The Sales Leader Blog

Keep up with the Latest in Sales Leadership, Selling Strategies, and Sales Hiring

Plan: It's Worth The Time

Sales Performance Improvement

For a long time, I adopted the philsophy that doing something was better than doing nothing. After all, I thought, some activity was better than none.

However, during a recent move, I adopted a new strategy. I watched the movers carry bulky furniture and big boxes, and pack them in trucks.

The Changing Face of Professional Selling

Leadership Development

At Noon Eastern Time on February 22, I'll be participating in a very exciting roundtable discussion about the future of professional selling. It's something I've been talking about for a while now, and even have passion for. I hope you'll be able to join us.

The Fine Line Between Confidence and Arrogance

Sales Hiring and Retention

There's a fine line between confidence and arrogance. Here's what I mean...

  • Confidence is the feeling or belief that someone can rely on you.
  • Arrogance is having or revealing an exaggerated sense of one's own importance or abilities.

Here are some differences between the two.

The Most Powerful "Word" in Sales Negotiation

The most powerful word you can learn in any sales negotiation training program is this: "___." That’s right! Say nothing. Nada. Zilch. Zero.


When a prospect says, for example, "You’re price is WAAY too high."

The Role of Technology in Sales

Sales Performance Improvement

The other day, I had a great telephone conversation with Anthony Iannarino from The Sales Blog. As an aside, it's a lot of fun to connect with someone offline after getting to know them online - especially given what we talked about. In the interest of full disclosure, he and I have no connection other than that we both manage sales blogs.