Game-changing new strategies to outsmart, outmaneuver, and outsell your competition! Salespeople face fierce competition in their pursuit of winning deals. Differences in product features and functions get smaller by the minute and are not always meaningful to buyers. How do you stand out from the pack and not just land the account, but win deals at the prices you want? Lee B. Salz's previous ground-breaking, bestselling book, Sales Differentiation, armed salespeople with strategies to differentiate both what they sell and how they sell it. Sell Different! provides a new component of Sales Differentiation strategy to help you outsmart, outmaneuver, and outsell the competition to win more deals at the prices you want. This book provides you with the tools you need to land new accounts and grow existing ones. The practical, proven strategies presented in Sell Different! include: How to defeat your toughest competitor (hint: it's not who you think it is) An actionable 16-phase plan to reach and engage elusive prospects Finding more of your best clients (it's easier than you think) Acquiring more referrals than you ever dreamed possible Virtual selling and how to harness its potential Neutralizing the fear of change that paralyzes buyers and kills deals Structuring pilot programs that advance your deals Identifying the critical person needed to win more deals at the prices you want Solving closing problems and fixing the real issue limiting your success Dissecting and resolving the most challenging sales objection - price! What 99.999% of salespeople don't do, but should Expanding account relationships to explode revenue and lock out the competition How to address a major flaw when comparing salespeople with professional athletes And much, much more! If you are a salesperson, executive, or business owner who desires to win more deals at the prices you want, then this book is for you.

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.

Despite 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.

But 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.

Hire 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:

* Shift your executive team's perspective from hiring salespeople to investing in revenue

* Identify the factors that affect revenue investment performance - the causes of a salesperson's success or failure in the role

* Assemble a Revenue Investment Evaluation Program to contrast candidates with the performance factors

* Scrutinize a Revenue Investment Prospectus - a salesperson's resume - to get to the truth

* Evaluate candidates so you select the right salespeople for revenue investments

* Protect the revenue investment through structured sales onboarding

* Design sales onboarding curriculum to get a fast, high return on the new revenue investments

* Assess revenue investment performance both during and post-onboarding

The 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.

Yes You can have real success as a small business owner. The life of the small business owner can be lonely. You work around the clock just to survive - it often feels like you need to come up with all of the answers yourself. Until now Today's business thought leaders have created the Business Expert Guide to Small Business Success providing you with actionable information you can implement right now. From increasing revenue, to improving quality, to managing costs, this book is the true handbook for the small business owner. Strategic plan design and implementation Cash flow management Pricing strategies for profitability Leadership and strategic decision-making Sales hiring and compensation concepts Business development, networking and lead generation techniques Sales strategies and tactics Employee engagement and development Self and employee motivation Legal and compliance best practices And many more... 21 Business Expert Guide Contributors Foreword by Jill Konrath, author of Snap Selling Jeb Blount Harlan Goerger Richard Norris Danita Bye Bill Guertin Paul Pershes Cindy Cohen Tim Hagen Mic Puklich Roger Courville David Hubbard Sam Richter Sarah Day Peg Jackson, Ph.D. Joseph Riggio Hillary Feder Andy Miller Lee Salz Gary Gack John Myrna Drew Stevens, Ph.D.