Category: Sales Performance

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…

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,…

Adding Value Through the Voice of Reason: Trusted Advisor

This is #10 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 along in this series you know that our sales team – Phil, Rob, and John (sales manager) are now…

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…

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…

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…

Practical – Taking a Common-Sense Approach

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.…