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Sell Different with Lee Salz

The Logistics of Logistics Podcast

Release Date: 03/30/2022

REPOST: 3 Emerging Supply Chain Trends with Steve Elwell show art REPOST: 3 Emerging Supply Chain Trends with Steve Elwell

The Logistics of Logistics Podcast

 and  discuss 3 emerging supply chain trends. Steve helps businesses manage challenges through improvements to leadership, liquidity, sales, and costs. About Steve Elwell  is the Founder of , which is a business consultancy focused on turnaround, growth, and Improvement. Steve brings a strategic and practical approach to the challenges of leadership and business profitability. He is an expert in the growth and turnaround of small and medium manufacturing, logistics, and technology businesses. He led the turnaround of 6 troubled companies and started 2 new...

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The Axle Payments Story with Shawn Vo show art The Axle Payments Story with Shawn Vo

The Logistics of Logistics Podcast

and discuss the Axle Payments story. Shawn is Co-Founder & CTO at , a payments automation and financing platform for freight and logistics. About Shawn Vo  is chief technology officer and co-founder of , a payments automation and financing platform for freight and logistics. A graduate of the University of Virginia, Shawn spent seven years in financial technology, building software for fast-growing startups and consulting for the top 20 largest banks before starting Axle with his longtime business partner and friend, Bharath Krishnamoorthy. As CTO, Shawn...

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Yet Another Tech Company with Robert Goss show art Yet Another Tech Company with Robert Goss

The Logistics of Logistics Podcast

and discuss Yet Another Tech Company. Robert is is Co-Founder and CEO at which stands for “Yet Another Technology” Company, a cutting-edge Logistics Augmentation Engine. About Robert Goss  is Co-Founder and CEO at since its founding in 2020. Prior to YAT, he spent a short time building healthcare data solutions at Waystar. His logistics industry background was rooted in the Data Science team at YRC Worldwide, now Yellow, working on various data focused projects including sales focused analytics and a machine learning driven single view of customer platform. A graduate of Middle...

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The NYSHEX Story with Gordon Downes show art The NYSHEX Story with Gordon Downes

The Logistics of Logistics Podcast

and discuss the NYSHEX story. Gordon is the Co-founder and CEO at , a company that exists to help restore trust and reliability to global trade so everybody wins. About Gordon Downes Prior to starting with the mission to enable more reliable shipping, spent 12 years with a carrier at Maersk and 3 years with a shipper at SABMiller (now ABInbev). He holds an MBA from Cambridge University in the UK, and degrees in economics and law from the University of Natal in South Africa. About NYSHEX is the leader in two-way committed contracts. Our neutral exchange unites shippers and carriers with a...

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Inventory is Everything with Jeff Flowers show art Inventory is Everything with Jeff Flowers

The Logistics of Logistics Podcast

and discuss why inventory is everything. Jeff Flowers is the Chief Operating Officer of , a final mile delivery orchestration platform providing real-time visibility, actionable data, and data-driven optimization capabilities for its enterprise clients. About Jeff Flowers is the Chief Operating Officer for . Jeff’s professional career began in accounting and finance roles within the Cable Television, High Speed Data and IPTV industry. Quickly moving towards his true passion of operations, Jeff spent 2006-2016 in various roles with the nation’s largest...

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Thinking Like a CEO with Dan Slagen show art Thinking Like a CEO with Dan Slagen

The Logistics of Logistics Podcast

and discuss thinking like a CEO and why it is so important these days for every employee regardless of their job function. Dan is currently the Chief Marketing Officer at and the author of . About Dan Slagen is currently the Chief Marketing Officer at Tomorrow.io, and a 4-time start-up executive specializing in scaling global go-to-market functions from early stage to $100M+ in annual revenue. With experience in both private and public companies such as HubSpot and Wayfair, Dan has built teams across marketing, growth, sales, customer success, business development, and founded and...

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DTC Logistics Innovation with Rick Watson show art DTC Logistics Innovation with Rick Watson

The Logistics of Logistics Podcast

and discuss DTC Logistics innovation. Rick founded , a boutique ecommerce consultancy that supports investors and management teams incubating and growing digital businesses online – both direct-to-consumer and B2B. About Rick Watson  founded RMW Commerce Consulting after spending 20+ years as a technology entrepreneur and operator exclusively in the ecommerce industry with companies like ChannelAdvisor, , Merchantry, and Pitney Bowes. Watson was one of the first employees at ChannelAdvisor, spending 10 years there in various executive capacities...

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The Competitive Advantage with David Bell and Peter Rentschler show art The Competitive Advantage with David Bell and Peter Rentschler

The Logistics of Logistics Podcast

In this episode, Joe Lynch interviews  and  about the new partnership between their companies along with building a competitive advantage in the transportation and logistics space. About David Bell  has been a leader in the transportation industry for over 25 years, beginning his industry career in 1993. In his early career, he started as a dispatcher at Precise Transportation and then joined Gateway Transportation Services as the Operations Manager. In 2001, Mr. Bell joined Cargo Transportation Services, Inc., where he served as CEO until 2011 when Cargo was...

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Is Your TMS Enough with Derek Doddridge show art Is Your TMS Enough with Derek Doddridge

The Logistics of Logistics Podcast

and discuss is your TMS enough. Derek is the Vice President of Enterprise Sales for , one of the fastest-growing startups in the U.S. and is transforming the $800 billion transportation and logistics industry with its digital freight marketplace platform. About Derek Doddridge is Vice President of Enterprise Sales for . He has been with the company for three years. Prior to joining Emerge, he was Vice President of Sales for Freight Rover. His industry background also includes 10 years with Celadon Trucking, where he worked in various sales and operations positions. A graduate of Indiana...

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The ShipBob Story with Dhruv Saxena show art The ShipBob Story with Dhruv Saxena

The Logistics of Logistics Podcast

and discuss the ShipBob story. Dhruv is the CEO and Co-Founder of , the leading global omni fulfillment platform designed for small and medium-sized businesses to provide them access to best-in-class supply chain and fulfillment capabilities. About Dhruv Saxena is the CEO and Co-Founder of , the leading global Omni fulfillment platform designed for small and medium-sized businesses to provide them access to best-in-class supply chain and fulfillment capabilities. Dhruv came to America (from India) in 2007 to pursue an undergraduate engineering degree. He attended Purdue...

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Sell Different with Lee Salz

Lee Salz and Joe Lynch discuss Sell Different. Lee is the Founder and CEO of Sales Architects, a company that helps its clients hire the right sales people, effectively onboard them, and align their sales activities with business objectives.

About Lee Salz

Lee Salz is the Founder and CEO of Sales Architects where he helps clients develop processes to hire the right salespeople, effectively onboard them and align their sales activities with business objectives. When salespeople aren’t winning deals at desired levels or volumes, executives turn to Lee B. Salz. Lee is a leading sales management strategist and founder of Sales Architects®. He has helped hundreds of companies, in various industries and sizes, create marketplace disruption – leading to explosive, profitable growth. Lee challenges executives to blast through the artificial barriers that impede their success. He is an entrepreneur, results-driven consultant, and dynamic keynote speaker. Lee is an award-winning, bestselling author of six books including: “Sell Different!,” "Sales Differentiation,” and “Hire Right, Higher Profits.” He is also a columnist with the Business Journals, serves on the Sales Education Advisory Board, and is the Program Advisor to Kansas State University's Strategic Selling Institute. He is frequently sought by the media for interviews on sales and sales management issues. He has been quoted and featured by the media including the Wall Street Journal, CNN, New York Times, Dallas Morning News, Selling Power, Sales and Marketing Management, ABC News, MSNBC and many more leading publications. When he isn’t helping companies profitably grow, you’ll find Lee in the gym preparing for his next powerlifting tournament. Most recently, he won the 2021 Minnesota State Bench Press championships.

About Sales Architects

Specialists In Building High-Performance Salesforces Sales Architects helps its clients hire the right sales people, effectively onboard them, and align their sales activities with business objectives. Using our proprietary sales architecture methodology, we help our clients migrate from being "people-based"​ to "process-based"​ resulting in explosive, profitable growth. If your company has any of the following problems, Sales Architects can help you:

  • Sales opportunities languish in the pipeline and rarely come to closure
  • Winning business is a one-time occurrence, not repetitive events
  • Every sales opportunity comes down to a price war
  • Your quest is to hire great sales people, instead of the right ones who have the potential to be great on your sales team
  • It takes forever to determine if your new sales person is going to be successful
  • The sales compensation plan isn't yielding the desired results
  • You have plenty of sales activity data, but not metrics to drive revenue

Key Takeaways: Sell Different

  • Lee Salz is a sales strategist and a best selling author who has written 6 books about sales.
  • Lee’s most recent book is Sell Different! All New Sales Differentiation Strategies to Outsmart, Outmaneuver, & Outsell the 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.
  • Lee helps his clients stand out from the pack and not just land the account, but win deals at the prices they want.
  • Lee arms 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 right price.
  • Lee helps companies grow their sales by helping them:
  • Evaluate and hire the right salespeople
  • Onboard them effectively into the roles quickly and effectively
  • Ensure the sales strategy is aligned with business objectives
  • Formulate the Sales Differentiation strategy to win more deals at the prices you want®
  • Develop the sales architecture® framework which defines each step of the process
  • Create discovery programs that drive deal conversion
  • Track performance through metrics and act on deficiencies
  • Structure sales compensation to reinforce the process and drive desired behaviors

Learn More About Sell Different

Lee's LinkedIn

Sales Architects LinkedIn

Sales Architects

Win More Deals at the Prices You Want

Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition

The Logistics of Logistics Podcast