Director, PrimeGenesis Executive Onboarding

“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.”

— Dan Janal, president and founder, PRLEADS.com and author of Reporters Are Looking for YOU!

“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.”

— Dan Janal, president and founder, PRLEADS.com and author of Reporters Are Looking for YOU!

“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.”

— Brian Jeffrey, Sales Management Consultant, Quintarra Consulting Inc.

“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.”

— Brian Jeffrey, Sales Management Consultant, Quintarra Consulting Inc.

“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!”

— Susan Savage, CEO, Sacramento River Cats, the Triple-A Baseball team for the Oakland A’s

“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!”

— Susan Savage, CEO, Sacramento River Cats, the Triple-A Baseball team for the Oakland A’s

“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.”

— Jill Konrath, author of SNAP Selling and Selling to Big Companies

“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.”

— Jill Konrath, author of SNAP Selling and Selling to Big Companies

“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.”

— Dr. Tony Alessandra, Hall-of-Fame Keynote Speaker and author of Non-Manipulative Selling and The Platinum Rule for Sales Mastery

“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.”

— Dr. Tony Alessandra, Hall-of-Fame Keynote Speaker and author of Non-Manipulative Selling and The Platinum Rule for Sales Mastery

“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.”

— Howard Stevens, Chairman, Chally Group Worldwide

“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.”

— Howard Stevens, Chairman, Chally Group Worldwide

“When I reached out to Sales Architects, I was at somewhat of a crossroads and contemplating the best ways to profitably grow my business. Lee Salz helped me gain clarity on some existing issues, and provided actionable information to take my firm to the next level. Through a virtual consulting engagement, he provided a clear sales roadmap that I can implement in my company.”

— Marc Fowler, President, Bullseye Media

“When I reached out to Sales Architects, I was at somewhat of a crossroads and contemplating the best ways to profitably grow my business. Lee Salz helped me gain clarity on some existing issues, and provided actionable information to take my firm to the next level. Through a virtual consulting engagement, he provided a clear sales roadmap that I can implement in my company.”

— Marc Fowler, President, Bullseye Media

“Lee delivers! We contracted with Lee to keynote our national customer event to speak on hiring, onboarding and compensating salespeople. The feedback on his session was fantastic which we greatly attribute to Lee’s prework and intertwining our culture into his customized presentation. He’s dynamic, fun, and engaging.”

— Peter Dircks, Director of Marketing, Hearth & Home Technologies

“Lee delivers! We contracted with Lee to keynote our national customer event to speak on hiring, onboarding and compensating salespeople. The feedback on his session was fantastic which we greatly attribute to Lee’s prework and intertwining our culture into his customized presentation. He’s dynamic, fun, and engaging.”

— Peter Dircks, Director of Marketing, Hearth & Home Technologies

“We’ve engaged Sales Architects for both strategic and sales-focused initiatives. Each time, we’ve experienced Lee’s skill in thinking through complex problems to develop practical solutions. We used Sales Architects to optimize our sales efforts through their sales metric management strategy to focus our salespeople on the right behaviors. I will continue to use Sales Architects in the future.”

— Marc Maloy, SVP of Worldwide Sales, HireRight

“We’ve engaged Sales Architects for both strategic and sales-focused initiatives. Each time, we’ve experienced Lee’s skill in thinking through complex problems to develop practical solutions. We used Sales Architects to optimize our sales efforts through their sales metric management strategy to focus our salespeople on the right behaviors. I will continue to use Sales Architects in the future.”

— Marc Maloy, SVP of Worldwide Sales, HireRight

“I hired Sales Architects to turn around an unproductive sales team member. Initially, I had doubts that Lee could do this virtually, but I was pleasantly surprised. Lee systematically worked through all of the issues and processes that we were doing incorrectly and brought his lineup of tried and true sales systems to the table. Sales Architects will be the first call I make if I have sales issues in the future.”

— Ron Anderson, President/CEO, Anderson Systems Integration

“I hired Sales Architects to turn around an unproductive sales team member. Initially, I had doubts that Lee could do this virtually, but I was pleasantly surprised. Lee systematically worked through all of the issues and processes that we were doing incorrectly and brought his lineup of tried and true sales systems to the table. Sales Architects will be the first call I make if I have sales issues in the future.”

— Ron Anderson, President/CEO, Anderson Systems Integration

“Lee’s Adapt & Thrive presentation will resonate with sales people regardless of their experience. From those just starting sales careers to sales professionals with many years experience, Lee’s simple and profound strategies will enrich your whole sales group and help them succeed!”

— Dick Reynolds, Sales and Distribution Manager, Flexco

“Lee’s Adapt & Thrive presentation will resonate with sales people regardless of their experience. From those just starting sales careers to sales professionals with many years experience, Lee’s simple and profound strategies will enrich your whole sales group and help them succeed!”

— Dick Reynolds, Sales and Distribution Manager, Flexco

“We’ve used Lee’s sales architecture methodology to bring discipline, structure, measurement and a degree of sophistication to our sales effort. We now have a clearly defined strategy, process and tools to pursue new KRM clients.”

— Rick Olson, Chief Executive Officer, KRM Information Services

“We’ve used Lee’s sales architecture methodology to bring discipline, structure, measurement and a degree of sophistication to our sales effort. We now have a clearly defined strategy, process and tools to pursue new KRM clients.”

— Rick Olson, Chief Executive Officer, KRM Information Services

“Thanks for speaking at the Dymo Mimio global sales kickoff. We found your Adapt & Thrive! keynote speech to be stimulating, motivating and full of good sense.”

— Laurence Huntley, General Manager, Dymo Mimio, A Newell Rubbermaid Company

“Thanks for speaking at the Dymo Mimio global sales kickoff. We found your Adapt & Thrive! keynote speech to be stimulating, motivating and full of good sense.”

— Laurence Huntley, General Manager, Dymo Mimio, A Newell Rubbermaid Company

“Sales & Marketing Management was extremely fortunate to have someone of Lee Salz’s standing in its corner. A longtime columnist for SMM, as well as a member of its Editorial Advisory Board, his monthly Sales Architects installments demonstrated exactly why he’s considered a sales management thought leader.”

— Jeremy Cohen, Managing Editor, Sales and Marketing Management Magazine

“Sales & Marketing Management was extremely fortunate to have someone of Lee Salz’s standing in its corner. A longtime columnist for SMM, as well as a member of its Editorial Advisory Board, his monthly Sales Architects installments demonstrated exactly why he’s considered a sales management thought leader.”

— Jeremy Cohen, Managing Editor, Sales and Marketing Management Magazine

“Lee was instrumental in helping us develop a detailed profile for our ideal salesperson, invaluable as we interview new candidates. In addition, his process for working with us to develop a salesperson on-boarding program was world-class. With these two items in place, we feel very confident we will both find and help a new salesperson succeed quickly.”

— Mike Moroz, President, Archway

“Lee was instrumental in helping us develop a detailed profile for our ideal salesperson, invaluable as we interview new candidates. In addition, his process for working with us to develop a salesperson on-boarding program was world-class. With these two items in place, we feel very confident we will both find and help a new salesperson succeed quickly.”

— Mike Moroz, President, Archway

“By implementing Lee’s sales management strategies, our sales staff increased new season ticket sales by 65% over last season. This was accomplished with the same sales team as last season. What was different was our approach to sales management. Lee is a great sounding board, with practical solutions for increasing sales.”

— Susan Savage, CEO and Majority Owner, Sacramento River Cats

“By implementing Lee’s sales management strategies, our sales staff increased new season ticket sales by 65% over last season. This was accomplished with the same sales team as last season. What was different was our approach to sales management. Lee is a great sounding board, with practical solutions for increasing sales.”

— Susan Savage, CEO and Majority Owner, Sacramento River Cats

“Lee provided a structured and thoughtful approach to identifying key attributes that are important to our company’s sales process, helped us to create a detailed profile of an ideal sales person and guided us through the creation of our first ever sales onboarding program. He was truly instrumental in the design and development of our new sales process.”

— Megan Effertz, Director of Marketing, Archway

“Lee provided a structured and thoughtful approach to identifying key attributes that are important to our company’s sales process, helped us to create a detailed profile of an ideal sales person and guided us through the creation of our first ever sales onboarding program. He was truly instrumental in the design and development of our new sales process.”

— Megan Effertz, Director of Marketing, Archway

“Lee Salz provided the strategy and a “roll up your sleeves” approach which helped our sales organization improve significantly our approach to managing the sales process. Lee focused on evolving us from a people-based approach to one which is process-based. Going forward our sales team and, ultimately, our results will benefit from the strategies and processes he helped us develop.”

— Alan Ledford, President, Sacramento River Cats

“Lee Salz provided the strategy and a “roll up your sleeves” approach which helped our sales organization improve significantly our approach to managing the sales process. Lee focused on evolving us from a people-based approach to one which is process-based. Going forward our sales team and, ultimately, our results will benefit from the strategies and processes he helped us develop.”

— Alan Ledford, President, Sacramento River Cats

“Lee’s understanding of the development of sales strategies, marketing business tools and applications are exceptional. Sales Architects is a company that I know I will be doing business with again.”

— Ken Mallette, Vice President, Witt Associates, a Global Options Company

“Lee’s understanding of the development of sales strategies, marketing business tools and applications are exceptional. Sales Architects is a company that I know I will be doing business with again.”

— Ken Mallette, Vice President, Witt Associates, a Global Options Company

“Lee Salz is one of the true sales management thought leaders today. His expertise, energy, and down-to-earth communication style give him the unique ability to help sales organizations reach new levels of performance and excellence.”

— Jeb Blount, Founder and CEO of SalesGravy.com

“Lee Salz is one of the true sales management thought leaders today. His expertise, energy, and down-to-earth communication style give him the unique ability to help sales organizations reach new levels of performance and excellence.”

— Jeb Blount, Founder and CEO of SalesGravy.com

“Lee, where were you 20 years ago when I started my career? If I had known you then, I would have eliminated a ton of mistakes and my income would have been a lot higher!”

— Sam Richter, President, James J. Hill Reference Library and author “Take the Cold Out of Cold Calling”

“Lee, where were you 20 years ago when I started my career? If I had known you then, I would have eliminated a ton of mistakes and my income would have been a lot higher!”

— Sam Richter, President, James J. Hill Reference Library and author “Take the Cold Out of Cold Calling”

“I wish I had Lee’s guidance when I started my sales career 27 years ago. It removes chance from the buying process and replaces them with a specific, almost scientific business plan.”

— Victor Benoun, President, The Mortgage Source, Inc.

“I wish I had Lee’s guidance when I started my sales career 27 years ago. It removes chance from the buying process and replaces them with a specific, almost scientific business plan.”

— Victor Benoun, President, The Mortgage Source, Inc.

“I’ve never met someone who positions a sales person for success more effectively than Lee Salz.”

— Andrew Macdonald, Group President, First Advantage Corporation

“I’ve never met someone who positions a sales person for success more effectively than Lee Salz.”

— Andrew Macdonald, Group President, First Advantage Corporation

“Any B2B sales person who follows Lee’s methodology is bound to sell more effectively.”

— Gordon Graham, Editor, SoftwareCEO.com

“Any B2B sales person who follows Lee’s methodology is bound to sell more effectively.”

— Gordon Graham, Editor, SoftwareCEO.com

“In the crowded field of sales experts, Lee stands out because he doesn’t just write about it, he actually did it, and with great results.”

— Bruce Berg, President, Berg Consulting Group

“In the crowded field of sales experts, Lee stands out because he doesn’t just write about it, he actually did it, and with great results.”

— Bruce Berg, President, Berg Consulting Group

“Lee does a great job of breaking down the buying process into tasks that are easily understood and executed.”

— Robert Deigh, author of How Come No One Knows About Us?

“Lee does a great job of breaking down the buying process into tasks that are easily understood and executed.”

— Robert Deigh, author of How Come No One Knows About Us?

“I have personally seen Lee take average performing sales organizations and turn them into top performers over and over again.”

— Andy Miller, President, Sales Management Guru

“I have personally seen Lee take average performing sales organizations and turn them into top performers over and over again.”

— Andy Miller, President, Sales Management Guru

“All sales people can improve their performance by using Lee’s sales architecture strategy.”

— Edward Groark, former President, IKON Office Solutions, Technology Services

“All sales people can improve their performance by using Lee’s sales architecture strategy.”

— Edward Groark, former President, IKON Office Solutions, Technology Services

“Lee was able to impart his sales techniques on his staff and there were measurable, positive sales results.”

— Daryl Hancock, Corporate Account Manager, Microsoft Corporation

“Lee was able to impart his sales techniques on his staff and there were measurable, positive sales results.”

— Daryl Hancock, Corporate Account Manager, Microsoft Corporation

“Lee is a great coach and mentor. His teachings stick so sales people and sales managers can reproduce desired results over and over again which translates into serious, sustainable bottom line performance improvement.”

— Deborah Hoffmann, President, The Solutions Group

“Lee is a great coach and mentor. His teachings stick so sales people and sales managers can reproduce desired results over and over again which translates into serious, sustainable bottom line performance improvement.”

— Deborah Hoffmann, President, The Solutions Group

“Lee Salz not only knows what it takes to master the art of sales, he knows how to teach the art of selling in an easy to understand way that can absolutely unlock the master salesperson inside you.”

— Josh Hinds, author of Why Perfect Timing is a Myth: Tips for Staying Inspired and Motivated Day in and Day Out!

“Lee Salz not only knows what it takes to master the art of sales, he knows how to teach the art of selling in an easy to understand way that can absolutely unlock the master salesperson inside you.”

— Josh Hinds, author of Why Perfect Timing is a Myth: Tips for Staying Inspired and Motivated Day in and Day Out!

“If you want to unclog the bottom of your sales funnel, Lee can help you do it!”

— C. Kevin Miller, Midwest Territory Manager, OraSure Technologies, Inc.

“If you want to unclog the bottom of your sales funnel, Lee can help you do it!”

— C. Kevin Miller, Midwest Territory Manager, OraSure Technologies, Inc.

“Lee details, in no uncertain terms, what today’s sales professionals need to know: how to win at this lonely, challenging profession even when your boss does little or nothing to help you…or even keeps getting in your way.”

— Ken Lizotte, Chief Imaginative Officer, Emerson Consulting Group, Inc.

“Lee details, in no uncertain terms, what today’s sales professionals need to know: how to win at this lonely, challenging profession even when your boss does little or nothing to help you…or even keeps getting in your way.”

— Ken Lizotte, Chief Imaginative Officer, Emerson Consulting Group, Inc.

“Lee Salz fills in the gap when your sales manager isn’t giving you what you need and gets you back in control of your career.”

— Jill Konrath, bestselling author

“Lee Salz fills in the gap when your sales manager isn’t giving you what you need and gets you back in control of your career.”

— Jill Konrath, bestselling author

“Below the dodo sales managers are dodo reps who won’t take responsibility for their own success. Don’t adapt dangerous dodo thinking. Get this book and discover how to fly above ground bound performers and beyond your present sales success.”

— Dan Seidman, President, SalesAutopsy.com

“Below the dodo sales managers are dodo reps who won’t take responsibility for their own success. Don’t adapt dangerous dodo thinking. Get this book and discover how to fly above ground bound performers and beyond your present sales success.”

— Dan Seidman, President, SalesAutopsy.com

“Lee’s mentoring style guides you through a planning process for developing your territory, navigating your way through accounts, presenting, and dealing with the unexpected. Using his sales architecture methodology, you’re sure to adapt and thrive.”

— Tina LoSasso - Managing Editor, SalesDog.com

“Lee’s mentoring style guides you through a planning process for developing your territory, navigating your way through accounts, presenting, and dealing with the unexpected. Using his sales architecture methodology, you’re sure to adapt and thrive.”

— Tina LoSasso - Managing Editor, SalesDog.com

“The system Lee teaches — he calls it sales architecture –is one that you don’t need a sales manager to help you implement… In fact, if you’re not careful, you’ll probably end up BEING the Sales Manager if you learn and apply this stuff.”

— Bill Guertin, CEO, The 800-Pound Gorilla

“The system Lee teaches — he calls it sales architecture –is one that you don’t need a sales manager to help you implement… In fact, if you’re not careful, you’ll probably end up BEING the Sales Manager if you learn and apply this stuff.”

— Bill Guertin, CEO, The 800-Pound Gorilla

“If your sales manager isn’t providing value, Soar! certainly will. The sales architecture presented is practical and proven.”

— Clayton Shold, President, Salesopedia

“If your sales manager isn’t providing value, Soar! certainly will. The sales architecture presented is practical and proven.”

— Clayton Shold, President, Salesopedia

“Reading Soar! and following its program is like giving a sales career a shot of high-octane adrenaline!”

— Jim Schoonover, Chief Marketing Officer, MEDTOX Scientific, Inc.

“Reading Soar! and following its program is like giving a sales career a shot of high-octane adrenaline!”

— Jim Schoonover, Chief Marketing Officer, MEDTOX Scientific, Inc.

“I find myself revisiting knowledge that I gained from Soar! and applying it effectively in my business dealings, and am witnessing how it works (and it really does!).”

— Drew Sachs, Vice President, James Lee Witt Associates

“I find myself revisiting knowledge that I gained from Soar! and applying it effectively in my business dealings, and am witnessing how it works (and it really does!).”

— Drew Sachs, Vice President, James Lee Witt Associates

“Lee’s book Soar! will reinvigorate your sales career!”

— Paul Nolan, Editor-In-Chief, Sales & Marketing Management Magazine

“Lee’s book Soar! will reinvigorate your sales career!”

— Paul Nolan, Editor-In-Chief, Sales & Marketing Management Magazine

“Lee presents sales managers with a toolkit that will greatly enhance their chances for success.”

— Orrin Broberg, President, Employee Continuum

“Lee presents sales managers with a toolkit that will greatly enhance their chances for success.”

— Orrin Broberg, President, Employee Continuum

“Lee has an uncanny ability for untapping the salesperson within.”

— Chandrasekhar Valluri, Assistant Professor, St. Mary's University of Minnesota

“Lee has an uncanny ability for untapping the salesperson within.”

— Chandrasekhar Valluri, Assistant Professor, St. Mary's University of Minnesota

“Under Lee’s guidance and support as a sales manager; my confidence increased, I far exceeded sales quotas, and I tremendously increased my income. If you want to achieve the same results, I would highly recommend his proven sales techniques.”

— Maria Maika Damjan, Business Development Manager, EDS

“Under Lee’s guidance and support as a sales manager; my confidence increased, I far exceeded sales quotas, and I tremendously increased my income. If you want to achieve the same results, I would highly recommend his proven sales techniques.”

— Maria Maika Damjan, Business Development Manager, EDS

“Throughout my sales career, I must say that Lee Salz was certainly the most influential in driving me to develop as a sales representative.”

— Jennifer Runyon, Program Manager, ESI International

“Throughout my sales career, I must say that Lee Salz was certainly the most influential in driving me to develop as a sales representative.”

— Jennifer Runyon, Program Manager, ESI International

“Lee Salz is a leading sales management authority for a reason – he identifies what his clients need and he gets results.”

— Kristin Osborne, President, Kensington PR

“Lee Salz is a leading sales management authority for a reason – he identifies what his clients need and he gets results.”

— Kristin Osborne, President, Kensington PR

“Stop Speaking for Free! teaches you everything you need to know to succeed with attendee-funded webinars. I’ve used these principles myself … and they work!”

— Patricia Fripp, Past National Speakers Association President and author of "Get What You Want! and Make It, So You Don’t Have to Fake It!"

“Stop Speaking for Free! teaches you everything you need to know to succeed with attendee-funded webinars. I’ve used these principles myself … and they work!”

— Patricia Fripp, Past National Speakers Association President and author of "Get What You Want! and Make It, So You Don’t Have to Fake It!"

“I saw an opportunity to reach new audiences using webinars, but I refused to give my expertise away for free. Stop Speaking for Free! helped me create a brand-new (and quite lucrative) revenue stream. You can do it too … this book is a must-have for every speaker, consultant, and trainer!”

— Sam Richter, author of the award-winning book "Take the Cold Out of Cold Calling"

“I saw an opportunity to reach new audiences using webinars, but I refused to give my expertise away for free. Stop Speaking for Free! helped me create a brand-new (and quite lucrative) revenue stream. You can do it too … this book is a must-have for every speaker, consultant, and trainer!”

— Sam Richter, author of the award-winning book "Take the Cold Out of Cold Calling"

“I wouldn’t think of doing a webinar without the advice and guidance in Stop Speaking for Free! by Lee Salz. He knows it all.”

— Anne Miller, author of "Metaphorically Selling"

“I wouldn’t think of doing a webinar without the advice and guidance in Stop Speaking for Free! by Lee Salz. He knows it all.”

— Anne Miller, author of "Metaphorically Selling"

“Lee Salz, the King of Webinar Success, has written a book no one else could write. His webinar firm has made it possible for many of us to amplify our fame as business experts and deliver our expertise in a convenient, effective format. No one knows more about this topic than Lee, nor has better demonstrated its tenets in real life.”

— Ken Lizotte, author of "The Expert’s Edge"

“Lee Salz, the King of Webinar Success, has written a book no one else could write. His webinar firm has made it possible for many of us to amplify our fame as business experts and deliver our expertise in a convenient, effective format. No one knows more about this topic than Lee, nor has better demonstrated its tenets in real life.”

— Ken Lizotte, author of "The Expert’s Edge"

“Lee Salz has taken the most pragmatic approach to webinars that I have seen in the web conferencing industry. He doesn’t just talk about abstract tips and best practices, he demands that webinars serve a revenue-generating business need, and he helps companies meet that goal. Lee’s creation of online infrastructure, documentation, and support services for business webinars is unique. Anybody looking to make money from webinars should take heed of his advice.”

— Ken Molay, President of Webinar Success

“Lee Salz has taken the most pragmatic approach to webinars that I have seen in the web conferencing industry. He doesn’t just talk about abstract tips and best practices, he demands that webinars serve a revenue-generating business need, and he helps companies meet that goal. Lee’s creation of online infrastructure, documentation, and support services for business webinars is unique. Anybody looking to make money from webinars should take heed of his advice.”

— Ken Molay, President of Webinar Success

“I spend a great deal of time on the road with my Blitz Experience training business. Attendee-funded webinars offer a terrific supplemental income stream for my business whether I’m in the office or traveling. The teachings in Stop Speaking for Free! help you understand what it takes to succeed when using webinars to generate income. A must-read for any business speaker, trainer, or consultant.”

— Andrea Sittig-Rolf, author of "Power Referrals"

“I spend a great deal of time on the road with my Blitz Experience training business. Attendee-funded webinars offer a terrific supplemental income stream for my business whether I’m in the office or traveling. The teachings in Stop Speaking for Free! help you understand what it takes to succeed when using webinars to generate income. A must-read for any business speaker, trainer, or consultant.”

— Andrea Sittig-Rolf, author of "Power Referrals"

“Stop Speaking for Free! provides great practical advice on effective techniques for planning, marketing, and delivering attendee-funded virtual training programs. From personal experience, I’ve learned these ideas really work – every speaker, author, trainer, and consultant will learn to increase revenue and drive new business.”

— Gary Gack, author of "Managing the Black Hole" and owner of Process-Fusion.net

“Stop Speaking for Free! provides great practical advice on effective techniques for planning, marketing, and delivering attendee-funded virtual training programs. From personal experience, I’ve learned these ideas really work – every speaker, author, trainer, and consultant will learn to increase revenue and drive new business.”

— Gary Gack, author of "Managing the Black Hole" and owner of Process-Fusion.net

“I had the expertise in my subject matter, but this book helped me take that expertise and produce attendee-funded webinars easily and cheaply for my clients. The tips given are concret, simple – and bottom-line, they work!”

— Susan Hoekstra, author of "The Service Journey" and customer service expert

“I had the expertise in my subject matter, but this book helped me take that expertise and produce attendee-funded webinars easily and cheaply for my clients. The tips given are concret, simple – and bottom-line, they work!”

— Susan Hoekstra, author of "The Service Journey" and customer service expert

“If you are a speaker, trainer or consultant, Stop Speaking for Free! is for you! Webinars are one of the strongest ways to reach an audience, demonstrate your expertise and drive new business. Lee Salz has helped more people build a webinar business than anyone else on the planet.”

— Andy Miller, sales strategist to fast growth CEOs

“If you are a speaker, trainer or consultant, Stop Speaking for Free! is for you! Webinars are one of the strongest ways to reach an audience, demonstrate your expertise and drive new business. Lee Salz has helped more people build a webinar business than anyone else on the planet.”

— Andy Miller, sales strategist to fast growth CEOs

“Lee Salz knows his stuff! From A to Z, Lee shares his expertise and knowledge on everything to help you conduct a successful attendee-funded webinar. Areas such as: selecting the most saleable content, designing the presentation, and using LinkedIn to promote your webinar are just some of the highlights of this book. This is the place to start if you are even thinking about delivering your own attendee-funded webinar.”

— Teri Yanovitch, President of T.A. Yanovitch Inc.

“Lee Salz knows his stuff! From A to Z, Lee shares his expertise and knowledge on everything to help you conduct a successful attendee-funded webinar. Areas such as: selecting the most saleable content, designing the presentation, and using LinkedIn to promote your webinar are just some of the highlights of this book. This is the place to start if you are even thinking about delivering your own attendee-funded webinar.”

— Teri Yanovitch, President of T.A. Yanovitch Inc.

“The high cost of travel, the threats of terrorism and the concern about disease have all put a damper on corporations’ appetite for traveling freely. The days of hopping on an airplane to attend a seminar are quickly coming to an end. Business people are demanding training that is timely, relevant and accessible. The secrets found in Stop Speaking for Free! eliminate years of trial and error. This book is a must-have addition to any business library.”

— Barry Siskind, author of "Powerful Exhibit Marketing" and "Selling From the Inside Out"

“The high cost of travel, the threats of terrorism and the concern about disease have all put a damper on corporations’ appetite for traveling freely. The days of hopping on an airplane to attend a seminar are quickly coming to an end. Business people are demanding training that is timely, relevant and accessible. The secrets found in Stop Speaking for Free! eliminate years of trial and error. This book is a must-have addition to any business library.”

— Barry Siskind, author of "Powerful Exhibit Marketing" and "Selling From the Inside Out"

“Lee Salz has mastered the art of the ’win-win webinar.’ He has developed a systematic approach that brings value to both the participant and the speaker. He makes it look easy, but there’s a true science behind his methods. This book will equip you with the skills to create a powerful and profitable program without having to reinvent the webinar wheel.”

— Sandra Sellani, author of "What’s Your BQ (Brand Quotient)" and brand consultant

“Lee Salz has mastered the art of the ’win-win webinar.’ He has developed a systematic approach that brings value to both the participant and the speaker. He makes it look easy, but there’s a true science behind his methods. This book will equip you with the skills to create a powerful and profitable program without having to reinvent the webinar wheel.”

— Sandra Sellani, author of "What’s Your BQ (Brand Quotient)" and brand consultant

“Being an expert is one thing, but making money at it is a very different skill altogether. Lee Salz is the best at helping the ’every day expert’ learn how to brand their expertise and harvest the money that’s out there using webinars. Lee is the one I go to for the right advice, and I highly recommend Stop Speaking for Free!”

— Bill Guertin, author of "Reality Sells" and "The 800 Pound Gorilla of Sales"

“Being an expert is one thing, but making money at it is a very different skill altogether. Lee Salz is the best at helping the ’every day expert’ learn how to brand their expertise and harvest the money that’s out there using webinars. Lee is the one I go to for the right advice, and I highly recommend Stop Speaking for Free!”

— Bill Guertin, author of "Reality Sells" and "The 800 Pound Gorilla of Sales"

“Nobody knows promoting business with webinars like Lee Salz, and his new book, Stop Speaking for Free!, should be on every entrepreneur’s bookshelf. While this unique guide is packed with insider information on successful webinar marketing, the chapter entitled “Getting Media Attention for Your Virtual Training Events – Promote Your Attendee-Funded Webinars for Pennies” is alone worth the price of admission.”

— Danita Bye, CEO and founder of Sales Growth Specialists

“Nobody knows promoting business with webinars like Lee Salz, and his new book, Stop Speaking for Free!, should be on every entrepreneur’s bookshelf. While this unique guide is packed with insider information on successful webinar marketing, the chapter entitled “Getting Media Attention for Your Virtual Training Events – Promote Your Attendee-Funded Webinars for Pennies” is alone worth the price of admission.”

— Danita Bye, CEO and founder of Sales Growth Specialists

“Lee Salz is the master of the attendee-funded webinar.” His skills and knowledge combined with his innate marketing ability have made him a valuable resource for speakers and audiences alike.”

— Peg Jackson, author of "Reputational Risk Management" and "Sarbanes-Oxley for Small Business" and Principal of Adjunct LLC

“Lee Salz is the master of the attendee-funded webinar.” His skills and knowledge combined with his innate marketing ability have made him a valuable resource for speakers and audiences alike.”

— Peg Jackson, author of "Reputational Risk Management" and "Sarbanes-Oxley for Small Business" and Principal of Adjunct LLC

“I have implemented several of Lee’s strategies to drive attendance to my attendee-funded webinars and found all of them to be beneficial. Webinars are a measurable (and cost-efficient) learning tool for business people to acquire the skills they need to succeed.”

— Janet Boulet, Center Consulting Group

“I have implemented several of Lee’s strategies to drive attendance to my attendee-funded webinars and found all of them to be beneficial. Webinars are a measurable (and cost-efficient) learning tool for business people to acquire the skills they need to succeed.”

— Janet Boulet, Center Consulting Group

“Having multiple streams of income and leads is always worthwhile. Stop Speaking for Free! provides the ’how’ that when applied will simply, effectively and consistently make money – as much or as little as you desire.”

— Dr. Richard Norris MBA, Head of Global Development, Lifestyle Architecture

“Having multiple streams of income and leads is always worthwhile. Stop Speaking for Free! provides the ’how’ that when applied will simply, effectively and consistently make money – as much or as little as you desire.”

— Dr. Richard Norris MBA, Head of Global Development, Lifestyle Architecture

“Working with Lee’s company, Business Expert Webinars, has been an eye opener. One could think that delivering a profitable webinar is simple and anyone can do it effectively; in reality; it takes special understanding and talent to pull off an effective, well-attended webinar. Lee has gone down all the roads to find out what works and what wastes your time. Before you spend a great deal of your time, effort, and frustration, take in the depth of input and insight provided in Stop Speaking for Free! It will save you time, dollars, and get you on the right track to successful webinars that provide you a return.”

— Harlan Goerger, author of "The Selling Gap: Selling Strategies for the 21st Century" and President, H. Goerger & Associates

“Working with Lee’s company, Business Expert Webinars, has been an eye opener. One could think that delivering a profitable webinar is simple and anyone can do it effectively; in reality; it takes special understanding and talent to pull off an effective, well-attended webinar. Lee has gone down all the roads to find out what works and what wastes your time. Before you spend a great deal of your time, effort, and frustration, take in the depth of input and insight provided in Stop Speaking for Free! It will save you time, dollars, and get you on the right track to successful webinars that provide you a return.”

— Harlan Goerger, author of "The Selling Gap: Selling Strategies for the 21st Century" and President, H. Goerger & Associates

“In working with Lee Salz and his team, I have learned in one resource how to take my webinars and presentations in general to the next level. The resources they provided in the area of attendee-funded webinar marketing to drive registration were especially helpful. My new skills have enabled me to create new ways to help my clients. As a business owner, that is invaluable.”

— Colette M. Releford, President, Strive Business Solutions

“In working with Lee Salz and his team, I have learned in one resource how to take my webinars and presentations in general to the next level. The resources they provided in the area of attendee-funded webinar marketing to drive registration were especially helpful. My new skills have enabled me to create new ways to help my clients. As a business owner, that is invaluable.”

— Colette M. Releford, President, Strive Business Solutions

“If you are ready to grow your training and consulting business by offering attendee-funded webinars, then read and re-read this brilliant book by my friend Lee Salz. It is a brilliant step-by-step guide to filling your valuable events with paid enrollments.”

— Dianne Crampton, author of "TIGERS Among Us" and "Team WaHOO"

“If you are ready to grow your training and consulting business by offering attendee-funded webinars, then read and re-read this brilliant book by my friend Lee Salz. It is a brilliant step-by-step guide to filling your valuable events with paid enrollments.”

— Dianne Crampton, author of "TIGERS Among Us" and "Team WaHOO"

“Webinars can provide an excellent format for educational content about your products and services. You can also generate a significant revenue stream from them. Stop Speaking for Free! contains all the information you will ever need to produce successful webinars. A must read for anyone considering offering attendee-funded webinars.”

— Garrett Colbert, Director of Sales, ConferTel

“Webinars can provide an excellent format for educational content about your products and services. You can also generate a significant revenue stream from them. Stop Speaking for Free! contains all the information you will ever need to produce successful webinars. A must read for anyone considering offering attendee-funded webinars.”

— Garrett Colbert, Director of Sales, ConferTel

“Lee knows how to put together a webinar product people pay to attend to consistently play at the top of their game.”

— Raj Gavurla, author of Winning at Entrepreneurship and entrepreneurial speaker

“Lee knows how to put together a webinar product people pay to attend to consistently play at the top of their game.”

— Raj Gavurla, author of Winning at Entrepreneurship and entrepreneurial speaker

“Offering attendee-funded webinars is a great way to grow your consulting practice. It gives you a method to introduce your skill in a way that doesn’t just ’hard’ sell but provides true value to the attendees. Stop Speaking for Free! sets out a simple, proven strategy to help you establish your attendee-funded webinar model. It’s the roadmap for anyone looking for high-value way to reach prospects.”

— Sarah Day, small business growth strategist

“Offering attendee-funded webinars is a great way to grow your consulting practice. It gives you a method to introduce your skill in a way that doesn’t just ’hard’ sell but provides true value to the attendees. Stop Speaking for Free! sets out a simple, proven strategy to help you establish your attendee-funded webinar model. It’s the roadmap for anyone looking for high-value way to reach prospects.”

— Sarah Day, small business growth strategist

“Attendee-funded webinars open up a whole new revenue stream to you without leaving your office. Using content already created for in-person seminars, you can quickly create and deliver webinars that appeal to specific audiences anywhere in the world. Webinars expand your reach, expand your brand, and establish you as an expert in your field.”

— Kirk Wilkinson, author of "The Happiness Factor," speaker, and coach

“Attendee-funded webinars open up a whole new revenue stream to you without leaving your office. Using content already created for in-person seminars, you can quickly create and deliver webinars that appeal to specific audiences anywhere in the world. Webinars expand your reach, expand your brand, and establish you as an expert in your field.”

— Kirk Wilkinson, author of "The Happiness Factor," speaker, and coach

“Lee Salz is way ahead of the curve when it comes to attendee-funded webinars. His formula for webinar success is unbeatable! He knows how to blend excellent content from qualified experts with targeted promotions that drives attendance.”

— Lorraine Howell, author of "Give Your Elevator Speech a Lift!"

“Lee Salz is way ahead of the curve when it comes to attendee-funded webinars. His formula for webinar success is unbeatable! He knows how to blend excellent content from qualified experts with targeted promotions that drives attendance.”

— Lorraine Howell, author of "Give Your Elevator Speech a Lift!"

“Lee Salz has rapidly become the go-to resource in the area of attendee-funded webinars. Lee’s expertise is indispensible and second to none. Stop Speaking for Free! walks you through the exact steps and teaches you how to monetize your expertise.”

— Scott Barclay, President of Learning LLC

“Lee Salz has rapidly become the go-to resource in the area of attendee-funded webinars. Lee’s expertise is indispensible and second to none. Stop Speaking for Free! walks you through the exact steps and teaches you how to monetize your expertise.”

— Scott Barclay, President of Learning LLC

“If you intend to take your webinar revenue stream to the next level, this is your book. No smoke – just straight talk about what really works.”

— Terry Slattery, Slattery Sales

“If you intend to take your webinar revenue stream to the next level, this is your book. No smoke – just straight talk about what really works.”

— Terry Slattery, Slattery Sales

“Lee Salz and his team at Business Expert Webinars provide in-depth training on how to develop quality webinar presentations. The team developed its knowledge through hands-on experience in the webinar business. This book will short-cut your learning curve.”

— Denise Harrison, Vice President of the Center for Simplified Strategic Planning

“Lee Salz and his team at Business Expert Webinars provide in-depth training on how to develop quality webinar presentations. The team developed its knowledge through hands-on experience in the webinar business. This book will short-cut your learning curve.”

— Denise Harrison, Vice President of the Center for Simplified Strategic Planning

“Stop Speaking for Free! is so rich in content that you can’t help but succeed at producing and delivering attendee-webinars! Not a detail is missing- you’ll go deeper into the webinar reservoir than you ever thought possible.”

— Patty Creamer, CPO, Certified Professional Organizer

“Stop Speaking for Free! is so rich in content that you can’t help but succeed at producing and delivering attendee-webinars! Not a detail is missing- you’ll go deeper into the webinar reservoir than you ever thought possible.”

— Patty Creamer, CPO, Certified Professional Organizer

“Lee is a thought leader in the development of educational webinars. Lee’s ability to focus on the big picture, listen, and ask thoughtful questions provides great confidence for speakers. Stop Speaking for Free! delivers a practical, straightforward process that positions speakers for success.”

— Hillary Feder, President of Ask Hillarys

“Lee is a thought leader in the development of educational webinars. Lee’s ability to focus on the big picture, listen, and ask thoughtful questions provides great confidence for speakers. Stop Speaking for Free! delivers a practical, straightforward process that positions speakers for success.”

— Hillary Feder, President of Ask Hillarys

“A diversified income stream for speakers is a necessity that helps overcome a slowdown in speaking engagements. The extra income stream, not only brings in money, but also provides a platform to demonstrate your expertise to a world-wide audience without ever leaving your office chair. Stop Speaking for Free! provides a detailed ’how to’ for anyone who wants to enter the attendee-funded webinar space. Don’t leave money on the table.”

— Billy Arcement, ME.d, The Leadership Strategist

“A diversified income stream for speakers is a necessity that helps overcome a slowdown in speaking engagements. The extra income stream, not only brings in money, but also provides a platform to demonstrate your expertise to a world-wide audience without ever leaving your office chair. Stop Speaking for Free! provides a detailed ’how to’ for anyone who wants to enter the attendee-funded webinar space. Don’t leave money on the table.”

— Billy Arcement, ME.d, The Leadership Strategist

“One of the greatest assets for any business is having a support structure to help push your business success. The information in Stop Speaking for Free! is your immediate support team. The available resources not only tell you, but also illustrate for you, the necessary techniques to help you build income with attendee-funded webinars – the new genre in training and development. The information is practical, motivational, and actionable. Read this now!”

— Drew Stevens, Ph.D, President of Drew Stevens Consulting

“One of the greatest assets for any business is having a support structure to help push your business success. The information in Stop Speaking for Free! is your immediate support team. The available resources not only tell you, but also illustrate for you, the necessary techniques to help you build income with attendee-funded webinars – the new genre in training and development. The information is practical, motivational, and actionable. Read this now!”

— Drew Stevens, Ph.D, President of Drew Stevens Consulting

“Lee Salz is the mastermind behind Business Expert Webinars… Stop Speaking for Free! is great resource for the beginner or the advanced presenter.”

— Harvey Mackay, best-selling author of "Swim With The Sharks..." and "Use Your Head To Get Your Foot In The Door"

“Lee Salz is the mastermind behind Business Expert Webinars… Stop Speaking for Free! is great resource for the beginner or the advanced presenter.”

— Harvey Mackay, best-selling author of "Swim With The Sharks..." and "Use Your Head To Get Your Foot In The Door"

“Thank you for a great presentation. At the end of every conference, we have an ending session on take-home value. I ask each attendee what they are going to immediately put into practice. Overwhelmingly, they cited takeaways from Lee’s sales differentiation keynote presentation. They loved the content and his delivery style! The members were engaged from start to finish which I attribute to the stories Lee shared to teach sales differentiation concepts. He captivates audiences with his presence and sense of humor while providing great content.”

— Roy Fazio, Chairman, ASG group

“Thank you for a great presentation. At the end of every conference, we have an ending session on take-home value. I ask each attendee what they are going to immediately put into practice. Overwhelmingly, they cited takeaways from Lee’s sales differentiation keynote presentation. They loved the content and his delivery style! The members were engaged from start to finish which I attribute to the stories Lee shared to teach sales differentiation concepts. He captivates audiences with his presence and sense of humor while providing great content.”

— Roy Fazio, Chairman, ASG group

“When we first contacted Sales Architects to develop a new sales compensation plan, we were pleasantly surprised that Lee Salz was not “gung-ho” for the project. He challenged us to consider the prudence of a plan change and made sure we understood the potential ramifications. Once we determined that a new plan was needed, Lee conducted a series of virtual interviews with us and taught us his “15 Sales Compensation Design Principles.” He took the time to understand where we were, where we are trying to go, and developed a compensation strategy that we are excited to implement. We look forward to working with Sales Architects on other sales force development initiatives.”

— Chris Tanner, Chief Operating Officer/Partner, Rose Paving LLC

“When we first contacted Sales Architects to develop a new sales compensation plan, we were pleasantly surprised that Lee Salz was not “gung-ho” for the project. He challenged us to consider the prudence of a plan change and made sure we understood the potential ramifications. Once we determined that a new plan was needed, Lee conducted a series of virtual interviews with us and taught us his “15 Sales Compensation Design Principles.” He took the time to understand where we were, where we are trying to go, and developed a compensation strategy that we are excited to implement. We look forward to working with Sales Architects on other sales force development initiatives.”

— Chris Tanner, Chief Operating Officer/Partner, Rose Paving LLC

“After seeing Lee Salz present at a conference on Sales Differentiation, I brought him into our company to deliver his “Knock-Out the Competition!” program. Our team loved the concepts as well as his presentation style and energy. We didn’t just gain insight into our business; we learned techniques to help prospects see what we see as meaningful differentiators. His strategy to open doors with prospects who say they are happy by leveraging sales differentiation is brilliant! We are excited to continue on our sales differentiation journey and implement this methodology in our firm. I highly recommend this program!”

— Laura Dale Pedersen, CEO/President, A. R. Mazzotta Employment Specialists

“After seeing Lee Salz present at a conference on Sales Differentiation, I brought him into our company to deliver his “Knock-Out the Competition!” program. Our team loved the concepts as well as his presentation style and energy. We didn’t just gain insight into our business; we learned techniques to help prospects see what we see as meaningful differentiators. His strategy to open doors with prospects who say they are happy by leveraging sales differentiation is brilliant! We are excited to continue on our sales differentiation journey and implement this methodology in our firm. I highly recommend this program!”

— Laura Dale Pedersen, CEO/President, A. R. Mazzotta Employment Specialists

“As a company that is growing dramatically, we were in need of new methods by which to harness and hone our collective skill set, and Lee’s Differentiators workshop gave us that and more. Not only does the workshop provide strategies for manufacturing success with what you already have, it created a sort-of looking glass into what we as a company are forecasting as potential needs in the future. We can watch the implementation of these methods across several different platforms, and better identify areas where we need to improve and areas we can use as a model for success.”

— William Uecker, Co-Founder, Vista Vapors

“As a company that is growing dramatically, we were in need of new methods by which to harness and hone our collective skill set, and Lee’s Differentiators workshop gave us that and more. Not only does the workshop provide strategies for manufacturing success with what you already have, it created a sort-of looking glass into what we as a company are forecasting as potential needs in the future. We can watch the implementation of these methods across several different platforms, and better identify areas where we need to improve and areas we can use as a model for success.”

— William Uecker, Co-Founder, Vista Vapors

“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.”

— Brian Graff, Chief Marketing Officer, Dynamic Fitness

“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.”

— Brian Graff, Chief Marketing Officer, Dynamic Fitness

“As part of a comprehensive sales development engagement with Sales Architects, we participated in the sales differentiation program. I, and my management team, found the experience eye-opening. We gained such clarity on our differentiators and now have a documented strategy to position them with prospects. The Sales Architects sales differentiation program has completely changed how we communicate with prospects. We are getting responses from buyers that we have never experienced before. This is a fantastic program for companies whose salespeople struggle to get meetings with prospects and who always look to management to discount prices to get the account.”

— Blake Scott, President, Scott Environmental Services

“As part of a comprehensive sales development engagement with Sales Architects, we participated in the sales differentiation program. I, and my management team, found the experience eye-opening. We gained such clarity on our differentiators and now have a documented strategy to position them with prospects. The Sales Architects sales differentiation program has completely changed how we communicate with prospects. We are getting responses from buyers that we have never experienced before. This is a fantastic program for companies whose salespeople struggle to get meetings with prospects and who always look to management to discount prices to get the account.”

— Blake Scott, President, Scott Environmental Services

“The Institute for Excellence in Sales has engaged some of the top sales thought leaders and speakers in the world to educate, challenge, and inspire our membership of top sales professionals. Lee Salz fit that bill to a tee. His combination of great delivery, well-developed content, and humor provided our members with actionable tools that they can immediately put into practice and helped them flesh-out ways to win more deals at the prices they want. Lee challenged our members to think differently about how they sell and engage buyers. I highly recommend Lee and his sales differentiation program.”

— Fred Diamond, Executive Director, Institute for Excellence in Sales

“The Institute for Excellence in Sales has engaged some of the top sales thought leaders and speakers in the world to educate, challenge, and inspire our membership of top sales professionals. Lee Salz fit that bill to a tee. His combination of great delivery, well-developed content, and humor provided our members with actionable tools that they can immediately put into practice and helped them flesh-out ways to win more deals at the prices they want. Lee challenged our members to think differently about how they sell and engage buyers. I highly recommend Lee and his sales differentiation program.”

— Fred Diamond, Executive Director, Institute for Excellence in Sales

“Our salespeople sell what many see as a commodity. I contracted with Sales Architects to deliver “Knock-Out the Competition!” to change that perception amongst my salespeople and assist them to position our value. When I initially told my team of veteran salespeople about the program, they were skeptical. Afterwards, each one of them came back to me and raved about their experiences in the program. It was gratifying to hear from my team that they now recognize, as a result of this program, that they do not sell a commodity. They have new-found energy and clarity on what makes us different…and they know how to help their buyers see those differences.”

— John Weaver, Executive Vice President, Sales and Marketing, Morbern

“Our salespeople sell what many see as a commodity. I contracted with Sales Architects to deliver “Knock-Out the Competition!” to change that perception amongst my salespeople and assist them to position our value. When I initially told my team of veteran salespeople about the program, they were skeptical. Afterwards, each one of them came back to me and raved about their experiences in the program. It was gratifying to hear from my team that they now recognize, as a result of this program, that they do not sell a commodity. They have new-found energy and clarity on what makes us different…and they know how to help their buyers see those differences.”

— John Weaver, Executive Vice President, Sales and Marketing, Morbern

“Our management team always believed we provide an excellent service to our clients but we always struggled to get this message to the marketplace. Fortunately, last fall, we met Lee at an industry conference and hired him to help us articulate our story. Lee led a sales differentiation workshop which began with the introduction of differentiation concepts followed by identifying specific differentiators for our company. I knew we had something special when our veteran salespeople were openly embracing using the differentiators in their sales process. I highly recommend you consider Lee’s “Knock-Out the Competition” workshop if you want to take your sales effort to the next level.”

— James J. Ferry, President and CEO, TradeSource, Inc.

“Our management team always believed we provide an excellent service to our clients but we always struggled to get this message to the marketplace. Fortunately, last fall, we met Lee at an industry conference and hired him to help us articulate our story. Lee led a sales differentiation workshop which began with the introduction of differentiation concepts followed by identifying specific differentiators for our company. I knew we had something special when our veteran salespeople were openly embracing using the differentiators in their sales process. I highly recommend you consider Lee’s “Knock-Out the Competition” workshop if you want to take your sales effort to the next level.”

— James J. Ferry, President and CEO, TradeSource, Inc.

“The Knock-Out the Competition! workshop was outstanding. The workshop has directly affected the way our salesmen sell against our competition. It was straight forward and easy to understand, nothing was canned. The sales differentiators came from our salesmen. Lee gave us the questioning methodology and structure to differentiate ourselves from all our major competitors. This workshop put in concrete form all the services and benefits we deliver every day and showed us how to differentiate them from our competition.”

— Jim Arbuckle, Vice President of Sales, Royal Brass and Hose

“The Knock-Out the Competition! workshop was outstanding. The workshop has directly affected the way our salesmen sell against our competition. It was straight forward and easy to understand, nothing was canned. The sales differentiators came from our salesmen. Lee gave us the questioning methodology and structure to differentiate ourselves from all our major competitors. This workshop put in concrete form all the services and benefits we deliver every day and showed us how to differentiate them from our competition.”

— Jim Arbuckle, Vice President of Sales, Royal Brass and Hose

“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.”

— Chris Tanner, COO, Rose Paving LLC

“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.”

— Chris Tanner, COO, Rose Paving LLC

“For the first time in the history of our company, we have a clearly defined strategy for our salespeople to use to differentiate us from each one of our major competitors. We initially were looking for a speaker for our sales meeting when our CEO came across the Knock-Out the Competition! sales differentiation program. After learning about the program, we quickly decided that what our salespeople really needed was a defined strategy to help them differentiate our line of products rather than a rah-rah session. The sales differentiation playbook that Lee puts together from this program is like nothing you’ve seen before…very impressive! It is a tool that our leadership team can now use to help our salespeople win more deals at the prices we want. Lee’s energy with the group, story-telling and delivery style helped our team learn his 19 sales differentiation concepts. Lee also is helping us indoctrinate the strategy with our salespeople to ensure the strategy is understood and followed.”

— Scott Christensen, Vice President Business Development, NuAire

“For the first time in the history of our company, we have a clearly defined strategy for our salespeople to use to differentiate us from each one of our major competitors. We initially were looking for a speaker for our sales meeting when our CEO came across the Knock-Out the Competition! sales differentiation program. After learning about the program, we quickly decided that what our salespeople really needed was a defined strategy to help them differentiate our line of products rather than a rah-rah session. The sales differentiation playbook that Lee puts together from this program is like nothing you’ve seen before…very impressive! It is a tool that our leadership team can now use to help our salespeople win more deals at the prices we want. Lee’s energy with the group, story-telling and delivery style helped our team learn his 19 sales differentiation concepts. Lee also is helping us indoctrinate the strategy with our salespeople to ensure the strategy is understood and followed.”

— Scott Christensen, Vice President Business Development, NuAire

“When we were planning our sales managers conference, we wanted a keynote speaker with original content that could entertain and engage our team. We chose Lee Salz and he delivered! His sales differentiation message resonated with our sales leadership team and inspired them to work with their salespeople to differentiate themselves in the way they sell, not just what they sell. The concepts and workshops he shared with us serve as great tools for our team to put into practice in the field. He was energetic, funny, and insightful…exactly what we wanted.”

— Jeffrey Wolinsky, Director of Federal & National Sales, Hubbard Radio

“When we were planning our sales managers conference, we wanted a keynote speaker with original content that could entertain and engage our team. We chose Lee Salz and he delivered! His sales differentiation message resonated with our sales leadership team and inspired them to work with their salespeople to differentiate themselves in the way they sell, not just what they sell. The concepts and workshops he shared with us serve as great tools for our team to put into practice in the field. He was energetic, funny, and insightful…exactly what we wanted.”

— Jeffrey Wolinsky, Director of Federal & National Sales, Hubbard Radio

“Through the University of Maryland’s Executive Education Program, we contracted Lee Salz to deliver a one-day Sales Differentiation program for a high performing cross-functional team. Given the diverse audience, Lee was great at ensuring a high level of participation from everyone. The program was intense, but fun and engaging! The program exercises challenged our team to think differently about the way we view sales. His book, Sales Differentiation, was well received and eagerly read by all.”

— Jeannie Plew, Vice President of Human Resources, DrFirst, Inc.

“Through the University of Maryland’s Executive Education Program, we contracted Lee Salz to deliver a one-day Sales Differentiation program for a high performing cross-functional team. Given the diverse audience, Lee was great at ensuring a high level of participation from everyone. The program was intense, but fun and engaging! The program exercises challenged our team to think differently about the way we view sales. His book, Sales Differentiation, was well received and eagerly read by all.”

— Jeannie Plew, Vice President of Human Resources, DrFirst, Inc.

“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.”

— Jeffrey Gitomer author of The Little Red Book of Selling and The Sales Manifesto

“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.”

— Jeffrey Gitomer author of The Little Red Book of Selling and The Sales Manifesto

“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.”

— Stan Piskorski, Sales Training and Enablement Specialist, SIRVA

“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.”

— Stan Piskorski, Sales Training and Enablement Specialist, SIRVA

“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.”

— Fred Diamond, Co-Founder and President, Institute for Excellence in Sales

“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.”

— Fred Diamond, Co-Founder and President, Institute for Excellence in Sales

“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!”

— Tab Burkhalter, Education Chair, EO – Knoxville Chapter

“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!”

— Tab Burkhalter, Education Chair, EO – Knoxville Chapter

“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!”

— Corey Rogers, Marketing Manager, Hyundai Construction Equipment, Americas

“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!”

— Corey Rogers, Marketing Manager, Hyundai Construction Equipment, Americas

“I want you to know how much I appreciated your expertise with sales. You helped us differentiate how we stand out from our competitors, make dynamic presentations and how to use LinkedIn recruiter to hire right. We are actively using the tools you taught our team to grow our company and are experiencing good momentum with our goals.”

— Barb Dorumsgaard, President, NTM, Inc.

“I want you to know how much I appreciated your expertise with sales. You helped us differentiate how we stand out from our competitors, make dynamic presentations and how to use LinkedIn recruiter to hire right. We are actively using the tools you taught our team to grow our company and are experiencing good momentum with our goals.”

— Barb Dorumsgaard, President, NTM, Inc.

“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.”

— Cheryl Vennerstrom, Chief Operating Officer, Morning Sun Financial Services

“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.”

— Cheryl Vennerstrom, Chief Operating Officer, Morning Sun Financial Services

“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!”

— Drew Lightowler, President, Plus Relocation Mortgage

“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!”

— Drew Lightowler, President, Plus Relocation Mortgage

“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.”

— Lisa Lounsbrough, Inside Sales and Marketing Manager, Meier Tool & Engineering

“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.”

— Lisa Lounsbrough, Inside Sales and Marketing Manager, Meier Tool & Engineering

“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.”

— Scott Klein, President, Your Hearing Network

“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.”

— Scott Klein, President, Your Hearing Network

“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.”

— Mark DePasquale, CEO, National Portable Storage Association

“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.”

— Mark DePasquale, CEO, National Portable Storage Association

“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.”

— Abby Reinhard, Co-Chair for Learning, EO Western NY and Owner/President, GP Flooring Solutions

“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.”

— Abby Reinhard, Co-Chair for Learning, EO Western NY and Owner/President, GP Flooring Solutions

“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.”

— Chris Clover, CEO, Mechdyne

“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.”

— Chris Clover, CEO, Mechdyne

“In the summer of 2019 I was consistently getting sales leads, but inconsistently handling them, leading to very disappointing results. After reading Sales Differentiation twice, I reached out to Lee and hired him to be my virtual sales coach. Lee and I began working meticulously on a customized, systematic approach to handling sales leads that showed tangible results within 3 weeks of collaboration. Because of Lee’s guidance and methods, I am now crystal clear and confident on how I handle every lead to ensure that the prospective client and my firm are set up for a successful business relationship. Since working with Lee, I’m ten for ten winning deals at the prices I want. Thank you, Lee!”

— Rob Altieri, Principal, Frankel Loughran Starr & Vallone LLP

“In the summer of 2019 I was consistently getting sales leads, but inconsistently handling them, leading to very disappointing results. After reading Sales Differentiation twice, I reached out to Lee and hired him to be my virtual sales coach. Lee and I began working meticulously on a customized, systematic approach to handling sales leads that showed tangible results within 3 weeks of collaboration. Because of Lee’s guidance and methods, I am now crystal clear and confident on how I handle every lead to ensure that the prospective client and my firm are set up for a successful business relationship. Since working with Lee, I’m ten for ten winning deals at the prices I want. Thank you, Lee!”

— Rob Altieri, Principal, Frankel Loughran Starr & Vallone LLP

“I had the pleasure of hiring Lee Salz for a keynote and follow on workshop at the 2019 IPPA Sales & Marketing Conference in Las Vegas. There are a lot of sales motivational speakers that bring energy, but I was very impressed with Lee’s ability to bring it all! Content, energy, humor and audience engagement. Many conference attendees leave and go back to their daily lives implementing very little of what they learned. I promise you, Lee won’t let that happen. I highly recommend Lee to be part of any event an organization or company wishes to take to the next level.”

— Lee Roberts, IPPA

“I had the pleasure of hiring Lee Salz for a keynote and follow on workshop at the 2019 IPPA Sales & Marketing Conference in Las Vegas. There are a lot of sales motivational speakers that bring energy, but I was very impressed with Lee’s ability to bring it all! Content, energy, humor and audience engagement. Many conference attendees leave and go back to their daily lives implementing very little of what they learned. I promise you, Lee won’t let that happen. I highly recommend Lee to be part of any event an organization or company wishes to take to the next level.”

— Lee Roberts, IPPA

“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!”

— Aaron Aldinger, President, Scale Dealers Association

“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!”

— Aaron Aldinger, President, Scale Dealers Association

“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.”

— Courtney Enser, Vice President of Sales, Millcraft

“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.”

— Courtney Enser, Vice President of Sales, Millcraft

“Our company had been struggling to put some rigor around our selling strategy. Lee’s coaching, direction, and mentoring proved to be the difference-maker for our organization. With his guidance, we have had record sales for the last few months and hired the right sales leader to implement the strategies he developed. These results are directly attributable to our work with Lee. I am confident our road to that growth would have been very challenging without his help. We are also excited about the sales playbooks you developed for us to position us for scalable growth. It is also worth noting that this entire engagement was virtual. This may be the first time we contracted with Sales Architects, but it won’t be our last.”

— Daryl Hancock, Chief Operating Officer, Accounting Seed

“Our company had been struggling to put some rigor around our selling strategy. Lee’s coaching, direction, and mentoring proved to be the difference-maker for our organization. With his guidance, we have had record sales for the last few months and hired the right sales leader to implement the strategies he developed. These results are directly attributable to our work with Lee. I am confident our road to that growth would have been very challenging without his help. We are also excited about the sales playbooks you developed for us to position us for scalable growth. It is also worth noting that this entire engagement was virtual. This may be the first time we contracted with Sales Architects, but it won’t be our last.”

— Daryl Hancock, Chief Operating Officer, Accounting Seed

“Lee knows sales and has been awesome to work with. Being 1200 miles away didn’t slow us down a bit, communications were easy and content was tailored to our needs.”

— Matt Slack, CEO, AV Solutions

“Lee knows sales and has been awesome to work with. Being 1200 miles away didn’t slow us down a bit, communications were easy and content was tailored to our needs.”

— Matt Slack, CEO, AV Solutions

“My company contracted with Lee as a virtual sales coach for me and we worked together for 18 months. Through virtual sales coaching, Lee was able to effectively help me develop sales systems, forecasting methodologies, discovery processes, and strategize on accounts I was pursuing. He is very talented in his ability to guide salespeople remotely and helped me greatly improve my sales skills.”

— David Plaisance, Sales Director, AV Solutions

“My company contracted with Lee as a virtual sales coach for me and we worked together for 18 months. Through virtual sales coaching, Lee was able to effectively help me develop sales systems, forecasting methodologies, discovery processes, and strategize on accounts I was pursuing. He is very talented in his ability to guide salespeople remotely and helped me greatly improve my sales skills.”

— David Plaisance, Sales Director, AV Solutions

“One message from a longtime IPPA member said it all, “best sales webinar I have seen,” and he didn’t even need a PowerPoint to support his message. Lee’s high energy kept the audience’s attention throughout thevirtual  presentation. He even took the time to answer questions live from the participants, and brought his new puppy on air for a quick hello, brightening attendee spirits and providing a personal connection with those in the virtual program.”

— Cheryl Whelan, IPPA Executive Director

“One message from a longtime IPPA member said it all, “best sales webinar I have seen,” and he didn’t even need a PowerPoint to support his message. Lee’s high energy kept the audience’s attention throughout thevirtual  presentation. He even took the time to answer questions live from the participants, and brought his new puppy on air for a quick hello, brightening attendee spirits and providing a personal connection with those in the virtual program.”

— Cheryl Whelan, IPPA Executive Director

“If you are looking for a professional speaker who can educate, entertain and engage a virtual audience, I highly recommend Lee Salz. Lee recently provided two virtual keynotes (one for my client’s sales teams and one for an industry association I am a board member of) and the feedback we received was fantastic! Lee’s ability to share stories and leave the audience with actionable takeaways is why he is one of the best in the business. Say, ‘Goodbye,’ to stale power-point webinars and make yourself look good by hiring Lee for your next virtual program.”

— Lee Roberts, Shareholder & Director of Sales BerganKDV

“If you are looking for a professional speaker who can educate, entertain and engage a virtual audience, I highly recommend Lee Salz. Lee recently provided two virtual keynotes (one for my client’s sales teams and one for an industry association I am a board member of) and the feedback we received was fantastic! Lee’s ability to share stories and leave the audience with actionable takeaways is why he is one of the best in the business. Say, ‘Goodbye,’ to stale power-point webinars and make yourself look good by hiring Lee for your next virtual program.”

— Lee Roberts, Shareholder & Director of Sales BerganKDV

We have contracted with Lee time and time again to deliver virtual masterclasses for our lead generation programs. Why do we continue to contract with Lee for these programs? He delivers dynamic, energetic, educational programs for our sales audiences and receives rave reviews! He has the rare ability to captivate, motivate, and engage virtual audiences. It is hard for us to find speakers who, not only deliver top content, but can deliver it effectively in a virtual environment – and Lee masters it!

— Rebecca Stanton, Marketing Manager, ZoomInfo

We have contracted with Lee time and time again to deliver virtual masterclasses for our lead generation programs. Why do we continue to contract with Lee for these programs? He delivers dynamic, energetic, educational programs for our sales audiences and receives rave reviews! He has the rare ability to captivate, motivate, and engage virtual audiences. It is hard for us to find speakers who, not only deliver top content, but can deliver it effectively in a virtual environment – and Lee masters it!

— Rebecca Stanton, Marketing Manager, ZoomInfo

“We recently had Lee as a guest speaker during our Virtual National Sales Meeting. Lee was successful in providing key insights and a focused message on what sales activities our sellers should be focused on in this unique and extremely challenging environment. He provided specific recommendations on the need to stay engaged with clients, best practices for virtual communications, and to insure our sales approach addressed the specific business outcomes that are critical to our clients: growing revenues, cost reductions, and driving efficiency. Lee gave us a break from PowerPoint fatigue and delivered his message without visual aids. His energy level and passion set the perfect uplifting tone for our meeting. Lastly, Lee was able to adeptly address questions of the team based upon his experiences and his Sales Differentiation framework. He reiterated the need to be sensitive to our clients and business leaders navigating the unusual circumstances the pandemic has created. If you are looking for a sales thought leader to stimulate and raise the level of performance of your team, I highly recommend Lee.”

— Mark Knurek, North American Sales Manager, Lubrizol Advanced Materials

“We recently had Lee as a guest speaker during our Virtual National Sales Meeting. Lee was successful in providing key insights and a focused message on what sales activities our sellers should be focused on in this unique and extremely challenging environment. He provided specific recommendations on the need to stay engaged with clients, best practices for virtual communications, and to insure our sales approach addressed the specific business outcomes that are critical to our clients: growing revenues, cost reductions, and driving efficiency. Lee gave us a break from PowerPoint fatigue and delivered his message without visual aids. His energy level and passion set the perfect uplifting tone for our meeting. Lastly, Lee was able to adeptly address questions of the team based upon his experiences and his Sales Differentiation framework. He reiterated the need to be sensitive to our clients and business leaders navigating the unusual circumstances the pandemic has created. If you are looking for a sales thought leader to stimulate and raise the level of performance of your team, I highly recommend Lee.”

— Mark Knurek, North American Sales Manager, Lubrizol Advanced Materials

“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.”

— Jerry Mills, CEO, B2B CFO®

“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.”

— Jerry Mills, CEO, B2B CFO®

“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.”

— Trent Anderson, Vice President of Sales, LS Networks

“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.”

— Trent Anderson, Vice President of Sales, LS Networks

“The NFDA/YFP Associations cannot say thank you enough to Lee Salz for his dynamic virtual presentation of “Sales Differentiation: Win More Deals at the Prices You Want!”. Lee’s energy was fantastic throughout the presentation, keeping everyone involved with a great balance of educational content, group activity/exercises, and excellent storytelling to help tie all of the practices and concepts we learned about into real word examples and applications. His program has been one of our most attended virtual events to date. We cannot wait to welcome Lee back in the near future for another program!”

— Jake Glaser, YFP President

“The NFDA/YFP Associations cannot say thank you enough to Lee Salz for his dynamic virtual presentation of “Sales Differentiation: Win More Deals at the Prices You Want!”. Lee’s energy was fantastic throughout the presentation, keeping everyone involved with a great balance of educational content, group activity/exercises, and excellent storytelling to help tie all of the practices and concepts we learned about into real word examples and applications. His program has been one of our most attended virtual events to date. We cannot wait to welcome Lee back in the near future for another program!”

— Jake Glaser, YFP President

“A little over a year ago, we contracted with Lee to help us develop a structure around sales and sales management. Lee quickly understood the nuances of our business and helped us refine our sales compensation plan, adjust our management style, and implement a culture of accountability with the team which created immediate results. He facilitated a series of virtual workshops with our team and developed our sales playbook for handling prospect discovery meetings that helped us standardize our approach. The results of our work with Lee? We developed a high-performance sales machine. This year, we set a new sales record, have a re-energized sales force, and a rock-solid foundation we will continue to build upon. If you are looking to add rigor to your sales and sales management approach, I highly recommend Lee.”

— Jim Woodruff, CEO, NPA, Inc.

“A little over a year ago, we contracted with Lee to help us develop a structure around sales and sales management. Lee quickly understood the nuances of our business and helped us refine our sales compensation plan, adjust our management style, and implement a culture of accountability with the team which created immediate results. He facilitated a series of virtual workshops with our team and developed our sales playbook for handling prospect discovery meetings that helped us standardize our approach. The results of our work with Lee? We developed a high-performance sales machine. This year, we set a new sales record, have a re-energized sales force, and a rock-solid foundation we will continue to build upon. If you are looking to add rigor to your sales and sales management approach, I highly recommend Lee.”

— Jim Woodruff, CEO, NPA, Inc.

“Our company was looking for a professional to help us create a sales playbook. I interviewed several companies and ultimately chose Lee Salz and Sales Architects to take on the job. Our experience was nothing short of fantastic. Lee was responsible for keeping us on track, learning our organization and coaching us on ‘what we might be missing.’ What normally could have been a laborious and mundane process, Lee made fun and enjoyable. I now have a thorough step-by-step playbook to use to elevate my sales team’s performance! Thanks, Lee!”

— Jennifer Parratt, Director of Sales, Planet Depos

“Our company was looking for a professional to help us create a sales playbook. I interviewed several companies and ultimately chose Lee Salz and Sales Architects to take on the job. Our experience was nothing short of fantastic. Lee was responsible for keeping us on track, learning our organization and coaching us on ‘what we might be missing.’ What normally could have been a laborious and mundane process, Lee made fun and enjoyable. I now have a thorough step-by-step playbook to use to elevate my sales team’s performance! Thanks, Lee!”

— Jennifer Parratt, Director of Sales, Planet Depos

“We contracted with Sales Architects to bring structure to our business development approach. We don’t have dedicated salespeople; our practitioners handle business development. Lee facilitated a series of workshops with our business developers and helped us gain clarity on the proper approach to take with new client acquisition. As a result of those sessions, he wrote our business development playbook and created our business development certification program. Based on the deliverables Lee created, we can confidently expand our business development outreach and have a consistent approach when doing so.”

— Nate Lilleodden, Managing Partner, Copeland Buhl & Company PLLP

“We contracted with Sales Architects to bring structure to our business development approach. We don’t have dedicated salespeople; our practitioners handle business development. Lee facilitated a series of workshops with our business developers and helped us gain clarity on the proper approach to take with new client acquisition. As a result of those sessions, he wrote our business development playbook and created our business development certification program. Based on the deliverables Lee created, we can confidently expand our business development outreach and have a consistent approach when doing so.”

— Nate Lilleodden, Managing Partner, Copeland Buhl & Company PLLP

“After participating in Lee’s Sales Differentiation workshop program, we contracted with Sales Architects to conduct deal strategy sessions with our salespeople. From early stage deals, to getting deals unstuck, to RFP finalist opportunities, he provides keen insight to our salespeople resulting in them winning more deals at the right prices. Not only does he help them win individual deals, but he also taught them strategies they can repetitively use during deal pursuits.”

— Bob Koch, GM, IT Services Business Unit, Mechdyne Corporation

“After participating in Lee’s Sales Differentiation workshop program, we contracted with Sales Architects to conduct deal strategy sessions with our salespeople. From early stage deals, to getting deals unstuck, to RFP finalist opportunities, he provides keen insight to our salespeople resulting in them winning more deals at the right prices. Not only does he help them win individual deals, but he also taught them strategies they can repetitively use during deal pursuits.”

— Bob Koch, GM, IT Services Business Unit, Mechdyne Corporation

“Lee nailed it! He brought energy, content, and entertainment to the stage…the perfect speaker trifecta. Our attendees said his talk was the highlight of the conference.”

— Jerry L. Mills, Founder & CEO, B2B CFO®

“Lee nailed it! He brought energy, content, and entertainment to the stage…the perfect speaker trifecta. Our attendees said his talk was the highlight of the conference.”

— Jerry L. Mills, Founder & CEO, B2B CFO®

“Simply awesome! Lee delivered a masterful virtual keynote last year and a fantastic in-person keynote this year. My people have become huge Lee Salz fans.”

— Michael Groeger, Vice President, Group Commercial & Specialty Sales, Blue Cross® Blue Shield® of Arizona

“Simply awesome! Lee delivered a masterful virtual keynote last year and a fantastic in-person keynote this year. My people have become huge Lee Salz fans.”

— Michael Groeger, Vice President, Group Commercial & Specialty Sales, Blue Cross® Blue Shield® of Arizona

“We have thoroughly enjoyed working with Lee to come up with our Deal Obstacles playbook to assist our national sales team to grow and perform better. Lee’s skill in coaching our team to explore the best way to resolve deal obstacles, articulate the solution well, and ask right questions has helped so many of our salespeople to grow and achieve amazing results. We highly recommend Lee Salz!”

— Theo Kristoris, Managing Director, Leader Systems

“We have thoroughly enjoyed working with Lee to come up with our Deal Obstacles playbook to assist our national sales team to grow and perform better. Lee’s skill in coaching our team to explore the best way to resolve deal obstacles, articulate the solution well, and ask right questions has helped so many of our salespeople to grow and achieve amazing results. We highly recommend Lee Salz!”

— Theo Kristoris, Managing Director, Leader Systems

“Lee’s energy and enthusiasm for the topic of Sales Differentiation was infectious. His exceptional presentation inspired our sales team to embrace the concepts of value selling to overcome the challenge of “price” before it ever enters the conversation. After speaking at our Annual Sales Summit, our front line sellers left with a renewed enthusiasm for differentiating our offering through positioning strategies developed in collaboration with Lee. This important work shifts our focus from reacting to objections, to a proactive approach that builds a foundation of value in the eyes of our customers. Lee’s keynote will have a great impact towards the success of our company this year and going forward.”

— Alex Evans, Vice President of Sales Operations & Effectiveness, Majestic Steel

“Lee’s energy and enthusiasm for the topic of Sales Differentiation was infectious. His exceptional presentation inspired our sales team to embrace the concepts of value selling to overcome the challenge of “price” before it ever enters the conversation. After speaking at our Annual Sales Summit, our front line sellers left with a renewed enthusiasm for differentiating our offering through positioning strategies developed in collaboration with Lee. This important work shifts our focus from reacting to objections, to a proactive approach that builds a foundation of value in the eyes of our customers. Lee’s keynote will have a great impact towards the success of our company this year and going forward.”

— Alex Evans, Vice President of Sales Operations & Effectiveness, Majestic Steel

“I’m 78 years old and have been in sales my entire professional life. However, I still wanted to up my game and hired Lee as my sales coach. In addition to helping me with strategy development, he helped me resurrect a dead deal and turn it into the biggest sale (and commission check) of my career. If you want someone to up your sales game, hire Lee! It’s the best investment you can make in your success.”

— Tom Sweeny, Regional Sales Manager, Pathguide Technologies, Inc.

“I’m 78 years old and have been in sales my entire professional life. However, I still wanted to up my game and hired Lee as my sales coach. In addition to helping me with strategy development, he helped me resurrect a dead deal and turn it into the biggest sale (and commission check) of my career. If you want someone to up your sales game, hire Lee! It’s the best investment you can make in your success.”

— Tom Sweeny, Regional Sales Manager, Pathguide Technologies, Inc.

“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.”

— Jill Konrath, author of "More Sales Less Time" and "SNAP Selling"

“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.”

— Jill Konrath, author of "More Sales Less Time" and "SNAP Selling"

“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.”

— Larry Reeves, CEO, American Association of Inside Sales Professionals (“AA-ISP”)

“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.”

— Larry Reeves, CEO, American Association of Inside Sales Professionals (“AA-ISP”)

“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.”

— Mike Weinberg - author of the "New Sales. Simplified." and "Sales Management. Simplified."

“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.”

— Mike Weinberg - author of the "New Sales. Simplified." and "Sales Management. Simplified."

“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.”

— Gerhard Gschwandtner, CEO, Selling Power magazine

“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.”

— Gerhard Gschwandtner, CEO, Selling Power magazine

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!”

— Dawn Deeter, Ph.D., director, Kansas State University National Strategic Selling Institute

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!”

— Dawn Deeter, Ph.D., director, Kansas State University National Strategic Selling Institute

“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.”

— Brandon Steiner, CEO and founder of Steiner Sports Marketing

“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.”

— Brandon Steiner, CEO and founder of Steiner Sports Marketing

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

— Anthony Parinello, author of "Selling to VITO, The Very Important Top Officer"

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

— Anthony Parinello, author of "Selling to VITO, The Very Important Top Officer"

“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!”

— Anthony Iannarino, Author of "Eat Their Lunch: Winning Clients Away from Your Competitors"

“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!”

— Anthony Iannarino, Author of "Eat Their Lunch: Winning Clients Away from Your Competitors"

“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.”

— Max Altschuler, Max Altschuler, CEO Sales Hacker & Author of "Hacking Sales"

“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.”

— Max Altschuler, Max Altschuler, CEO Sales Hacker & Author of "Hacking Sales"

“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.”

— Steven Schussler, creator and founder of Rainforest Cafe, T-REX, Yak & Yeti and The Boathouse all featured at Walt Disney World in Orlando, FL

“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.”

— Steven Schussler, creator and founder of Rainforest Cafe, T-REX, Yak & Yeti and The Boathouse all featured at Walt Disney World in Orlando, FL

“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!”

— Bill Mills, CEO, Executive Group, Inc.

“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!”

— Bill Mills, CEO, Executive Group, Inc.

“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.”

— Harvey Mackay, author of the #1 New York Times bestseller 'Swim with The Sharks Without Being Eaten Alive'

“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.”

— Harvey Mackay, author of the #1 New York Times bestseller 'Swim with The Sharks Without Being Eaten Alive'

“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!”

— Jack Daly, CEO / Entrepreneur / Coach and Best Selling Business Author

“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!”

— Jack Daly, CEO / Entrepreneur / Coach and Best Selling Business Author

“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.”

— Art Sobczak, Author of “Smart Calling”

“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.”

— Art Sobczak, Author of “Smart Calling”

“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.”

— Dr. Tony Alessandra, author of "Collaborative Selling: How to Gain the Competitive Advantage in Sales"

“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.”

— Dr. Tony Alessandra, author of "Collaborative Selling: How to Gain the Competitive Advantage in 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!”

— Mark Hunter, CSP, “The Sales Hunter,” author of “High-Profit Prospecting”

“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!”

— Mark Hunter, CSP, “The Sales Hunter,” author of “High-Profit Prospecting”

“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.”

— Ken Kupchik, author of The Sales Survival Handbook and creator of Sales Humor

“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.”

— Ken Kupchik, author of The Sales Survival Handbook and creator of Sales Humor

“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.”

— Daniel Disney, Founder of The Daily Sales and Leading Social Selling Trainer

“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.”

— Daniel Disney, Founder of The Daily Sales and Leading Social Selling Trainer

“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.”

— Deb Calvert, author, Stop Selling & Start Leading and DISCOVER Questions®

“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.”

— Deb Calvert, author, Stop Selling & Start Leading and DISCOVER Questions®

“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.”

— Verne Harnish, founder Entrepreneurs’ Organization (EO) and author of Scaling Up (Rockefeller Habits 2.0)

“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.”

— Verne Harnish, founder Entrepreneurs’ Organization (EO) and author of Scaling Up (Rockefeller Habits 2.0)

“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.”

— Alice Heiman, Founder and CSO at Alice Heiman, LLC

“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.”

— Alice Heiman, Founder and CSO at Alice Heiman, LLC

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.”

— Paul Nolan, Editor, Sales & Marketing Management magazine

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.”

— Paul Nolan, Editor, Sales & Marketing Management magazine

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.”

— Sam Richter, World’s Leading Expert on Sales Intelligence and CEO SBR Worldwide / Know More

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.”

— Sam Richter, World’s Leading Expert on Sales Intelligence and CEO SBR Worldwide / Know More

“If you can’t differentiate yourself in the mind of the buyer, all that’s left is your price. In this golden volume, “Sales Differentiation” arms you with 19 strategies to help you provide value to your buyer. But the glue to turn them into long-term clients is the author – Lee Salz. He is your income differentiator.”

— Jeffrey Gitomer, author of The Little Red Book of Selling

“If you can’t differentiate yourself in the mind of the buyer, all that’s left is your price. In this golden volume, “Sales Differentiation” arms you with 19 strategies to help you provide value to your buyer. But the glue to turn them into long-term clients is the author – Lee Salz. He is your income differentiator.”

— Jeffrey Gitomer, author of The Little Red Book of Selling

“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.”

— Fred Diamond, Co-Founder and President, Institute for Excellence in Sales

“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.”

— Fred Diamond, Co-Founder and President, Institute for Excellence in Sales

“We’ve used Lee’s sales architecture methodology to bring discipline, structure, measurement and a degree of sophistication to our sales effort. We now have a clearly defined strategy, process and tools to pursue new KRM clients.”

— Rick Olson, Chief Executive Officer, KRM Information Services

“We’ve used Lee’s sales architecture methodology to bring discipline, structure, measurement and a degree of sophistication to our sales effort. We now have a clearly defined strategy, process and tools to pursue new KRM clients.”

— Rick Olson, Chief Executive Officer, KRM Information Services

“Lee Salz not only knows what it takes to master the art of sales, he knows how to teach the art of selling in an easy to understand way that can absolutely unlock the master salesperson inside you.”

— Josh Hinds, author of Why Perfect Timing is a Myth: Tips for Staying Inspired and Motivated Day in and Day Out!

“Lee Salz not only knows what it takes to master the art of sales, he knows how to teach the art of selling in an easy to understand way that can absolutely unlock the master salesperson inside you.”

— Josh Hinds, author of Why Perfect Timing is a Myth: Tips for Staying Inspired and Motivated Day in and Day Out!