Category: Coaching

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…

Know Your Strengths, Know Your Competition

This is the second 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. Last time, we met John, a sales leader, and his newest team member, Phil, who are collectively focused on initiating, radiating, and…

You’ve Arrived: Now the Real Work Begins

When you’ve been on the path to achieving a leadership position – whether as President of the United States or manager of a sales team or leader of your kids’ PTA – the work doesn’t stop once you get there.  In fact, that’s when the real work begins.  It’s what you do after your arrival that counts. Or, to borrow…

Want to Do Better in Sales? The Skills Pay the Bills!

I am sometimes taken aback when I hear sales professionals say they have not read a book in some while.  For some, the excuse is tenure: “I’ve been in the business 20 years, what is there left to learn?” For others, it’s time: “I have too much to do to take time out for any personal development.” As if doing…

Effective Sales Leaders Know Their Eagles from Their Ducks

One of your most important roles as a sales leader is to know your people – their triggers, where they do their best work, what they are like when they are overextended, their personal goals, and their career goals. This helps you observe, notice, and coach them, as you decide the most appropriate roles/responsibilities for them on your sales team.…