Author: Marcel Brunel

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

Enthusiasm Moves the World

This is #13 in a series about the 24 Lumina Sales Qualities and how you can leverage those qualities to improve your ability to attract more clients, build deeper long-lasting relationships, and achieve personal and professional success. If you’ve been following this series you know that our sales team – Phil, Rob, and John (sales manager) have completed Stage 3…

Be the Difference That Makes the Difference

This is #12 in a series about the 24 Lumina Sales Qualities and how you can leverage those qualities to improve your ability to attract more clients, build deeper long-lasting relationships, and achieve personal and professional success.  If you’ve been following this series you know that our sales team – Phil, Rob, and John (sales manager) are now in Stage…

Two Critical Ins: In the Loop and In Alignment

This is #11 in a series about the 24 Lumina Sales Qualities and how you can leverage those qualities to improve your ability to attract more clients, build deeper long-lasting relationships, and achieve personal and professional success. In this series we’ve been following the progress of a cloud security sales team through a 6-stage sales cycle. Our team members, Phil,…

Adding Value Through the Voice of Reason: Trusted Advisor

This is #10 in a series about the 24 Lumina Sales Qualities and how you can leverage those qualities to improve your ability to attract more clients, build deeper long-lasting relationships, and achieve personal and professional success. If you’ve been following along in this series you know that our sales team – Phil, Rob, and John (sales manager) are now…

Creating a Clear Path Between Needs and Solution

This is #9 in a series about the 24 Lumina Sales Qualities and how you can leverage those qualities to improve your ability to attract more clients, build deeper long-lasting relationships, and achieve personal and professional success. Over the past few months we’ve been observing members of a sales team at a cloud security company as they used their Sales…

Connecting for Sales Success: Engage with Empathy

This is the eighth in a series about the 24 Lumina Sales Qualities and how you can leverage those qualities to improve your ability to attract more clients, build deeper long-lasting relationships, and achieve personal and professional success. As our sales team – John, Phil, and Rob – wraps up Stage 2 of the sales cycle – Prospect & Engage…

Capture Client Mindshare Through Methodical Prospecting

This is the seventh in a series about the 24 Lumina Sales Qualities and how you can leverage those qualities to improve your ability to attract more clients, build deeper long-lasting relationships, and achieve personal and professional success. We’ve been following the progress of a cloud security company Sales Manager John, and two of his team members – Phil and…

Engage Clients with a Robust Business Rationale

This is the sixth in a series about the 24 Lumina Sales Qualities and how you can leverage those qualities to improve your ability to attract more clients, build deeper long-lasting relationships, and achieve personal and professional success. Our sales team, Phil (newest member) and Rob (seasoned member) are working through the Prospect & Engage Clients stage of the sales…

Successful Networkers Always Have a Plan

This is the fifth in a series about the 24 Lumina Sales Qualities and how you can leverage those qualities to improve your ability to attract more clients, build deeper long-lasting relationships, and achieve personal and professional success. So far we’ve talked about the four Sales Qualities that are important in the first stage of the sales cycle: Think Outside…

Identify Trends Through Emergent Research

This is the fourth in a series about the 24 Lumina Sales Qualities and how you can leverage those qualities to improve your ability to attract more clients, build deeper long-lasting relationships, and achieve personal and professional success. We’ve been following the progress of Phil, new sales team member and Rob, his more seasoned colleague as they work through the…