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Sales Differentiation Hardcover

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About the AuthorLee B. Salz is a leading sales management strategist and CEO of Sales Architects. A recognized expert in sales differentiation, he works with senior executives and business owners across all industries helping their salespeople win more deals at the prices they want. Lee is a frequently sought-after keynote speaker and consultant on sales differentiation, sales force development, hiring, onboarding, compensation, and other sales performance topics. Sales Differentiation is Lee's latest book. He’s also an award-winning author of several books including Hire Right, Higher Profits, the #1 rated sales management book on Amazon for 2014. A featured columnist in The Business Journals and a media source on sales and sales management, Lee has been quoted and featured in The Wall Street Journal, CNN, The New York Times, MSNBC, ABC News, and numerous other outlets. In addition to Sales Architects, Lee created The Revenue Accelerator, a sales onboarding and enablement technology firm that structures and automates the onboarding experience for salespeople. His entrepreneurial background gives him a unique insight into the challenges executives face during growth phases. Originally from New York and New Jersey, Lee spent ten years in the Washington, D.C. Metro area and now lives in Minneapolis with his wife, three children, and two dogs. Lee is a championship powerlifter and a graduate of Binghamton University. When he isn’t helping his clients with sales force development, you can find him on the baseball field coaching his kids
Author 1Lee B. Salz
Book Description"If we don't drop our price, we will lose the deal." That's the desperate cry sales management executives are accustomed to hearing from their salespeople. While the easy answer is to drop the price, the company sacrifices margin--oftentimes unnecessarily. To win deals at the prices you want, the needed strategy is differentiation. Most executives think marketing is the sole source of differentiation, but sales differentiation presents an untapped opportunity to create meaningful value and stand out from the competition. Sales Differentiation presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margin. These concepts are applicable to any salesperson in any industry and are based on the foundation that how you sell, not just what you sell, differentiates you. The book's "what you sell" section helps salespeople and executives identify what their true differentiators are, determine the right circumstances to share them, and develop a strategy to position them in a compelling way with buyers. In every stage of the seller-buyer interaction, opportunities exist for differentiation in how you sell, such as how to creatively get in the door with buyers who say they are happy, shape buyer decision criteria aligned with your differentiators, turn a buyer's request for references into a way to stand out from the competition, and much more Mediocre salespeople say what they sell is the best. Top salespeople position different and lead their clients to say best without them ever uttering the word
LanguageEnglish
Number of Pages208
Publication Date18-Sep-2018
PublisherAmacom
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Sales Differentiation Hardcover

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