Carson V. Heady's Blog

Unbeatable Leadership: Control the Controllables (Coach BZ x Carson V. Heady)

Excerpt:
Bestselling author and award-winning sales leader Carson V. Heady joins Coach BZ on the Leadership & Success Podcast for a fast-moving conversation about resilience, AI-era selling, servant leadership, and the daily disciplines behind billion-dollar outcomes.

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I’m grateful to Coach BZ and the Maxwell Leadership community for an energizing hour on leadership, mindset, and serving others. We covered the journey from call-center rookie to leading AI-powered transformation—plus the mantras and methods that kept the wheels on during the toughest chapters.

“Control the controllables. Pressure is a privilege. The show must go on.”

Those three lines have powered my leadership through layoffs, reinvention, and the realities of modern selling. Below are the biggest takeaways for leaders, sellers, and anyone chasing impact.

Key Takeaways1) Mindset that Wins (and Lasts)Control the controllables: Obsess over quality, quantity, and consistency of your actions—not outcomes.Pressure is a privilege: High expectations mean you’ve earned the chance to serve at a higher level.The show must go on: When energy dips or conditions change, execute the next right step—again and again.2) Resilience & ReinventionFall hard, learn fast, rebuild stronger. Getting laid off twice became the catalyst for writing, teaching, and leveling up.Do the next right thing: Like climbing a mountain, land the step in front of you—repeat until you’re at the summit.3) Relationships + ReputationEvery meaningful move in my career traces back to relationships—and guarding your reputation with radical transparency.Earn trusted-advisor status by doing the right thing, even when it means recommending a competitor.4) AI in Sales (Human > Hype)Use AI to research, draft, and scale outreach—without losing authenticity.Organizations may need fewer traditional roles, but they still need trusted humans who de-risk decisions and steward change.5) Derisk the Decision (JOLT Insight)Customers fear messing up more than missing out.Widen the coalition, address risk head-on, and show how you’ll support before, during, and after the change.6) Moneyball ProspectingA probability-driven system beats “spray and pray.”Reach wide across the org with relevant, value-first messages; build a groundswell that pulls the deal forward.7) People First, AlwaysLead with Model – Coach – Care.Build a destination team where people feel purpose, valued, safe, and seen.Favorite Moments & Quotes

“I’m a nobody who refuses to stay on the mat.”

“Make people feel purpose, valued, safe, and seen.”

“Bad sales leadership creates bad sales culture. People first. Numbers diagnose process.”

“Land the step in front of you—over and over.”

Rapid-Fire: Habits & AnchorsDaily anchors: Workout + five non-negotiables before the inbox takes over.Icons at the table: Jesus Christ, Sean Connery, Elvis Presley.One word for leadership: Selflessness.Measure success: Impact and outcomes for others, not titles or trophies.Books & Ideas We MentionedThe Score Takes Care of Itself — Bill WalshMan’s Search for Meaning — Viktor FranklWinning — Tim GroverStart with Why — Simon SinekThe JOLT Effect — Matt Dixon & Ted McKennaWorks by Mark Manson, Jeb Blount, Mike WeinbergA Story Behind the Mantra

During the pandemic and some of the hardest career years, one song became a pre-call ritual: “The Show Must Go On.” It was the reminder to show up with courage, even when depleted. Leadership is performance and purpose.

Give Back

My latest book Unbeatable: The Legend of the Salesman on Fire blends story with lived sales lessons. All proceeds support the Michael J. Fox Foundation for Parkinson’s research. If it helps you and helps the cause, that’s a win-win.

Kindle Unlimited available.Join the ConversationWhat’s one thing you’re grateful for today?Which takeaway will you put into practice this week?

Share your thoughts in the comments and tag a leader or teammate who’d enjoy the episode.

Show Notes (Highlights)Gratitude practice and why it mattersThe origins of “control the controllables”Reframing pressure as a privilegeFalling, rebuilding, and climbing againRelationship + reputation as career leverageAI’s role in research, drafting, and scale—without losing humanityDerisking decisions and building coalitionDaily non-negotiables and personal operating system

(Add timestamps after you upload the video and note timecodes.)

About the Guest

Carson V. Heady is a bestselling author and award-winning sales leader recognized as a top social seller. He leads AI-powered transformation for nonprofits across the Americas and has trained leaders in 11 countries.

About the Host

Coach BZ (Bob Fabian Zinca) hosts the Leadership & Success Podcast, part of the Maxwell Leadership family, spotlighting proven principles and practical tools to help leaders grow.

SEO (Optional for WordPress)SEO Title: Unbeatable Leadership with Carson V. Hedy on Coach BZ’s Leadership & Success PodcastMeta Description (≤160 chars): Carson V. Heady on resilience, AI-era selling, and servant leadership. Control the controllables.Slug: unbeatable-leadership-coach-bz-carson-v-headyTags: leadership, sales, mindset, resilience, AI, social selling, gratitude, nonprofit, Coach BZ, Carson V Heady

AI Won’t Replace You — But Refusing to Evolve Will: How to Lead, Listen, and Thrive in the Age of Artificial Intelligence

The world is changing — fast.

Artificial Intelligence isn’t just transforming how we work; it’s redefining what it means to be valuable. Automation, data, and algorithms are rewriting the rules of business, leadership, and communication.

But here’s the truth most people don’t want to admit: AI isn’t replacing people. It’s replacing the people who refuse to evolve.

Those who win in this new era won’t be the ones shouting the loudest. They’ll be the ones who listen the deepest.

The Power of Listening in an Age of Noise

With the rise of AI and automation, everything around us is changing — except one thing: our human need to be understood.

If you want to drive real change — in your team, your business, or your career — it starts by listening.

Listen to your customers.
Listen to your colleagues.
Listen to the subtle cues beneath the surface: their mission, their fears, their legacy.

When you understand what truly drives someone — the legacy they want to leave, the problems they’re trying to solve — you move beyond transactions. You become part of their story.

And when you become part of someone’s story… they’ll walk with you. Through change. Through risk. Through transformation.

The Hard Lesson: Technology Without Humanity Falls Flat

AI is powerful. But without human insight, it’s just data.

We’ve entered a new era where anyone can generate content, summarize research, or automate responses. That’s not the differentiator anymore. The differentiator is the discernment — knowing what matters, what doesn’t, and how to bring heart into the equation.

The professionals, sellers, and leaders who will stand out in this next chapter are the ones who blend artificial intelligence with emotional intelligence.

AI can process information.
But only you can process emotion.

How to Stand Out Amidst the Noise

To rise above the noise and thrive in this new landscape, remember: technology is an amplifier — not a replacement. Use it wisely.

Use AI to research faster, not to think for you.
Let it collect data so you can connect dots. The goal isn’t automation for automation’s sake — it’s acceleration with purpose.

Find the human story behind every dataset.
Behind every chart, spreadsheet, and report is a dream, a challenge, and a human being trying to make an impact.

Automate tasks to create space for relationships.
Free yourself from the busywork so you can spend more time listening, empathizing, and leading.

Train your curiosity like a muscle.
The right question can open doors that data never could. Curiosity builds connection.

Let empathy be your edge.
AI can mimic intelligence — but it can’t replace kindness, trust, or compassion.

The Future Belongs to the Listeners

We’re standing at the crossroads of technology and humanity.
One path leads to burnout, noise, and disconnection.
The other leads to transformation — powered by empathy, understanding, and shared purpose.

The rise of AI doesn’t mean the fall of people. It means a call to evolve into the best version of ourselves.

To listen deeper.
To lead with heart.
To use every tool available to elevate others — not replace them.

Final Reflection

“If you really want to ask for change, you’ve got to listen and discern the voices that matter most. Lean in with your customer, understand the legacy they want to leave, and the problems they want to solve. Because if you can be part of that solution — they’ll walk with you.”

That single quote sums up everything this new era demands.
Less noise. More listening.
Less selling. More serving.
Less fear. More evolution.

The Challenge for All of Us

AI is not your enemy.
Complacency is.

The leaders who thrive in the next decade will be those who use AI to amplify their humanity — not to replace it.

So ask yourself:

How are you using AI to enhance your ability to listen, connect, and lead with empathy — not just to get faster, but to get better?

LinkedIn in 2025: How to Master Relationships, Revenue, and Relevance in the Age of AI

There’s never been a more exciting—or more challenging—time to be in sales.

LinkedIn has evolved from a digital résumé board into the most powerful sales, relationship, and personal branding platform on Earth.

Yet most sellers are still using it like it’s 2015—posting product updates, making transactional connections, and missing the deeper opportunity to create real, scalable impact.

This chapter explores how to dominate your craft on LinkedIn—how to build authentic relationships that lead to revenue, how to leverage Sales Navigator as your digital radar, and how to use AI as your co-pilot, not your crutch. It’s a comprehensive field manual for any seller who wants to master both their role and their career in the age of AI.

1. The Timeless Law: Relationships Beget Deals

“Relationships beget deals. Relationships can and will start on LinkedIn.”

That single truth remains the heartbeat of every great seller’s philosophy. No technology can replace it. In a world filled with automation, noise, and bots, the sellers who win are those who still build real relationships.

Carson Heady’s story proves it. A simple LinkedIn connection sent on August 26, 2024—one authentic outreach message—turned into a discovery call, a competitive flip, a full engagement, and ultimately a published customer success story.

That’s the power of meaningful connection. LinkedIn isn’t just a platform for visibility—it’s the starting point for credibility and trust.

But the rules have changed. What worked three years ago doesn’t work now. The noise is louder, AI-generated posts are flooding feeds, and “boost this post” prompts are everywhere. Yet amidst all that chaos, there’s one enduring principle: authenticity stands out.

2. From Manual to Meaningful: The Evolution of LinkedIn Selling

In the early days, social selling was manual:

ConnectComment on postsSend a short “Great to connect!” messageAvoid the pitch slap

That still matters—but the playing field has expanded.

“LinkedIn is still an opportunity to create meaningful dialogue with contacts—but it looks different because there’s a lot more noise.”

Today, sellers face two types of noise:

Pitch-slaps — the desperate “buy my product” messages.AI-fluff — overly polished, synthetic outreach that lacks soul.

The opportunity now lies between those extremes: to be strategic, human, and consistent.

3. The New Blueprint: From Connection to Conversion

“Everybody you need to connect with to make your number this year is out on LinkedIn.”

That’s the starting point. Here’s the full modern playbook:

Step 1: Define Your Addressable Market

Don’t chase random accounts. Identify where your success will matter most. Use data, not gut feel. Ask: Where will one new relationship change the trajectory of my year?

Step 2: Think Bigger

“My biggest deal started with 500 people at one company. I got 226 connections—and one conversation that led to a nine-figure deal.”

Stop limiting yourself to a handful of decision-makers. The real power is in mapping the ecosystem—directors, influencers, and connectors who can open internal doors. The first domino might not be the CIO—it might be an analyst who shares your message.

Step 3: Use AI to Accelerate, Not Automate

Carson’s workflow shows how smart sellers use AI:

Pull a list of executives using Sales Navigator.Use ChatGPT or Copilot to craft a 3-sentence hook.Tailor it around the customer’s public initiatives, peer stories, and goals.Send it with purpose—and follow up with value.

AI saves time, but it doesn’t replace thought. You still have to think like a human to connect with a human.

Step 4: Swarm With Value

“The best thing I can do for a customer sometimes is bring in smarter people and get out of the way.”

When a prospect engages, don’t sell—swarm. Bring technical experts, fund opportunities, share customer stories, and deliver immediate outcomes. Sellers don’t close deals; teams do. Your job is orchestration.

Step 5: Publish for Presence

“It isn’t self-promotion if it helps other people.”

Content is your credibility. Start small: share what you learned from a win, a loss, a hard lesson, or a customer story. People don’t follow perfection—they follow authenticity. Vulnerability drives visibility.

4. Sales Navigator: The Most Underused Power Tool in Selling

Most sellers use less than 10% of Sales Navigator’s power. Those who master it dominate their territories.

“Sales Navigator is like having the best digital signals in the world.”

Think of it as your private LinkedIn—a curated feed filtered by your prospects, accounts, and priorities. No distractions. No algorithm noise.

Here’s how to use it like a pro:

Follow your key accounts. Get alerts when new executives are named or when someone posts an update.Use lists. Segment customers by territory, industry, or buying group.Watch unseen content. Posts that never appear in the normal feed show up in Navigator. That’s insider visibility.Act fast. New executive post? Comment thoughtfully within hours. That’s how deals begin.

“I once saw a new executive post, reached out that same day, booked a meeting, and closed the business before my competitors even knew he existed.”

That’s what Sales Navigator can do when used properly.

5. Avoiding the “Demo Chasm”

Every seller knows this pain: You give a great demo… and never hear back.

That’s the demo chasm—the space between a wow moment and radio silence.

“If the foundation is there before you get to the demo, the demo becomes part of the conversation—not the end of it.”

The key is discovery. AI now makes it easier than ever to prepare—by analyzing profiles, websites, and roles to tell you exactly what to ask. When you align discovery around the buyer’s journey—not your sales cycle—you’ll never lose a deal to silence again.

6. Career Mastery: Build a Brand That Outlasts Any Role

“Your next hiring manager is on LinkedIn. Your personal brand matters more now than ever.”

This isn’t just about sales—it’s about career security. In an age of automation, layoffs, and rapid change, your online presence is your living résumé.

Carson keeps a “Career Walking Deck”—a dynamic digital brag book that lives on LinkedIn. It’s not just accomplishments; it’s proof of outcomes, stories, and values.

To future-proof your career:

Show measurable outcomes. “I delivered $X in growth,” not “I managed accounts.”Demonstrate learning agility. Adaptability beats tenure.Highlight empathy, collaboration, and creativity. AI can’t replicate those.

You’re not just derisking a customer’s decision to buy—you’re derisking a hiring manager’s decision to hire.

7. The 3 Controllables

“You can control three things:

Master those three, and your career becomes bulletproof. The rest—budgets, timing, economy, competition—is noise.

8. The Philosophy: Swarm With Value, Stand Out With Authenticity

“LinkedIn isn’t dead. AI hasn’t killed it. There’s always noise—but there’s also always opportunity.”

The sellers who thrive in this new era don’t resist change—they ride it.

They use AI for insight, not imitation. They use content for conversation, not vanity. They lead with outcomes, not offers. And they know that every connection could be the start of a story that changes everything.

Because in the end, selling hasn’t changed at all—it’s still about people helping people solve problems.

Everything else is just evolution.

Final Takeaway: Your 2025 LinkedIn Action PlanAudit your profile. Make it buyer-facing and outcome-driven.Build your ecosystem. Use Sales Navigator to identify and follow every relevant contact in your territory.Engage consistently. Comment meaningfully. Avoid AI fluff.Create authentic content. Share lessons, stories, and value—not ads.Leverage AI smartly. Let it research, not replace, your voice.Swarm with value. Bring resources fast and often.Measure what matters. Track engagement, meetings, relationships—not vanity metrics.Keep learning. Every LinkedIn change is an opportunity to adapt.

“Before you can feast, you have to set the table.”

That’s what LinkedIn gives you—the ability to set the table every single day for the conversations that lead to impact, opportunity, and legacy.

It’s not just about selling—it’s about building a career that can’t be disrupted.

The Platform That Changed Everything: How I Use LinkedIn and Sales Navigator to Create Career Breakthroughs, Build Movements, and Win the Right Deals

I am honored to be asked to present to large organizations within my company on a regular basis, and this is one of the main topics I’m asked to present.

There’s a reason I open nearly every workshop on social selling with results before tactics: when you’re in the arena—carrying a number, building a pipeline, or changing your career trajectory—nice ideas don’t cut it. Outcomes do.

This chapter is my full, unvarnished playbook for how I’ve used LinkedIn and LinkedIn Sales Navigator—not as “another tool,” but as the operating system for my career, my network, and my sales results.

It’s how I’ve turned cold screens into warm rooms, strangers into mentors, and skeptical executives into partners. It’s also how I’ve rebuilt momentum after setbacks, created opportunity when none seemed available, and helped teams turn “we can’t get in” into “we can’t keep up.”

Part I — The Mindset Shift: Relationships Beget Results

You can chase deals, or you can build the relationships that make deals inevitable. The former is a sprint that burns you out. The latter is compound interest.

LinkedIn is the largest, most permission-rich room of decision-makers on earth.

Sales Navigator is the lighting system that shows you who’s in the room, who just walked in, who changed jobs, who’s posting, and what’s resonating.

Used together, they let you do three things better than almost anyone:

Find the right rooms. Not just “IT,” “Procurement,” or “HR,” but the other rooms of the house—finance, operations, clinical, field, marketing—where initiatives begin and budgets hide.Earn the right to a conversation. With messaging that de-risks decisions, centers the other person’s priorities, and travels up and across an org chart.Sustain momentum until outcomes land. Through disciplined follow-through, stakeholder mapping, and a living roadmap that outlasts turnover and trend cycles.

I didn’t arrive here with perfect form.

I missed goal once in my career. I’ve been laid off—twice. I wrote a book while unemployed and sent it to hundreds of publishers. Most said no.

But that single act changed my trajectory because it made my résumé unmistakable and opened a door.

Same story with LinkedIn: the compounding effect of daily, intentional actions I took years ago still pays me back every day. Your future is being built by the small, consistent deposits you make into relationships right now.

Part II — The Moneyball of Prospecting: Quality, Quantity, Consistency

Winning at social selling is a statistics game. To put the odds in your favor, control the only three variables you truly own:

Quality of messageQuantity of outreachConsistency of execution1) Quality: Messages that Earn Meetings

Most outreach fails because it’s about us. My approach starts with de-risking the recipient’s decision to respond:

Connection Note Script “As part of the team that supports your organization’s priorities, my job is to ensure you’re aware of the resources and help available to you because of your existing investments and initiatives. When might we connect in the next two weeks to align on your top outcomes and where we can help?”

Why it works:

It centers their outcomes.It signals access to resources without pushing a product.It asks for a specific, near-term action.

Keep it short. Two to three sentences tops. Earn the conversation; don’t try to win the argument in the invite.

2) Quantity: Flood the Zone (Intelligently)

Many sellers message 5–10 people at a target account. I often message 500 across the relevant rooms. The objective isn’t “spray and pray.” It’s precision at scale:

Use Sales Navigator to filter by function and seniority. Prioritize director-level and above, plus the influencers who orbit them.Aim for breadth (multiple departments) and depth (multiple layers). Your first meeting may come from the VP two steps below the person you ultimately need. That’s fine. Dominoes fall sideways before they fall up.

In one engagement, I built 226 director-and-above connections at a single organization by leading with value, not product. That breadth gave me context, credibility, and multiple paths forward when gatekeepers tried to funnel everything through a single lane.

3) Consistency: Ruthless Discipline of Schedule

I time-block prospecting like a non-negotiable meeting with my future self:

Daily (45–60 min): connection requests, replies, quick follow-upsWeekly (2–3 hrs): build/update account lists, review alerts, launch a micro-campaignMonthly (half-day): reset the stakeholder map, refine message scripts, grade the plays

Small tweaks, inspected weekly, create exponential lifts over time. Your calendar is your strategy. Protect it.

Part III — Building the Machine in Sales Navigator

Sales Navigator can feel like an ocean. Here’s how I turn it into a river with a current that pulls me forward.

Step 1: Curate Account Lists that Mirror Your StrategyCreate lists by segment (e.g., enterprise nonprofits, regional providers), theme (e.g., data modernization), or initiative (e.g., donor experience).Upload via CSV or add accounts manually. Keep lists lean enough to review weekly but broad enough to surface serendipity.Step 2: Live in Alerts and Digital SignalsNew senior hires, job changes, mentions, posted content, funding, growth—these are your “open windows.”Filter your alerts to “new decision-makers” and “job changes” daily. A newly appointed leader is your best excuse for a “welcome to the neighborhood” note that asks nothing and earns everything.

New-Leader Script “Welcome to your new role. As a long-time local, happy to help with neighborhoods, schools, or restaurants—and when you’re ready, I can share a succinct view of what’s been working in organizations like yours so you don’t have to hunt for it.”

Value first. Geography, human recommendations, and a light touch stand out in a sea of “Congrats—can I sell you something?”

Step 3: Map Influencers, Not Just Titles

In every pursuit I build a simple, living stakeholder map:

Decision (who signs)Driver (who runs the work)Determinants (who can say no)Discreet Influencers (trusted lieutenants and veterans)Downstream Beneficiaries (frontline roles who feel the impact)

When you can’t meet the “Decision,” meet the Determinants and Influencers.

Your next message lands differently when it begins, “Based on recent conversations with Alex and Priya, it sounds like your team is prioritizing X and Y. Here’s how we’ve helped peers navigate that trade-off.”

Part IV — The Outreach That Opens Rooms (Even When Gatekeepers Object)

You will encounter the email that says, “Please route all communication through [single gate].”

My response is respectful and resolute:

“Completely understood—and I’ll make sure you’re read into anything material. I also want your team seen as champions across the business, not just as guardians of the lights. A few leaders have asked to talk directly; I’ll continue those conversations and keep you close so we move in lockstep.”

Stand your ground. You aren’t circumventing; you’re connecting rooms. Keep the gatekeeper informed and make them look good. Two years later, one of those accounts turned into a nine-figure, multi-workload transformation. That doesn’t happen if I accept a single-lane conversation.

Part V — Derisking Decisions: It’s Not FOMO, It’s FOMU

Most stalled deals aren’t about fear of missing out. They’re fear of messing up. People stick with the current course not because it’s great, but because it’s safe.

Your job is to de-risk movement:

Replace vague promises with a first safe step.Share proof in context (short, relevant stories).Offer reversible pilots and bounded experiments.Make stakeholders heroes to their boards, teams, and communities.

De-Risk Script “Let’s keep this simple: one team, one use case, four weeks, clear success metrics. If we don’t hit the mark, we capture what we learned and stop. If we do, we scale with confidence.”

Clarity beats charisma. Safety beats sizzle.

Part VI — From Impactful Meetings to Inevitable Outcomes

Ever leave a powerful briefing where everyone says “amazing,” then… nothing? The answer is a living roadmap.

The Horizons Roadmap (My Post-Meeting Ritual)Horizon 1 (0–90 days): funded, feasible next steps with owners and datesHorizon 2 (3–9 months): adjacent opportunities contingent on H1 resultsHorizon 3 (9–24 months): visionary bets tied to the executive legacy

I send the first draft same day while the room is still warm. Then I book a bi-weekly executive cadence to update priorities, swap stakeholders as people move, and keep mutual accountability visible. Turnover? No problem. The document becomes the institutional memory that outlasts it.

Part VII — A 30-Minute Campaign That Books Meetings

Real story, no proper nouns:

A world-renowned organization launched a splashy AI project—with someone else. We saw a gap: immersive digital experiences they wanted but hadn’t built. Within 30 minutes, we:

Pulled a list of 100+ relevant leaders via Sales NavigatorDrafted a two-sentence invite with AI assistanceExecuted an opt-in outreach offering curated options to collaborate, learn, or co-design

Result: immediate conversations with leaders outside the traditional lane, and momentum we could build on. Speed + specificity beats slow + perfect every day.

Part VIII — Build Your Personal Brand Engine (Even If You’re Introverted)

“I’m bad at self-promotion.” Good. Don’t self-promote. Serve.

Start a lightweight opt-in newsletter for your territory or theme. Share the best reads, short lessons, and practical invitations.Host recorded conversations with peers and customers about what’s working (I began with informal chats; it organically became a show).Publish short posts that teach one lesson from one story. Ignore vanity metrics. Count conversations, not likes.

Before any executive meets you, they’ll look you up. Show them a signal that says: this person helps people like me win.

I’m an introvert. After big sessions, I need quiet. But I show up online consistently because my family, my team, and my customers are counting on me. LinkedIn lets me multiply my presence without multiplying my calendar.

Part IX — The Family Why

I keep a photo on my desk: my wife and our three kids, plus a very opinionated cat and lovey dog. It reminds me what matters and why I insists on operating with integrity. Don’t underestimate how much a human, grounded presence on LinkedIn—photos, lessons from home, gratitude—cuts through corporate noise.

People don’t buy from logos. They buy from people.

Part X — Templates, Plays, and Cadences You Can Steal1) The Three Core Scripts

Connection (Value-First)

“My role is to make sure leaders like you are aware of resources you’re already entitled to and help you accelerate the outcomes you care about most. Open to a 20-minute sync in the next two weeks to align on priorities?”

New-Leader Welcome

“Welcome aboard. If you need local intel (schools, neighborhoods, restaurants), I’m happy to help. When you’re ready, I’ll share a 1-page summary of what’s been successful for leaders in similar roles so you don’t have to hunt for it.”

De-Risked Pilot

“One team. One use case. Four weeks. Clear success metrics. If it works, we scale. If not, we stop and you keep the learning. Want me to draft the 1-pager?”

2) Weekly Social Selling CadenceMon: Review Sales Navigator alerts. Message all “new decision-makers” and “job changes.”Tue: Build one micro-campaign (25–100 contacts) tied to a timely theme.Wed: 30-minute “comment sprint”—add thoughtful comments on 10 posts by target leaders.Thu: Send “proof in context” notes (mini case blurbs) to prospects who engaged.Fri: Update stakeholder maps and the Horizons roadmap; send a brief weekly digest to internal partners.

Time investment: ~4–5 hours/week. Payoff: outsized.

3) Stakeholder Map Quick-BuildPull decision-makers and influencers via Sales Navigator.Tag each as Decision / Driver / Determinant / Influencer / Beneficiary.Note 1–2 personal cues from their public posts or bio (recent move, passion projects, speaking topics).Draft the first two introductions you’ll ask for once you meet the first person.4) Metrics that MatterNew first-degree connections in target accounts/weekConversations started/week (DM replies + booked calls)Rooms opened (net new functions engaged)Experiments launched (bounded tests with metrics)Momentum maintained (bi-weekly executive reviews held vs. planned)

Measure what compounds, not what flatters.

Part XI — Common Pitfalls and the FixPitfall: Long novels as first messages Fix: 2–3 lines, value-first, deadline-nearPitfall: Waiting for permission to expand beyond one lane Fix: Ask, inform, include. Don’t ask to breathe.Pitfall: Treating every signal as equal Fix: Prioritize new leaders and role changes. Strike while identity is forming.Pitfall: One-and-done follow-ups after a great meeting Fix: Same-day Horizons roadmap; schedule the cadence before the call ends.Pitfall: Posting only when you “have time” Fix: Batch + schedule. Teach one lesson per post. Momentum lives in rhythm.Part XII — The 30/60/90 Social Selling Plan

Days 1–30: Set the Table

Build 2–3 account lists in Sales Navigator (by segment/theme).Connect with 200+ targeted stakeholders across rooms.Launch one opt-in newsletter or monthly update.Write three two-sentence scripts (connection, new-leader, de-risk pilot).

Days 31–60: Create Conversations

Run two micro-campaigns/week (25–50 contacts each).Book 10+ discovery calls across different functions.Publish four short posts that teach one lesson each.Produce your first 1-page Horizons roadmap with a customer and start a bi-weekly cadence.

Days 61–90: Convert Momentum

Launch 2–3 bounded pilots.Expand stakeholder map to include Determinants and Beneficiaries.Share one internal “wins & patterns” digest to align partners and secure resources.Review metrics; double down on what generated replies and meetings.Part XIII — When Life Happens: Using LinkedIn for Career Resilience

Twice in my life, the ground disappeared under my feet. When it did, relationships caught me. LinkedIn was the bridge.

Keep your profile alive and value-centric. Speak to outcomes you create, not tasks you perform.Engage with generosity. Congratulate moves. Share helpful intros. Offer to review someone’s plan.Build an advisory board—mentors, peers, and truth-tellers you meet online who become real-world allies.

You cannot control markets, reorganizations, or the news cycle. You can control how often you help other people win. LinkedIn rewards givers with gravity.

Part XIV — Your Superpower and the Courage to Use It

My superpower isn’t technical wizardry. It’s hyper-prospecting, orchestration, and community building. I find the right rooms, invite the right people, and get out of the way so the right magic can happen.

What’s yours? Strategy? Storytelling? Facilitation? Pattern recognition? Pick it. Name it. Build your LinkedIn presence around it. Let Sales Navigator be the radar that shows where your superpower is needed most.

Final Word — The Invitation

You don’t need permission to start. You need a list, a message, and a calendar block.

Today:

Build one focused account list in Sales Navigator.Send ten value-first connection notes.Comment thoughtfully on five posts from leaders you respect.Draft a one-page Horizons roadmap template and keep it on your desktop.

Do this for two weeks and watch what happens. New rooms will open. New mentors will appear. New opportunities will surface that never would have existed otherwise.

LinkedIn isn’t a social network. Used with intention, it’s a career engine and a relationship amplifier. Sales Navigator isn’t a database. It’s a compass that points you toward the next best conversation.

Set the table. Light the room. Invite people in. Then go make something remarkable happen—together.

Are you brave enough to bet on a better you?

Are you brave enough to bet on a better you? Most people cling to comfort, even when it’s costing them progress. What got you here won’t get you to the next level.

So many hold tight to “good enough” rather than risking change in pursuit of greatness.

The real gamble isn’t trying something new — it’s staying the same.

Audit your process — Where are you coasting instead of optimizing?

Identify your blind spots — What routines feel productive but yield no growth?

Experiment with intent — One bold process shift can multiply your results.

Track and refine — If you’re not measuring progress, you’re guessing.

Surround yourself with challengers — Comfort zones kill creativity.

Years ago, I bet big on a Moneyball demand generation engine that my manager at the time didn’t believe in and they tried to get rid of me. It wound up generating over $1B in revenue and I was asked to present it to my CEO and his SLT and train it in 11 countries.

If you’re not 100% satisfied with your current results, what’s stopping you from gambling comfort for breakthrough?

🎵 The Power of Hype Music: How the Right Song Can Make You Unstoppable

What’s your hype music? I’ve got to have hype music. Especially on those marathon days — back-to-back presentations, endless calls, hours of talking, leading, motivating…

I can’t pour every ounce of my energy into the mission every single day without every bit of fuel I can get my hands on.

A few years back, my hype anthem was “The Show Must Go On” by Queen.

That song took me somewhere else — to that place where you can do anything, push through anything, and rise above everything. It became the name of my fifth book for that very reason.

But lately, as I’ve been studying legends of all kinds these past two years… my hype has a new heartbeat.

Elvis Presley. The King. The greatest voice and showman of all time.

I’ve crafted a playlist of live versions of “Also sprach Zarathustra” → “See See Rider” → “Tiger Man” → “Blue Suede Shoes” → “Hound Dog” → “Burning Love”… and I’m flying high — it could breathe life into a corpse.

Hype music gets my adrenaline pumping.

It shifts my mindset. Distracts me from noise and doubt and the naysayers and any troubles.

It’s in that clarity I remember who I am, what I stand for, and why I show up every day ready to perform.

Because the show always must go on.

What’s your hype music — that song or artist that flips the switch and makes you feel unstoppable?

#Leadership #Motivation #SalesMindset #TheShowMustGoOn #ElvisPresley #MusicMotivation #HighPerformance #Sales #Inspiration

The Hustle Stats of Building Customer Loyalty: Why Responsiveness, Care, and Consistency Create Lifetime Customers

Customer loyalty isn’t something you buy, trick, or trap your way into. It’s something you earn — over time, through consistency, through the quiet work that rarely makes the highlight reel.

I’ve had customers tell me they’ve paid more to work with me than with competitors. Not because of price. Not because of features. But because they knew I’d show up. They knew I’d answer, even when I didn’t have the answer yet. They knew I’d find someone who did.

That’s loyalty. And loyalty — real loyalty — comes from the “hustle stats.”

In sports, the highlight reels are full of home runs and touchdowns, buzzer-beaters and hat tricks. But the most respected players — the glue guys, the ones their teammates trust — are the ones who log the quiet stats: the assists, the steals, the rebounds, the blocks. Those things don’t trend on social media, but they win games.

Sales is no different. The customer hustle stats — response time, availability, empathy, insight, and care — are what build lasting partnerships.

The Foundation: Relationships and Reputation

When I started out in sales, I thought winning was about closing. Numbers on the board. But I learned quickly that the true differentiator isn’t what you sell — it’s how you serve.

At a small consulting firm early in my career, I watched colleagues hoard leads and guard their contacts like buried treasure. I took the opposite approach. I shared everything I learned — plays that worked, tactics that failed, intros that opened doors. Because relationships beget relationships. And generosity compounds faster than any commission check.

Later in my career, I introduced customers to competitors when I knew I couldn’t meet their needs. Some thought I was crazy. But those same customers came back — and often paid more — because they trusted I’d always do what was right for them, not just for me.

The lesson? You can’t fake advocacy. Your customers can smell an agenda a mile away. But when you evangelize for them inside your organization — when you fight to get them resources, push leadership for incentives, or rally specialists to their cause — they notice. They remember. And they reward it.

Transparency Wins

One of my favorite phrases from The Show Must Go On is “control the controllables.” You can’t control how a customer shops you, negotiates you, or even ghosts you. But you can control your intentions and your actions.

In one particularly tough enterprise negotiation, procurement hammered me on every penny. The deal had hit an impasse. Instead of playing poker, I laid my cards on the table. I showed them exactly how my company made money, how my team got paid, and how the structure we were proposing would deliver mutual benefit. That moment of transparency broke the stalemate. They signed that week.

People don’t buy perfect. They buy honest. Transparency de-risks the relationship because it replaces suspicion with trust. The moment your customer realizes you’re in it with them — not against them — the dynamic shifts. You’re no longer a vendor. You’re a partner.

The Servant Mindset

Loyalty begins where the transaction ends.

Most sellers hit “closed won” and move on. The best ones dig deeper. They check in. They ensure adoption. They make sure the promise matches the product.

In The Show Must Go On, I wrote about servant leadership — the idea that you exist to elevate others. The same principle applies to customers. Be their coach. Their advocate. Their internal champion. I’ve sat in executive meetings lobbying my own leadership for better pricing, faster response times, or more investment in a customer I knew was trying to grow with us. Sometimes I won; sometimes I didn’t. But every time, the customer knew where I stood — on their side.

It’s amazing how much loyalty grows when customers see you fighting for them when there’s nothing in it for you.

Playing the Long Game

There’s a paradox in sales: the harder you chase loyalty, the faster it runs. Because loyalty isn’t a sprint. It’s a marathon run over years of consistency, reliability, and care.

I’ve lost deals to competitors who undercut pricing, only to have those same customers call me months later because the service didn’t match the story. Loyalty means you stay available — even when they leave. Especially when they leave. Because how you treat someone after they walk away says more about your character than how you treat them when they’re paying you.

There’s always a temptation to move fast, to chase the next logo, to celebrate the next big win. But when I reflect on my most meaningful deals — the ones that outlasted reorgs, leadership changes, and budget cuts — they all had one thing in common: genuine human connection. That doesn’t happen through automation or AI. It happens through showing up. Repeatedly. Reliably. Relentlessly.

The Intangibles

Customer loyalty can’t be measured on a spreadsheet alone. It lives in the moments you respond to a late-night email when you don’t have to. It breathes in the unrecorded conversations where you listen more than you talk. It thrives when you deliver something of value — insight, introduction, idea — without expectation.

That’s what I call “the hustle stats.” They don’t show up in your CRM, but they show up in your reputation. They accumulate quietly until one day they compound into something priceless: trust.

And trust, once earned, creates something no competitor can easily replace.

We live in a world where customers are bombarded by pitches, promises, and polished perfection. The ones who stand out aren’t the loudest — they’re the truest.

If you want loyalty, don’t chase it. Deserve it. Invest in the relationship. Add value freely. Fight for your customer like they’re part of your own team. And remember: the sale might end, but the relationship never should.

When you master the hustle stats — when you consistently show up with response, reliability, and real care — you don’t just build customer loyalty.

You build legacy.

From Invisible to Influential: Becoming the Voice That Opens Doors in Your Industry

The Fear of Self-Promotion—and Why It’s Holding So Many Back

One of the most common things I hear from people I coach, mentor, and train—whether they’re sales professionals, job seekers, or executives—is some variation of the same quiet confession:

“I don’t want to come across as arrogant.” “I don’t want to overshare.” “I feel weird posting about myself.”

There’s a deep-seated trepidation about self-promotion, especially among good, humble, hard-working people who believe their results should speak for themselves. But here’s the reality: results can’t speak if no one ever hears them.

We live in an age where attention is the gateway to opportunity. If people can’t find you, they can’t hire you. If they can’t see your expertise, they can’t trust you. And if they can’t understand your unique value, they can’t justify taking the risk of doing business with you—or being led by you.

I often tell my teams:

“There are absolutely strategic, valuable, and appropriate ways to share your story and evangelize yourself. It’s not bragging when it’s helping.”

When done right, self-promotion isn’t self-serving—it’s service-oriented. It’s the act of de-risking someone else’s decision to work with you by showing up where they are, with proof of who you are.

That’s the mindset shift. It’s not about attention—it’s about alignment. It’s not about vanity—it’s about value.

There are smart, ethical, and authentic ways to leverage different mediums—social, video, storytelling, podcasting, even email—to reach customers and potential hiring managers exactly where they are. To communicate not just what you do, but why it matters.

And I can tell you from personal experience—because I started at the bottom, invisible and unemployed—that when you learn to tell your story with purpose, doors open that you never even knew existed.

The Journey From Obscurity to Influence

When people see the reach I have today—the podcasts, the book deals, the executive meetings, the LinkedIn community that now spans hundreds of thousands—they sometimes assume it was always that way.

But they never saw the 1,600 rejections.

There was a time when I was applying to jobs every single day, sending out résumés like paper airplanes into a storm, hoping one would land. I had the experience, the results, the hunger—but no network, no brand, no platform. In an economy driven by visibility, I was a ghost.

That year was humbling. It stripped me down to my core and forced a reckoning. I could either keep waiting for someone to give me a chance—or I could start showing the world who I already was.

That’s when I realized something that would change my life forever:

No one will believe in you until you give them a reason to.

And the most powerful way to do that is by creating a brand that speaks for you when you’re not in the room.

The Shift: From Employee to Entity

I didn’t set out to be a “thought leader.” I was just trying to survive.

So I started sharing what I was learning along the way. Every lesson, every failure, every flicker of insight that came from climbing out of the pit. I posted about the grind, about leadership, about mistakes that turned into mentors.

At first, no one paid attention. But over time, consistency turned whispers into echoes. People I didn’t know began referencing things I’d written. Colleagues began sharing my posts. Executives started reaching out—not because I was selling anything, but because I was saying something.

Soon, my voice wasn’t just being heard—it was being sought out.

That’s when I realized: You stop chasing opportunity when you start creating it.

The Anatomy of Thought Leadership

Becoming a trusted voice isn’t about going viral or collecting likes. It’s about adding value at scale.

It’s the discipline of sharing perspective that helps others do their job better, make better decisions, or see their world differently.

True thought leadership stands on three pillars:

1️⃣ People

It starts with empathy. With understanding that the world doesn’t need another echo—it needs a voice that listens. When you lead with authenticity and share what you’ve learned the hard way, you make others feel seen. Vulnerability is credibility.

2️⃣ Perspective

You’re not here to parrot trends—you’re here to interpret them. The difference between noise and leadership is insight. Ask yourself: What do you see that others don’t? What patterns, problems, or possibilities are emerging in your corner of the world?

3️⃣ Presence

Show up consistently, even when it’s uncomfortable. Your audience doesn’t expect perfection—they expect presence. Every post, podcast, comment, and connection compounds over time into trust, familiarity, and credibility.

When Content Becomes Currency

At some point, I realized content could do what cold calls never could: build relationships before the first conversation.

Each post became a handshake. Each article became a proof point. Each story became an invitation.

Instead of chasing customers, I began attracting them. Instead of convincing hiring managers I could make an impact, I had proof of impact—publicly available and validated by others.

That’s when I learned something that every modern professional should tattoo on their strategy:

Visibility creates viability.

When people know who you are, what you stand for, and how you deliver value—they don’t need to be sold. They just need to be shown how to engage.

The Psychology of Being Pursued

There’s a moment when your work begins to speak louder than your outreach.

Executives who once ignored your messages start messaging you. Recruiters who once passed over your résumé now pitch you roles you didn’t apply for. Partners you used to chase now chase you.

It’s not magic—it’s reputation.

You’ve built enough public proof that people no longer see you as a risk. You’ve de-risked their decision to engage with you.

That’s what branding really is: the act of making yourself a safer bet.

Lessons From the Front Lines

Building a reputation isn’t a straight line. You’ll post into silence. You’ll question yourself. You’ll wonder if anyone’s even reading.

But remember: silence doesn’t mean absence—it often means absorption.

People are listening. Watching. Waiting for consistency before they engage. And when they do, it’s because they’ve already decided you’re worth trusting.

Influence is built in the shadows long before it shines in the spotlight.

From Rejection to Reputation

After that brutal year of rejections, I decided to write my own job description. Literally. My first book became a platform that validated my experience, my philosophy, and my purpose.

From there, I was invited to podcasts, panels, and leadership roles that I could have only dreamed of before. But here’s the truth: the book didn’t make my credibility—it revealed it.

Your reputation is a reflection of how consistently you live your values out loud.

Every time you keep your word, deliver results, or help someone without asking for anything in return, you’re adding bricks to the house of your brand.

When you finally decide to show the world that house, it stands tall because the foundation is integrity.

The Thought Leadership Flywheel

Here’s how it works, and why it keeps working:

You learn something valuable.You share it publicly.It resonates with someone who needs it.That person becomes a connection, partner, or customer.You learn from them—and share again.

That cycle creates compound credibility. And once that flywheel spins, it never really stops.

At that point, being a thought leader isn’t about spotlight—it’s about service. You’re not creating content for applause. You’re doing it to make someone’s world a little easier to navigate.

The Greatest ROI: Relationships

Every meaningful relationship I’ve ever built—every multimillion-dollar deal, every career-defining collaboration—started the same way: by showing up with value before I asked for anything in return.

Your content becomes a digital introduction, your story becomes a credibility statement, and your consistency becomes your handshake.

The real ROI of personal branding isn’t fame—it’s access. To people. To possibilities. To impact.

When you become known for helping others win, you will never have to sell yourself again.

A Call to Action

If you’ve ever hesitated to post, to speak, to share—remember this: the world can’t hire, follow, or collaborate with a secret.

Your experience, your insights, your scars—they are someone else’s roadmap.

So start where you are. Share what you know. Learn out loud. Be brave enough to be visible, humble enough to be teachable, and consistent enough to be memorable.

I went from being a job seeker with zero visibility to a global voice in sales, leadership, and social impact—because I stopped waiting for validation and started creating value.

The opportunity is out there. The audience is waiting. The only thing missing is your voice.

Because the truth is, when you start showing up authentically and strategically, you don’t just build a brand.

You build a bridge—to every opportunity you’ve been waiting for.

We all have a voice — but most people spend their lives waiting for permission to use it.

If you’ve ever doubted whether what you have to say matters, remember this: the most trusted leaders, creators, and sellers didn’t start with an audience — they started with courage.

They spoke up before they were ready. They shared before they were recognized.

And that one decision changed everything.

So here’s my challenge: What’s one insight, story, or lesson you’ve lived that someone else needs to hear today?

Your voice might be the one that gives someone else the courage to finally use theirs.

Ask for Change—Becoming Unbeatable When the World Won’t Sit Still

Change isn’t just coming—it’s here.

The rules rewrite themselves while you’re still learning the last edition.

Markets shift, buyers evolve, technology accelerates, and your calendar somehow finds new corners to fill.

The easy response is overwhelm or nostalgia.

The uncommon response—the one that creates outsize outcomes—is to ask for change and then partner with it.

So grateful to be a recent guest on “Ask for Change” with Meridith Elliott Powell, CSP, CPAE as we dove into all of these topics as well as my brand new book, UNBEATABLE.

I didn’t arrive at this viewpoint in a moment of quiet clarity. I earned it the hard way: layoffs, missed promotions, deals that slipped, days when the inbox looked like an avalanche and my best self wanted to punch a clock and coast.

What saved me wasn’t a perfect plan. It was a set of simple disciplines I could do in any storm: shrink the bubble, invest in the glass, listen harder than I talk, and refuse to quit when quitting felt rational. This chapter is that operating system—my playbook for turning uncertainty into an advantage and becoming unbeatable.

“Enjoy the journey and learn every step of the way.”

You can’t control the pace of disruption, but you can control how prepared you are, how you show up, and what you do with what happens. That mindset is rocket fuel in volatile times. When change hits, most people burn cycles resisting. I redirect that energy into response: prepare relentlessly, show up fully, and repurpose every outcome into learning. Win or lose, I want the rep.

Practice: After every major call or decision, capture three lines: What did I prepare well? What surprised me? What will I do differently next time? The repetition builds compounding advantage.

“Shrink the bubble.”

When demands stack up, I consciously narrow my focus to the relationships and responsibilities that matter most: my wife, my kids, my team, my leadership, and my customers. If that inner circle is solid, I have the capacity to expand outward and tackle the fires.

The Bubble Drill

List your top five relationships/commitments.For each, write the one action you’ll take today to strengthen trust or move the ball.Do those first. Everything else can wait an hour.

This is not about neglecting the rest of your world. It’s about defending the center so you can lead the edges.

“Some balls are rubber. Some are glass.”

Life and work are constant juggling acts. The mistake is treating every ball like crystal. Glass balls—health, core relationships, integrity—must be caught. Rubber balls—most emails, many meetings, even decent opportunities—bounce. I literally picked this up recently from a conversation with one of my mentors, Quinton Feltner.

Triage Questions

If I drop this, does it harm trust, health, or integrity? (Glass.)Will it matter in ten days? Ten months? Ten years? (Many won’t.)Am I the critical path—or can I empower someone else?

You’ll never have enough time; you can always make better tradeoffs.

“Before you feast, you have to set the table.”

Everyone wants results; few are willing to stage the room. In my world, setting the table means doing the unseen work of relationship equity, cadence, clarity, and follow-through. When the market tightens, buyers don’t stop spending—they become more discerning. Sellers who invested in trust and consistency are invited to dinner.

Table-Setting Checklist

Map stakeholders: who decides, who influences, who blocks.Establish a weekly rhythm: update, next step, ask—minimal friction, maximum clarity.Share value before you pitch: benchmarks, lessons learned, intros—even to competitors when you’re not the right fit. (Yes, I’ve done it. Trust compounds.)Document outcomes and make accountability visible.

Do this long enough and you’ll find yourself “lucky” in Q4.

“Listen first, not pitch.”

In an AI-shaped world, knowledge is cheap and attention is the currency. My job isn’t to recite features; it’s to understand risk, legacy, and constraints from the buyer’s point of view. People aren’t married to their current path—they’re allergic to mistakes. If you don’t understand the risk they see in changing, you haven’t earned the right to ask for change.

The Three Asks on Every Call

“What problems are you under pressure to solve—really?”“What would make this change safe for you and your stakeholders?”“What legacy do you want this initiative to leave behind?”

When you align to those answers, you stop selling and start shepherding.

“Go to where the puck is going to be.”

The rise of AI and automation is an industrial-revolution-level shift. That’s not scary; that’s directional. Study your buyers until you can predict where their needs will be next quarter, next year. Move there early. Bring them with you.

Futureproofing Moves

Inventory your team’s AI literacy; run monthly “use-case show-and-tells.”Translate hype into workflow: What gets faster? What gets safer? What gets measurable?Prototype with customers who trust you; measure outcomes and publish lessons.

Skate forward and you’ll meet less traffic.

“You become the greatest by refusing to quit when everything in you says walk away.”

I keep a copy of the only bad appraisal I ever received. Not to wallow—to remember the feeling and the choice. Like Rocky getting off the mat, greatness is often one decision past exhaustion. Napoleon Hill said most success is found just beyond the point where others give up. I believe that.

The 24-Hour Rule When you take a hit—lost deal, missed promotion—allow yourself 24 hours to feel it. Then transmute it:

What did I control that I didn’t maximize?What was outside my control that I can design around next time?What small action can I take now to reassert momentum?

Pain becomes data. Data becomes advantage.

“If you can sit with your customers in the storm, they will walk with you in the sun.”

When budgets freeze and priorities wobble, be there. Be responsive, transparent, and helpful—even when there’s no PO in sight. I’ve referred prospects to competitors when they were the better fit. That’s not charity; it’s strategy. People remember who protected their interests when things were hard.

Storm Conduct

Communicate early, especially with bad news.Offer options with tradeoffs, not ultimatums.Keep a living risks/assumptions log—shared and visible.Celebrate small wins to sustain belief.

Trust built in headwinds becomes tailwind.

“Do a personal inventory—build a life portfolio.”

I keep a simple wheel posted in my office: health, marriage, parenting, finances, career, spiritual life. You will never be a 10 in every domain at once. But neglect in one leaks into all.

Monthly Inventory (15 minutes)

Rate each domain 1–10.Identify one micro-habit per domain (10 minutes or less daily).Choose one domain to intentionally over-invest in this month.

Balance isn’t static; it’s stewardship.

“Control your controllables.”

My best mornings start with practices—exercise, reflection, planning—before I open the floodgates of email and meetings. If I check the inbox first, my nervous system tries to write the narrative. When that happens, I pause and ask: What story am I telling myself? Who would I be without that story? What am I grateful for? Then I pick the next right action and take it.

Momentum is a choice disguised as a task.

“UNBEATABLE is a love letter to sales.”

Vincent Scott—the protagonist of Unbeatable—was born years ago, but he’s the composite of every seller who’s been counted out, overlooked, and underestimated. He is proof that the point is not the fall; it’s the decision to rise, to serve, and to keep learning. That book is fiction; the lessons are not.

For Every Vincent

Keep the note—the bad review, the rejection, the passed-over email—not as a wound, but as weight on the bar.Work your fundamentals: reps, reviews, role-plays, relationship equity.Obsess over people and process; the number takes care of itself.

We don’t need perfect conditions. We need persistent decisions.

https://www.linkedin.com/embeds/publishingEmbed.html?articleId=7056269561423531272&li_theme=lightAction Playbook: Turn Uncertainty Into Your Advantage (30 Days)

Week 1 — Shrink & Listen

Define your bubble (5 relationships). Do one intentional act for each.Run five discovery calls using the Three Asks. Summarize risk, legacy, constraints.

Week 2 — Table-Setting

Publish a simple weekly cadence doc for your top three pursuits (owners, milestones, risks).Share two pieces of value with no ask (intro, benchmark, lesson learned).

Week 3 — Future Moves

Host a 45-minute internal AI/use-case roundtable. Pick one workflow to pilot.With a customer, co-design a tiny proof of value (one metric, two weeks).

Week 4 — Portfolio & Persistence

Complete the life inventory and start one micro-habit per domain.Apply the 24-Hour Rule to one setback; write and execute your rebound plan.

Daily — Momentum Minimums

20 minutes learning, 20 minutes pipeline crafting, 20 minutes relationship touches.Field Notes & PromptsPrompt: Which ball am I catching today that should be allowed to bounce?Prompt: What would make this change safe for my buyer?Prompt: If I were acting as if results were inevitable, what would I do in the next 10 minutes?Note: Direction beats speed. But once you’ve got direction, speed compounds.ASK FOR CHANGE!

You don’t have to predict every wave. You just have to be the kind of professional who can ride any of them.

Shrink the bubble. Catch the glass. Listen first. Set the table. Skate forward.

And when everything in you says walk away, refuse.

That decision—repeated when it’s least convenient—turns uncertainty into your competitive advantage and you into someone buyers, teams, and families can count on.

Become unbeatable. The world won’t sit still. Neither should you.

Corporate Entrepreneurship — Owning the Outcome When the Lights Flicker

The world of work has never been louder. There’s endless chatter, constant change, and a steady hum of uncertainty. You scroll through headlines about layoffs, AI revolutions, and shifting priorities — and it’s easy to feel like you’re standing in a room where the lights keep flickering.

In those moments, it’s tempting to shrink into routine. To do the bare minimum. To say, “It’s out of my hands.”

But that mindset is exactly what separates the employees who survive from the entrepreneurs who thrive — even inside a massive company.

This is about corporate entrepreneurship: the art of acting like an owner when you don’t own the company. It’s about taking control of what you can, shaping your sphere of influence, and creating value in any environment.

The Invitation Hidden in Uncertainty

Every storm is an invitation to grow.

When things get chaotic — when priorities pile up, inboxes overflow, and pressure builds — I’ve learned to pause, literally. I’ll push my chair back, take a deep breath, and ask two grounding questions:

What does my leader need from me today?What do I owe my team today?

That’s it. Those are the two relationships I can never afford to neglect. Everything else — every meeting, email, and distraction — is a rubber ball. Those two are glass.

This simple reset cuts through the noise. It turns frenzy into focus. And it’s often where leadership begins: not with control, but with clarity.

Uncertainty doesn’t mean the system is broken. It means the system is inviting you to rise.

The Employee vs. the Entrepreneur Mindset

Inside any company, there are two kinds of people:

Those who execute what they’re told.And those who own what they create.

The first group clocks in, checks boxes, and measures success by compliance. The second group redefines success entirely — they measure it by impact.

When I first joined a global tech company, I was one of hundreds of thousands. No one handed me a manual on how to stand out. I didn’t have a blueprint for visibility, influence, or advancement.

So I built one.

I started documenting everything that worked — how to get meetings, build trust, and move deals forward. I mapped patterns, tested theories, and refined processes until they became predictable. That became my internal Moneyball system — a personal operating model to identify and replicate success.

Over time, I called it Plays That Get You Paid.

But the breakthrough wasn’t the framework — it was the mindset. I realized you don’t have to own a company to think like an owner. You just have to own your outcomes.

From Transactional to Transformational

Corporate entrepreneurship starts with a simple but radical question:

“Am I doing work, or am I creating change?”

Employees think in terms of tasks. Entrepreneurs think in terms of impact.

Tasks are what you do. Impact is what happens because you did it.

That shift changes everything. It’s the difference between saying:

“I’m responsible for this project” and “I’m responsible for solving this problem.”“I build code” and “I build solutions that help people live better.”“I manage data” and “I help people make smarter decisions.”

When you stop chasing activity and start chasing outcomes, you become irreplaceable. You move from being part of the process to being part of the mission.

Building a Platform Within a Platform

In any organization, there are walls — hierarchy, bureaucracy, politics. But those walls can also serve as scaffolding if you use them right.

I decided early in my career that I wasn’t going to wait for permission to lead. I started writing articles, creating frameworks, recording podcasts, and helping others learn what I had learned.

None of that was in my job description. But it was in my DNA.

Those experiments became my personal brand — a body of work that extended beyond titles, teams, and even companies. What began as me sharing insights for a few colleagues evolved into a global audience, a published author platform, and the opportunity to coach, speak, and lead across countries.

That’s the beauty of corporate entrepreneurship: it lets you build a platform within a platform. You use the resources, relationships, and reach of a large organization to create something uniquely yours — something that still feeds the broader mission while advancing your personal one.

The Power of Authenticity and Storytelling

People often ask how I became known as a “social seller.” The truth? I never set out to be one.

I just started sharing — the wins, the losses, the lessons. I talked about failure, fear, and reinvention. I showed up as a human first, not as a brand.

That authenticity resonated. It wasn’t polished. It was real. And real builds trust faster than perfect ever will.

In sales, leadership, or any field — the same principle applies:

People buy into you long before they buy what you sell.

Your story isn’t a résumé. It’s your proof of evolution. And when you tell it with honesty and humility, it becomes the bridge between what you’ve done and what you’re capable of next.

Navigating Ambiguity: Control the Controllables

Every great intrapreneur learns this truth early: You can’t control most things — but you can control enough things.

You can’t control re-orgs, markets, or policy shifts. But you can control your effort, mindset, preparation, and response.

When the world around you feels unstable, anchor yourself in what’s solid. In my own career, I’ve been passed over for promotions I thought I deserved. I’ve seen projects dissolve overnight. I’ve lived through leadership changes that reset everything I’d built.

But every time, I learned something priceless: the system doesn’t define me — I define my contribution within it.

That’s what “controlling the controllables” means. It’s not resignation; it’s empowerment. It’s saying, “I may not own the storm, but I own my sails.”

Humanity in a Tech-Driven World

Technology is accelerating faster than ever. AI, automation, and analytics are rewriting how we work. But amid all that, one constant remains: humanity is still the differentiator.

Empathy, curiosity, creativity, and trust — these are the superpowers AI can’t replicate.

The greatest leaders and innovators aren’t those who master tools — they’re the ones who humanize them. They infuse data with purpose, automate with empathy, and lead with heart.

Corporate entrepreneurship demands both halves:

The technician who understands systems.The human who understands people.

That’s where innovation actually lives — in the intersection between the code and the soul.

Collaboration, Recognition, and the Ripple Effect

Entrepreneurship inside an enterprise is not a solo act. It’s a contact sport built on collaboration.

When you figure something out — share it. When you succeed — recognize others. When you fail — document what didn’t work so the next person won’t stumble in the same place.

That’s how innovation scales: by cross-pollination, not competition.

Recognition doesn’t always come as a promotion or bonus. Sometimes it’s a simple “thank you” message, a tag, or a post that says, “You made this better.”

When you lift others up, you elevate the entire ecosystem — and that’s the mark of a true corporate entrepreneur.

Building Your Personal Brand (the Right Way)

Your brand is not what you say about yourself — it’s what others say about you when you leave the room.

Inside a large company, your brand is built on three things:

Consistency: You show up the same way, every time.Competence: You deliver results that speak louder than your words.Character: You do the right thing, especially when no one’s watching.

I’ve always believed in walking decks — simple, evergreen slides or summaries that articulate who you are, what you do, and what you’ve achieved. Not for ego, but for clarity. Because clarity attracts opportunity.

If people don’t know what you stand for, they won’t know when to call you.

So define it. Live it. Share it.

The Pain and the Payoff of Reinvention

I’ve been through seasons where I felt invisible, despite great performance. Where politics outweighed merit. Where exhaustion made me question everything I was building.

But those seasons taught me to separate validation from value.

Validation is external. It’s praise, titles, and recognition. Value is internal. It’s the pride of knowing you did something that mattered.

When you root your worth in validation, you’re fragile. When you root it in value, you’re unbreakable.

That’s how you become unbeatable.

Corporate entrepreneurship is not about rebellion. It’s not about leaving to start your own company. It’s about bringing entrepreneurial energy into whatever room you’re in — transforming it from the inside out.

Becoming the CEO of Your Lane

You don’t need to wait for perfect conditions, perfect timing, or permission. You need to take ownership of your lane and run it like a business.

Ask yourself daily:

What’s my mission?Who’s my customer?What’s my product?How am I measuring success?And what’s the next innovation I’m going to ship?

When you start thinking like a CEO — even within a defined role — you shift from being a participant to being a creator. You start to see that your boundaries were never limits — they were blueprints.

Unbeatable at Any Altitude

Corporate entrepreneurship is not about chaos, ego, or risk-taking for the sake of it. It’s about courage with accountability — taking initiative, driving impact, and doing it ethically, humbly, and relentlessly.

You may not control the market, but you control your momentum. You may not control the noise, but you control your narrative. And when you choose to show up with ownership, humanity, and heart — you’ll realize that you’ve always had more power than you thought.

That’s what it means to be unbeatable. Not because life got easier — but because you got stronger, wiser, and more intentional in how you create value for others.