Why Confident Sales Leaders Don’t Trash the Competition
In the month of love, here’s a sales tip that lasts all year: never speak negatively about your competitors. The most confident sales organizations respect the marketplace, and know exactly what makes them different.
Why Respecting Competitors Is a Sales Leadership Strategy
Let’s start with a sales truth that never goes out of style: don’t talk negatively about your competitors.
In the world of sales training programs and B2B advisory services, it’s easy to fall into comparison mode. Prospects ask, “How are you different?” Sales teams feel pressure to prove superiority. But here’s the truth:
Respecting competitors isn’t weakness. It’s confidence.
The best sales leaders understand that credibility isn’t built by tearing others down—it’s built by clearly articulating value. When you lead with professionalism, you signal maturity, security, and trustworthiness.
And in B2B sales coaching, trust wins.
An Ode to the Competitors We Adore
We operate in a vibrant ecosystem of respected sales training organizations. And truthfully? We admire many of them.
Corporate Visions brings rigor. Their science-based research and emphasis on sales-and-marketing alignment help large B2B organizations sharpen messaging and understand buyer behavior with precision.
Dale Carnegie are masters of human skills. Confidence, communication, presence, and trust—timeless fundamentals that matter in every role, not just sales.
The Sales Coaching Institute goes deep. Their one-on-one coaching model meets sellers where they are and focuses on personal growth over cookie-cutter systems.
Sandler offers structure. A globally recognized sales methodology with consistency and repeatable frameworks that help teams build disciplined habits.
Each of these organizations has a clear point of view. A defined lane. A proven impact.
And that’s exactly how it should be.
The right sales partner isn’t about who’s “best.” It’s about who’s best for you, right now.
The Confidence to Know What Makes You Different
Loving on your competitors is important. But so is loving yourself.
Sales leadership development starts internally. You must be able to answer:
What do we believe about sales?
Who are we best positioned to serve?
What do we do differently?
Where do we create the most impact?
For us, the differentiator is simple: We Humanize Sales
We believe sales is 50% art and 50% science.
Too many sales training programs lean heavily in one direction. All structure. Or all inspiration. We believe high-performing sellers need both.
That’s why we start with self-awareness.
Using the power of Predictive Index, we assess each participant’s selling style. Not to label them—but to empower them. Sellers gain clarity around:
Their natural strengths
Their potential caution areas
How they communicate under stress
What might get in the way of consistent performance
This approach transforms B2B sales coaching from theoretical to personal. Sellers don’t just learn a system. They understand themselves inside the system.
And that’s where real growth happens.
Sales Process Development Meets Human Behavior
We don’t just talk mindset. We build systems.
Sales success isn’t accidental. It requires intentional sales process development supported by the right digital tools.
We help organizations:
Build repeatable workflows
Connect marketing enablement to sales execution
We believe modern sellers need both self-awareness and structure. Personality insights combined with CRM rigor. Coaching combined with accountability.
That balance is where art meets science.
Everyone Is in Sales (Whether They Like It or Not)
Another belief that guides our work: everyone is a salesperson.
Engineers. Account managers. Executives. Customer success teams. Marketers.
In today’s world, influence is everyone’s job.
That’s why our sales leadership development philosophy extends beyond traditional sales teams. We equip organizations to:
Communicate value clearly
Build trust consistently
Create alignment across departments
Enable marketing tools that support revenue growth
Because selling isn’t about scripts. It’s about clarity, confidence, and connection.
The Real Competitive Advantage
Here’s the truth: if you feel the need to speak negatively about competitors, you likely aren’t clear enough about your own value.
Confidence shows up as:
Respect
Professionalism
Transparency
Self-awareness
The most effective B2B sales coaching relationships begin with honesty. Not hype.
Respecting competitors doesn’t dilute your differentiation. It sharpens it. When you can articulate what others do well and still clearly define your unique approach, you build instant credibility.
That’s leadership.
Final Thought: The Right Partner, Right Now
There isn’t one universally “best” sales methodology. There is only the right fit for the right organization at the right time.
We’re proud of exactly who we’re for:
- Organizations that believe sales is human.
Leaders who value both structure and self-awareness.
Teams ready to build real systems, not just attend workshops.
Respecting competitors isn’t a weakness. It’s confidence.
And confidence closes deals.
Ready to humanize your sales process? Let’s talk about what your team needs right now.
About Lisa Proeber
Lisa Proeber is the force behind The Middle Six®. With more than 20 years of high-performing sales experience, she brings a breadth and depth of knowledge to her solo venture. The Middle Six® is not a gatekeeper; it opens the gates for anybody to learn how to succeed at sales. Sales is not a dirty word; it's equal parts art and science, starting from the bottom up. Ready to become a salesperson with a roadmap in hand? Join us, and let's make waves together.
