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…

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…

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…

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…

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…