Lee Salz
Lee B. Salz is President of Sales Dodo and author of "Soar Despite Your Dodo Sales Manager." He specializes in helping companies and their sales organizations adapt and thrive in the ever-changing world of business. Lee is available for keynote speaking, business consulting, and sales training. He can be reached via his website at Sales Dodo or by phone at 763.416.4321.
Articles by this Author
The Secret Peril That Causes Sales to be Lost
- By Lee Salz
- Published 10/27/2008
- Sales & Communication Skills
- Unrated
One of the biggest mirages in sales is the proverbial rubber stamp. Sales people believe that they have won the business, but have left a deal-killer in play.
"I Do!" Make Better Offers to Your Sales Candidates
- By Lee Salz
- Published 10/20/2008
- Managing a Business
- Unrated
The offer phase of a sales talent screening program takes preparation and finesse. The good news is that there are many parallels to sales that can be applied to this phase.
There is a major difference between visibility and conversion. The key to success for any event is the understanding of the factors driving conversion.
Motivate Your Sales Team to Crush the Tomato
- By Lee Salz
- Published 08/18/2008
- Managing a Business
- Unrated
Motivation is one of the biggest keys to developing successful teams. Every day strong skilled teams are beaten by lesser skilled ones loaded with heart and desire. But who creates the motivation for that to happen?
Secrets to Getting the Sales Job You Want
- By Lee Salz
- Published 08/11/2008
- Sales & Communication Skills
- Unrated
If you are in sales, pursuing a new job is much like pursuing a sales prospect. Your marketing tools have to present you in the most relevant light. This article tells you how to effectively use them.
Compensate to Motivate Your Sales Team
- By Lee Salz
- Published 07/29/2008
- Managing a Business
- Unrated
Channeling the energy of a sales team can be challenging. How you compensate them determines where they invest their time and the results you get.
Leadership... It's Not Just For Managers
- By Lee Salz
- Published 07/25/2008
- Managing a Business
- Unrated
People are often told to "be a leader," but what does that mean? How do people know how to act as a leader when no one defines it for them? There is a simple mantra that defines leadership.
Companies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them so that both sides can make a solid decision on the relationship.
Companies spend tons of money trying to attract sales talent through job boards, yet they impair that campaign with what they put in their ad.
The Sales Person's First Day
- By Lee Salz
- Published 06/9/2008
- Managing a Business
- Unrated
Companies think that once the sales person agrees to join their company that the goal has been accomplished. The truth is that this is only one more step of the process and there is still much work to be done.
Priming the Sales Applicant Pump
- By Lee Salz
- Published 06/3/2008
- Managing a Business
- Unrated
Many confuse the purpose of a job advertisement with a job description. These are both valuable tools, but are not replacements for one another.
Secrets Buried In a Sales Person's Resume
- By Lee Salz
- Published 05/19/2008
- Managing a Business
- Unrated
The vehicle that introduces sales people to companies is a resume, but there are secrets hidden in the resume that hiring managers should know before they interview a candidate.
Enticing sales people who are not looking for a job to be receptive to another opportunity is challenging. The key is to figure out which of the two motivators springs them into action. Is it fear or greed?
Why Can't I Hire The Right Sales People?
- By Lee Salz
- Published 05/7/2008
- Sales & Communication Skills
- Unrated
A disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their company's Sales Talent Screening Program.
When the Sale Doesn't Happen
- By Lee Salz
- Published 05/5/2008
- Sales & Communication Skills
- Unrated
In a perfect world, every buying process would conclude with an award of the business. Unfortunately, that doesn't happen. There are lessons to be learned in sales gone awry.
What Is The Game Plan?
- By Lee Salz
- Published 04/21/2008
- Sales & Communication Skills
- Unrated
If you don't have a destination, how can you develop a map to get there? This may sound like a question for a driver, but it is also a question for sales people.
The Most Underutilized Strategic Advantage
- By Lee Salz
- Published 04/14/2008
- Sales & Communication Skills
- Unrated
Sales people are always looking for a way to differentiate themselves to win an account. Few use one of the most powerful tools in their bag, the right reference.
What Every Sales Person Could Learn From the Yankees
- By Lee Salz
- Published 04/7/2008
- Sales & Communication Skills
- Unrated
The falling-out between the Yankees and Joe Torre happens every day in business. Sales people can learn a lot from the experience.
Successful Selling and the Theory of Relativity
- By Lee Salz
- Published 04/7/2008
- Sales & Communication Skills
- Unrated
Are you as successful as you can be? Are you limiting your personal growth? In this article, you will learn how to remove all barriers that prevent you from maximizing your success.
Migrating from Vendor to Partner
- By Lee Salz
- Published 03/30/2008
- Sales & Communication Skills
- Unrated
There is no bigger insult to a sales person than being called a "vendor." Are you the reason why prospects see you that way? In this article, you will learn how to be seen as a partner.
