Carson V. Heady's Blog, page 12

Leading with Vulnerability: The True Key to Trust in Sales and Leadership

There was a time I thought vulnerability was weakness. I did not see people I admired and respected be vulnerable while growing up or while getting into Corporate America. Any struggles I shared with bad managers were used against me, and I thought my team wanted to see me as invincible – so that’s what I gave them.

I was led to believe that letting people see behind the curtain was dangerous — that it chipped away at the perception I worked so hard to cultivate. I had a persona, a mask, a brand. The guy who always figured it out. The guy who didn’t miss quota. The guy who never lost his cool, never missed a beat.

But here’s what no one told me early on: you can only carry that for so long before it carries you — into burnout, into imposter syndrome, into isolation.

I didn’t realize the real strength came from letting others in.

Thanks to a great leader I worked under for numerous years, and the fantastic feedback to slowly and appropriately let my armor down, I became more human. And when people see your humanity, they lean in.

The Myth of the Perfect Seller (and the Power of “I Don’t Know Yet”)

We are conditioned to believe we have to know every answer, have the slick pitch, never stutter, never stall. But here’s what I’ve learned:

The three most powerful words you can say in a business conversation are: “I don’t know.”

Because what follows — “…but I will find out for you.” — builds more trust than a memorized script ever could.

Customers aren’t buying your perfection. They’re buying your transparency, your intent, your follow-through. That’s what earns trust. That’s what earns deals. And that’s what forges long-term loyalty.

When You Lead with Vulnerability, You Give Permission

I once kicked off a team meeting — big fiscal QBR, all eyes on me — by talking about a recent failure. I shared the details. The misstep. The lessons. How it made me question myself.

That single act changed the tone of our entire culture. Team members started speaking up more. Admitting where they needed help. Offering to step in when others were struggling.

They didn’t see it as weakness. They saw it as leadership.

Because that’s what vulnerability really is: leadership.

It says, “I trust you enough to tell you the truth.”

And when you’re in sales, in leadership, or trying to build something that matters — that is how you win hearts and minds.

Real Strength Isn’t the Absence of Struggle — It’s Honesty About the Struggle

I’ve done a lot of things in my career that I’m proud of.

But I’ve also had nights slumped on the couch, praying for clarity. Days where I questioned if I was still the right person for the job. Moments where I looked in the mirror and didn’t recognize the person staring back.

And I’ve come to understand — that’s all part of the journey.

What matters most isn’t how many deals you close or how many slides you deliver. It’s how real you’re willing to be with yourself and with others.

The Show Must Go On… But Not Alone

You don’t have to carry it all alone. You’re not less of a leader because you admit you’re hurting or unsure. You’re more of one.

The show must go on — but it goes on better when you’ve got people in your corner and you’re willing to let them in.

So here’s my challenge to you: let someone in today.

Tell the truth. Ask for help. Even if you’re usually the helper. Share the scar, not just the medal. That’s how you change your culture, build trust, and become the kind of leader people will follow — not because they have to, but because they want to.

#Leadership #Sales #Vulnerability #Trust #Authenticity #EmotionalIntelligence #MentalHealth #CorporateCulture #PersonalGrowth

Pay Close Attention to Those Who Don’t Clap When You Win

Years ago, I came across a quote that floored me: “Pay close attention to those who don’t clap when you win.” Life has a way of teaching you lessons — sometimes by punching you right in the gut.

I’ve had seasons of wild wins. 9 promotions. President’s Club X8. Landing massive deals. Speaking on stages. Writing books. Training in 11 countries and appearing on hundreds of podcast episodes.

But I’ve also had devastating lows — being laid off, battling depression, facing family tragedy, and walking through fire just to stay afloat.

And here’s what I’ve learned in the process:

Your circle changes.

Not everyone who calls themselves a friend is one.

Not everyone in the audience is clapping for you.

Not everyone sticks around when you fall.

And even fewer stay when you rise.

What stuns me — even now — is how people I once thought were close vanished. Some disappeared when I was at my lowest. Others ghosted when I was winning.

Some were full of advice when I lost — almost giddy to tell me what I should’ve done differently — but nowhere to be found when I soared.

And truth be told? That stung.

I’ve walked into back-to-back calls after soul-crushing news and had to show up with charisma and clarity. I’ve had to put on the smile, put on the suit, and play the part — even when I felt like I was unraveling behind the curtain.

Broken, weary, questioning whether I could keep going — but I did. I had to. Because the show must go on.

As I’ve gotten older, my standards have shifted.

I fully gravitate toward those who make me better.

Those who have been through the fire and lived to tell about it.

Those who believe in me, not just when I’m the underdog, but when I’m the champion.

And to be clear — there aren’t many. But the ones who remain? They’re gold.

I cherish the mentors who challenge me, the peers who walk beside me, and the quiet believers who have cheered me on in the dark. They’re the ones who remind me of my worth when I forget it. They’re the ones who clap whether I’m up or down.

People will come and go. Some will love you when you’re struggling because it makes them feel superior. Others will love you when you’re winning because they want something from you.

Few will love you regardless.

Hold tight to those few.

The rest? Let them go.

Because the show must go on. And you, my friend, are the headliner.

#LeadershipLessons #SalesLife #PersonalGrowth #Resilience #KnowYourCircle #MentalToughness #TheShowMustGoOn #TrustTheJourney #AuthenticConnections

The Power of Gratitude: From Daily Practice to Lifelong Transformation

Gratitude used to be something I’d practice when things were going great—after a big win, during a celebratory moment, or when reflecting on a season of success.

But over the years, I’ve come to realize: gratitude isn’t a reaction to results—it’s the foundation that creates them.

Back in 2023, I completed a 2-week gratitude challenge. Every day, I wrote down three great things that happened and why they happened. At the time, I described feeling like the king of the world. Despite facing my fair share of disappointments and hard days, I was overwhelmed by the abundance that surrounded me—opportunities, relationships, health, family, and faith.

And the truth is, that 2-week challenge didn’t just shift my perspective for a moment.

It transformed the way I live.

Gratitude is an Operating System

When you’re in sales and leadership, your days are a rollercoaster. Wins, losses, pressure, problems to solve. But practicing gratitude consistently reframed how I respond to everything.

Now, I don’t just wake up and go into execution mode.

I start from a place of appreciation:

Thankful for my role and the chance to serve others. Thankful for my incredible wife and daughters. Thankful for another day to grow stronger, physically and spiritually. Thankful for the Microsoft Tech for Social Impact team, and the opportunity to lead, learn, and love what I do.

When you start from a mindset of “I get to do this,” rather than “I have to do this,” everything changes. The obstacles become part of the story you’re building, not the reason to stop writing it.

Don’t get me wrong: not every day is easy and not every morning finds me energized and ready to go. But if I put one step in front of the other and keep moving forward, I make it into the groove and make it a great day.

Relationships Are Seeds You Planted Long Ago

One of the most powerful realizations from that original gratitude challenge was this: the best things happening in my life today were the result of seeds planted years ago.

The deal you land this quarter? It probably started with a message, an intro, or an act of service long before. The teammate crushing it right now? That performance was nurtured by trust and encouragement over time. The incredible guests on the Mastering Modern Selling podcast I co-host? They came from connections built with consistency, curiosity, and care.

Every conversation, every thoughtful follow-up, every proactive thank you or bit of transparency and communication is a small deposit in the bank of trust and opportunity. Gratitude reminds me to value the process, not just the results.

Mastering the Matrix: Discipline + Faith + Team

There are seasons in life where everything just clicks. You’re in flow. You’re Neo in the Matrix, dodging bullets with ease, seeing the code behind the chaos.

That’s where our team is now—and I don’t take that for granted. We’ve found rhythm. We’ve built a culture of connected teamwork. We’ve learned how to win together.

And at the core of this momentum? Gratitude for the grind. Gratitude for the long days, the tough calls, the missteps that taught us. Gratitude for the mentors like Julie Leers, and the people who believed in me before I believed in myself. Gratitude for every single member of the team I get to lead and learn from.

Faith, Family, and the Moments That Matter Most

My greatest treasures? They’re not on a scoreboard. They’re in the living room, reading stories at night. They’re in the smile of my wife Amy during a date night. They’re in the silly moments with my daughters that make me laugh. They’re in Sunday mornings, holding hands at church, feeling grounded and connected.

Those moments might not show up in a quarterly business review, but they are everything.

Success at work means nothing if you’re failing at home. And I’ve learned that gratitude is the glue that holds it all together—reminding me to be present, not just productive.

The Joy in the Ordinary

I’ve found gratitude in the most unexpected places:

A quiet morning walk with a hot coffee.A workout despite the knee pain.Reading a page-turner that sharpens my mindset.Binging a TV show that gives me joy and a little escape.

These aren’t just filler between big milestones—they are the milestones. The days where nothing “extraordinary” happens, but peace and presence prevail… those are sacred.

Gratitude is what turns ordinary into extraordinary.

What I’ve Learned: 6 Gratitude AnchorsConnection multiplies opportunity. The more people you lift up, the more doors open for everyone.Growth is born from discomfort. I’m thankful for the pain—physical and emotional—that reminded me I still have work to do.Faith is a foundation, not a fallback. It centers me every single day, and fuels how I lead, love, and live.The journey is long, but it’s worth it. The progress isn’t always visible. But when you keep showing up, it stacks.Joy lives in the little things. Slow down enough to see them.Gratitude creates gravity. The more I live in thankfulness, the more people, progress, and purpose get drawn in. Final Scene

When I reflect on everything—career milestones, family moments, fitness goals, faith journeys—I find myself smiling like Sam Malone at the end of Cheers:

“I’m the luckiest son of a ***** alive.”

But it’s not because I won the lottery of life.

It’s because every day, I choose to see the good. To give thanks before I get results. To recognize that I already have everything I need to be fulfilled.

Gratitude didn’t just change how I feel. It changed who I am.

So I’ll keep journaling. Keep thanking. Keep leading with appreciation.

Because the best part of the journey… is knowing you’re already blessed beyond measure.

#GratitudeMindset #BlessedBeyondMeasure #LeadWithLove #PersonalGrowthJourney #FaithAndFocus #ConnectedTeamwork #RelationshipBuilding #LiveWithPurpose #JoyInTheJourney

🔓 Unlocking Sales Potential: How I Used LinkedIn Sales Navigator to Generate $1B in Revenue

Let me start with this: I’m just a regular guy from the Midwest. On paper, I had no business thriving at Microsoft.

I didn’t come from a tech background. I spent my early years in high-pressure one-call-close sales environments. But over the last 11 years, I’ve gone from feeling completely lost at Microsoft to generating over a billion dollars in revenue—largely because of how I’ve harnessed the power of LinkedIn Sales Navigator, AI, and good old-fashioned sales fundamentals.

Today, I want to share with you the methodology I’ve developed. Not theory. Not slides. Real-world wins. Practical tactics that anyone can adopt. Let’s dive in.

The Lightbulb Moment

Early on, I felt like everyone around me spoke another language. So I did the only thing I could do—I took notes. I typed 104 words per minute, scribbling down everything I heard. Six months in, those notes started making sense. That’s when I realized: I could figure this out if I built my own system.

I began thinking differently about sales. Instead of waiting for leads or reacting to marketing insights that rarely converted, I started building my own muscle. And the gym? LinkedIn Sales Navigator.

Building My Moneyball Sales Engine

Remember Moneyball? That’s how I approached sales. I built a system rooted in probability—just like Billy Beane did with the Oakland A’s. I didn’t have the biggest budget or deepest technical knowledge, but I knew I could work smarter.

Here’s how:

I created account lists and customized feeds in Sales Navigator.I targeted hundreds of people—not 5, not 10—hundreds within a single organization.I built a replicable Excel-based grid tracking everything: touches, responses, engagement, titles, decision makers.I sent personalized connection requests, not InMails. Why? The hit rate is way higher.I used Copilot to help write messages in my voice, tailored to the recipient’s LinkedIn and their org’s website.I stayed relentlessly consistent.

It wasn’t always pretty. I had one foot out the door at one point—zero rewards, insufficient results, thinking I should leave. But instead, I doubled down. I became a student of sales. I ruthlessly optimized my schedule. I built a system that would carry me forward.

Relationships Over Transactions

When I moved into a new account executive role in healthcare, I used LinkedIn Sales Navigator on Day 1. I created a list of decision-makers—over 1,000 directors and above. I messaged over 500 people. I didn’t pitch. I didn’t sell. I simply said:

“As your account executive, it’s my job to ensure you’re aware of all the significant resources you’re entitled to because of your investment with Microsoft.”

That message opened 226 new first-degree relationships. I met the president of the organization on Day 2.

That relationship turned into the single largest social selling deal in our history—$131 million across a pandemic, virtual EBCs, and a deal that had flatlined before we resuscitated it.

What made the difference? Those relationships. We weren’t guessing who the CMO or CNO were—we were already working with them.

Adding Value Before They Ever Buy

You want to stand out? Add value before you ever pitch.

One executive wasn’t taking my meetings, so I started commenting on his LinkedIn posts every day for months. I recommended a book—Winning by Tim Grover. He thanked me. Two months later, he got promoted to CEO.

I reached out. He responded. We met the same day.

Later, he told me he brought in Tim Grover to speak at their sales kickoff. It all started with a comment and a book suggestion. Don’t underestimate the long game.

Show Up Big, Even When They Say “No”

Another leader told me flat out: “I see no value in meeting. We’re best of breed.” But I studied his posts on Sales Navigator. He was passionate about security. I looped in our Chief Security Advisor. Sent a flattering message. Ten minutes later? He replied:

“Well played, Heady. You got the meeting.”

Six months later, that turned into an 8-figure deal and a Platinum Club award.

From Objections to Opportunities

You will be told:

“We don’t hear from you until it’s time to pay.”“We’re not replacing our systems.”“We already chose your competitor.”

That’s your cue to show up differently.

Flip the objection:

“We’re not here to sell you anything. We’re here to invest in your innovation.”

I’ve overcome countless objections by bringing in the right resources, the right message, and a human-first approach. I’ve introduced prospects to competitors when it was the right fit. Why? Because trust is the currency. That transparency earns the right to be a true advisor.

Repeatable. Scalable. Transferable.

When I became a manager, I didn’t stop prospecting. I showed my team how to do it. We built a database of 17,000 nonprofit customers. We started webinars. We launched newsletters. In the past year, we’ve opened over 100 new executive-level relationships across 460 orgs.

All with the same approach:

Strong messaging.High-volume outreach.Unrelenting consistency. Take the First Step Today

You don’t have to be flashy. You just have to be intentional. And consistent.

Build your list.

Customize your feed.

Message with purpose.

Follow up relentlessly.

Focus on relationships, not transactions.

Final Thought

I’ve been blessed beyond belief. I’ve presented to our CEO and leadership team. I’ve met the President of Microsoft. I’ve spoken with thousands of sellers across industries, written training and coached and trained and mentored in 11 countries. And I’ll tell you this:

There is no silver bullet. Just proven fundamentals executed consistently over time.

Use LinkedIn Sales Navigator to open doors. Then walk through them with humanity, value, and purpose.

This system changed my life—and it can change yours.

Let’s go get it.

#SalesLeadership #SocialSelling #LinkedInSalesNavigator #B2BSales #ProspectingTips #AIinSales #SalesStrategy #CustomerEngagement #DigitalSelling

Thy Will Be Done: Trusting God’s Plan When Life Doesn’t Make Sense

Yesterday’s sermon at Christ Memorial Lutheran Church left me in awe of how powerful four little words can be.

“Thy will be done.”

God’s will doesn’t always – or often – look like what we think we want it to. There are often times we are lonely, unsure or burdened with challenges that seem bigger than us.

But this sermon reminded me: God sees the whole picture.

I only see through a knothole in the fence — He sees the field, the mountains beyond it, and the entire sky.

Thy will be done means surrendering even when it doesn’t make sense.

God’s will might confuse us but that doesn’t mean it’s not good.

You might be praying for your circumstances to change, but God wants to change YOU.

I’ve prayed for clarity, healing, success — but God’s after my heart, my character, my spirit.

God’s will may bring discomfort, but always leads to something better.

Like going to the dentist — it may be painful, but it’s for healing. Sometimes the cavity has to be dealt with.

You’re not seeing the whole story.

That brokenness, that delay, that unanswered prayer? It might be the very thread God is using to weave something miraculous.

_”For my thoughts are not your thoughts, neither are your ways my ways, declares the Lord.” – Isaiah 55:8_

His will is always good, even in the storm.

That cross — the worst tragedy — was actually the greatest act of love in history. So when I can’t see the way, I look to the cross.

Practical application our pastor challenged us with:

When you wake up, let “Your will be done” be the first words out of your mouth.

Say it in every area: your family, relationships, career, finances, your heart.

Especially say it in the areas that feel impossible. Because that’s where He often does His best work.

“Our will and even our best ideas are but little mounds before His mountains.”

Wow.

If you’re facing something today that doesn’t make sense… I see you. And He sees everything. Trust the One with the drone view.

A Salesman Forever: The Battle Between Who We Are and What We Do

For most of my life, I was defined by what I did.

I was the closer. The leader. The voice in the room. The guy who knew how to win, how to inspire, how to turn a cold call into a contract and a team into a machine.

My performance was second-to-none. My job was my identity.

But beneath the suit, the speech, the stats, was a man who confused purpose with performance.

And I know I’m not alone.

How many of us have spent years chasing the next number, promotion, award, or line on a resume—convinced that if we just accomplish this, then we’ll finally feel peace, pride, enoughness?

How many of us have been on stage in front of hundreds and still felt completely invisible to ourselves?

For years, I told myself that if I wasn’t winning, I was failing.

I thought success would save me from the insecurities I never spoke out loud.

But here’s what I’ve come to understand:

You can be exceptional at what you do and still feel empty.

We live in a world that celebrates hustle, grind, “more.” But somewhere along the way, we’ve lost the distinction between what we do and who we are.

And yet… ignoring what you’re great at doesn’t serve you either.

I’m a salesman. Not just by trade, but by instinct. It’s in how I communicate, how I solve problems, how I read people, how I navigate relationships. It’s not the whole story, but it’s part of the truth.

I had to stop rejecting the part of me that was built for the arena.

But I also had to stop worshipping it.

So I went to work on something I’d neglected for far too long: myself.

Not my “personal brand,” not my pitch deck—my actual self. The part of me that needed to learn how to be present, how to forgive, how to sit in silence without needing applause.

The part that was still a husband, a Dad, a friend, a soul—not a KPI.

And through that process, I’ve discovered something liberating:

You are allowed to be elite without being consumed by it.

You are allowed to want more without losing who you are.

You are allowed to take off the armor and still be strong.

So to anyone out there who’s been carrying the weight of achievement as their only compass…

To the high performers who are quietly battling burnout while still breaking records…

To the dreamers who traded identity for approval…

You’re not alone.

You are not what you do.

But what you do best still matters.

#salesleadership #mindsetshift #highperformance #careeridentity #mentalhealthatwork #saleslife #selfawareness #reinvention #growthmindset

The Salesman Against the World: I Was Broken, Battling, and Alone—But That’s Where the Real Fight Began

We are all workers, selling something. But more importantly—we are survivors.

I wrote my 2nd book, The Salesman Against the World, from 2011–2014, a very transformative period of my life and career.

It wasn’t just a book. It was survival. It was therapy. It carried me through lonely days of unemployment and depression where I was basically alone, after losing my job twice in what I once thought was my peak.

I was tested in every way—personally, professionally, spiritually.

The people who counted me out became the footnotes in the chapters of my comeback.

Here’s what I’ve learned—and what I want to share with you:

Stand for what’s right, even if you stand alone.

Rock bottom is a foundation to rebuild something better.

Your pain can be your most powerful platform.

Resilience isn’t born—it’s built in the fire.

Everyone loves a comeback—but you have to live the breakdown first.

True leadership is forged in the struggle, not the spotlight.

When the world stops believing in you, you must still believe in yourself.

Even in your darkest chapter, your story isn’t over.

Success is not just about what you achieve—it’s about what you survive.

If you’re reading this and you feel like the world has turned its back on you… I’ve been there. I’ve written from that place. And I’m telling you—it’s not the end. It’s the middle of the story. You get to decide what the next page looks like.

We are all salespeople. But more importantly—we are survivors.

Never forget that.

#Resilience #SalesLeadership #CareerComeback #MentalHealthMatters #DoTheRightThing #FiredUpAndFocused #MotivationMonday #PurposeDriven #LinkedInAuthors

Birth of a Salesman: 1,686 Rejections → 6 Offers → 1 Life-Changing Book Deal

I didn’t set out to become an author. I didn’t have a literary agent. I didn’t have a blueprint.

What I did have… was an idea, a vision, and a relentless drive to get the story out.

See, I’d always loved writing. As a kid, I wrote sci-fi stories about my classmates time-traveling or living in space. But as I grew into my sales career, I realized something — the real story worth telling was the one happening around me every single day.

Sales. Leadership. Growth. Setbacks. Wins. The highs, the lows, the lessons.

So I started writing — not another how-to guide, not a copy of what had already been done — but a story about a protagonist learning sales the hard way, in real time. I layered in lessons, moments, and reflections from my own journey. It was fiction, but rooted in truth.

And when the manuscript was finished… I knew it had potential.

So I took a leap.

I bought a book called The Writer’s Market and taught myself how to write a query letter. I researched publishers and agents. I made a spreadsheet. I set a target. And then I went to work.

I sent out 1,692 query letters.

Only 15 publishers even read the manuscript.

6 offered to publish.

I chose the one with the best distribution.

Was it exhausting? Absolutely. Was it discouraging at times? Of course. But here’s the thing…

Anyone can write a book. Anyone can buy The Writer’s Market and research agents and publishers and learn how to write a query letter. Anyone can send 1,692 query letters.

What most people won’t do… is keep going when the first 100 say no. Or the first 1,000.

That book — Birth of a Salesman — didn’t make me rich. But it changed everything.

It got me noticed for a new role.

That role introduced me to a leader who got me hired for my next job, where I met the leader who would later hire me into Microsoft.

That book opened doors to speak, to consult, to build new relationships.

It beget four more books including my best-selling Salesman on Fire and last year’s The Show Must Go On.

It led to podcast guest appearances, speaking gigs, and new adventures including hosting 3 shows, training globally in 11 countries, presenting to my CEO and his SLT and appearing in The Wall Street Journal.

And most importantly, it proved something to me: That what you create matters.

That your voice deserves to be heard.

That if you’re willing to put in the reps — the rejection becomes redirection.

What’s YOUR life-changing passion project?

That idea you’ve been sitting on. That story that’s been rattling around in your head. That thing you keep saying “someday” about.

Don’t put it off. There will never be a perfect time. There will always be rejections. But the right “yes” — even just one — can unlock the next chapter of your life.

I’ll leave you with this: The book didn’t just tell a story. It started mine.

What’s the story you’re ready to tell?

I’d love to hear your passion project in the comments — or better yet, tell me the first step you’re committing to take this week.

#PersonalBranding #CreatorEconomy #BookWriting #GrowthMindset #Storytelling #LinkedInHeroJourney #PassionProject #RejectionToSuccess

The Real Skills That Make You Irreplaceable Have Nothing to Do With Your Job Title

The real value you bring isn’t found in job descriptions or performance reviews. It’s in how you show up for people — every single day.

Early in my career, I was fixated on climbing. I chased titles, awards, recognition — and, to be fair, I earned a lot of them. But somewhere along the way, I realized the biggest impact I was making had little to do with those achievements.

The most meaningful messages I’ve ever received weren’t congratulations for hitting Presidents Club. They were messages like:

“You saw something in me that no one else did.”

“You helped me believe I belonged here.”

“Because of our conversation, I didn’t walk away from this career.”

That’s when it clicked: you don’t become irreplaceable by being the loudest or the most visible. You do it by being the most valuable — and value isn’t just about what you do, it’s about who you are.

So What Actually Makes You Irreplaceable?

Here’s what I’ve come to believe:

1. Empathy over ego.

The best performers don’t just drive results — they bring people with them. I once led a top-performing rep who crushed their numbers but alienated every teammate. Their talent was undeniable. But they didn’t last, because they lacked the emotional intelligence to lead, support, and collaborate. In sales and leadership, EQ will outlast IQ every time.

2. Consistency and integrity.

Your personal brand is built when nobody’s watching. It’s shaped by the way you respond to pressure, how you treat people who can’t help you, and the energy you bring when you’re not winning. I’ve had seasons where I wasn’t hitting my stride. But I showed up. I stayed optimistic. I helped my team and took ownership. That consistency built trust — and eventually opened doors I didn’t even see coming.

3. Relationship capital is the real currency.

Deals come and go. Titles come and go. But relationships you’ve invested in — the ones built on trust, not transactions — those create lifelong opportunities. I can trace some of my biggest wins to someone I built a relationship with years ago, simply because I added value when there was nothing in it for me.

Shift the Focus: Who Are You Becoming?

We spend so much time obsessing over the next role, the next promotion, the next KPI. But I’ve learned that long-term success isn’t about where you’re going — it’s about who you’re becoming on the way there.

Instead of asking, “What’s my next move?” try asking:

Do people trust me when things get hard?Am I the kind of person others want to follow?Do I consistently lift others up?When I walk into a room — or leave it — what do people feel?

Because at the end of the day, people forget your title. But they never forget how you made them feel.

Your job can be eliminated. Your role can be reassigned. Your team structure can shift. But your impact? That’s yours. It’s portable. It follows you.

I’ve seen people lose jobs and immediately bounce into something better — not because of a resume, but because of reputation and relationships.

The greatest investment you can make isn’t in a course, a certification, or a title upgrade. It’s in becoming the kind of person others trust, seek out, and remember.

That’s how you future-proof your career. That’s how you make yourself irreplaceable. That’s how you build a legacy.

What soft skill has made the biggest difference in your journey?Who’s someone that’s unforgettable — not because of their job, but because of their impact?What are you doing today to build your relationship capital?

Let’s talk in the comments.

#Leadership #EmotionalIntelligence #CareerGrowth #PersonalBrand #RelationshipCapital #SalesLeadership #SoftSkills #TrustAndTransparency #FutureOfWork

LinkedIn Isn’t Dead — You’re Just Not Using It Right

You can land a 9-figure deal, a dream job, or a breakthrough mentor right here. But only if you know how to show up differently.

Lately, I’ve been hearing a lot of chatter about how LinkedIn is “slowing down,” how “nobody reads posts anymore,” or how “the algorithm is broken.” Let me be direct: LinkedIn isn’t dead. You’re just not using it right.

I don’t say that casually—I say it as someone who has leveraged this platform to fundamentally transform my career, my reach, and my impact.

I’ve built a global personal brand on LinkedIn. I’ve landed meetings, created partnerships, and developed relationships that have led to over $1 billion in revenue that would never have existed otherwise.

This isn’t theory. It’s lived experience.

LinkedIn has helped me become recognized as the #1 social seller in all of technology.

It has allowed me to meet thousands of customers I never would have connected with through traditional channels.

It’s been the gateway to launching not one, but three podcasts—Mastering Modern Selling, Connected Teamwork, and Salesman on Fire.

It’s opened doors to global speaking engagements, content partnerships, and executive briefings that originated with a single post, a message, or a moment of showing up differently.

This platform works. The question is: are you working it the right way?

Most People Are Using LinkedIn Wrong

The problem isn’t LinkedIn. It’s how people approach it.

Too often, professionals treat LinkedIn as a digital résumé board. Others use it to repost company press releases or marketing content without context, personality, or interaction. Some show up only when they need something—like a job, a lead, or recognition—and disappear again once they’ve hit “post.”

But if you show up like everyone else, you blend in like everyone else.

LinkedIn is not a static site. It’s a dynamic ecosystem. It’s a living, breathing extension of who you are, how you think, and how you serve. The people who succeed here understand that it’s not about broadcasting. It’s about connecting. It’s about showing up with consistency, clarity, and authenticity.

A Framework That Actually Works

I’ve developed a personal framework that has helped me—and many others—turn LinkedIn from a passive platform into an active launchpad for opportunity.

1. Be authentic, not artificial. Share stories. Be human. Talk about the wins and the lessons. Speak in a way that invites people into your world instead of trying to impress them with a polished highlight reel.

2. Start conversations, not just posts. Every piece of content should spark dialogue. Ask real questions. Challenge assumptions. And most importantly, respond to the comments. Every comment is a potential relationship.

3. Be the expert guide—not the hero. Give freely. Offer your playbook, your strategies, your learnings. When people see you as someone who generously shares insight, they’re far more likely to trust you, follow you, and do business with you.

4. Show up consistently. One post won’t change your career. But showing up every week for a year can. Visibility isn’t about going viral—it’s about staying top of mind.

5. Engage with others intentionally. Don’t just post and ghost. Comment on others’ content. Celebrate people in your network. Amplify others. It’s not just about your voice—it’s about being part of a broader conversation.

This Platform Changed My Life—It Can Do the Same for You

LinkedIn has helped me land meetings that led to high nine-figure deals. It’s introduced me to mentors who challenged and inspired me. It’s enabled me to build community and credibility. Most importantly, it has allowed me to add value—at scale—to others in sales, leadership, and social impact.

And I want the same for you.

So here’s my question: What’s working for you on LinkedIn right now? What have you found that drives true connection, visibility, or opportunity?

Let’s stop blaming the algorithm and start owning the way we show up. Because when you do it right, LinkedIn becomes more than a platform. It becomes a catalyst.

LinkedIn isn’t dead. It’s alive and well. And it’s waiting for you to come alive on it.

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