Author: Marcel Brunel

Founder and president of Brunel Group. Linking EQ to IQ.

Wishbone or Backbone? Understanding Accommodating

In the Lumina work I do with teams, leaders and individuals, we look at 24 personality qualities. These are qualities that are a part of everyone’s personality. Qualities like “logical,” “cautious,” “spontaneous,” “sociable,” and others.  We each have all of these qualities, they are all in our capacity with different preferences, which makes us the complex, unique individuals we are. …

A Change in Language Precedes a Change in Behavior

In the work I do with sales teams and sales professionals, I’ve noticed that people often begin a description of their sales role as, “I’m accountable for…” instead of, “I’m responsible for…” I’d like to suggest that there’s a difference between “responsibility” and “accountability,” and I think understanding and internalizing that difference can contribute to improving your sales performance. Merriam-Webster…

Linking and Leveraging Science and Art to the Craft of Selling

The other day someone asked me whether I thought selling is more science or art. My response was that it’s both. The science part is the process, which involves your IQ. The art part has to do with how beautiful you do something like building and maintaining relationships, which involves your EQ (emotional intelligence). Actively linking and leveraging both the…

Learning to Go with the Flow – Adaptable

In the Lumina work I do with teams, leaders and individuals, we look at 24 personality qualities. These are qualities that are a part of everyone’s personality. Qualities like “logical,” “cautious,” “spontaneous,” “sociable,” and others.  We each have all of these traits, but to different degrees, which makes us the complex, unique individuals we are. This is the seventh in…

Client Meetings: Make the First 2 Minutes Count!

You’ve scheduled the meeting. You’ve done your research. You’ve created an agenda and a list of beyond-the-obvious questions. You’ve anticipated any questions you might be asked, and have thought about your responses. Before you head out to that meeting, though, there’s one more crucial thing you need to do: Plan how you will open the meeting. Why is this important?…

Express Yourself – Understanding Demonstrative

In the Lumina work I do with teams, leaders and individuals, we look at 24 personality qualities. These are qualities that are a part of everyone’s personality. Qualities like “logical,” “cautious,” “spontaneous,” “sociable,” and others.  We each have all of these traits, but to different degrees, which makes us the complex, unique individuals we are. This is the sixth in…

5 Must-Knows Before Your Client Call

Champions are made in preparation. Olympic competitors train for years to prepare for their chance on the world stage. Professional athletes and competitors of all sorts train day in and day out to prepare for the next game or competition. Practice is the mother of all skill. The same goes for people who become champions in sales. They know that…

Discussion or Dialogue – Understanding the Trait “Tough”

In the Lumina work I do with teams, leaders and individuals, we look at 24 personality traits. These are traits that are a part of everyone’s personality. Traits like “logical,” “cautious,” “spontaneous,” “sociable,” and others.  We each have all of these traits, but to different degrees, which makes us the complex, unique individuals we are. This is the fifth in…