Sales Leadership in the Age of AI (The First Meeting Differentiator by Lee Salz)

Sales Leadership in the Age of AI (The First Meeting Differentiator by Lee Salz)

In the Age of AI, will sales and sales leadership development go away? Absolutely not!  In fact, the human factor, which includes virtuous selling and leading, along with strong D.A.K.O.T.A. values, is needed more than ever. That quality of that first meeting will determine the trajectory of your entire sales and leadership career.

Please check out this book by my friend and colleague, Lee Salz. 

Why I Wrote the First Meeting Differentiator and Why You Should Read It

An excerpt from the new bestseller by Lee Salz: The First Meeting Differentiator

Right now, you’re likely asking yourself two questions: Why did Lee Salz write this book? And, why should I read it? If you are smiling because that is precisely what you are thinking, you are going to love chapter 5 on Empathetic Expertise™, which dives deep into the art of emotionally connecting with your buyers to energize your deals.

Countless studies confirm what you already sense in your gut: The first meeting is pivotal to increasing win rates. The first meeting is the deal foundation and lays the groundwork for an energized deal. When it’s weak, the deal teeters, often crumbling before it can gain traction.

Unfortunately, few companies have a clearly defined, repeatable strategy for handling first meetings. Instead, they assume the salespeople they hire already know how to navigate this critical step effectively. That assumption, as you may have experienced firsthand, is deeply flawed.

This issue, this glaring omission, is why I wrote The First Meeting Differentiator.

Lee Salz

Sales organizations underperform because they leave this critical aspect of the sales process to chance. And this isn’t a modern problem. Everything I’ve said so far was as true a century ago as it is today, and it will remain true for generations to come. Why? Because the principles of human connection, trust building, and differentiation are timeless.

Whether your first meeting lasts fifteen minutes or two hours, there are nonnegotiable elements that must be addressed. You need to qualify the deal, differentiate what and how you sell, and create emotional engagement. The specifics will vary depending on your industry and the complexity of your sale, but the underlying objectives remain constant.

While many sales books touch on the importance of the first meeting and sprinkle in a few tips or strategies, none dedicate themselves to the topic comprehensively. A structured, step-by-step guide to mastering the first meeting didn’t exist—until now.

For more than thirty-five years, I’ve worked with sales organizations to craft first meeting strategies that have led to record-breaking results.

Whether I led sales teams directly or consulted with clients, I saw firsthand how a thoughtful, intentional approach to the first meeting could transform win rates and protect margins. You’ll find this book is written as a workbook, designed to equip you with everything you need to build a rock-solid first meeting framework based on proven, real-world strategies.

This book is for both sales management executives and individual revenue contributors. For sales managers, it provides a blueprint for creating a scalable, repeatable first meeting strategy across your organization. For salespeople, it offers actionable guidance to elevate your individual performance. The strategy presented here applies to B2B and complex B2C sales, whether you’re selling products, services, technology, or SaaS solutions.

You may have noticed that I refer to the “first meeting” rather than “discovery.” There’s a reason for that, which I’ll explain in chapter 1. Suffice it to say for now that the first meeting is so much more than simply uncovering needs; it’s about setting the tone for the entire relationship. It’s about showing your buyer that you understand them, that you’re different from everyone else vying for their attention, and that you’re uniquely equipped to help them succeed.

So, why should you read this book? Because it will empower you with the strategy, tactics, and tools to consistently win deals—and do so without slashing your margins. Winning isn’t just about selling more; it’s about selling smart.

I’ll leave you with this thought: If you want to win more deals at the prices you want^®, you need a better first meeting strategy. It’s as simple as that. And this book will teach you how to craft and execute that strategy.

Learn more in Lee’s new book: The First Meeting Differentiator: Transforming Sales-Focused Discovery into Client-Centric Consultations and download the first chapter free at FirstMeetingBook.com.

About Lee B. Salz. Lee is an internationally renowned sales management strategist, bestselling author, and award-winning speaker specializing in building world-class salesforces. His new bestselling book, The First Meeting Differentiator: Transforming Sales-Focused Discovery into Client-Centric Consultations, is available on Amazon and at all major book retailers. Lee can be reached through his website, SalesArchitects.com, and at 763.416.4321 for coaching, consulting, custom sales playbook development, workshops, and keynotes.