Carson V. Heady's Blog, page 10

You Can Do Everything Right… and It Can Still Go Wrong. Don’t Quit.

A good friend recently reminded me of a truth that both stings and sets us free:

You can do everything right… and it can still go wrong. Don’t quit. Commit to the right next thing as best as you can.

That sentence sat with me.

Because I’ve lived it. Over and over. And odds are, if you’re reading this, so have you.

We’re taught early on—consciously or not—that effort leads to outcome. That if we check all the boxes, follow the playbook, show up early, stay late, and give everything we’ve got, then the reward will follow.

It’s a comforting narrative. Until life shatters it.

Because sometimes… you do everything right. And it still. Goes. Sideways.

When the Process Fails You

You built the pipeline, ran the cadence, nurtured the relationship, delivered the perfect pitch. You forecasted conservatively, managed expectations, and asked all the right questions. And the deal still fell apart in legal. Or stalled out in procurement. Or was lost to “do nothing.”

Or…

You poured your heart into a project, a team, or a dream… You worked the long hours, skipped the personal time, bet on the vision. And then a reorg swept it all away.

Or…

You invested in someone. Coached, mentored, advocated for them. And when it came time to stay the course—they left. Or they turned. Or they didn’t believe in you the way you believed in them.

Or…

You did the right thing. The ethical thing. The courageous thing.

And it cost you.

I’ve made very intentional decisions that I’d make again that sent me on a trajectory that at the time brought pain. And I’d do it again.

This Is the Part No One Prepares You For

It’s not just the failure. It’s the confusion that follows.

You sit with the wreckage and ask: “Did I miss something?” “Should I have done it differently?” “Why does this keep happening?” “Was any of it worth it?”

If you’re a high achiever—a heart-led leader, a mission-driven professional, or someone who lives to serve others—this is particularly brutal.

Because when you give it your all, when you play the long game, when you care that much, and it still falls apart…

It hurts in ways that numbers can’t show.

The Temptation to Quit

It doesn’t always look like quitting your job or walking away from your dream.

Sometimes, quitting is internal.

You stop caring quite as much. You stop trusting as easily. You lower your expectations, play it safer, speak up less.

You go from fully invested to barely protecting yourself.

I’ve been there. I’ve done the math on whether continuing to give my best is worth the pain of heartbreak when it doesn’t pan out. I’ve talked myself into being more “realistic,” more “guarded,” more “strategic.”

But in doing so, I also risked losing my fire.

And that’s the part we can’t allow.

What You Can Control

You can’t always control the outcome. You can’t always control the system, the timing, or the decisions made in back rooms you’ll never enter. But you can control your next step.

That’s what my friend reminded me of: Don’t quit. Commit to the right next thing as best as you can.

Not the perfect thing. Not the thing that guarantees applause or results or validation. Just the next right thing.

It might look like:

Reaching out to someone who encourages you.Getting feedback from a trusted mentor to recalibrate.Letting yourself rest for a bit without guilt.Taking five minutes to journal what you’re grateful for today.Picking up the phone and trying again—one more time.This Is for You, in Whatever You’re Facing

If you’re reading this and going through something that feels unfair or disheartening, I see you. And I want you to know you’re not alone.

Maybe you:

Lost the job you loved despite doing everything to save it.Worked yourself into burnout and feel like you have nothing left to give.Gave everything to a relationship—personal or professional—and now it’s gone.Have been hitting dead ends in your career and wondering if you’re even on the right path.Keep doing right by others, but it feels like no one sees it—or you.

Whatever it is… please hear me: You are not broken. You are not cursed. You are not failing.

You’re being forged.

You’re being prepared for something that may be just a little further down the road.

And the only thing you need to focus on is the next step that aligns with who you are and what you know to be good, true, and right.

Practical Advice for When It All Goes Wrong

When you’re in the fog, it can be hard to see clearly. So here’s some guidance I try to come back to:

1. Feel It Fully

Don’t bypass the pain. Acknowledge it. Journal. Talk to someone. Pray. Cry. This isn’t weakness—this is processing. You can’t heal what you pretend doesn’t hurt.

2. Audit the Situation

Ask yourself:

What was in my control?What wasn’t?What did I learn?How will this shape the way I lead/move/create going forward? 3. Anchor in Your Values

What are the non-negotiables about how you want to live, lead, love, and work? Re-ground yourself in those.

4. Take Micro-Steps

You don’t need a five-year plan. You need one next right move. Don’t overthink it—just act in alignment with your values.

5. Surround Yourself with Truth-Tellers

Find people who will call out your gifts even when you’ve forgotten them. People who will sit in the ashes with you without rushing to fix things, but will also remind you of your strength.

6. Remind Yourself Who You Are

Revisit your greatest hits. Read that message someone sent thanking you. Remember the wins. Not to inflate your ego—but to remember that your work does matter. That you matter.

The Real Success

In the end, success isn’t about always getting it right.

It’s about staying in the fight when it goes wrong.

It’s about being someone who keeps showing up, who keeps doing good work, who keeps investing in others, even when the returns aren’t immediate or obvious.

That’s who I want to be. That’s who I believe you are. And that’s who the world needs more of.

So no matter what has gone wrong lately…

Please don’t quit.

Choose courage over comfort.

Faith over fear.

Progress over perfection.

And simply take the right next step.

#LeadershipLessons #FaithInTheProcess #NextRightThing #Don’tQuit #Resilience #GrowthMindset #MotivationMonday #AuthenticLeadership #ThisTooShallPass

The Hidden Language of Sales Compensation: Why I’m Committed to Demystifying It for My Team

Let’s talk about something that rarely gets the spotlight but absolutely deserves it—sales compensation.

For years as an individual contributor, I was laser-focused on one thing: selling. Get the deal. Move the pipeline. Hit the number. Win the contest. Repeat. But even while delivering results, there were times I didn’t fully understand how my paycheck was calculated, what actions were actually tied to my promotions, or how to navigate the maze of incentives and awards.

And I’ll be honest—I wish someone had pulled back the curtain. I wish someone had taken the time to walk me through exactly how I could maximize my outcomes, not just in sales, but in my career.

Now, as a leader, that’s become a non-negotiable part of my job.

It’s More Than “Sell More”

When I stepped into leadership, I made a conscious decision: I wasn’t just going to manage quotas—I was going to manage clarity.

Because here’s the truth: No one performs at their best when they’re confused or in the dark. And yet, I’ve seen it time and time again: amazing sellers working around the clock, grinding it out—but unknowingly leaving money, recognition, and advancement on the table because the system feels too complex to decode.

So I’ve made it my mission to demystify it.

Here’s What I Now Do for Every Member of My Team: Demystify the Paycheck

I walk them through how their comp plan works—not just once, but regularly. We break down accelerators, multipliers, how services or renewals factor in, and what levers they can actually pull to hit bigger numbers. Not hypothetically—concretely. No mystery math. No vague charts. Just real transparency.

Illuminate the Path to Promotion

Promotions aren’t just about hitting your quota. They’re about leadership, initiative, influence, and internal brand. I help my team connect those dots. We map out career paths and tie their daily actions to long-term goals. We talk about reputation currency, not just revenue currency.

Unpack the Big Awards

President’s Club? Circle of Excellence? Top 1%? I make sure my team knows exactly what it takes to qualify, to stand out, and to win. We analyze winners of years past—not to compare, but to understand the patterns of excellence that lead to those outcomes. Because recognition fuels confidence, and confidence fuels consistency.

Maximize the Career

I don’t just want my people to sell more. I want them to grow. I want them to walk into their one-on-one with their next manager or exec and be able to articulate their impact, their vision, and where they want to go. I want them to look back at their time under my leadership and say, “That’s where I leveled up.”

Why This Matters

Because sales is hard enough already.

Because even top performers can get discouraged if they don’t understand the rules of the game. Because when you lead with clarity, transparency, and purpose—you unlock another level in your people.

I’ve had people on my team tell me, “No one’s ever explained this to me before.” I’ve had folks tell me our one-on-ones were the first time they saw a clear path forward—not just to hit goal, but to win big.

That’s what inspires results.

Yes, my team performs. Yes, they sell. But it’s not because I preach pipeline and numbers every single conversation. It’s because I care enough to help them decode the game.

And when people feel understood, supported, and seen—they show up different. They show up better.

A Note to Sales Leaders:

If you’ve ever found yourself frustrated that your team isn’t “getting it,” ask yourself: Have you made it easy to understand? Are you giving them a compass, or just asking them to run faster?

Sales commissions and incentive plans will always be layered. Promotions will always have some nuance. Awards will always feel aspirational.

But we don’t need to keep those things mysterious.

Shine a light. Break it down. And watch your team rise.

I’m no longer just a player on the field—I’m a coach. And the best coaches? They don’t just yell plays from the sideline.

They teach. They guide. They inspire clarity.

Because clarity breeds confidence. And confidence wins.

What’s one thing you wish you had understood earlier in your sales career? Drop it in the comments—I’d love to learn from you too.#SalesLeadership #CareerGrowth #SalesComp #IncentivePlans #PresidentClub #SalesCoaching #LeadWithClarity #TransparencyMatters #SalesSuccess

Read the Room Before You Lead the Room: Mastering Situational Awareness in Business and Life

I’ve walked into a thousand rooms thinking I was ready.

Sometimes I was. Other times… not so much.

I’ve learned—sometimes the hard way—that one of the most vital yet underestimated skills in business (and frankly, in life) is situational awareness.

Not just showing up prepared with your deck. Not just knowing your product or your pitch. But walking into a conversation with your eyes and ears wide open, reading the room, and understanding the emotional, relational, and political climate before you speak.

What Is Situational Awareness?

Situational awareness is more than just knowing who’s in the room or what the meeting’s about. It’s being attuned—to energy, to tension, to dynamics, to what’s being said and what’s not being said.

It’s recognizing:

Who’s dominating the conversation—and why.Who’s silent—but influential.Whether people are curious or closed off.If your presence adds value or noise.When to push forward—and when to pull back.

Situational awareness is about empathy in action. It’s emotional intelligence mixed with strategic observation. And yes—like any skill, it’s one I’m still working on.

Candid Confession: I’ve Missed the Mark

I’d love to sit here and tell you I’ve always nailed this. But that wouldn’t be honest.

There have been times when I came in guns blazing—driven by my agenda, energized by the momentum of my own ideas, eager to add value—and I completely misread the tone of the room.

Maybe a stakeholder had just gotten bad news before the meeting. Maybe the client wasn’t ready for solutions—they needed to vent first. Maybe the meeting wasn’t the right time to push my topic forward, no matter how passionate I was about it.

When you miss the mark on situational awareness, it doesn’t matter how brilliant your ideas are. You can inadvertently derail a conversation, shut someone down, or—even with the best of intentions—come across as tone-deaf.

I’ve learned the hard way that even the best content in the world won’t land if it’s delivered at the wrong time, in the wrong tone, or to an audience that isn’t receptive.

Why Situational Awareness Matters

Because people remember how you make them feel.

You can be the smartest person in the room, but if you bulldoze over others’ ideas, talk over someone who’s having a tough day, or ignore the cues that tell you now’s not the time—you lose trust. And once you lose trust, everything else becomes ten times harder.

Situational awareness builds:

Trust – People feel seen, heard, and respected. Understanding – You learn what really matters to others. Timing – You know when to speak and when to listen. Effectiveness – Your message hits the mark more often.

And here’s the kicker—when you develop this skill, people start gravitating toward you. Because in a world of noise, it’s rare to find someone who truly gets it.

How I’m Learning to Be More Mindful

Here are a few practices I’ve adopted—and continue to refine—to stay sharp when it comes to situational awareness:

1. Pause Before You Push

Before I start talking, I ask myself: What’s the vibe here? Is this the right time to drive this point? Have I heard what matters to them yet?

You don’t need to be the first voice in the room to lead. Sometimes, the most powerful thing you can do is wait, listen, and then contribute.

2. Study the Human Dynamics

In every meeting, there are invisible power structures. Who do others look to for cues? Who holds the real influence—even if they’re quiet?

I’ve learned to observe body language, facial expressions, who people defer to, who they avoid, and where the unspoken alliances lie.

3. Ask Questions, Not Just Make Points

Instead of rolling out my agenda like a red carpet, I start by asking: “What’s top of mind for you right now?” “What’s keeping you up at night?” “Where are you hoping to get value from today’s discussion?”

It reframes the conversation and centers it around their needs, not mine.

4. Check My Ego at the Door

Sometimes, the reason we miss the room is simple: ego.

We want to be right. We want to be impressive. We want to prove our worth. And while those are natural impulses, they’re also blockers to true connection.

I’ve learned to remind myself: This isn’t about me. It’s about helping them win.

5. Reflect and Reset

After meetings, I ask myself: Did I listen more than I talked? Did I meet the moment, or miss it? What would I do differently next time?

We grow by reflecting—not by assuming we always got it right.

Signs You Might Be Missing the Room

Be honest with yourself. If you’ve heard feedback like:

“Let’s revisit this later.”“I don’t think that’s our priority right now.”Or worse, silence or confusion after you speak…

It may be time to pump the brakes and recalibrate.

Reading the room is not about being fake. It’s not about watering down your ideas or hiding your passion. It’s about respect.

Respect for the moment. Respect for the people. Respect for the dynamics you’re stepping into.

It’s about showing up fully present, with your antenna up and your ego down.

And yes—I’m still working on this. But the more I practice it, the more I realize: the most powerful message in the world means nothing if it’s delivered to the wrong audience at the wrong time in the wrong way.

So, next time you walk into a room—whether it’s a meeting, a pitch, or even a tough conversation—don’t just show up.

Tune in. Look around. Ask. Listen. Then lead.

Because when you truly read the room, you’re not just more effective—you’re more human.

Have you ever missed the mark on situational awareness? What are your cues that tell you when it’s time to speak up—or shut up?

#LeadershipDevelopment #EmotionalIntelligence #SalesStrategy #SelfAwareness #CareerGrowth #SituationalAwareness #ProfessionalDevelopment #BusinessCommunication #ReadingTheRoom

84% of People Believe in Something. Why Faith Has Been My Anchor in the Storm.

We live in a world that’s louder than ever — about everything.

Politics. Business. Personal branding. Mental health. AI. Motivation. Strategy.

But the one thing that we don’t talk about much — at least not publicly, not professionally — is faith.

And yet, 84% of the world’s population identifies with a religious group. Let that sink in.

Faith isn’t fringe. It’s foundational. It’s something most people believe in at some level, and for me? It’s everything.

And if it’s not for you, that’s OK, too.

Faith Has Been My Anchor in the Storm

I’ve had moments in my life when everything looked like it was falling apart.

The job wasn’t going right.

The critics were loud.

The inbox was full but my heart felt empty.

I was being judged, misunderstood, and underestimated.

I was pouring everything into work, but it didn’t feel like enough.

Through it all, my faith has been a constant.

My faith has been a lens by which everything becomes clear, no matter how murky it was when I was going through it. Looking back at my life, I know now exactly why I went through every horrible, painful, debilitating experience.

Where am I being called? What’s my purpose?

The only thing that didn’t change. The only thing that reminded me that my identity wasn’t tied to my output, my title, or my paycheck.

The Foundation I Build Everything On

I’m blessed to have pastors who don’t sugarcoat it. They speak truth — relatable stories about real people, real struggles, and the very real danger of tying our identity to things like:

Money

Career

Recognition

Influence

We all know it deep down — the second we let our worth be defined by the metrics of this world, we’re building a house on sand.

Because guess what?

That job can be gone tomorrow.That bonus can disappear.That praise can turn into silence.That “platform” can vanish overnight.

But faith? That’s the rock. That’s what keeps you standing when the storm hits.

And it’s not up to me to comprehend why the crucible is forging me; only to be open to where it’s going.

What Are We Worshiping?

You don’t have to bow before a golden statue to worship a false god.

Sometimes the false gods look like promotions. Sometimes they look like hustle. Sometimes they look like “just checking one more email before bed.”

What are you sacrificing to those things?

Your peace?

Your health?

Your relationships?

Your purpose?

I’ve been there.

I’ve chased the next win and ignored the whispers telling me to rest, to trust, to just be still. I’ve let fear and pressure make decisions that faith should’ve guided.

And when everything got quiet — when the crowds faded and the calendar cleared — it was my faith that met me there. Always.

The Most Powerful Presence in My Life

This isn’t about religion versus relationship. This isn’t about telling anyone what they should believe.

This is me saying — if you’re searching, if you’re struggling, if you’re stretched beyond your limit — you’re not alone.

And there is a peace that surpasses understanding. There is a love that doesn’t go away when you mess up. There is a foundation stronger than your resume, your revenue, or your reputation.

I’m not here to throw my beliefs in anyone’s face, only to say that your beliefs – especially when you feel alone or abandoned or unseen – can be the guiding light that keeps you going.

#FaithAtWork #Leadership #Resilience #Purpose #Authenticity #MentalHealth #SpiritualGrowth #PersonalDevelopment #Vulnerability

Pressure Is a Privilege: Why High Performers Break Down, Bounce Back, and Lead With Grace

We’re all feeling it. The tension. The weight. The pressure.

Everywhere I look lately, stress levels seem to be at an all-time high. People are wound tight. Short-fused. Frazzled. And I get it — the demands have never been greater. The expectations, louder. The noise, deafening.

Whether you’re leading a team, chasing a quota, raising a family, or simply trying to keep up in a world that never stops — the pressure is very real.

But here’s the thing I’ve come to believe after 25 years in the game and 46 years on this earth:

Pressure is a privilege.

Perspective Changes Everything

Not long ago, I ran into an old friend I hadn’t seen in ages. He started pouring out story after story about the chaos going on in his life — personal, professional, all of it. He was clearly in a dark place.

But what struck me most?

He was almost… shocked… that I stopped to talk.

He said, “Carson, I know how slammed you are. You’ve got a million things going on. You didn’t have to take time for me.”

But here’s what I believe:

People and relationships are everything. When someone’s drowning, they don’t need you to throw a rope — they need you to get in the water with them.

I told him what I’m telling you right now.

I’d rather have a crazy, chaotic, pressure-filled day than one that’s empty, quiet, and void of purpose.

Because I’ve been there too — when no one reached out. When the calendar was bare. When I felt invisible. That kind of quiet can be deafening.

Grace for Others. Grace for Yourself.

We all react differently to pressure. Some shut down. Some lash out. Some internalize until they break.

You never know what someone’s carrying when you see them smiling on a virtual call or crossing the hallway.

So let me say this clearly:

Show grace. Extend understanding. Assume good intentions. And when in doubt — lead with love.

That includes yourself, by the way.

Because even if you’re like me — high-pressure threshold, battle-tested, forged in fire — you’re still just human.

And that’s not a flaw. That’s a feature.

The Doc Rivers Principle

There’s a quote from the Netflix series The Coach’s Playbook that I’ll never forget. Doc Rivers said:

“Pressure is a privilege.”

We often pray for opportunity… for growth… for next-level promotion… and then when it shows up dressed like pressure, we run.

But here’s the reality: Pressure is proof that you’re trusted with something valuable.

You don’t feel pressure unless you’re playing in a game that matters.

So I’ll take the weight. I’ll carry the load. I’ll welcome the chaos. Because it means I’m in the arena.

What I Can Control

Now, that doesn’t mean I don’t get tired. That doesn’t mean I don’t have moments of frustration. That doesn’t mean I don’t need to reset.

There are still days I run out of steam.

But what gives me peace?

I’ve made peace with the fact that:

I can’t be everything to everyone.I can’t fix every problem.I can’t carry the world.

But I can turn over every stone. I can leave every ounce of myself on the field. I can control how I show up — with integrity, with effort, and with faith.

And that’s enough.

Hakuna Matata and Eternal Perspective

There’s a reason The Lion King stuck with so many of us. “Hakuna Matata” — no worries — isn’t just a catchy Disney tune. It’s a mindset.

This world is not the endgame. It’s not the final chapter. And my faith anchors me in the chaos.

I believe in something bigger. I believe in a purpose greater than pressure. And I believe that every tough moment, every firewalk, every high-stress season is preparing me — not just for what’s next, but for who I’m becoming.

If you’re feeling it right now — the weight, the overwhelm, the panic — you’re not alone. You’re not weak. And you will get through it.

Give yourself grace. Give others grace. And remember — the pressure you feel today may just be the privilege of playing in a bigger game tomorrow.

What’s your relationship with pressure? Is it crushing you — or sharpening you?

Things you can do today:Be present — a five-minute conversation can change someone’s day.Lead with grace — everyone’s fighting battles you don’t see.Reframe the stress — pressure means you’re playing for something that matters.Reset often — breathe, pray, journal, whatever gets you back to center.Focus on what you can control — and release what you can’t.

#LeadershipDevelopment #EmotionalIntelligence #Resilience #FaithDrivenLeader #MentalHealthMatters #HighPerformanceHabits #PersonalGrowth #GraceUnderPressure #PressureIsAPrivilege

I’m Past That Now: Why Letting Go of Ego is the Most Powerful Career Move You’ll Ever Make

“I’m Past That Now.” The Most Freeing Realization of My Career.

There’s a quote from Michael Jordan—during his return to the NBA with the Washington Wizards—that’s stuck with me for years:

“All of the ego and stat-chasing these young guys go through, I’m past.”

At the time, MJ was no longer the MVP or the spotlight-stealer. He was a 40-year-old veteran surrounded by rising stars, playing a different role entirely. But those words hit differently now that I’m at this stage in my own journey.

After 25 years in sales—through every imaginable peak and valley—I’ve finally reached a place of clarity that feels almost… weightless.

I used to chase the numbers. I used to obsess over recognition, over leaderboards, over being seen, being heard, being known. I wanted to win, to stand out, to prove I belonged. That hunger served me well for a time—until it didn’t. Until it started to blur the line between ambition and identity.

But something’s shifted. And frankly, my results, discipline and focus are the best they’ve ever been.

Now, when I’m on a massive conference call with top execs and customers, I’m quiet more often than I speak. Not because I don’t have thoughts. But because I no longer need the spotlight. I’m not here to jockey for airtime or outshine the person next to me. I’m here to contribute. Period.

It’s a different kind of power—one rooted in peace rather than pride.

I’ve come to realize that the most effective leaders aren’t the ones who say the most. They’re the ones who listen the best. Who know when to step in, and when to elevate others. Who understand that the greatest legacy is not built through self-promotion, but through service.

And let me tell you—it’s freeing.

I no longer measure my worth in metrics alone.

I don’t feel the need to post for vanity; I post to add value.

I don’t hustle for clout; I build community.

I don’t speak to be heard; I speak when it helps.

I don’t fear being overlooked; I’m focused on lifting others up.

The irony? This mindset shift has made me more impactful than ever. Because people can feel the difference between someone trying to be important, and someone trying to make a difference.

That’s where I live now.

I used to show up to get ahead. Now I show up to help others get ahead. To listen. To serve. To quietly contribute to the win behind the scenes. To build champions instead of always being the one trying to wear the crown.

You may not see me doing backflips for likes. You may not hear my voice dominating the call. But you’ll see the impact in the outcomes. You’ll feel the support behind the scenes. You’ll see others shine a little brighter because someone believed in them when they needed it most.

And if you’re in a season of your career where you’re still scratching and clawing to be seen—I get it. I was there. You may need to prove yourself for a while. But trust me when I say: there’s something on the other side of all that hustle that’s even more rewarding.

It’s called purpose.

It’s when you stop showing up for you and start showing up for them. For your team. Your clients. Your peers. The next generation.

It’s when you finally say:

“I’m past that now.”

And in doing so, you become someone they’ll never forget.

#LeadershipMatters #EgoFreeLeadership #QuietImpact #ServantLeadership #CareerGrowth #AuthenticLeadership #SalesLeadership #EmotionalIntelligence #Leadership

You’re Not Stuck. You’re Just Between Chapters.

There was a moment—late at night, a few years back—when I sat alone in my home office, surrounded by to-do lists, emails I hadn’t responded to, a looming deadline, and the deafening silence of feeling stuck.

On paper, everything was going well. I had a successful career. I was earning respect and recognition. I had my dream job. But internally, I felt stalled. Like I was standing in the hallway between two doors: one I had already closed and another I wasn’t sure how to open.

It took me a long time to realize something that changed everything for me, and I want to share it with you in case you’re standing in that same hallway.

You’re not stuck. You’re just between chapters.

Life and Career Aren’t Straight Lines. They’re Stories.

I used to think that success was a ladder. Climb one rung, then the next. Get the title. Close the deal. Earn the recognition. But that’s not how it works—not really.

Success is a story. And like any story worth telling, there are plot twists. There are chapters where everything clicks. And there are chapters where everything feels like it’s falling apart or moving in slow motion.

I’ve had both.

There was the chapter where I was struggling personally and driving 2 hours per day to work in a hostile and toxic work environment.

There was the chapter where I was laid off twice in 2 years and had to reinvent myself completely at age 35.

There was the chapter where I joined Microsoft, wide-eyed and full of dreams, unsure if I could really thrive in such a fast-paced, high-performance environment.

There was the chapter where life kept pelting me relentlessly—and still had to lead calls, mentor others, and show up for work like nothing happened.

And there was the chapter where I closed the biggest deal of my life—only to realize that external wins don’t fix internal emptiness.

What I’ve Learned from Every Chapter

Every chapter taught me something vital—not just about business, but about me. Here are the building blocks that helped me navigate them all:

Gratitude is the key to perspective. I started journaling daily, even during the chaos. I noticed how investments I made years ago—relationships, routines, reputation—were paying dividends today.

Your energy is your most valuable asset. Not your time. Not your title. The energy you bring into rooms, meetings, and relationships defines your impact. Protect it. Nurture it. Restore it when it runs low.

You don’t need all the answers—just the courage to keep asking better questions. “What can I learn from this?” “Who can I serve today?” “How can I grow through this?”

Your story matters—especially the messy parts. Don’t hide them. Share them. That’s where connection is born. That’s where leadership lives.

Practical Advice You Can Put Into Place Today

Start building your next chapter—right now. Don’t wait for a title, a promotion, a miracle. What can you do today that your future self will thank you for? Make the call. Send the note. Record the idea. Take the walk. Forgive yourself.

Tell your story—even if it’s unfinished. Someone out there needs to hear it. Use LinkedIn. Use your team meetings. Use the next coffee chat. Be real. Vulnerability isn’t weakness—it’s the strongest bridge you can build.

Define your win—daily. Not in terms of revenue or likes. But in moments of impact, gratitude, clarity, and progress. Success doesn’t always shout. Sometimes it whispers, “You’re doing great—keep going.”

The Chapter You’re In Is Preparing You for the One You’re Meant to Write Next

If you’re feeling stuck, stagnant, or unsure—it’s okay. You’re not broken. You’re just becoming.

You are gathering the tools, experiences, battle scars, and breakthroughs that will shape your next big leap.

And when you finally turn the page and see what was waiting for you?

It’ll be worth every step that got you there.

What’s your next chapter about?

I’d love to hear from you:

What chapter are you in right now?

What’s one lesson from your past that’s shaping your present?

#Gratitude #Leadership #CareerGrowth #Storytelling #AuthenticLeadership #MotivationMonday #LinkedInCreators #MentalResilience #ProfessionalDevelopment

Salesman on Fire: A Life Lived Loud, Led with Purpose

You may know me from LinkedIn posts, podcasts, books, webinars, or keynotes. You may have read my stories about sales, life, resilience, and mindset—or maybe someone sent you a video or a post where I spoke candidly about failure, faith, or personal reinvention.

But long before I ever hit “record” or put pen to page, I was just a kid growing up in Missouri—blessed with big dreams, a love for storytelling, a relentless competitive fire, and, if I’m being honest, a heavy heart carrying far more than most people ever realized.

My name is Carson V. Heady. And this is the story of how I got here.

It’s not just a story about sales or success. It’s a story about family, faith, pain, purpose, and choosing to stand back up every time life tried to knock me down. It’s a story about living with intention in a world that tries to distract you from everything that truly matters.

My upbringing was a blend of simplicity and complexity—small-town values with big-time dreams. I was surrounded by good people. Hardworking people. People who believed in doing the right thing even when no one was watching.

I grew up with a pen in one hand and a dream in the other. I wrote stories as a kid—not just because I loved the craft, but because I had to. It was my therapy, my joy, my way of making sense of the world. That passion never left me. It’s why I write today.

I’ve worked in sales for over 25 years, starting in a call center. I know what it’s like to grind on the front lines, making 100 cold calls a day, hustling for every dollar. And I know what it’s like to lead large teams, drive 9-figure deals, and walk into the C-suite with confidence because you’ve earned your seat at the table.

The thread that’s run through all of it? Passion. Persistence. People. I’ve never sold just a product. I sell outcomes. I build relationships. I serve others. And that, to me, is what sales should be about.

I’ve written five books. Each one is a time capsule of a different phase of my life:

Birth of a Salesman: A fictionalized journey of a young man trying to make it in the sales world. Raw. Real. Reflective.Salesman on Fire: A sequel that delves deeper into the challenges of sales leadership and personal ambition.The Salesman Against the World and A Salesman Forever: A gritty and honest portrayal of fighting for your place in a world that doesn’t hand you anything.The Show Must Go On: My most personal work yet—a reflection on reinvention, resilience, and rising from the ashes.

I’ve hosted and co-hosted podcasts like Mastering Modern Selling and Connected Teamwork, bringing on incredible guests to explore sales, leadership, growth, and mindset.

I speak at events, mentor emerging talent, and create content daily because I believe in giving back. I believe in lifting others. I believe in using your voice, your story, your platform to help someone else keep going.

At this stage of my life, I’ve gained clarity: So much of what we chase—money, approval, status—is just dopamine. We spend decades looking for validation in the wrong places, avoiding our pain, numbing out, or overworking. I’ve done all of it.

But these days, I seek stillness. Presence. Love. Joy. Purpose.

I’m here to leave a legacy—not just of what I built, but who I became in the process. Not just of what I achieved, but how I made people feel. Not just of what I wrote, but what I lived.

Chapter Eight: What I’ve Learned

Lessons from the grind:

No one is coming to save you. You’ve got to put in the work—every day.Relationships are the true currency of life and business.Your mindset is your most valuable asset.

Lessons from the heart:

Be vulnerable. It’s not weakness; it’s your greatest strength.Love your people loudly and often.Gratitude will rewire your brain and change your life.

Lessons from the fire:

Pain is your teacher if you let it be.Failure isn’t fatal—unless you let it stop you.Reinvention is always possible. Always.

I’m still here because I believe someone out there needs to know they’re not alone. They can rebuild. They can change careers at 40. They can bounce back from heartbreak, from rock bottom, from burnout.

They can write that book. They can speak their truth. They can find love again. They can reconnect with God. They can change the world—starting with themselves.

#Leadership #PersonalGrowth #SalesLife #FaithInBusiness #Resilience #AuthenticLeadership #MindsetMatters #Storytelling #Motivation

The Calm in the Chaos: Why Keeping a Steady Hand on the Wheel Is the Ultimate Superpower in Life and Leadership

Keeping a steady hand on the wheel no matter what is thrown at you is a superpower. What do you do when everything is falling apart around you? I don’t mean metaphorically. I mean really falling apart.

A family emergency hits right before a big customer presentation.

You just got gut-punched by news that changes everything.

You’re mentally and emotionally wiped out — and yet, your calendar is full, your inbox is overflowing, and people are counting on you to show up like nothing’s wrong.

I’ve been there. More times than I care to count.

And in those moments, the greatest superpower I’ve found isn’t brilliance or bravado.

It’s calm.

It’s control.

It’s keeping a steady hand on the wheel when the road gets bumpy, the weather gets dark, and the entire crew looks to you and asks — “what now?”

In my life and career, I’ve had to master the art of not reacting from a place of fear. Of not showing my cards — even when the deck felt stacked against me.

People don’t follow panic. They don’t rally around chaos. They need calm. They need clarity. They need you to see the storm, but not become the storm.

Behind the curtain, I’ve taken phone calls that shattered me, only to jump on a virtual meeting moments later and deliver a high-energy keynote.

I’ve listened to procurement tear me down, escalate over my head, and insult me on camera — and responded with professionalism, poise, and purpose.

I’ve bled in silence, smiled through pain, and led through the fog when I had no idea where the road ahead would lead.

But here’s the truth: You’re allowed to feel. You’re just not allowed to let fear drive the car.

You can acknowledge the chaos without becoming chaotic.

You can recognize the unknown without shutting down.

You can feel the weight, but still lift up others.

Because when you do… that’s when people trust you.

That’s when they say, “if he’s not freaking out, maybe we don’t need to either.”

That’s what leadership looks like in the real world.

That’s what presence feels like.

That’s the superpower that separates the good from the great — not just in sales, not just in business — but in life.

So let me ask you this — and I mean this sincerely:

When the pressure rises, the market shifts, the emotions swell and the stakes skyrocket…

Are you the calm in the storm?

Or are you the chaos?

#Leadership #MindsetMatters #CalmInTheStorm #SalesWisdom #MentalToughness #EmotionalIntelligence #ShowMustGoOn #ExecutivePresence #Resilience

Stop Selling. Start Leading: The Timeless Habits That Set Elite Sellers Apart

Old School Wins: Why the Sales Fundamentals Are Your Secret Weapon in the Age of AI

There’s a reason the fundamentals never go out of style.

This week on Mastering Modern Selling, I had the absolute pleasure of sitting down with Brandon Lee , Tom Burton , and the legendary Tim Wackel —one of the most respected voices in sales coaching and enablement.

What followed was a deep, hilarious, and highly practical dive into the truths that every sales professional must internalize to thrive today, especially in a world oversaturated with automation, AI, and digital noise.

“Selling was a skill you learned… and you had conversations with people.”

Tim’s journey is a powerful reminder of what matters. Four decades ago, there were no CRMs, no email, no cell phones—just conversations, connections, persistence, and skill. He began his sales journey at HP, learned the ropes through intense training, and eventually found his calling as a coach and trainer.

Today? He trains others on the same principles that have always worked—and always will.

The Fundamentals That Never Die

We covered a ton of ground, but five truths stood out that every seller should engrain into their DNA:

1. Define Your Target List

Out of sight = out of mind. If you’re not seeing who you’re chasing, you’re probably not chasing them. Tim recommends a visible, tangible list right in front of you every day—on paper, on your wall, on your monitor.

“Nobody defaults to prospecting at 4:15 on a Friday afternoon.”

2. Craft a Real Sales Story

Not just a pitch. Not a feature list. Not marketing fluff. Your story should answer:

Who do I help?What specific results do I drive?Why can’t they get those results without help?How do they feel about that problem?What makes me different?

“Don’t sound like it’s your idea—make it sound like it’s theirs.”

3. Master the Art of Follow-Up

Following up isn’t checking in. It’s:

Adding insightDelivering valueMaking it fun or unexpectedCreating curiosity

“Don’t say you’re calling to touch base. In Texas, we have a restraining order for that.”

4. Get Unapologetically Curious

The best reps talk less and ask more. Curiosity isn’t a soft skill—it’s your superpower. You earn the right to sell by listening, diagnosing, and showing you understand the why behind the what.

“You sell more through what you ask than what you say.”

5. Present Solutions Like They’re the Customer’s Idea

After listening and understanding? The solution writes itself. It’s not about a slick pitch—it’s about making the customer feel seen and heard.

“If you’ve done discovery well, the answer becomes obvious… and it sounds like their idea.”

Habits of High Impact Sellers

Tim’s secret? He plans his week—every single Sunday night.

Plan the week before it starts

Time block religiously

Prospect every day—even when it’s hard

Stay curious and learn from others

Ask for help, copy the top performers, and drop your pride

“I asked 100 reps if they knew who the #1 rep was last year. Almost everyone raised their hand. I asked how many of them reached out to that person to learn from them… zero hands went up.”

Time Wasters & Deal Dead Ends

Stop falling in love with deals that don’t love you back.

We get addicted to “hopium” — believing something might close when all the signs say otherwise. Don’t waste your time on maybe. Close for the next step, not just the sale.

“Send me a proposal” is not a next step. Tie a calendar invite to every single ask.

Tip: Use subject lines like “Did I do something wrong?” or offer multiple choice emails to re-engage prospects. Make it easy for them to respond—don’t make them write an essay.

LinkedIn and the Prospecting Process

Tim and I are both proof that LinkedIn—when used right—is still gold.

You don’t need to pitch. You need to:

Get the meetingShow valueBe curiousListenFollow throughStay consistent

“Sometimes the old ways are the best.”

Between scratch-off lottery tickets, handwritten notes, and LinkedIn invites with genuine connection requests, Tim’s approach blends old school hustle with modern tools. And it works.

Internal Selling Is Still Selling

Sometimes the hardest person to sell is your own manager. If they don’t understand your process, show them the results. Make your process speak their language—whether it’s meetings booked, executives engaged, or unique wins unlocked.

“The best calling card is results. And when you don’t have those, hustle stats help.”

Just Get 1% Better

You don’t need to hit a grand slam today. Just get a hit. Put bat on ball.

“If you get 1% better today and do that every day, in 72 days you’ll be twice as good as you are right now.”

Forget hopium. Forget shortcuts. Embrace the grind. Respect the process. Focus on consistency. That’s what separates the pros from the posers.

Key Takeaways (Put These into Practice Today):

Plan your week on Sunday

Time block your day into 2-hour segments

Keep your prospect list visible

Master your sales story — customized and concise

Get curious. Ask better questions.

Always close for the next step

Be a sponge — learn from top reps

Use LinkedIn to get meetings, not pitch decks

Say “no” to hopium. Say “yes” to discipline

If you’ve been struggling to find your groove in this digital whirlwind of AI-written emails and overloaded tech stacks… go back to the basics.

Sales isn’t easy—but it is simple.

Keep showing up. Keep getting better. Keep mastering modern selling.

#MasteringModernSelling #SalesLeadership #ProspectingTips #SalesStorytelling #FollowUpMatters #SalesTraining #LinkedInSelling #SalesFundamentals #SalesSuccess