Category: learning and development

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,…

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…

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…

Before You Make That Call – Gather Data

This is the third 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. Previously, we met John, a sales manager for a cloud security company, Phil the newest member of his team and Rob, a…

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…

Imagination Will Take You Everywhere

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.…

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.…

Acquiring Wisdom Through Observation

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.…