Carson V. Heady's Blog, page 21

The Power of Community: Why Purpose-Driven Leadership is the Key to Sales Mastery

Community and purpose-driven leadership are essential forces propelling modern sales teams to the next level.

On the latest episode of Mastering Modern Selling, we welcomed Dirk Beveridge , Founder of UnleashWD and Executive Producer of We Supply America. Dirk’s stories and insights about the “noble calling” of distribution—and the vital role sales leaders play in today’s disruptive age—are inspiring.

Here’s how embracing the community mindset and putting purpose first can redefine the way we sell and lead.

1. The Power of Community in Sales

Dirk shares how community not only binds us but also fuels our collective growth. When a logistical hiccup in our event led us to call Dirk, he graciously stepped in at the last minute, underscoring his belief that community always pulls through.

2. Trusted Advisors: Sales in the Age of Disruption

Dirk reminded us that the best salespeople are the ones who transcend the transactional and become true partners in their clients’ journeys. Moving from “commercial visiting” to “consultative selling” isn’t enough—it’s about reaching the level of “trusted advisor” who knows the customer’s business, anticipates their needs, and provides unparalleled solutions.

3. Innovation Meets Humanity: The Future is Human

In a world enamored with AI, Dirk’s message is clear: The future is human. Technology may help us automate, but true innovation lies in how we empower our teams to use it. Innovation must lead us and our customers to a brighter future, not replace the human touch.

4. Leading with Empathy, Expertise, and Problem Solving

Dirk’s formula for trusted advisors? Empathy, expertise, and the courage to run towards problems. Jeff Bezos famously said that “customers are wonderfully dissatisfied.” This means that even as we solve one problem, another will arise. Dirk urges us to embrace this reality, continuously offering fresh solutions that reinforce our value.

5. Purpose-Driven Leadership: Building Strength, Not Just Assets

Reflecting on his four years on the We Supply America tour, Dirk shared his unshakable belief: “People are not our greatest assets; they are our greatest strength.” When leaders view their teams as individuals with dreams, ambitions, and unique talents, they create an environment where everyone thrives. Purpose-driven leaders strengthen their people, building a resilient, passionate team culture that goes the extra mile.

Are You Leading with Purpose?

Ask yourself: are you empowering your team to become problem-solvers, trusted advisors, and community builders? Are you investing in people as your greatest strength? The age of disruption calls for purpose-driven leaders who don’t just talk about values but live by them every day.

Let’s embrace the power of community, redefine what it means to be a sales professional, and show that the future really is human.

#SalesLeadership #CommunityPower #ModernSelling #TrustedAdvisor #PurposeDriven #HumanInnovation #SalesSuccess #EmpathyInSales #TheFutureIsHuman

Excerpt and Launch for THE SHOW MUST GO ON

The Show Must Go On, AVAILABLE NOW! serves as the comprehensive follow-up to Salesman on Fire : an extensive guide on sales strategies, personal development, and leadership.

It provides insights into building a successful sales career, overcoming obstacles, and achieving personal and professional growth en route to the story of how LinkedIn, AI and a Moneyball approach to sales has generated over $1B in revenue.

Carson V. Heady discusses the significance of personal branding and how it can differentiate a salesperson in a competitive market, the role of a leader in fostering a collaborative and empowering environment for team members, strategies for dealing with setbacks and failures, and methods for effective prospecting, including leveraging social media, AI and personalized messaging to connect with potential clients.

Pick up your copy of THE SHOW MUST GO ON here: https://www.amazon.com/Show-Must-Go-Carson-Heady/dp/B0DLBGCS6V/

FOREWORD

A close friend’s tragic death in a car accident was the catalyst prompting me to take a “seize the day” approach in 2015 and finally tie the knot with my daughter’s mom who I loved madly but could never seem to get it right with.

Getting unjustifiably fired sent me into a tailspin that resulted in me seeking justice, redemption and a comeback. While it took over 3 years to get any closure and years more chasing what I felt my prior status was, I finally far surpassed what I once assumed was my peak.

My greatest career wins happened after I was told no, or that I couldn’t do it, that I shouldn’t bother, or it would never happen.

Getting put on a performance plan with one foot out the door by a manager trying to take me out of a role I was doing well in prompted me to become a student of sales and made me obsessed with mastering the game – I won every award possible, reached sales accolades I could have never dreamed of and was promoted 4 more times.

But it certainly has been no bed of roses.

Family tragedies and the constant ups and downs of life have led me to depression and the brink of survival, while still being a husband, a Dad, a business executive with a demanding schedule and a frequent podcast host and hardly anyone ever saw me bleed.

Some days, it is practically impossible to will yourself out of bed, to the gym, or your laptop, much less bringing a high energy, exuberant version of yourself to every conference call, every team meeting, every dinner table or podcast episode. I’ve been relayed crippling or shocking news only to have to jump right into the next call or action, shutting off all emotion or reaction so I can survive.

Many a morning, after just a few hours of sleep, I pushed myself through a workout before anyone else in the house arose and stared at my grizzled face in the mirror after a shower wondering how on earth I was going to put on my mask and charade yet again while being so physically, mentally and emotionally exhausted and empty.

And paying dues never ends. The second you stand still or fail to deliver, your pedestal – deserved or not – loses its shine, height and stature. Right?

We are rarely doing exactly what we think we could or should be doing – “living our dream.” Those who are know what it took to get there and you can never get back that innocence or version of yourself. While it’s great to reflect on the milestones you have mastered, survived and learned from, everything you want and everything worth having takes its toll and pound of flesh.

We could change the world, but we’ll still be asked to do menial tasks or muddle through days upon days that are the same, are mundane, are not challenging enough. This plague does not discriminate against anyone, no matter how blessed and fortunate they are or they appear to be on their social feed.

What I’ve learned over the years, especially when you are doing everything you can to live a life you’re proud of, that your parents are proud of, that your wife and kids are proud of, and that can serve and help others is that no matter what happens, the show must go on.

How I Became an Accidental Salesman

In college, I was ashamed to not arrive at a major until I was a junior. Because I had taken enough courses to be closest to a business management degree without going to a fifth year, I declared that to be my major. But I had no idea what I wanted to be when I grew up. Sometimes, I still don’t.

I’m just a small-town guy from the Midwest United States. My first job was working 6 years at a community grocery store and I moved away to the big city when my girlfriend got a volleyball scholarship to play in college there and one of my best friends was moving back there. It seemed like the thing for me to do.

My parents had pressured me – rightfully so – to zero in on what I wanted to do with my life, and I had no idea. At first, I actually transferred within that grocery store chain so I would have a job when I relocated.

My mom suggested I talk to my best friend’s aunt who worked for a prominent company as a Director. I did, and she got me an interview a few weeks after I got settled. The grocery store had lied to me about what my role would be in this new store, so I was desperate to get out and what I thought was going to be a customer service phone job paying significantly more money sounded positive.

In training, I found out pretty quickly that this was an inbound sales job, requiring me to field up to 100 calls per day from business customers and upsell them on all of our offerings. Before training concluded, we had to begin again as the entire call center shifted to handling residential calls – people calling often complaining about why their bill was so high while we had to follow a robust call flow and offer multiple service packages and solutions amidst their tirades.

The role was so intense that out of 12 trainees, 2 graduated. The rest either quit or – if they were internal transfers – exercised retreat rights to go back to their last job they had left to come here.

Sales was not on my radar. Talking to the other call center employees, they were quick to point out everything wrong and flawed with the managers, the company, the call flow, processes, the pay plan.

Mid-way through training, I lamented to my parents and even my friend’s aunt that I was not cut out for this. I hated it. I feared failure. It was extremely uncomfortable.

Our trainers did not mince words: “For some of you, this isn’t the right role for you, and that’s OK,” but they always seemed optimistic about me. I took that little level of encouragement and the fact I really had no place left to go but the grocery store and I just stuck it out.

Morale was low in the center and I had no idea what I was doing, but I do vividly remember on that one spring day on that one particular call, closing my eyes and quoting a script and the silence that seemed like eternity until my first sale.

Surrounded by colleagues who were always in my ear about everything that was wrong and why they didn’t give their all, I chose to do my best. It lit a fire in the center. I was making post-call treks to the sales board more than anyone else, and it caught a lot of attention. The new guy was very quickly the #1 rep in the office.

Surely I was doing something I wasn’t supposed to be, many of them thought. Wrong. I learned quickly that I had an ability to talk swiftly, to address customers’ statements and needs and weave their own words into why I was pitching what I was pitching. Additionally, I learned the game inside the game; that perception matters a great deal. If a customer perceives what you are presenting to be better than their current situation, they’ll make the change.

I confidently wove a mix of their own words into leading them down a path that got my company and me paid and often gave them a better overall scenario. They said yes to me more than anyone else.

Changing phone packages and long distance packages was one thing, but I knew how to maximize my sales sheet and my managers’ numbers and get us paid. Doing that staves off a lot of grief. Money has a way of making lots of things better, I was told.

I didn’t always follow their call flow formula. At first, this resulted in a manager putting me on a call flow performance plan but after my sales results plummeted in a day of following their script to a tee, it was removed. I was greenlit. And that was all I needed.

Then, there was the taste of money I had never seen before. I went from a maximum of $21K in a year at the grocery store to my first $75K+ year and beyond. More and more every year.

In a call center, you find yourself grandstanding from time to time – standing and pointing at neighbors and trying to goad them into competing with you. I elevated everyone around me and won President’s Club every quarter I was ever eligible to in the 8 ½ years I spent at that company.

If a number was next to my name on a report, it was going to be indicative of my best. Always. No matter what was going on around me or in my life, no matter how hard it was, no matter what changed around me or whatever relationship problems I was going through – my goal was always to be the best.

God gave me some gifts – namely, I could talk fast and type fast, and I could think quickly on my feet – listening, assessing a situation and uncovering any opportunity that may exist. Then, I would seize it. It didn’t matter if it was a tiny long distance plan change or a $3.95 feature add, I would literally fill my sales sheet every single day and sometimes need more than one while most reps would eke out enough sales to count on one hand.

I still hold records for the biggest days in that call center’s history.

Winning a dozen things a week like televisions and gift cards with which to outfit my small apartment and being the person making the march to add to the sales board never got old.

It was like developing a new muscle. Pull up the account, make a plan of what was going to be added or switched, addressing the customers’ concerns, articulating my new proposal in a way that made sense to them and sounded better, making the changes, and marching to the sales board capturing the attention of everyone around me over and over again. My managers would typically root me on and brag to their peers because I would beat other teams all by myself every day.

Being the top rep meant certificates, commissions, contest winnings and annual trips.

I met a lot of people and we had fun. You find yourself making fun of the silly calls and things around the office that you couldn’t change.

I paid the first in a never-ending cycle of dues and was a salesman. I am a salesman.

*

On the series finale of Cheers, one of my favorite shows of all time, bartender playboy Sam Malone (a hero of mine in my misguided youth) says, “I’ll tell you – I’m the luckiest son of a $#@! alive,” after realizing he has everything he has ever wanted and has his true love – his fabled bar. Many times, I feel that way about my own life. Anybody who says you can’t have it all is wrong. You can, but it isn’t easy and it certainly won’t always be a joyous ride.

The best thing that ever happened to me – what finally made me into a better person – was becoming a Dad.

Before that, I allowed myself to be seduced by my career trajectory and rising paychecks. I believed these people truly loved me as they said they did. I stood up every morning to deliver rousing sales speeches to hundreds of sales reps to the tune of standing ovations and I thought I was bulletproof and invincible.

Being a Dad made me more patient and selfless.

Getting unjustifiably fired took me to hell.

Everything it took to make a comeback, to go out and get what was missing in my life, to stop running from commitment, to return to my faith and to embrace what about me could best serve others is what led me here.

In short, it’s all a journey. We have the benefit of connecting the dots backwards, but we cannot connect them forward – it’s impossible to predict in our lowest moments that someday we will feel like the champions of the world. It’s also not a summit you can stay on; as salespeople and as people, we will have to adapt, adjust, pivot and persevere through challenges we can never fully foresee.

I’ve lost family and friends; to death, distance and time. Life is full of breakups and miscommunications in your personal life and naysayers and haters in your career – especially if you win at all costs. I’ve had the rules changed specifically to keep me from being #1. Twice. And it failed both times. I’ve had jobs literally created for me that were given to someone else. I’ve been lied to, cheated on, stolen from, defamed, insulted, counted out, abandoned, laid off, taken advantage of, taken for granted, worked like a dog, taken out for standing up for what’s right and gone through custody fights and countless nasty potshots from those who hate me.

Growing up, I was immersed in classic rock and Queen’s iconic hits were a significant part of my musical upbringing. I had their greatest hits with the purple cover on cassette and remember playing video games listening to it. I remember going to my hometown college basketball games and hearing “We are the Champions” when we would win tournaments, and that is still to this day one of my favorite songs.

More recently, the show Cobra Kai featured, “I Want it All” in the season 1 finale and Ted Lasso played “Tear it Up.” The biopic Bohemian Rhapsody was an excellent, emotional masterpiece.

In March 2020, our world faced the coronavirus pandemic and it turned much of the globe on its head. As we were staying at home and the future was uncertain, days blended into the next and looked the same. Sometimes, it was quite challenging to make the daily trek from the bed to the laptop for back-to-back-to-back virtual calls for 10 hours per day.

In addition to that, when you lead a number of significant, 8- and 9-figure sales deal pursuits, you will come across a myriad of different types of negotiators. Some wish to be relatively cordial while others are true partners in negotiation – I’ve been fortunate to earn my fair share of those. However, in a long sales career, you will also come across your fair share of folks who want to stick it to you, rake you over the coals, ostracize you or keep you at arm’s length only to try to squeeze every discount dollar out of you they can while insulting you, escalating over your head and making the experience excruciating. It does them no favors in the grand scheme, but they get some sort of pleasure from being rude, antagonistic keyboard warriors or taking cheap shots while not on camera.

It was the period from 2020 to 2021 that I found myself in a position to be creating and negotiating a number of high profile enterprise deals. A good position to be in, no doubt, but as a guy who has worked hard to build a reputation, has worked hard to overcome adversity and a guy who has a lot riding on him between expectations, a growing family and an emerging public persona, these occurrences are like brutal knockdown blows in a boxing ring on a daily basis.

I can psych myself into a frenzy with a morning workout and pot or more of coffee only to be obliterated after a day of soul-sucking back-to-back calls where I meet roadblocks and catastrophe at every turn. People look to me to have the answers, to never show surprise and never lose my cool. Hardly anyone has ever seen me bleed, but I bleed all over the place when no one is looking.

During this time, “The Show Must Go On” became the anthem that guided me through these unprecedented and unpredictable times.

I would listen to it while lifting weights, blare it while I was in the shower and often listen to it before I had to go back into the arena to haggle with procurement and get insulted on a virtual call. Willing myself back into action time and time again, I felt like James Bond in Skyfall where he’s questioning his ability to continue to put himself through this sometimes thankless work over and over again.

The lyrics, especially the lines “Inside my heart is breaking, my makeup may be flaking, but my smile still stays on,” resonated deeply with me as I would conjure up a character every day who had boundless energy and could do anything, and that nothing or no one could stop. This character could do anything and everything in his job without missing a beat and there was no obstacle that could stop him. But inside, his soul was eroding, crumbling and finally collapsing.

The daily routine of navigating work-life balance, the blurred lines between personal and professional spaces, and the constant juggling act became particularly daunting. The song served as a powerful reminder that, despite the hardships, doubt and physically and mentally running on fumes, I had to bring that character back to face another round.

There were mornings or moments before challenging calls when I would listen to this song. The symbolism of being on a stage, facing an audience, and delivering a performance became a metaphor for facing the day’s challenges. Making the metaphorical commute from bed to desk wasn’t always easy, but Freddie Mercury’s words inspired resilience and determination.

“The show must go on” became my battle cry, giving me the strength to get back in the ring, face the spotlight and perform once more. When I would close my eyes and listen to it, I felt like Superman bathing himself in sunlight to regain his strength, ready to go back into the fray. I had no idea I would lean on it so much and that things would actually only get more difficult.

Want to read more? Pick up your copy of THE SHOW MUST GO ON here: https://www.amazon.com/Show-Must-Go-Carson-Heady/dp/B0DLBGCS6V/

Salesman on Fire Presents: “The Show Must Go On” Launches – Get Your Copy Today!

Today is the day! Salesman on Fire Presents: “The Show Must Go On” release day. You can pick up your copy now!

From my $1 Billion Moneyball LinkedIn sales prospecting strategy to the art of negotiation and mastery of personal brand, “The Show Must Go On” dives into the strategies and mindset that transform sales, career development, and leadership into a pathway to success.

How to leverage LinkedIn, AI, and a “Moneyball” approach to win big

Insights on building lasting relationships and understanding customer needs

Resilience tips to turn setbacks into comebacks

How leaders can empower their teams to reach new heights

Whether you’re scaling your sales career, navigating personal development, or aiming to stand out with a unique brand, “The Show Must Go On” provides the roadmap.

Ready to level up your journey?

#SalesSuccess #Leadership #PersonalBranding #Resilience #SalesStrategies #AI #LinkedIn #CustomerRelationships #ContinuousGrowth

How I Turned a Cold CIO into a Client by Building Trust and Finding a Win-Win Solution

When all roads to a critical decision-maker feel blocked, do you press on or pull back? Sometimes, success doesn’t mean finding a new door but having the courage to knock harder on the ones already in front of you.

What is holding back your biggest opportunities?

Once upon a time, I faced a situation where I’d been told repeatedly, “You won’t get a meeting with the CIO.” This CIO had become a dead-end for projects, with initiatives routinely stalling on their desk. He said he didn’t like nor meet with vendors.

Instead of accepting defeat, I sought out relationships with the Board, CEO and CFO. They forced him to take a meeting with me, which was painful at first, but the deal happened.

Key Strategies That Made This a Win:

Identify Organizational Values and Synergies

When roadblocks arise, the first step is understanding what matters most to the organization. I worked with my team to pinpoint synergies that aligned with their goals and explored every angle for mutual benefit.

Leverage Influential Networks

I reached out to a contact who was connected to a board member of this organization, litmus testing ideas to uncover where we might bridge gaps. The board’s perspective added new insights and momentum.

Build Relationships Through LinkedIn

From there, I connected with the CEO and CFO on LinkedIn, solidifying a strategic approach to secure the conversation we needed with the CIO.

Face the Objections Head-On

When the CIO, visibly unimpressed, confronted me with “You forced me to say no in person,” I responded with empathy and purpose. I acknowledged their perspective, pivoting to show how we could turn this into a win. “Give us the trust of arming us with your pain points and allow us the chance to address them,” I said, emphasizing a partnership, not a sales pitch.

Demonstrate Value Immediately

The CIO’s guarded trust led to some initial projects—a chance to prove ourselves. We executed them with precision, establishing credibility and showing real value, one step at a time.

What if your next big opportunity isn’t a new lead or account but an existing relationship just waiting for a fresh approach?

When faced with resistance, don’t pull back; push forward with purpose, empathy, and a genuine desire to create value.

#SalesMastery #BuildingTrust #RelationshipDriven #ClientSuccess #StrategicNetworking #OvercomingObstacles #CreateValue #LeadWithPurpose #CloseTheDeal

How Embracing the Sting of Constructive Criticism Transforms You into a Top Performer

As a sales professional and leader, I’ve come to realize that constructive criticism is often one of the most powerful tools for growth—even when it stings. Especially when it stings.

In fact, it’s the sting that often paves the way for lasting transformation. Trust me – you don’t forget it.

I get it; it’s not easy to hear someone point out your flaws, especially when you’re fully invested in your work, your approach, and your results. But the truth is, the moments that hurt the most can become the foundation for future success. If—and it’s a big if—you’re open to hearing and learning from it.

That Initial Sting

I remember one particular instance early in my career where I thought I was doing everything right. I had built strong relationships with customers, was closing deals, and had developed what I believed to be a rock-solid process. Then came the feedback. It wasn’t what I expected.

One of my senior leaders sat me down after what I thought had been a successful quarter and called me a supernova but that I lacked polish.

I was floored. I disagreed. I’d put everything into my work—how could they not see that?

But here’s the thing: as hard as it was to hear, it was exactly what I needed to hear. In hindsight, it was spot on. I was not playing the game, building consensus and seeking out other and better perspectives to level up.

In that moment, my defenses went up. I instinctively wanted to justify my approach, to point to the numbers and the wins, but instead, I paused. I remembered something I’d learned along the way: feedback—especially the tough kind—isn’t a personal attack. It’s an opportunity.

The Turning Point

What I had initially perceived as a harsh critique became one of the most transformative moments in my career. That feedback made me step back and truly analyze my process. I realized I had been operating on autopilot, relying on methods that worked in the past but weren’t pushing me to the next level.

It was in the aftermath of that conversation that I began to understand the value of humility in personal development. Sales is a competitive field, and it’s easy to fall into the trap of thinking you’ve got it all figured out. But the truth is, the moment you stop being open to criticism is the moment you stop growing.

I started seeking out more feedback, not just from my leaders, but from my peers and even my customers. I wanted to know what I could do better, where my blind spots were, and how I could improve. And trust me, there were plenty of blind spots.

I had a great manager who resonated in me that “what got me here won’t get me to the next level.” It’s great that I was a phenomenal individual contributor and that I had developed a strong brand, but if you’re not leveling up, you’re standing still.

Shifting the Mindset

It’s not easy to embrace feedback that feels like it’s poking holes in the work you’re proud of. Our instinct is often to defend, to protect our egos, and to stand firm in what we believe we’re doing well. But here’s what I’ve learned: that discomfort you feel when someone points out your flaws is exactly where your greatest potential for growth lies.

Feedback—especially when it’s constructive—should be viewed as a gift. It’s a mirror that reflects the gaps you might not see yourself. And as painful as it can be, it’s better to face those gaps head-on rather than continue down a path of complacency or mediocrity.

When I shifted my mindset to view criticism as a tool rather than an attack, everything changed. I became more open, more resilient, and ultimately more successful. That one painful piece of feedback? It pushed me to refine my process, to sharpen my skills, and to elevate my game. It made me better.

Using Feedback as Fuel

Since then, I’ve learned to actively seek out feedback in every area of my work. Whether it’s a lost deal or a difficult interaction with a customer, I now ask, “What could I have done differently?” And sometimes the answers sting just as much as they did the first time I received that tough criticism, but now I understand that it’s all part of the process.

I’ve also learned the importance of delivering constructive criticism to others. As a leader, I believe it’s my responsibility to give my team the same opportunity to grow that I was given. It’s not about tearing anyone down—it’s about building them up by showing them where they can improve. And just like I learned, it’s often those conversations that can lead to the most significant breakthroughs.

Building Resilience

The ability to take criticism with grace is not something that happens overnight. It takes resilience and a willingness to be vulnerable. But if you’re able to build that muscle, the results can be extraordinary.

I’ve seen it in my own life and in the lives of those I’ve mentored. Those who embrace feedback, even when it’s hard to hear, are the ones who rise to the top. They’re the ones who continue to evolve, to innovate, and to push the boundaries of what’s possible.

Closing Thoughts: Embrace the Sting

Here’s what I want you to take away from my experience: constructive criticism is going to hurt. That’s inevitable. But the pain is temporary, and the growth that follows is worth every bit of discomfort. Don’t shy away from it. Embrace it. Use it as fuel to become a better version of yourself—not just in sales, but in life.

If I hadn’t been willing to listen, to reflect, and to adjust my approach based on that feedback, I wouldn’t be where I am today. The sting of criticism was the catalyst for some of my greatest successes. And I wouldn’t trade that for anything.

So, next time you receive feedback that makes you wince, take a deep breath, thank the person who gave it to you, and then get to work. Because that’s where the real transformation begins.

#LeadershipDevelopment #GrowthMindset #ConstructiveFeedback #PersonalGrowth #SalesLeadership #CareerSuccess #ContinuousImprovement #EmotionalIntelligence #SelfImprovement

Unstoppable Success: Elevate Others, Drive Impact, and Scale Your Influence

What if the key to your success lies not in what you achieve, but in how you elevate those around you? It’s about creating lasting impact, scaling your influence, and mastering the art of balancing big wins with consistent value.

Ready to unlock the blueprint for unstoppable success?

Listen to your leadership – what matters most to your team, business unit, and organization? Become the problem solver and outcome driver.

Be a multiplier – elevate everyone around you. Success is measured by the impact you create and the tangible outcomes you drive.

Balance is key – between the “whales” and tentpole wins with focused customers and scaling your influence effectively.

Surround yourself with greatness – seek out those who are better than you or doing what you aspire to do. They hold the knowledge you need.

Daily non-negotiables – before the chaos takes over, carve out time for the things that will make your day a success.

Lay the groundwork – build a solid foundation for every endeavor. Define the relationships and resources you’ll need to drive value and deliver.

Do the work – pay your dues, do your homework, and show up with value, especially in the tough times.

Embrace the pain – be there when things go wrong, it’s where true character is revealed. It’s for better and for worse.

Own your story – articulate your unique value. Build a personal brand that resonates with your values, and make sure your results speak for themselves.

Your journey to success isn’t just about the wins—it’s about how you handle the setbacks, invest in your personal brand, and create lasting impact.

Are you ready to embrace the challenges, own your results, and elevate everyone around you? Share your thoughts—what’s your next move to amplify your impact and drive real outcomes?

LeadershipMatters #OutcomeDriven #PersonalBranding #OwnYourSuccess #DailyHabits #BalanceForImpact #BeTheMultiplier #CustomerValue #ElevateYourself

From Failure to Fearlessness: How to Turn Setbacks into Sales Success and Build Unstoppable Resilience

Overcoming Fear of Failure: From Setback to Success

Fear is an ever-present factor in life and sales. It’s not only about the fear of rejection or failure but the fear that can stop us from trying again. What truly sets successful people apart isn’t that they don’t fail; it’s that they keep going in the face of it, adapting, learning, and evolving.

As someone who has faced plenty of my own professional and personal challenges, I’ve come to realize that fear is not something you ever completely eliminate. Instead, you learn to manage it, to use it as a source of energy, and, eventually, to transform failure into fearlessness.

Failure is inevitable, but how we handle it defines our trajectory.

In sales, where the risk of rejection is ever-present, overcoming fear of failure is not just a skill—it’s a necessity. Let’s explore how to navigate this journey and transform failure into a stepping stone toward ultimate success.

The Power of Failure in the Pursuit of Success

To become great at anything, failure is a rite of passage. Some of the world’s most successful people are also the ones with the most failures:

Reggie Jackson, “Mr. October,” was known for his clutch performances in Major League Baseball postseason, winning five world championships. Yet, he also struck out more than any batter in history.Kobe Bryant, one of the greatest basketball players, missed more shots than anyone in NBA history to achieve his five championships.Cy Young, the pitcher with the most wins in baseball history, also lost more games than anyone else.

Each of these legends faced failure head-on, made the necessary adjustments, and kept pushing forward. Their losses became stepping stones to greatness, not deterrents. Their ability to overcome fear of failure led to some of the most celebrated careers in sports history.

So, how do we apply this same mindset in our personal and professional lives?

1. Recognize the Reason for Failure

The first step to overcoming fear of failure is to recognize and own your role in the outcome. Failure often happens for specific reasons, and identifying them is key. It’s not enough to simply brush off failure as “bad luck.” You have to dig deep into where the process went wrong. Did you miss a crucial step? Did you not ask the right questions or follow up when you should have?

In my own career, I’ve had deals fall apart just before the signature. When that happens, I look back and analyze every step of the process. Was there an objection I didn’t properly address? Did I fail to nurture a key relationship? Maybe I didn’t fully understand the client’s timeline or decision-making process.

The goal here isn’t to dwell on the loss but to understand it, to become a student of your own failures. Knowing the exact point where things went sideways is the first step toward making sure it doesn’t happen again.

2. Make Adjustments—Don’t Overhaul

When failure strikes, our first instinct might be to make drastic changes to our approach. But overreacting can be as damaging as not reacting at all. It’s not always about doing a complete 180—sometimes, all you need is a minor tweak.

Think of it like cooking. If your dish didn’t come out quite right, you don’t throw out the recipe entirely. Instead, you make small adjustments—maybe a little less salt, a touch more spice. In the same way, in business or sales, you have to find the faulty ingredient and tweak it.

I’ve seen this countless times in sales teams I’ve managed. A rep will lose a deal and decide they need to overhaul their entire strategy, but often, the issue was one small oversight. Maybe they weren’t following up consistently, or perhaps they didn’t fully align their solution with the customer’s pain points. By identifying the real issue and fixing that one thing, they can dramatically improve their performance without throwing out everything that was already working.

3. Get Back in the Game

The hardest part of failure isn’t the loss itself—it’s finding the courage to get back in the game. Fear of history repeating itself can be paralyzing. You gambled, you lost, and now the sting of defeat makes you hesitant to try again.

I’ve been there. I’ve lost jobs, missed quotas, and faced rejection after rejection. But one thing I’ve learned is that the sting of defeat hurts less with each encounter. The more you fail, the more adept you become at navigating those setbacks and moving forward.

When I missed quota for the first time, it felt devastating. I had just come back from paternity leave, only to find that my biggest customer had been given away and another deal I closed was improperly awarded to someone else and never fixed.

Instead of letting that defeat define me, I made the decision to double down on what I could control. I meticulously studied my processes, focused on nurturing relationships, and became even more disciplined with my schedule. Within a year, I went on to win every award the company had to offer.

It’s easy to let fear stop you from trying again, but if you never get back in the game, you’ll never know what’s possible. You can’t win if you don’t play.

4. Don’t Look Past the Current Game

When failure strikes, our natural inclination is to start thinking about the next deal, the next job, the next opportunity. But in doing so, we often overlook the lessons from the current situation. Athletes will often talk about focusing on the game at hand, not the future contest. It’s about staying present.

In sales, this means learning from every lost deal, understanding why it didn’t work out, and applying that knowledge immediately. I’ve seen reps who, after losing a deal, quickly jump to the next prospect without analyzing what went wrong. Inevitably, they repeat the same mistakes. To truly overcome fear of failure, you need to stay grounded in the moment, learn from the loss, and adjust accordingly before moving on.

5. Transform Failure into Fearlessness

The more you encounter fear and failure, the more fearless you become. Over time, you start to realize that no single failure defines you. The rejection letters, the lost deals, the missed opportunities—they all contribute to your growth.

Early in my career, I feared rejection. Cold calls would give me anxiety. I worried about every misstep, every objection. But now, after years of losses and victories, I approach each situation with a sense of calm. I’ve faced failure enough times to know that it’s not the end of the road—it’s just a detour.

Fear and failure transform into fearlessness when you stop questioning your process and start trusting in your ability to adapt. You learn that setbacks are part of the journey and that each loss carries with it a lesson that brings you closer to your next win.

In the end, it’s not about the losses you accumulate—it’s about the wins you earn along the way. The road to success is paved with failures, but each failure brings you one step closer to becoming fearless. So get back in the game, learn from the losses, and keep moving forward. Fearlessness isn’t the absence of fear—it’s the decision to keep going despite it.

#FearlessLeadership #OvercomingFailure #SalesSuccess #Resilience #GrowthMindset #FailureToFearless #SalesMotivation #PersistencePaysOff #LeadershipTransformation

Mastering Modern Selling – The Power of Consultative Sales, AI, and Human Connection, featuring David Brock

Are we losing the art of sales in the rush to automate and streamline every process with technology?

As AI tools continue to revolutionize how we engage with customers, many sales professionals are focusing too heavily on the science—data, automation, and algorithms—while overlooking the very essence of what drives deals forward: human connection.

As AI provides answers but lacks context, the real challenge lies in finding the balance between leveraging these powerful tools and preserving the irreplaceable human touch. Are you ready to rethink how you sell in the modern landscape?

On the latest Mastering Modern Selling, hosts Tom Burton, Kristie K. Jones and Carson V. Heady welcomed David Brock—sales legend and founder of Partners In EXCELLENCE—into the conversation as they unraveled the complexities of sales today, blending timeless principles with modern tools like AI to maximize impact.

Here’s a rundown of the most impactful takeaways from this incredible episode:

Timeless Sales Fundamentals Still Win The underlying principles of selling remain unchanged. It’s all about finding customers with problems you can solve and engaging them in a meaningful way. Despite new tools and technology, the foundation of solving the right problems stays the same.

The Art of Sales is Essential in the Age of AI Sales isn’t just about the data-driven side—Dave emphasizes that we can’t let the art of sales go extinct. Even with AI helping with research and admin tasks, it’s human connection, empathy, and understanding what keeps a person up at night that really seals the deal. Finding the balance between the art and science of sales is critical!

AI is a Tool—Not a Replacement Dave delves deep into how AI can help us think better rather than just provide answers. AI like ChatGPT can act as a debate partner, challenging assumptions and providing fresh perspectives. But it’s important to remember: AI can’t replace the human element—it doesn’t know what keeps your customer up at night, but it can give you the tools to approach that conversation better.

Smart Prompting & AI Coaching AI can offer incredible insight when you push it to challenge your ideas. Dave uses AI to debate his own assumptions and prepare for customer conversations by asking, “What am I missing?” or “Where am I wrong?” This is a great strategy to explore beyond surface-level answers.

Be the Customer’s Consultant—Not a Seller One of the biggest game-changers: Dave’s approach to never mentioning a product until the customer asks for it. Focus on consulting with the customer about their challenges, goals, and pain points, and watch your win rates more than double, while sales cycles shrink by 30-40%.

Reduce No-Decisions with Consultative Selling When you focus on helping customers with their challenges (rather than just pitching your product), you reduce the chances of no-decision outcomes by 20-25%. The key? Guide them through their decision-making process without overwhelming them with your product right away.

AI Can’t Replace Context and Empathy No matter how advanced AI becomes, it can’t replace the human ability to empathize and understand a person’s situation. It’s all about that last mile—AI can give you insight, but only humans can truly connect and understand what the buyer needs at the specific moment.

Engage with Buyers on THEIR Terms The modern buyer wants to do their research, but it’s not because they prefer tech over human interaction—it’s because sellers aren’t delivering value. Engage customers in a way that adds true value and meets them where they are, whether that’s through digital or personal interaction.

The future of sales is not just about mastering AI or streamlining processes—it’s about reclaiming the art of meaningful, human-to-human connection while using technology to elevate our impact.

We must challenge ourselves to go beyond surface-level automation and focus on what truly sets us apart: understanding the unique challenges and desires of our customers.

The real differentiator will be those who can blend innovation with empathy, data with intuition. Are you prepared to master both the art and science of sales, or will you let the human element slip away in a sea of automation?

Brandon Lee

Fist Bump

#ModernSelling #SalesLeadership #SalesStrategy #AIInSales #ConsultativeSelling #CustomerCentric #SalesSuccess #SalesPodcast #Leadership #ContinuousLearning

Maximize Your Leadership Potential: Why Focusing on Strengths Beats Fixing Weaknesses

We spend far too much time focused on weaknesses—those of others and those of our own. Why are we conditioned to obsess over fixing what’s “broken” rather than elevating what makes us extraordinary?

Earlier this year, Hylke Faber and I interviewed Paul Reitz on the Connected Teamwork Podcast and he said a big influencer on his style was Marcus Buckingham’s book “First, Break All the Rules.” Of course, I had to check it out ASAP.

This particular chapter really struck me: What if focusing on strengths, and developing a support system to turn weaknesses into simply “non-talents” that are rendered more obsolete, is a better path than just dwelling on them and trying to make them go away?

Marcus Buckingham challenges us to break free from the idea that we need to improve our non-talents. Instead, it’s about maximizing our unique strengths and leveraging those around us for theirs.

Imagine how this shift in perspective could transform the way we lead, collaborate, and grow.

Strengths over weaknesses: Spend less time “fixing” what’s not working and more time amplifying what’s great.

Understand non-talents: Know where you’re not strong—but don’t waste energy trying to make them strengths.

Delegate to others’ strengths: Build teams around complementary skills. Empower others to fill the gaps with their brilliance.

Strengthen what’s natural: Consistently practice and develop what comes naturally to you. That’s where real growth happens.

Own your unique genius: True leadership isn’t about being good at everything—it’s about being exceptional where it matters most.

Are you investing in your strengths or still chasing perfection in your weaknesses?

How are you reshaping your approach to leadership by embracing your strengths—and helping others do the same?

#Leadership #StrengthsBasedLeadership #GrowthMindset #Empowerment #MarcusBuckingham #BreakTheRules #FocusOnStrengths #TeamBuilding #PersonalDevelopment #LeadershipMatters

Mastering Modern Selling: A Deep Dive into Authenticity, AI, and Sales Culture

Modern selling is about more than technology, scripts, or metrics. It’s about mastering the balance between leveraging the tools at your disposal and infusing every interaction with authenticity, empathy, and genuine value.

Embrace who you are, use AI to do the heavy lifting, and build a sales culture that prioritizes long-term success over short-term wins. You’ll stand out, close more deals, and—most importantly—create a meaningful impact on the people you serve.

“You can’t be a great seller if you don’t know who you are and how to lead yourself.”

That’s one of the many takeaways from this week’s episode of Mastering Modern Selling featuring co-hosts Tom Burton of LeadSmart Technologies, Brandon Lee of Fist Bump and Carson V. Heady, the #1 social seller at Microsoft and author of Salesman on Fire featuring special guest, Sales VP and author Jeff Kirchick in a conversation that spanned the entire spectrum of modern selling strategies, insights, and the balancing act between human touch and technology.

Authenticity is the Game-Changer

Jeff kicked off the discussion by sharing his journey into sales, emphasizing how he initially fell into it almost by accident. He found the appeal in the autonomy, the idea that his effort and approach would directly influence his success. This mindset shaped his perspective on what it means to be a genuine seller. For Jeff, sales isn’t just about closing deals—it’s about building meaningful relationships based on trust and authenticity.

Sales is not about pushing products but solving real problems for people. Building these relationships can lead to lifelong connections, where customers evolve into advocates and long-term allies.

Ask yourself—are you selling to hit a target, or are you genuinely trying to help your clients succeed? Use each interaction as an opportunity to add value.

AI: The Game Changer (and the Great Pretender)

Jeff dived into the practical use of AI in sales. While there’s a lot of buzz about AI handling repetitive tasks like research and message drafting, he cautions against over-reliance on it for client communication. The true power of AI, Jeff argues, lies in using it as an enabler to free up time for human connections.

Effective Use Cases:

Conversational AI: Tools like Gong can be leveraged to provide insights from sales calls and map those findings to deal outcomes, creating a data-driven coaching environment.Research Automation: AI can be used to identify target prospects and surface key signals that indicate when a client is ready to engage.

Personalization must be more than surface-level. “Hey, I saw you went to [insert university]” or “I noticed you’re from [insert city]” won’t cut it. AI can’t replicate a shared experience or human story, so don’t let it substitute for your own outreach creativity.

Use AI to handle the prep work, but craft messages that incorporate shared values, genuine insights, or something only a human can observe. The more personal it feels, the more impactful it becomes.

Creating a High-Performance Sales Culture

Jeff and the team discussed a crucial, often overlooked topic: how to create an environment that allows sellers to succeed while staying true to themselves. Traditional sales cultures often emphasize speed over quality, pushing reps to hit KPIs at the expense of building real relationships. But what happens when you take a step back?

Slow Down to Speed Up. Sometimes, you need to step back and ask deeper questions, dig into objections, and understand what truly motivates your client. It’s not about rushing through the pipeline stages—it’s about advancing with purpose and strategy.

Implement “slow down” days in your sales routine, where you focus purely on learning more about your clients and their industries without the pressure to close immediately. This can uncover insights that are critical to moving deals forward later.

Embrace Vulnerability and Transparency

One of the most compelling parts of the conversation was the emphasis on vulnerability in sales. Sharing mistakes, setbacks, and even being upfront about limitations can foster more trust than any polished pitch ever will. As Jeff explained, leading with transparency not only sets the right expectations but makes everything else you say more credible.

Don’t hide your flaws—highlight them. Being upfront about what your solution can and cannot do builds respect and reduces skepticism.

When you’re preparing for a call or a presentation, list out the weaknesses of your offering. Plan to address them head-on, even before your client asks. This can disarm objections and create a much more open dialogue.

Rethinking Sales Metrics: From Pipeline Stages to Yield

Another game-changing idea was how we measure sales success. Jeff proposed a focus on yield—the end result of all sales efforts, factoring in velocity, conversion, and deal size. Focusing too much on individual KPIs like pipeline stages or average sales cycles can lead to short-term wins but long-term losses.

A well-nurtured deal that closes slower but with a higher average contract value and a strong client relationship is more beneficial than a quick, transactional sale.

Redefine success metrics to include a blend of deal quality, customer experience, and post-sale growth potential. This holistic view will help prioritize the right activities, even if they don’t fit into a standard CRM template.

Winning on LinkedIn: Authentic Content Over Algorithms

The final leg of the conversation tackled how to succeed on LinkedIn without falling into the trap of formulaic posts that game the algorithm. Jeff shared his disdain for cookie-cutter content that doesn’t add value or tell a real story. Instead, his strategy is simple: post what you genuinely believe, even if it doesn’t follow the trending format.

The posts that resonate the most are the ones where you let your guard down—talk about a loss, share a lesson, or open up about something you struggled with.

Next time you’re about to post on LinkedIn, ask yourself: “Is this something I would want to read?” If not, rethink your approach. Don’t worry about “likes” or “shares”—focus on providing value to the readers who truly matter.

#ModernSelling #SalesLeadership #AIInSales #Authenticity #SalesStrategy #RelationshipSelling #SocialSelling #SalesCulture #EmpathyInSales