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.…
Category: learning and development
Recommending an Approach: Providing Predictive Insight
Over the last few months I’ve been writing about what I consider to be best practices in moving through the process from identifying an opportunity to closing it. So far, we’ve covered Preparing for the Call, Opening the Call, and Qualifying the Opportunity. If you’ve been following along, we’re now at the point where you recommend an approach. As the…
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…
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…
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…
Developing Self-Awareness – Understanding “Radical”
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 fourth in…
Understanding Yourself to Better Connect with Others – RELIABLE
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 second in…
Understanding Yourself to Better Connect with Others – EMPATHY
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 first in…
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…
