Carson V. Heady's Blog, page 13
March 18, 2025
The Power of Personal Branding and Resilient Sales Strategies: How to Thrive in Uncertain Times
The Power of Personal Branding and Resilient Sales Strategies: How to Thrive in Uncertain Times
“Your network is your net worth.”
I recently had the privilege of joining Meridith Elliott Powell, CSP, CPAE on her show Thrive, where we unpacked sales strategies, personal branding, and how to navigate uncertain times in business.
The world of sales is constantly shifting, and 2025 has already proven to be a year of rapid change. But as I always say—control the controllables.
There’s a reason I’ve built my career around embracing uncertainty, forging strong relationships, and continuously evolving. In this article, I’ll share key insights from my conversation with Meridith, including the power of personal branding, the mindset needed to push through adversity, and why relationships—not quotas—are the foundation of sales success.
Navigating the Evolving Sales LandscapeWe are witnessing one of the most unpredictable markets in recent history. Over the past few months, shifts in the economy, leadership transitions, and external market factors have created a level of uncertainty that many sales professionals have never encountered before.
But here’s the truth: uncertainty is an opportunity.
Sales isn’t about reacting to the chaos—it’s about staying the course. I’ve built my career by keeping a steady hand on the wheel, focusing on what I can control, and consistently seeking out high-probability actions that lead to success.
Lesson #1: Your success is dictated by how well you adapt to change. The greats in sales don’t wait for conditions to stabilize—they thrive in turbulence.
One of the most critical (yet overlooked) elements of modern sales success is personal branding.
Many sales professionals rely solely on their company’s brand. Big mistake. I’ve worked for some of the world’s most recognizable brands—AT&T, Verizon, and Microsoft—but my personal brand has been the difference-maker in my success.
Why? Because buyers don’t just buy from companies—they buy from people.
Fact: 70% of employers place more emphasis on a candidate’s personal brand than on their résumé.
What does this mean for sales professionals?
Your prospects are looking you up online before they decide to meet with you.Your future employers are evaluating your thought leadership and presence.Your brand builds trust, credibility, and differentiates you from the competition.
When I first started building my brand 15 years ago, it was nothing more than a few LinkedIn posts and connections. Today, it has helped me generate over $1 billion in revenue, secure executive relationships no one else had, and open doors that would have remained closed otherwise.
Lesson #2: If you don’t build your brand, you’re leaving money—and opportunities—on the table.
Salespeople often make the mistake of chasing results instead of relationships.
Here’s the reality:
Results are a byproduct of strong relationships.Deals happen because of trust.Trust is earned through valuable conversations and genuine connections.This mindset shift changed my career. When I focus on earning conversations rather than closing deals, the deals take care of themselves.
I research my prospects.
I engage with them on social media.
I study their challenges and bring insights to the table.
Many of my largest deals started as simple LinkedIn conversations, not cold calls. Why? Because I focused on creating value rather than selling something upfront.
Lesson #3: Stop chasing quotas—chase conversations that turn into relationships.
Sales isn’t for the faint of heart. You will be rejected. You will be ghosted. You will lose deals.
I’ve been there. I’ve been laid off, overlooked for promotions, and even labeled a “washout” early in my Enterprise sales career. But setbacks don’t define you—how you respond does.
When I failed to hit my sales goal for the first time in my career, I could have given up. Instead, I:
Studied what worked.
Eliminated what didn’t.
Doubled down on successful strategies.
The following year? I won the biggest award in the company.
The key to overcoming failure? Keep swinging. Sales is a game of probabilities. If you maintain consistent outreach, refine your approach, and build strong relationships, you will eventually land the right deals.
Lesson #4: Failure is only permanent if you stop learning from it.
From Bullied to Billions in Sales: How Pain Fueled My Obsession with Success (Until I Faced It)
Two guys bullied me as a teenager, which made high school intolerable and ultimately planted the chip on my shoulder that propelled me to obsession with sales success.
For a long time, it was about proving to people that I was worth something.
For a long time, I ran from those feelings of worthlessness and over-compensated by becoming a workaholic and making poor decisions in my personal life.
By the grace of God, I survived. I thrived, actually. But I still buried my feelings for a long, long time.
Winning and dopamine addictions and chips on your shoulder can take you so far, but what do you do when you finally face it all? What do you do to maintain, to keep leveling up, to gain knowledge for yourself and those who matter to you, as opposed to in an effort to show the world that they should think you matter?
This is what I’m learning now.
Experience leads to wisdom, and one of the most powerful bits of knowledge is to know thyself. And not run from it.
#Mindset #Resilience #Growth #OvercomingObstacles #SalesSuccess #MentalStrength #KnowThyself #Leadership #PersonalDevelopment
March 12, 2025
Know your customer. Engage them in a way that speaks to them. Your differentiation isn’t just your product—it’s the relationships you build and the value you bring
When you need a key executive’s buy-in to land a deal, you quickly realize one hard truth: Customers can buy solutions like yours anywhere. The real differentiator is YOU and the unique value you bring.
Once upon a time, I had a sales year where a big customer had a renewal and the only way I was going to make my number was through a sizable upsell. The customer added a critical new executive and that executive wouldn’t take my call.
A great example of leveraging intel and LinkedIn to build a relationship happened when a customer organization added a new senior executive about a year before a major renewal.
I dug into his LinkedIn profile and saw he was a thought leader, prolific blogger, and podcast guest.
Instead of pushing my agenda, I flipped the script. I messaged him with a radically different approach:
I offered an executive-to-executive connection with someone prominent in my organization.
I highlighted our exec’s credentials and the incredible background of the executive and his team, and framed the meeting as a mutual exchange of ideas – where we could learn a lot from him.
Within 10 minutes, he replied: “Well played, Heady.”
He took the meeting.
He started joining our calls and kept up a relationship with our exec.
We did all of the usual fundamentals to ensure he felt good about our solutions.
Within six months, we landed the 8-figure deal and colossal upsell, and won the biggest award in the company.
Key takeaway? Know your customer. Engage them in a way that speaks to them. Your differentiation isn’t just your product—it’s the relationships you build and the value you bring.
#Sales #LinkedInSelling #ExecutiveEngagement #KnowYourCustomer #SocialSelling #RelationshipBuilding #ValueSelling #SalesLeadership #Success #B2BSales
March 11, 2025
If you sit in the pain with a customer, they will be more likely to sit with you in the sun
If you sit in the pain with a customer, they will be more likely to sit with you in the sun. Address every single objection, every hesitation, every doubt—because that’s how true partnerships are forged.
Once upon a time, I had a customer who rebuffed multiple meeting attempts…
When they finally reached out, they were upset—not because I had been persistent in trying to connect, but because we hadn’t thought to include them in a key community initiative.
No matter what, when a customer will talk to you, there is an opportunity.
Leveraging AI and LinkedIn, I studied what this executive prioritized, what they had written in their summary, and what their organization stood for. It became clear that their communication style was different from mine.
Humantic AI and their LinkedIn profile summary told me they were:
Fact-driven, not story-driven.
Proud of what they were building.
Wanting to be recognized as an industry leader.
That meant I had to adjust my approach:
Short, concise messaging instead of long-winded emails.
Showcase how we could swarm them with resources and executive sponsorship.
Recognize their contributions to our mutual customers and the industry at large.
This wasn’t about selling. It was about earning trust and proving our commitment.
So we went all in:
We introduced them to over a dozen executives.
We spent an entire day onsite with their leadership team tackling pain points head-on.
We developed a clear roadmap to eliminate blockers and accelerate impact.
The outcome?
Over 2 years, we went from an afterthought to a strategic partner and an 8-figure deal.
They invited my team into their all-hands meetings.
We did business across every solution area.
They became a tentpole customer, engaging regularly with our industry leaders.
Relationships beget deals.
But before deals can happen, you have to prove that you’re not just showing up to collect a check. You have to show up to create value.
And here’s a pro tip: Want to understand a customer before you ever meet them?
Read their LinkedIn profile.
How do they describe themselves?
What do they highlight in their summary?
If they call themselves a “tough negotiator,” you better be ready for that. If they pride themselves on innovation, you need to match that energy.
Partnership isn’t just a word—it’s an action. And when you truly commit to it, the results speak for themselves.
#Sales #CustomerRelationships #Partnership #Trust #Leadership #AI #LinkedIn #Growth #Success
AI Makes Me Smarter Than I Am—And That’s Why I Use It in Every Part of Sales
AI makes me so much smarter than I actually am. It doesn’t replace me—it enhances me.
It arms me with the intelligence I need to prospect better, engage deeper, and have more meaningful conversations.
AI isn’t just a tool in my sales arsenal—it’s the fuel that powers every facet of my process, and if you want to be the best, be great, or even just keep up, you need to explore how to leverage it effectively.
AI arms me with real-time intelligence before I even step into a conversation. Before a call, I can feed AI a company’s website, their earnings report, their strategic initiatives, or even a customer-provided document, and in seconds, it distills what matters most. No more guessing. No more aimlessly scrolling through pages of content hoping to find the golden nugget of insight. AI does the heavy lifting so I can walk into every conversation prepared—not just with information, but with actionable, relevant insights that make me indispensable to my customers.
But it doesn’t stop at research. AI is my co-pilot in every customer interaction. It helps me analyze past conversations, anticipate objections, and tailor my messaging to what actually resonates. It ensures that every outreach, every proposal, and every follow-up is infused with the right language, tone, and strategic value to increase engagement. AI can take raw notes, summarize them, and generate follow-up actions in a fraction of the time it would take me to do manually. That means I stay focused on selling, not administrative work.
And here’s the game-changer: I can throw anything into AI—text, URLs, transcripts, email threads, even customer data—and it deciphers patterns, highlights gaps, and surfaces opportunities I might have missed. It helps me connect the dots between accounts, industries, and emerging trends, allowing me to bring fresh, relevant ideas into every meeting. It’s like having a second brain that works at warp speed.
AI isn’t just about efficiency—it’s about amplifying your strengths and covering your weaknesses. I’m always looking for an edge, always looking to master the art of sales and relationships, and AI is an undeniable force multiplier at every stage of that journey. It enhances my ability to personalize at scale, accelerate deals, and demonstrate value in ways that differentiate me from the noise.
The bottom line? If you’re serious about winning in sales, you have to lean into AI. This isn’t optional. It’s not a futuristic gimmick. It’s the competitive advantage that separates those who excel from those who struggle to keep up.
So ask yourself: are you still trying to do it all manually? Or are you ready to be smarter, sell better, and win more—with AI as your ultimate sidekick?
How are you leveraging AI in sales to help you win?
#AI #SalesInnovation #TechForSales #SalesStrategy #ArtificialIntelligence #ModernSelling #SalesLeadership #FutureOfSales #Productivity
March 6, 2025
How to Be the Leader You Wish You Had | Avoid These Team-Killing Mistakes!
Have you ever worked for a leader who made you feel heard, respected, and empowered? Or maybe the opposite—a leader who frustrated and demotivated you?
After years as both individual contributors and a sales leaders, Jeff Kirchick and I have seen what makes or breaks teams.
And let’s be real: it’s not about hitting numbers—it’s about how you lead.
Here’s what kills team morale faster than anything:
Lack of Transparency – If your team doesn’t trust you, dysfunction follows. Be upfront—even with bad news.
Constantly Changing Quotas & Goals – Shifting expectations without a clear WHY leads to frustration.
Micromanaging – Why hire talented people just to pick apart everything they do? Let them own their role!
Taking Your Team for Granted – If all they hear is criticism or comparison, motivation plummets.
Ignoring Their Feedback – Don’t ask for input if you have no intention of acting on it.
Great leadership isn’t about control—it’s about trust, communication, and respect.
Set clear expectations and stick to them.
Give people autonomy—if the outcomes are there, let them work their way.
Celebrate wins, big and small.
Step in when needed—don’t leave your team to face escalations alone.
At the end of the day, be the leader you wish you had.
What’s the best (or worst) leadership experience you’ve had? Drop your thoughts in the comments! 
#Leadership #SalesLeadership #Trust #Transparency #SalesManagement #Micromanagement #TeamSuccess #Motivation #LeadByExample #LeadershipTips
March 5, 2025
Be the Batman of Sales: How Elite Sellers Break Barriers and Win Big
The best sellers do what others won’t. To be the best requires resilience, strategic thinking, and the ability to navigate silos, gatekeepers, and shifting priorities.
Some of the toughest moments in my career weren’t about losing deals—it was facing the tough decisions in deals. Do I stay within the lines others have drawn for me, or do I break through for the sake of the customer, the company, and myself?
I call it the Holy Sales Trinity—customer, company, and seller. Every decision must create value for all three. But that doesn’t mean every stakeholder will appreciate the moves you make.
I’ve been there. I’ve had to go beyond the “approved” contacts, push past internal blockers, and engage executives that others told me were off-limits. I knew if I wanted to drive real impact, I couldn’t accept artificial walls as immovable. I had to respectfully find a way through them.
This is why I take inspiration from the Chris Nolan Batman films.
Batman doesn’t ask for permission. He does what needs to be done, even if it’s uncomfortable—even if it makes him the villain in some people’s eyes. As sellers, we have to be the hero the deal needs, not just the one that’s easiest to be.
No one likes having tough conversations. No one wants to ruffle feathers. But if we don’t build the right relationships, if we don’t control the elements that determine a deal’s fate, we will look back with regret, wondering what could have been.
I’ve won deals by strategically expanding relationships beyond my initial point of contact. I’ve also lost deals because I didn’t have enough influence across the decision-makers. The difference? The willingness to step into discomfort.
The great sellers aren’t reckless. They are calculated. They navigate respectfully, but persistently.
Some of my best relationships started with difficult conversations. Because trust isn’t built in easy moments—it’s forged in the fires of adversity.
So, what tough conversation are you avoiding today?
Where are you letting discomfort hold you back?
Are you navigating… or just accepting the barriers in front of you?
The best sellers don’t just find a way. They make one.
Be Batman.
#SalesLeadership #Mindset #CustomerFirst #SalesExcellence #SalesSuccess #Motivation #Resilience #LinkedInSales #WinningMindset
March 4, 2025
Lead from Any Seat: How True Leaders Solve Problems, Build Trust, and Make an Impact
The most impactful leaders aren’t the ones with the biggest titles—they’re the ones who step up, solve problems, and bring people together, no matter where they sit.
Have you heard the concept that you can lead from any seat?
For as long as I can remember, I’ve approached every role the same way:
Find the biggest challenges my peers and I are facing and work to solve them.
Share what I’ve learned so others can achieve the same results.
Build a community where people come together, share best practices, and elevate each other.
Leadership isn’t a position—it’s an action. And the best leaders don’t wait for permission to lead. They:
Proactively solve problems—not just for themselves, but for their teams.
Connect people—because when we share knowledge, we all get better.
Create value—because true impact is measured by what we do for others.
Throughout my career, I’ve seen this play out time and time again. In every role I’ve held, I’ve built networks, shared insights, and helped others achieve more. Not because it was my job description, but because it was the right thing to do. It made myself and everyone around me better.
And here’s the real kicker: Those who lead from every seat are the ones who grow the fastest, earn the most trust, and make the biggest impact.
#Leadership #LeadFromEverySeat #PersonalBrand #BestPractices #ServantLeadership #CareerGrowth #Collaboration #ProblemSolving #CommunityBuilding
February 28, 2025
The One Question That Transforms Sales Conversations (And Builds Unbreakable Trust)
What’s the best question you’ve ever asked a potential customer?
I once met an executive for a scheduled 30-minute conversation. We talked for 45. I never once brought up a product or a solution.
Instead, I asked: “What brought you to this organization? What do you want your legacy to be?”
He paused. Thought about it. Then told me it was the best question anyone had ever asked him.
See, customers can buy cloud anywhere. Technology is everywhere. But what truly matters—what makes the difference—is the relationship. Customers invest in us just as much as they invest in our products. And I take that responsibility seriously.
The real differentiator isn’t just what we sell. It’s what we do—how we show up, bring value, and build trust.
I believe the word partnership is sometimes thrown around too loosely. A true partnership isn’t a label—it’s earned. It’s when both sides see a shared vision, lay their cards on the table, and go all in because of trust and transparency.
So, here’s the challenge: What’s the best question you’ve ever asked a customer? What question made them stop and think? What question helped you uncover something deeper?
Let’s make this a learning moment. Drop your best question in the comments.
Key Takeaways & Action Steps: Ask questions that go beyond business—get to the person. Build trust before offering solutions. Earn the right to be a partner—don’t just assume the title. Customers buy from those who listen, not those who pitch. The right question can change everything.
#SalesLeadership #SalesSuccess #BuildingTrust #Partnership #BusinessGrowth #CustomerSuccess #StrategicSelling #SalesMindset #ValueSelling
February 26, 2025
My Review of “Stillness is the Key” by Ryan Holiday
My wife made me see a doctor at 40. He marveled at my rigor—little sleep, lots of workouts, and nonstop crammed 10+ hour workdays, but told me I’d eventually hit a wall and have to adjust. At least it took 6 years!
I fed what I was feeling into ChatGPT and it recommended the book Stillness is the Key by Ryan Holiday. Having already read The Obstacle is the Way and as a subscriber to The Daily Stoic, I started reading it immediately.
It was exactly what I needed.
What if the missing ingredient to your success isn’t doing more, but doing less, being more intentional and focused, and taking the time to invest more in what really matters so you are better when you’re working?
Ryan Holiday takes wisdom from ancient Stoics, legendary athletes, brilliant artists, and world leaders to show that true mastery, happiness, and impact come from slowing down, focusing, and creating space for deep work and reflection.
Here are my favorite takeaways:
Stillness isn’t passivity; it’s power. Holiday shares how JFK avoided nuclear war by practicing patience and restraint rather than reacting emotionally. In sales, leadership, and life, our best moves often come from calm, clear thinking, not knee-jerk reactions.
We are addicted to movement and distraction. A story about Tiger Woods’ inner stillness before a big putt reminded me how much focus we lose by constantly checking notifications, emails, and social feeds. Less noise = more clarity.
Discipline > Hustle. Kobe Bryant’s routine wasn’t just about grinding harder; he carved out time for mental and physical recovery. If we don’t prioritize rest and deep work, burnout is inevitable.
Journaling is a superpower. Leonardo da Vinci, Marcus Aurelius, and Anne Frank all used writing to clarify their thoughts. I have journaled consistently for 39 years, and it has been a powerful outlet.
Stillness is the ultimate unlock for success. It’s the ability to be calm in chaos, to see clearly when others panic, and to make better decisions with patience and wisdom.
Are you busy or are you effective?
Are you looking from the balcony view, focused on what matters most, or are you letting yourself be spread thin by every fire you feel compelled to put out?
Do you leave time to think, or is your day just one long reactive sprint?
Are you intentional about recovery, or are you running on fumes?
What would happen if you truly embraced stillness?
I HIGHLY recommend this book. Read it. Apply it. And watch your performance, leadership, and personal growth reach new levels.
What role does stillness play in your life?
#Leadership #Success #Mindset #PersonalGrowth #Sales #Stoicism #TimeManagement #Productivity #SelfImprovement
