Articles by Lee Salz, President, Sales Architects
Secrets Buried In a Sales Person's Resume
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.
Motivating the Passive Sales Candidate
To motivate passive sales people into action, you need the right bait. With research and technique, you can apply the heat that sends these candidates into a frenzy.
Try Before Buy
In the service and technology industries, it is not uncommon for prospects to request pilot programs before committing their full business
The Sales Person's Kryptonite
RFPs can leave you feeling powerless. Before you decide to respond to your next RFP, read this article. You can regain the power!
Will You Pass the Flinch Test?
There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test. Will you pass the test?
When the Sale Doesn't Happen
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.
Why Can't I Hire The Right Sales People?
A disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue
What's The Plan?
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
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
Just like in baseball, sales is full of statistics, metrics, and measurements. On any given day, one can make a case for promoting or firing just about any member of the sales team.
Five Keys to Hiring the Right Sales Manager
Whether you promote from within or hire from outside, consider these five points to make sure you find the right person for the role.
Can't Sell Today
Oh well, maybe next year will be better for sales. Luckily, no one is buying anything from anyone this year.
The Secret to Overcoming the Price Objection
If you are in sales, not a day goes by without hearing the dreaded price objection. Or is it really an objection at all?
Successful Selling and the Theory of Relativity
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
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.
Finding The Right Sales Talent For Your Company
Hiring sales talent is one of the most critical activities a company performs. However, few are adept at hiring the right people for their firm. This article shows you how to hire the right talent.
Finding the Right Home for Your Sales Skills
Want to find a new sales job? Think it is all about more money? Think again. There is much more to finding the right sales job than just earning potential. This article will show you how to find the right match for your skills.
12 Keys to Tuning Up Your Sales Force
Not sure if your sales organization is up to snuff? Here are twelve keys to help ensure that your team is focused on the right things every day.
5 Keys to Ensuring A Spectacular Sales Training Engagement
Sales training is critical for the success of the sales team. However, before you hire your next trainer, consider the five keys to ensuring you find the right person for the job.

Lee B. Salz is a sales management guru who helps companies hire the right sales people, on-board them, and focus their sales activity using his sales architecture