"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

"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"

"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 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

"All sales people can improve their performance by using Lee's sales architecture strategy."
-- Edward Groark, former President, IKON Office Solutions, Technology Services

"Lee presents sales managers with a toolkit that will greatly enhance their chances for success."
-- Orrin Broberg, President, Employee Continuum

"Lee's understanding of the development of sales strategies, marketing business tools and applications are exceptional."
-- Ken Mallette, Vice President, Witt Associates



Books By Lee B. Salz:


"Soar Despite Your Dodo Sales Manager"


"Stop Speaking for Free! The Ultimate Guide to Making Money with Webinars"


Business Expert Guide to Small Business Success

 


Lee B. Salz

Areas of Expertise:

Business Coaching
Leadership/Management
Sales Management
 







Lee B. Salz is a leading sales management strategist and Founder of Sales Architects. He specializes in helping companies hire the right sales people, effectively onboard them and align their activities with business objectives. Using his sales architecture™ methodology, Lee’s clients migrate from being “people-based” to “process-based”resulting in explosive, profitable growth.

Soar Despite Your Dodo Sales Manager (WBusiness Books), Lee’s award-winning book, presents his sales architecture™ methodology. Inspired by a disturbing trend in business, the chasm between sales people and their sales managers, he saw the power in bridging the gap. He recognized that businesses were losing millions of dollars due to underperforming sales people which could be remedied through process.

The Revenue Accelerator is Lee’s latest venture – a sales learning management system designed for quickly and effectively onboarding new hire sales people. One of the areas Lee identified that causes underperforming sales people is how they are onboarded into the sales role. His web-based technology system is designed to reduce new hire ramp-up time and increase their sales performance through a structured onboarding experience.

In his co-produced book, Business Expert Guide to Small Business Success (Business Expert Publishing), Lee and twenty contributing authors address issues plaguing small businesses. In the book, Lee presents his strategy for developing an effective sales compensation plan.

His articles have been published on hundreds of websites and magazines. He's also been quoted and featured by the altmedia including the Wall Street Journal, New York Times, Dallas Morning News, Selling Power, SalesforceXP, Sales and Marketing Management, ABC News, MSNBC and many more leading publications. His work in talent management led him to be ranked #14 in the Top 25 Online Influencers in Talent Management by HR Examiner for 2011. Lee is also the host of The Sales Management Minute podcast series in which he provides sales leaders and business executives with the tools they need to thrive.

Lee’s work in salesforce knowledge and skill development sparked the idea of virtually connecting industry thought leaders and business professionals. He launched Business Expert Webinars, the leading provider of virtual business training, which today has over 160 speakers delivering over 750 live and on-demand virtual training events. The firm helps speakers monetize their expertise, expand their audience reach, and perfect their craft.

In his widely-acclaimed, best-selling book Stop Speaking for Free! The Ultimate Guide to Making Money with Webinars (Business Expert Publishing), he teaches experts the step-by-step process to succeeding with pay-to-attend webinars. Today, Lee is the go-to expert for attendee-funded webinar insight.

He is a results-driven consultant, dynamic speaker and passionate entrepreneur. Lee inspires others with his quote,

What made you UNIQUE yesterday, makes you a COMMODITY today, and EXTINCT tomorrow, unless you ADAPT to change.
 
 
alt

 

Lee B. Salz is a leading sales management strategist and Founder of Sales Architects. He specializes in helping companies hire the right sales people, effectively onboard them and align their activities with business objectives. Using his sales architecture™ methodology, Lee’s clients migrate from being “people-based” to “process-based”resulting in explosive, profitable growth.

Soar Despite Your Dodo Sales Manager (WBusiness Books), Lee’s award-winning book, presents his sales architecture™ methodology. Inspired by a disturbing trend in business, the chasm between sales people and their sales managers, he saw the power in bridging the gap. He recognized that businesses were losing millions of dollars due to underperforming sales people which could be remedied through process.

The Revenue Accelerator is Lee’s latest venture – a sales learning management system designed for quickly and effectively onboarding new hire sales people. One of the areas Lee identified that causes underperforming sales people is how they are onboarded into the sales role. His web-based technology system is designed to reduce new hire ramp-up time and increase their sales performance through a structured onboarding experience.

In his co-produced book, Business Expert Guide to Small Business Success (Business Expert Publishing), Lee and twenty contributing authors address issues plaguing small businesses. In the book, Lee presents his strategy for developing an effective sales compensation plan.

His articles have been published on hundreds of websites and magazines. He's also been quoted and featured by the altmedia including the Wall Street Journal, New York Times, Dallas Morning News, Selling Power, SalesforceXP, Sales and Marketing Management, ABC News, MSNBC and many more leading publications. His work in talent management led him to be ranked #14 in the Top 25 Online Influencers in Talent Management by HR Examiner for 2011. Lee is also the host of The Sales Management Minute podcast series in which he provides sales leaders and business executives with the tools they need to thrive.

Lee’s work in salesforce knowledge and skill development sparked the idea of virtually connecting industry thought leaders and business professionals. He launched Business Expert Webinars, the leading provider of virtual business training, which today has over 160 speakers delivering over 750 live and on-demand virtual training events. The firm helps speakers monetize their expertise, expand their audience reach, and perfect their craft.

In his widely-acclaimed, best-selling book Stop Speaking for Free! The Ultimate Guide to Making Money with Webinars (Business Expert Publishing), he teaches experts the step-by-step process to succeeding with pay-to-attend webinars. Today, Lee is the go-to expert for attendee-funded webinar insight.

He is a results-driven consultant, dynamic speaker and passionate entrepreneur. Lee inspires others with his quote,

What made you UNIQUE yesterday, makes you a COMMODITY today, and EXTINCT tomorrow, unless you ADAPT to change.
 
 
alt

 

Articles By Lee B. Salz:

Get Your Salespeople to Take Layups, Not Shoot Three-Pointers
Great Salespeople Onboard Themselves, Right?
Buy or Build Your Sales Team?
Still Paying Salespeople Draws? Why?
Making a GREAT Vice President of Sales - The 3 Ingredient Success Recipe
Planning Your Next Sales Meeting - 6 Tips to Fire-Up Your Sales Team
9 Results You Can Expect From Sales Onboarding
Think You Are About to Win the Deal? Better Know These Answers
Can Your Prospects Make a 7-Figure Decision in 7 Minutes?
Evaluating Sales Candidates: See Her Walk the Walk, Not Just Talk the Talk
Why Sales Onboarding May Not Be Right for Your Company
How Reverse Sticker Shock Can Kill Your Deal
What Sales Winners Do Differently
Is Your Sales Hiring Process Too Long?
Sales Candidate Reference Checks – How to Make These Invaluable When Hiring
Have You Been Duped Into Being A Sales Rebound Employer?
Stop FRUSTRATING Your New Salespeople!
Without Sales Process, How Do You Onboard New Salespeople?
The Worst Way to Start a Sales Call
Why No One Attends Your Live Lead Generation Webinars
Lead Generation Webinars - Opportunity Producer or Waste of Time?
What Are The Best Sales Interview Questions?
Why the 80/20 Rule When Coaching Salespeople Is FLAWED?
Performance Appraisals – Yes, Salespeople Need Them Too!
Top Sales Candidates and Employers – The HUGE Disconnect!
The Hunter Farmer Model - The Common Misperception
3 Reasons Why Companies Fail to Hire Top Sales Talent
The One-Word That FRIGHTENS Salespeople
6 Reasons to Create A Salesperson Onboarding Program NOW
New White House Legislation Helps Salespeople
How Many Minutes Were Your Salespeople On The Phone? Meaningless or Meaningful?
Renew Your Client Contract - A Horrible Sales Strategy
The Tool No Top Salesperson Can Do Without
The Necessity of an Equality Mindset
CEOs Enjoy Eating Steak, But DonÂ't Want To Know A Cow Died In The Process
Account Executive versus Business Developer - More Than Just Titles
YouÂ're a Finalist! Now, Win The Deal
Moving a Salesperson into Sales Management - How To Do It
How Mature Is Your Sales Organization?
What Does 'Hitting Sales Goal' Mean In Your Company?
How to Set Your Annual Revenue Budget, Not Write a Fairytale
The Sales Manager – Salesperson Friend or Foe?
Orientation Is Not Salesperson Onboarding
Why Sales Compensation FRUSTRATES Executives
PROMOTING Salespeople to Sales Managers - The Big Corporate Mistake
The Blind RFP – Pursue It? Toss It? Or, Is There Another Option?
New Salespeople Take FOREVER to Get Up to Speed!
How NOT To Get A Sales Job
The 3 Words To Get Your New Hire Salespeople Up to Speed
I DonÂ't Need My Sales ManagerÂ's Help!
Are You Unknowingly Turning Prospects OFF?
4 Actionable Tips to Transition from a SalesTEAM to a SalesFORCE
Your Price is Too High! A New, Unique Look At An Age-Old Sales Challenge
Top Sales Leaders Get Their Salespeople to Eat Broccoli
What Are Your Sales People Learning From Lost Sales? The Sales Inquest Process
How Do YOU Create Value for Your Prospects and Clients?
Why Most Sales People Are Stuck In REACTIVE Mode
What Did You Call Me? The Power and Peril of Salesperson Titles
The Four-Letter Word Prospects LOVE to Hear!
Do You Have What It Takes To Be A Sales Superstar?
There Are No Great Sales People!
Holy hot wheels, Batman. REAL ?Batmobile? for sale.
Are You Truly A Strategic Sales Manager?
You Can't Hire Great Sales People - So Stop Looking For Them
Don't Search For A Great Sales Leader - Look For The Right One
Are Your Sales People Selling Pain or Pleasure?
Are Your Sales People Guilty of This Sales Crime?
What Every Sales Leader Should Learn from Moneyball
Your Sales People Will Miss Quota - Unless You Give Them This...
The ONE THING That Sets Top Sales People Apart From the Pack
Your Sales People Will Miss Quota - Unless You Give Them This...
The Needs Analysis Questions Sales People Must Always Ask Prospects
Is Your LinkedIn Presence Confusing Prospects?
Why Johnny Isn't Selling - And It May Not Be His Fault
Never Encounter the Price Objection Again ... Guaranteed!
Is Your Sales Compensation Plan Sending the Wrong Message?
The ONE Factor That GUARANTEES Sales Managers MISS Their Revenue Quotas
Are You Making This Salesperson Recruiting Mistake?
6 Sales Onboarding Mistakes That Can Lead to DISASTER!
The One Question You Need to Ask to Reach Your Sales Training Goals
Closing Is NOT the Problem - It's A Symptom!
Do You Know the RIGHT TIME to FIRE A Sales Person?
How Do You Develop A WINNING Finalist Presentation Strategy?
Are Your Sellers MISSING This OPPORTUNITY To Get Ahead of the COMPETITION?
What Most Sales Forecasting Methodologies Are Missing
The Factor That Causes Both Sales Person SUCCESS and Sales Manager FAILURE
Your Sales Person's First Day - Dream or Nightmare?
Prospect Voicemail Messages - Waste of Time or Lost Sales Opportunity?
Your Sales Process - Revenue DRIVER or Sales KILLER?
New Rep Syndrome - The Number One Killer of Effective Selling
The Big Question Sharp Interviewers ASK THEMSELVES
The Hunter-Farmer Strategy: 3 Reasons Why It Often BACKFIRES
Promoted and Fired - On The Same Day!
The BIG QUESTION Executives Need to Ask When Developing a Sales Compensation Plan
The Sales Interview Question That Makes You HIRE the WRONG Candidate
Sales Training Is A Waste of Time!
Why Most Sales Compensation Plans FAIL?
The One Critical Question Top Sales Managers Ask of Their Sales People
Have You Mastered The Two Keys To Becoming A Top Vice President of Sales?
Revenue Is NOT A Sales Metric!
The Proof - You Believe the COMPETITION Is BETTER!
The Proof - You Believe the COMPETITION Is BETTER!
The Absolute Toughest Sales Management Role
STOP Telling Your Sales People to CLOSE!
The Worst Needs Analysis Question
Sales Management Minute - Will You Pass The $20,000 Test? Probably Not!
Will You Pass The $20,000 Test? Probably Not!
Two Words Guaranteed To Turn Prospects OFF
Why Role Playing Has No Place On Your Sales Team
Sell the Value! A Sales Management Coaching Mistake
Why Can't I Attract Top Sales Talent
Is Your Sales Person Onboarding Program Causing Underperformance?
Two Core Competencies That Top Sales Organizations Master
How Do You Get Your New Hire Sales People Up to Speed...Fast?
The Secret to Effective Salesperson Interviewing
I Don't Have Any Customers - Neither Should You!
Just Hired A Rainmaker - And, Just Fired Him!
The Secret to Getting Your Salespeople's New Year's Resolutions to Stick
The Secret to Hiring the RIGHT Sales Leader
The Holiday Season - Time For Sales People To Rest...NOT!
The One Word That Sabotages Sales Performance
The Sales Compensation Plan Mistake That Is Killing Your Business
The Interview Questions You Must Ask Of Every Sales Candidate
Why EXPERIENCE Is Meaningless To Prospects
The Needs Analysis Tool GUARANTEED To Get More (and Better) Information From Prospects
Great Sales Skills - Not The Only Ingredient In A Successful Sales Team Recipe
Are Your Sales People Wasting YOUR Most Precious Resource
The Pre-Call Sales Strategy Your Sales People Are Missing
Salesperson Onboarding - Requirement or Luxury
The First Step To Designing A Winning Sales Compensation Plan
No One Cares What Your Salespeople Want
The Place Where Deals Go to Die
Handling the Sales Candidate Who Wants A Better Offer - Stand Firm or Negotiate?
Two Words To Laser-In On Sales Performance Issues
5 Keys to Hiring A Sales Trainer
Record Unemployment - And I Still Can't Find Strong Sales Talent
Stop Looking for GREAT Salespeople – They Don't Exist
The Single Most Important Skill Every Sales Manager Must Master
The 4 Things Procurement Is Looking For - And It's Not Low Price
The Toughest Sales Management Role
Does Multi-Tasking Make Sales Managers LESS Effective
Are Your Sales People Guilty of Malpractice
4 Questions Every Sales Manager Must Ask Before Agreeing to a Pilot Program
6 Expectations Clients Have of Partners - part 6: Genuine
6 Expectations Clients Have of Partners - part 5: Suggestive
6 Expectations Clients Have of Partners - part 4: Accountable
6 Expectations Clients Have of Partners - part 3: Analytical
6 Expectations Clients Have of Partners - part 2: Consultative
6 Expectations Clients Have of Partners - part 1: Knowledgeable
The Biggest Salesperson Insult
Have Your Sales People Become Dinosaurs?
The Two Most Powerful Words GUARANTEED To Make Your Sales People Sell More
How to Boost Sales Team Morale and Energize Your Entire Company
Why Top Performers Need Their Sales Manager
How Sales People WANT To Be Managed … And How They SHOULD Be Managed
Why Your Salespeople Resent Your Sales Meeting
'Treat Me Like A Business Owner' - Do You REALLY Know What That Means
Do You Have A Sales Department -- Or A Sales Force
Is Passion Doing Your Sales People In
Great Sales Call or Flop - Do Your Sales People Know the Difference
What Are Your Salespeople Learning From Lost Sales
Your Sales Job Ad: Turn On or Turn Off
A Great Way to Make Cold Calling Fun for Your Sales Team
Is the Sales Quota You Set Meaningless?
A Unique, Powerful Way to Screen Sales Candidates without Spending a Dime
You Hired One Salesperson, But What About The Ten You Didn't?
Why Sales Training Fails In Most Companies
Will Your Salespeople Pass the Flinch Test?
Why Fast Growth Companies Have High Sales Turnover
What Is The Greatest Gift A Sales Manager Can Give to their Sales Team?
The Secret to Successfully Onboarding Your New Sales Hires
Does Your Sales Compensation Plan Convey the WRONG Message
Why Your Sales Pipeline Report Looks Like An EKG
People Don't Buy Low Price, But Your Sales People Think They Do
If Price Really Matters
Is Your New Sales Rep Ready to Quit?
Are You Making This Mistake When Interviewing Sales Candidates?
Don't Hire Another Sales Person Until You Ask Them For This
Beware of Hiring Your Competitor's Sales People
The Keyword to Focus On When Designing Sales Manager Compensation Plans
The Tool Your Sales Team Is Abusing
Why Sales Hiring Assessment Tools Don't Work
There Is Only One-Time Your Sales People Can Ask For Referrals
The Best Time of the Year to Recruit Sales Candidates
The One-Word To Get Your Sales Team On Track
Think Twice Before Hiring Your Competitor's Sales People
Does Your Quarterly Business Review (QBR) Provide Value for Your Clients?
The Most Arrogant Sales Expression
Revenue Is Not A Sales Metric
Two Words GUARANTEED to Help Your Sales Team Sell More
Why Your Sales People Can't Get Referrals
The Business Executive's Dilemma: Should I Promote My Top Sales Person to Sales Manager?
Never PROMOTE Your Top Rep to Sales Manager
The Key to Developing the Right Sales Compensation Plan
Building Your Sales Metric Management System In 4 Easy Steps
Develop A Social Media Policy To Guide Your Sales Team
Handling the Blind RFP
The Power of One Word
3 Key Words to Effective Sales Onboarding
Get Rid of Your Customers Now!
Developing The Profile Of Your Ideal Sales Person
Never Let Your Sales People Cold Call!
Dealing With A Sales Rep Who Needs Help, But Doesn't Want It
There Are No Great Sales People!
LinkedIn Is a Waste Of a Sales Person's Time!
The Two Most Powerful Words That Will Make You Sell More
Speaker Signature Widget
Tips for Successful Article Publishing on BEW
How to Hire the Right Vice President of Sales
The Unprecedented Sales Management Challenge for 2009
Secrets to Getting the Sales Job You Want!
Motivate Your Sales Team to Crush the Tomato
5 Keys to Hiring the Right Sales Manager
12 Keys to Tuning Up Your Sales Force
5 Keys to Ensuring a Spectacular Sales Training Engagement
Will You Pass the Flinch Test?
The Sales Person's Kryptonite
Are Job Applicants Destroying Your Brand?
Try Before Buy
Can't Sell Today
Close Doors, Not Sales
Finding the Right Home for Your Sales Skills
Migrating from Vendor to Partner
Successful Selling and the Theory of Relativity
The Most Underutilized Strategic Advantage
The Secret to Overcoming the Price Objection
What's The Plan?
When the Sale Doesn't Happen
Why Can't I Hire The Right Sales People?
What Every Sales Person Could Learn From the Yankees
Motivating the Passive Sales Candidate
Secrets Buried In a Sales Person's Resume
Priming the Sales Applicant Pump
The Sales Person's First Day
Sales Candidate Attributes: Desired or Required
The Second Dimension of Screening Sales Talent
Your Sales Need a Little R & R
To Get New Sales Reps Up to Speed, You Need A RAP™!
Compensate to Motivate
What Is Leadership?