I know what you’re thinking… Adjectives, personal brand and sales reps. What the heck…

My entire career in B2B sales spans from the late 1980’s to the present. I have heard many colorful adjectives used to describe sales reps and most of them are not good. I said to myself, “How can I turn this into a teaching moment?”

Adjectives can be used in a positive or negative manner to describe ‘YOU.’ Adjectives such as… Ambitious, Energetic, Empathetic and Talented or on the opposite spectrum… Abrasive, Abrupt, Annoying and Tacky.

What adjectives would your client’s use to describe you?

Interesting question isn’t it? Understand that you have a brand but it’s up to you what you do with it!

Understanding how to brand yourself begins with self-reflection and becoming brutally honest with how well do you know you.

Your personal brand is not a tagline or something you take for granted. It’s a combination of your interests, beliefs, aspirations, values, talents and skills, along with countless personal characteristics.

And it simply comes down to one word your… PROMISE. It is the ‘Pinky Swear’ you have with your clients and what you have developed with your prospects


As you pledge allegiance to your clients and prospects think about your promises and your brand.

Uncovering your personal brand and how you use in marketing yourself is mission critical. Personal branding is not a theater act or a show you put on for your prospects or clients. Your personal brand is YOU to the very core. The qualities and characteristics which comprise your personal brand are unmistakable.

I encourage you to do the following…

Ask members of your family, your current clients and your closest friends; How they would describe you using one word at a time? Listen closely and key in on the adjectives and words they use.

How you use your brand to open up rich and meaningful conversations will be your fuel to sales success.

It is imperative and necessary, you must continually grow your business! To quote a very dear friend of mine Bernadette McClelland in her book, “The Art of Commercial Conversation”

“People know when you are faking it. People buy people. If you’re not for real, they won’t buy you. People want the real deal and the human element.”

How hard are you working to build the real you? Your clients and future clients deserve the real deal not a theater act.

My challenge… I ask you to set aside quality time, look into the mirror and do some self-reflection…

Now answer this question… What does your personal brand say about you at this very moment?


Understanding who you are is your launching pad to opening up new conversations with your prospects and clients. How you communicate your unique promise of value is what separates you from your competition.

The time is now! Your personal brand is mission critical. In a matter of seconds, with a quick Google search, BAM! Someone has the ability to form an opinion of you whether you believe it or not.

So take responsibility for who are and add these 5 adjectives to your breakfast meal daily.

  • Authentic
  • Real
  • Consistent
  • Personable
  • Helpful


Just be a normal human being. I learned the best way to become a great sales professional is lead with the heart and actually give a rip. Give a rip about yourself, your clients, your prospects and your career.

As you lead with the heart you can start to relate and connect more naturally with prospects and clients. Consider leading with the heart and become a servant led sales rep. As you approach sales with heart, you care about your clients, their needs, wants and desires. Roll up your sleeves and dig deep into who they are as people and how you can help them become successful.

What value do YOU bring to your clients and prospects as a person? Not as a sales rep.

My podcast Selling from the Heart podcast is a great resource to help you on your journey to sales professionalism.


Be truly genuine, not a fake. People know when you’re being yourself, your genuine YOU. Prospects and more important your clients are far more likely to respond favorably, coming back to you repeatedly when they see you as the real deal or even a friend — instead of just you as a sales rep. Ditch the sales B.S. they can all smell it a mile away.


In sales, we tend to over complicate the process. We fail to do the little things on a consistent basis.

If you fail to do the little things correctly then how can you do the big things correctly?

Instead of focusing on doing just one or two things exceptionally, everyone becomes obsessed with doing everything perfectly. The result is frustration and lackluster sales performance. The key to success is to identify one or two small things you can do well and do them consistently very single day. Think about this when it comes to prospecting and taking care of your clients.


In sales, you must learn how to get along with, enjoy meeting with and speaking with a wide variety of people. You know the old saying, “People do business with people they know, like and trust,” therefore be a people person and let your personality shine through. Help to uncover business problems and challenges, solve them, promote your value and just be yourself. No one likes dealing with a fake sales rep pretending to be somebody they obviously are not.


If you are truly being yourself, instead of being ‘all about me’, you are then portrayed as a unique individual, in the minds of your prospect and client, who wants to HELP; not a sales shark looking for another commission check wreaking with commission breath.

“Offer to help without expecting anything in return as this will come back tenfold.”

Be prepared to answer…

  • How authentic am I?
  • How real am I being?
  • How consistent is my message?
  • How personable am I?
  • Am I being helpful to my clients and prospects?


Your brand is everything in the business world today. I encourage you to take your online and offline presence seriously. You get one shot to make a great first impression. Observe and pay attention to the people who have large followings and influence for the right reasons.

Be Real, Be Relevant and Relate

As you sit down for breakfast, sprinkle these 5 adjectives over your eggs or add them to your cereal. Reflect on your brand and how you are portraying yourself through your clients and prospects business lens.

“There are two stories that are important to tell. One story is your story and the benefit and value you can offer to others. The second story is the perception of your value through the eyes of your buyer and existing customers. Most sellers only story is the first story” Bernadette McClelland

As you’re building your personal brand, I will leave you with this one last question…

“What is the perception of your value through the eyes of your buyer and existing clients?”

I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way!

In 2016, I was recognized by ENX Magazine as, “The Difference Maker,” as someone who is making a difference inside the B2B office technology sector. I am passionate about helping sales reps succeed in creating their online brand image.

You can find more advanced training material inside the Social Sales Academy website.

I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedInTwitterSocial Sales Academy and on my podcast by clicking on Selling from the Heart.


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