Category: Coaching

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.…

Delusional Thinking in Sales

In the movie, “A Beautiful Mind,” Nobel prize winner John Nash (played by Russell Crowe) says in his acceptance speech, “my search for reason has taken me from the physical to the metaphysical to the delusional and back again.” The more I think about this statement, the more I realize that many of us – in any career – get…

What is a Selling Philosophical Misalignment?

In the professional development work I do with sales teams and sales leadership, I often hear statements like these from sales professionals:  “I’m trying to spend time with my client to strengthen and expand the relationship, but my boss wants me to spend time creating yet another version of the forecast.”  “I don’t feel like I’m getting enough coaching from…

Sales is Easy…Selling Easily is Hard

Last week a sales leader said to me, “I’ve got some pretty tenured sales people on my team. What do you recommend providing them around advanced selling skills? Things like advanced negotiating skills and advanced probing skills?” In my opinion, getting better at selling is not about learning advanced skills. Listening is listening. Negotiating is negotiating. Probing is probing. It’s…