In Purposeful Selling Step #1, “Know thyself” you took the time to understand:

  • The natural talents you have based on how you think and make decisions
  • How you prefer to use your talents based on your natural behavioral style
  • Why are you motivated to use your talents based on your drivers of engagement

You have positioned yourself for success based on this heightened level of self- awareness.

COACHING TIP: In a purposeful organization, “knowing thyself” should not be limited to the sales department. The CEO, CMO, VP of Sales and all others in the sales process who impact the customer should be included. Purposeful organizations shun the stereotypical organizational chart. You are working together toward a common cause (purpose). Hierarchies with authoritarian leadership kill the purposeful spirit.

The next step is deciding how you want to be known in an unforgettable way. You may work alone, in a small business, or even a large corporation. A personal brand applies to all. You want to define and communicate who you are and who you serve.

Michael Port, author of BOOK YOURSELF SOLID has written extensively in this area. Here’s a quote from the book; “tell people why you have chosen to dedicate your life to serving your target market so that you can attract your most ideal client and not those who are less ideal.”

Why you have chosen to dedicate your life. You may react to this statement with doubt because you don’t have a strong connection with the product or service you represent. This may indicate a lack of purpose in your work (Disclaimer: You are not a bad person if you don’t have this connection. I hope it inspires you to seek more purpose).

Let’s connect what you learned in Step #1 to your personal brand. If you skipped this step please go here to complete your profile.

Create your personal brand using this format:

I help ___________do__________________ so that they can________________________________.

  1. I help _____________ Who do you serve? How do you describe them? Do you inspire them, and do they inspire you? (Resist terms such as “small to mid-size businesses” or “companies with $28M in Sales.” Give people a chance to understand who is a “10” from your perspective)
  1. Do________________ What problem or challenge do you help your customers overcome? You must see this from their perspective.
  1. So that they can__________________________________. What does the removal of a significant problem do to improve their lives?

Example: I help CPA’s learn the sales process and develop new business so that they can increase revenue and impact the health of their firm.

What will you say the next time someone asks you what you do?

Contact me for a 20 minute consultation to discuss creating a dynamic personal brand.

Step #1 Know Thyself

Step #3 Integrate Core Values Into Your Work



Two things in my DNA lead to a career in sales. My curiosity and my love of building relationships with quality people.

I believe the best sales organizations invest in the development of their people. You improve the sales process when you improve the people involved. I have seen firsthand sales organizations that did not believe in the professional and personal growth of their people. The result? Friction, confusion and underperformance.

Consistent sales growth is one of many challenges a business faces. In my role as a consultant I have the opportunity to dig deeper to uncover issues related to strategy, communication, and professional development.

To quote Daniel Pink; "we are all in sales now." My promise to you is to develop the people in your organization who serve your customers. It's no longer just the Sales Department. Your sales strategy must be crystal clear, and communicated respectfully throughout your entire organization.

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