{"title":"Lee B Salz","description":null,"products":[{"product_id":"hire-right-higher-profits-book-lee-b-salz-9781493762620","title":"Hire Right, Higher Profits","description":"Hired and fired... It's the revolving door on sales teams. Executives hire what they believe to be great salespeople, but the results never come - and the salespeople are let go. This perpetual cycle eradicates profits, makes revenue targets pipe dreams, and has sales leaders pulling out their hair in frustration. \u003cp\u003eDespite these issues, executives continue to try to hire great salespeople. That three-word expression is exactly what Hire Right, Higher Profits is all about. Sales management strategist, Lee Salz begins the book by challenging readers with the $25,000 Revenue Test which most executives fail. Then, he hits readers between the eyes with the statement there are no great salespeople and offers proof of it  He also cautions those executives - who view the competition as their primary sales talent source - of its risks. \u003c\/p\u003e\u003cp\u003eBut Salz doesn't stop there  He challenges executives to shift their perspective from hiring salespeople to investing in revenue. Each salesperson represents a revenue investment made by the company with the core objective of receiving a fast, high return on it - no different than when companies invest in sales strategies, tactics, and ideas to grow revenue. \u003c\/p\u003e\u003cp\u003eHire Right, Higher Profits teaches executives how to determine what type of revenue investment is needed, evaluate revenue investment candidates and get a fast, high return on the investment made in their new salespeople. The book is a step-by-step, practical guide teaching you how to implement the revenue investment concept - impacting both the top and bottom lines. It's a fun, educational read and is chock-full of stories as you learn how to: \u003c\/p\u003e\u003cp\u003e* Shift your executive team's perspective from hiring salespeople to investing in revenue \u003c\/p\u003e\u003cp\u003e* Identify the factors that affect revenue investment performance - the causes of a salesperson's success or failure in the role \u003c\/p\u003e\u003cp\u003e* Assemble a Revenue Investment Evaluation Program to contrast candidates with the performance factors \u003c\/p\u003e\u003cp\u003e* Scrutinize a Revenue Investment Prospectus - a salesperson's resume - to get to the truth \u003c\/p\u003e\u003cp\u003e* Evaluate candidates so you select the right salespeople for revenue investments \u003c\/p\u003e\u003cp\u003e* Protect the revenue investment through structured sales onboarding \u003c\/p\u003e\u003cp\u003e* Design sales onboarding curriculum to get a fast, high return on the new revenue investments \u003c\/p\u003e\u003cp\u003e* Assess revenue investment performance both during and post-onboarding \u003c\/p\u003e\u003cp\u003eThe methodology presented in Hire Right, Higher Profits can be implemented in any company, in any industry, of any size. The book is not based on scientific studies, but rather on real-world, field-tested sales management practices that Lee Salz has developed and used for over twenty years with both his sales teams and for clients. Whether you are a seasoned executive or new sales manager, this book has everything you need to build a world-class sales force. \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e","brand":"WoB","offers":[{"title":"GB \/ LIKE_NEW \/ INTERNAL","offer_id":49589804007697,"sku":"GOR013512014","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ WELL_READ \/ SBYB","offer_id":50385152114961,"sku":"CIN1493762621A","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":50385159192849,"sku":"CIN1493762621VG","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ GOOD \/ SBYB","offer_id":50407044972817,"sku":"CIN1493762621G","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ NEW \/ INGRAM","offer_id":51030068855057,"sku":"NIN9781493762620","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1493762621.jpg?v=1751372305"},{"product_id":"sales-differentiation-book-lee-b-salz-9780814439906","title":"Sales Differentiation","description":"\u003cp\u003e\u003cstrong\u003e\u003cem\u003eIf we don't drop our price, we will lose the deal. \u003c\/em\u003e\u003c\/strong\u003e\u003cbr\u003e \u003cbr\u003eThat's the desperate cry from salespeople as they try to win deals in competitive marketplaces. While the easy answer is to lower the price, the company sacrifices margin--oftentimes unnecessarily.\u003cbr\u003e\u003cbr\u003eTo win deals at the prices you want, the strategy needed is differentiation. Most executives think marketing is the sole source of differentiation. But what about the sales function of the company? This commonly neglected differentiation opportunity provides a multitude of ways to stand out from the competition. This groundbreaking book teaches you how to develop those strategies.\u003cbr\u003e\u003cbr\u003eIn \u003cem\u003eSales Differentiation\u003c\/em\u003e, sales management strategist, Lee B. Salz presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margins. These concepts apply to any salesperson in any industry and are based on the foundation that how you sell, not just what you sell, differentiates you. \u003cbr\u003e\u003cbr\u003eThe strategies are presented in easy-to-understand stories and can quickly be put into practice. Divided into two sections, the what you sell chapters help salespeople: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eRecognize that the expression we are the best causes differentiation to backfire.\u003c\/li\u003e\n\u003cli\u003eAvoid the introspective question that frustrates salespeople and ask the right question to fire them up.\u003c\/li\u003e\n\u003cli\u003eUnderstand what their true differentiators are and how to effectively position them with buyers.\u003c\/li\u003e\n\u003cli\u003eFind differentiators in every nook and cranny of the company using the six components of the Sales Differentiation Universe.\u003c\/li\u003e\n\u003cli\u003eCreate strategies to position differentiators so buyers see value in them.\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eThe how you sell section teaches salespeople how to provide meaningful value to buyers and differentiate themselves in every stage of the sales process. This section helps salespeople: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eDevelop strategies to engage buyers and turn buyer objections into sales differentiation opportunities.\u003c\/li\u003e\n\u003cli\u003eShape buyer decision criteria around differentiators.\u003c\/li\u003e\n\u003cli\u003eTurn a commoditized Request for Proposal (RFP) process into a differentiation opportunity. \u003c\/li\u003e\n\u003cli\u003eUse a buyer request for references as a way to stand out from the competition.\u003c\/li\u003e\n\u003cli\u003eLeverage the irrefutable, most powerful differentiator...themselves.\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eWhether you've been selling for twenty years or are new to sales, the tools you learn in \u003cem\u003eSales Differentiation\u003c\/em\u003e will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want.\u003c\/p\u003e","brand":"WoB","offers":[{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":49617460789521,"sku":"CIN081443990XVG","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ VERY_GOOD \/ INTERNAL","offer_id":50354301960465,"sku":"GOR011695884","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ GOOD \/ SBYB","offer_id":52105029189905,"sku":"CIN081443990XG","price":0.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/081443990X.jpg?v=1750882856"},{"product_id":"sell-different-book-lee-b-salz-9781400222506","title":"Sell Different!","description":"Outsmart, outmaneuver, and outsell your competition with revolutionary new strategies that differentiate how you sell. 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While the easy answer is to lower the price, the company sacrifices margin--oftentimes unnecessarily.\u003cbr\u003e \u003cbr\u003e \u003cbr\u003e \u003cbr\u003e To win deals at the prices you want,the strategy needed is differentiation. Most executives think marketing is the sole source of differentiation. But what about the sales function of the company This commonly neglected differentiation opportunity provides a multitude of ways to stand out from the competition. This groundbreaking book teaches you how to develop those strategies.\u003cbr\u003e \u003cbr\u003e \u003cbr\u003e \u003cbr\u003e In Sales Differentiation, sales management strategist, Lee B. Salz presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margins. 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Divided into two sections, the \"what you sell\" chapters help salespeople:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eRecognize that the expression \"we are the best\" causes differentiation to backfire.\u003c\/li\u003e \u003cli\u003eAvoid the introspective question that frustrates salespeople and ask the right question to fire them up.\u003c\/li\u003e \u003cli\u003eUnderstand what their true differentiators are and how to effectively position them with buyers.\u003c\/li\u003e \u003cli\u003eFind differentiators in every nook and cranny of the company using the six components of the \"Sales Differentiation Universe.\"\u003c\/li\u003e \u003cli\u003eCreate strategies to position differentiators so buyers see value in them.\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eThe \"how you sell\" section teaches salespeople how to provide meaningful value to buyers and differentiate themselves in every stage of the sales process. This section helps salespeople:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eDevelop strategies to engage buyers and turn buyer objections into sales differentiation opportunities.\u003c\/li\u003e \u003cli\u003eShape buyer decision criteria around differentiators.\u003c\/li\u003e \u003cli\u003eTurn a commoditized Request for Proposal (RFP) process into a differentiation opportunity. \u003c\/li\u003e \u003cli\u003eUse a buyer request for references as a way to stand out from the competition.\u003c\/li\u003e \u003cli\u003eLeverage the irrefutable, most powerful differentiator...themselves.\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eWhether you've been selling for twenty years or are new to sales, the tools you learn in Sales Differentiation will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want.\u003c\/p\u003e","brand":"WoB","offers":[{"title":"- \/ - \/ -","offer_id":51024519102737,"sku":"","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ NEW \/ INGRAM","offer_id":51024521462033,"sku":"NIN9781400238194","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"GB \/ NEW \/ INGRAM","offer_id":52434540364049,"sku":"NLS9781400238194","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ GOOD \/ SBYB","offer_id":52965951340817,"sku":"CIN1400238196G","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1400238196.jpg?v=1751177950"},{"product_id":"first-meeting-differentiator-book-lee-b-salz-9781400239801","title":"The First Meeting Differentiator","description":"Transform your discovery process from self-directed attempts to extract business to value-driven conversations that establish your role as a trusted consultant.","brand":"WoB","offers":[{"title":"- \/ - \/ -","offer_id":51783865401617,"sku":null,"price":0.0,"currency_code":"GBP","in_stock":true},{"title":"GB \/ NEW \/ GARDNERS","offer_id":51783865925905,"sku":"NGR9781400239801","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ NEW \/ INGRAM","offer_id":52495867707665,"sku":"NIN9781400239801","price":0.0,"currency_code":"GBP","in_stock":true}]},{"product_id":"vende-diferente-book-lee-b-salz-9781607388180","title":"Vende diferente!","description":"Los equipos de vendedores de hoy en día se enfrentan a una competencia feroz en búsqueda de acuerdos ganadores. 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