Category: Leadership

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…

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…

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…

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…

Use Out of Box Thinking to Gain Market Knowledge

Most of us, as sales professionals or sales leaders are accustomed to working through a sales process. The most effective sales processes are closely mapped to the client’s buying process. As we work through the process with new clients, or in further developing our relationship with existing clients, we leverage a range of behaviors, or as we in Lumina call…

Trusting Your Gut – Understanding Spontaneous

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.…

Staying Focused – Understanding Purposeful

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.…

Takes Charge Does Not Mean Taking Control

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.…

Keeping Principles Before Personalities

At some point in our childhood, most of us were taught the “Golden Rule” – Do unto others as you would have them do unto you. Or more simply put, treat others the way you want to be treated. But as we grow into adulthood and enter the dynamic and competitive world of work, how many of us leave our…