Personal Branding Tips

This edition focuses on the importance of personal branding in sales. Here are five top tips each for salespeople and their managers.

Sales Tips 101

From a salesperson’s perspective

Recognise that interaction matters. Your personal brand is defined as much by how customers experience you in conversation (across all channels) and not just by what you post online.
Prepare for every conversation. Thoughtful preparation – grounded in genuine research – immediately distinguishes you from competitors.
Thoughtful questions build credibility. High-quality, tailored questions demonstrate curiosity, insight, and expertise.
Intelligent insights create value. Sharing selective, relevant perspectives elevates you from vendor to trusted adviser.
Consistency earns trust. Reliability, punctuality, and follow-through turn good initial impressions into lasting reputation.

From a sales manager’s perspective:

Coach for conversation quality. Encourage your team to see every customer interaction as a brand-defining moment, not just a step in the pipeline.
Set expectations for preparation. Insist on genuine research and informed questioning before every meeting or call.
Model and reinforce curiosity. Encourage curiosity: coach your salespeople to ask better questions and adapt their approach in real time.
Develop insight capability. Help your team turn data, benchmarks, and customer stories into relevant, value-adding perspectives.
Reward reliability and follow-through. Make consistency, empathy, and trustworthiness key criteria in performance discussions.