Executive Presence Is Key for Sales Acceleration
While it may be not be a stated factor in a buyer’s decision-making process, executive presence is worth your focus. It’s an indicator to your buyer that you are the best choice. In this tip, I share four elements of executive presence and strategies to implement them for sales acceleration. 
Acumen for Sales Acceleration
Acumen is your insights and knowledge, and what you do to leverage them. This includes knowledge of your business and your client’s business. Below are several acumen strategies for sellers:
- Balance broad knowledge with deep knowledge in a niche or discipline
- Track trends to foster ideas
- Build your skill base in go-to-market, revenue generating, or financial disciplines
- Reframe failure
Communication for Sales Acceleration
Communication. When you communicate with executive presence, you share messages in a way that is compelling, substantive, approachable. What are some ways that sellers can improve their communication approaches?
- Take an improvisation class
- Up-level your digital presence
- Volunteer for speaking engagements at industry events
- Submit guest writing for respected publications and blogs
- Be a podcast guest for podcasts in your industry or target industries
Vitality for Sales Acceleration
Vitality is the right level of energy brought to the situation. Below are several strategies to build your vitality:
- Know what energizes you and create routines around that; ideas include fitness, nutrition, hobbies
- Live and work in clean spaces that create positive energy
- Have awareness of your posture, body language, energy levels
- Be mindful of how you “show up” both in person and virtually
Impact for Sales Acceleration
Impact is the direct result you create for your company, clients, and community. Ways that you can focus on your impact include:
- Be a connector– someone who connects others to people, resources, ideas
- Seek board service opportunities
- Take advantage of high-profile committee opportunities in your professional associations
- Seek out a sponsor or mentor
- Stay current with your organization’s key priorities and initiatives
We each ultimately own our executive presence — it’s how we choose to show up in the world. By developing the skills of executive presence, we can make the greatest personal and professional impact while also accelerating our sales.
