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The Razors Edge with Barbara Giamanco|Sales|Social Selling|Marketing|Customer Experience|Technology|Business

If you want to learn from the best minds in B2B sales, marketing, service, and technology, The Razor's Edge podcast is for you. After 25+ years in Sales, Barb understands the challenges that sales leaders and salespeople face. Barb is the co-author of The New Handshake: Sales Meets Social Media and authored the Harvard Business Review article Tweet Me, Friend Me, Make Me Buy. In this podcast, Barb interviews authors, practitioners, and sales, marketing, service, and technology leaders from across the globe who share their expertise on everything from selling and marketing strategies and skills, engaging buyers online with social selling, top trends in technology to drive increases in revenue and pipeline and much more. www.barbaragiamanco.com
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Jun 12, 2017

In this episode, Lee Salz talks about sales differentiation and why it matters. We discussed:

Whether sales differentiation is a sales or marketing issue.

Why is sales differentiation is important…why it matters.

How you can differentiate yourself even if you sell a commodity product.

Though Lee developed 19 sales differentiation concepts, he discussed an example of a way in which salespeople can leverage sales differentiation.

Other ways that salespeople can incorporate sales differentiation into their sales strategy.

What is one of the biggest mistakes salespeople make when it comes to sales differentiation?

Mistakes salespeople make with sales differentiation.

What to do if prospect’s buy through RFPs (Requests for Proposal)…how can you use sales differentiation when faced with an RFP.

Enjoy the interview!

About Lee:

Lee Salz is a leading sales management strategist and founder of Sales Architects. He is the best-selling author of four business books with a fifth in development on sales differentiation that will be published by Wiley in April 2018. 

His latest book “Hire Right, Higher Profits” is an Amazon best-seller and was the #1 rated sales management book on Amazon for 2014. His sales book “Soar Despite Your Dodo Sales Manager” was named by Amazon as one of their top 20 most highly-rated sales books of all-time. 

He is also a featured columnist in the Business Journal, a member of the Sales and Marketing Management magazine Advisory Board, a member of the Sales Education Foundation Advisory Board, and serves as the Program Advisor to the Kansas State University National Strategic Selling Institute.

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