Carson V. Heady's Blog, page 22

Are CEOs Sabotaging Sales? Uncover Modern Strategies to Master Complex B2B Sales and Boost Revenue

Mastering Modern Selling Episode 98: Navigating the Complex B2B Sales LandscapeOn the latest episode of Mastering Modern Selling, we welcomed Alice Heiman, an expert in complex B2B sales with over 30 years of experience. Alice’s mission is simple yet profound: ensuring CEOs are not the sales prevention department at their companies. Raised in a family deeply entrenched in the sales industry, Alice has been leading her own business since 1997, focusing on helping CEOs and their teams master go-to-market strategies.The Sales Prevention DepartmentIdentifying Common Issues

Alice kicked off the discussion by identifying common actions that unknowingly turn CEOs into sales prevention agents. Here are some key points:

Complex Sales Teams: CEOs must understand the complexity of modern sales teams, which include AEs, subject matter experts, customer success teams, and senior leaders.Operational Inefficiencies: Delays in legal departments or outdated sales methods, like relying on the predictable revenue model from 2009, can significantly hinder sales progress.Outdated Sales Models: Many CEOs continue to push sales strategies that worked decades ago, ignoring the evolution in buyer behavior and sales techniques.Modern Sales Strategies

Alice emphasized the importance of CEOs adapting to current sales trends. Strategies that worked in the past, like the predictable revenue model, are now outdated and can even be detrimental. It’s crucial for CEOs to stay updated and not double down on ineffective methods.

The Role of the CEO in Sales

Alice argued that CEOs must be proactive in sales, acting as chief lead generators. By leveraging their wide network and gravitas, CEOs can provide invaluable leads and introductions to their sales teams. Engaging on platforms like LinkedIn and being visible in their industry can significantly boost sales efforts.

Employee and Customer Experience

A critical component of a successful sales strategy is ensuring a positive experience for both employees and customers. Alice stressed that delighted employees lead to delighted customers. It’s essential for CEOs to foster a culture that prioritizes employee satisfaction, as this directly impacts customer interactions and sales outcomes.

Practical Steps for Improving SalesLeveraging LinkedIn

Alice highlighted the importance of having a strong LinkedIn presence. CEOs and their teams should:

Optimize Profiles: Ensure all profiles are professional and reflective of the company’s values.Engage Regularly: Spend at least 15 minutes daily interacting with posts, sharing content, and commenting to build relationships.Curate Content: Share relevant industry news, success stories, and updates about the company.Enhancing Email Strategies

Email remains a primary method of outreach, but quality over quantity is paramount. Alice advised:

Monitor Content: CEOs should periodically review the emails being sent out to ensure they are engaging and relevant.Reduce Volume, Increase Quality: Focus on personalized, thoughtful emails rather than mass, generic messages.The Power of Referrals

Referrals are a highly effective way to generate leads. Alice recommended implementing a formal referral process and training sales teams on how to proactively seek introductions.

Personal Touch in Sales

Alice shared insights on the effectiveness of sending personalized gifts and messages. Simple, thoughtful gestures can make a significant impact. For example:

Books: Sending a book relevant to the recipient’s industry, with a handwritten note and marked passages, can be a powerful way to connect.Customized Gifts: Items personalized with the recipient’s logo rather than the sender’s can show thoughtfulness and attention to detail.Key Takeaways: the three main points discussed:Common Sense: Always prioritize common sense in sales strategies.Quality Over Quantity: Focus on high-quality interactions and communications.Referrals First: Always seek referrals before cold outreach.The role of a CEO in modern sales is more critical than ever. Outdated strategies and complacency can turn even the best-intentioned leaders into inadvertent obstacles to success.

Embracing modern sales techniques, leveraging the power of personal branding, and fostering a customer-centric culture are not just advantageous—they are imperative. The path to mastering complex B2B sales lies in our willingness to adapt, innovate, and lead with intention.

Are you ready to transform your leadership approach and ensure your company thrives in today’s competitive sales landscape?#SalesLeadership #B2BSales #ModernSelling #CEOInsights #SalesStrategy #CustomerExperience #EmployeeEngagement #LeadGeneration #SalesTransformation

Mastering Leadership in Uncertain Times: Strategies for Resilient Sales Management and Team Success

How are you steering your team through the storm of uncertainty? Navigating turbulent times as a sales leader isn’t for the faint-hearted; it demands resilience, adaptability, and unwavering optimism.

Leadership is tested most during periods of uncertainty. In today’s tech landscape, marked by layoffs and economic volatility, maintaining a steady hand is crucial.

Here is how you can keep a steady hand on the wheel and navigate successfully through uncertainty:

Stay at the Pulse:

I make it a point to regularly check in with my team and our customers. Understanding their concerns and motivations allows me to address issues before they escalate and keeps me aligned with the changing landscape.

Over-Communicate:

Transparency is my ally. I keep my team informed about the company’s status and any changes. It’s better to over-communicate than to leave your team in the dark.

Control the Controllables:

I focus on what I can influence – my strategy, the quality of our outreach, and the relationships we build. For instance, I reached out to over 500 executives in 1 organization to create the relationships and gather the intel and earn the influence necessary to secure the largest deal of my career, emphasizing the importance of persistence and quality connections.

Build Community:

Fostering a culture of collaboration both within our organization and with external partners is crucial. Sharing ideas and best practices drives collective success and innovation. I want to connect with everyone who is achieving what I’m not, and learn new tools and techniques to assimilate into my arsenal. I’m always improving because of who I surround myself with. Somebody out there is having success – find them and learn from them.

Mindset Shift:

Embracing a growth mindset is essential. Viewing challenges as opportunities to build resilience and improve has been a game-changer for me. Tough times are prime for brand building and showcasing unique strengths.

Authenticity in Social Selling:

In an age of AI and automation, authenticity stands out. Engaging genuinely with prospects and clients, leveraging tools to enhance, not replace, our personal touch, is key.

Leading through turbulent times isn’t just about survival; it’s about emerging stronger, more resilient, and more connected.

What steps will you take today to turn your team’s challenges into opportunities for growth?

#Leadership #SalesManagement #Resilience #GrowthMindset #SocialSelling #Collaboration #Authenticity #TechLeadership #SalesLeadership

The Top 5 Career Lessons That Transformed My Journey

Ever wondered what the secret sauce to career success is? As someone who has navigated the ups and downs of the professional world, I’ve gathered a wealth of wisdom along the way – quite often the hard way.

Here are the top five game-changing lessons that have significantly transformed my career:

1. Your Network is Your Net Worth

In the world of sales and beyond, it’s all about relationships. Every significant career move I’ve made has been due to the strength of my relationships or the reputation I’ve built. Cultivating genuine connections can be your most valuable asset. Networking isn’t just about expanding your contact list; it’s about fostering meaningful, mutually beneficial relationships. When you invest in your network, it pays dividends in unexpected and invaluable ways.

How to Cultivate Your NetworkBe Genuine: Authenticity is key. People can sense when you’re not being sincere.Offer Value: Always look for ways to help others without expecting anything in return.Stay Connected: Regularly check in with your network, not just when you need something.Attend Industry Events: These are goldmines for meeting new contacts and strengthening existing ones. 2. Control What You Can Control

One of the most empowering lessons I’ve learned is to focus on what I can control. In your career, you can control your effort, attitude, preparation, and response to challenges. Stressing over things outside your control is futile and counterproductive.

Strategies for Maintaining ControlSet Clear Goals: Define what success looks like for you and create a roadmap to get there.Prepare Relentlessly: Whether it’s for a meeting, a project, or a presentation, preparation is within your control and is crucial for success.Maintain a Positive Attitude: Your attitude influences your approach to every situation and can significantly impact outcomes.Adapt and Respond: How you respond to challenges can define your career trajectory. Stay adaptable and resilient. 3. Become the Obvious Choice for What You Want

To win an award, get a promotion, or land a new job, you must be the obvious choice. This means understanding what it takes to succeed and preparing relentlessly. It also involves building relationships that make you the clear frontrunner.

How to Be the Obvious ChoiceUnderstand the Requirements: Know what skills, experiences, and qualities are needed for the role or recognition you’re aiming for.Prepare and Practice: Whether it’s gaining new skills, practicing presentations, or learning more about your industry, preparation is key.Build a Strong Reputation: Be known for reliability, excellence, and integrity.De-risk the Decision for Others: Make it easy for decision-makers to choose you by demonstrating your readiness and fit for the role. 4. Be a Problem Eliminator

Listening to senior executives and customers to identify key problems is a game-changer. Becoming a problem solver can define your career. But don’t just stop at solving problems—eliminate them. Train others to do the same, and you’ll build a reputation as an indispensable asset.

Steps to Become a Problem EliminatorActive Listening: Pay attention to the concerns and needs of those around you.Identify Root Causes: Look beyond the symptoms to find the root cause of issues.Propose Effective Solutions: Be proactive in suggesting and implementing solutions.Train and Empower Others: Share your problem-solving techniques with your team to foster a culture of proactive solutions. 5. Don’t Compare Yourself to Others

Focus on what’s possible for you, not on keeping up with others. Your competition is with your own potential, not with others. Strive to unlock your potential and achieve what’s within your reach. This mindset shift can lead to more sustainable and fulfilling career growth.

Tips for Focusing on Your Own JourneySet Personal Goals: Tailor your goals to your strengths, interests, and aspirations.Celebrate Small Wins: Recognize and celebrate your progress, no matter how small.Reflect and Adjust: Regularly review your progress and make adjustments as needed.Stay Inspired: Draw inspiration from others’ successes without feeling the need to compete with them.

These lessons have been instrumental in shaping my career and helping me navigate through various challenges and opportunities. What are your best career and life lessons? Share your favorite learnings in the comments!

By sharing these insights, I hope to inspire others on their professional journeys. Remember, the path to success is unique for everyone, but these foundational principles can serve as a guide to help you navigate your own career trajectory.

#CareerAdvice #ProfessionalGrowth #SuccessTips #Networking #ProblemSolving #PersonalDevelopment #Leadership #Motivation #CareerGrowth

The 8 Essential Elements for Building Connected Teams

Creating connected teams is more than just a theoretical concept—it’s a tangible, daily practice that can drive remarkable outcomes. Here, I’ll share personal stories and practical insights that have shaped my understanding of connected teamwork. Each story offers valuable lessons that can help you build stronger, more cohesive teams.

1. The Power of Recognition: “Recognition is Free”A Moment of Gratitude

One of the most impactful lessons I’ve learned is the profound effect of recognition. I had a colleague who always said, “recognition is free.” This simple truth has guided my approach to team dynamics ever since.

There was a time when a team member went above and beyond during a critical project. Instead of just thanking them privately, I sent a note copying multiple levels of leadership, acknowledging their exceptional work. The immediate and lasting effect was remarkable. The team member felt valued and motivated, and it set a precedent for others to strive for excellence.

Takeaway: A simple note of appreciation can have a significant impact. Recognize and celebrate your team’s achievements publicly whenever possible.

2. Adaptability in Leadership: Listening to Your TeamChanging Communication Styles

Effective communication is key to successful leadership, but it’s equally important to adapt your style to meet your team’s needs.

I once led a team where my frequent updates felt overwhelming to them. After soliciting feedback, I switched to sending a more digestible weekly digest. This small tweak significantly improved our team’s efficiency and morale.

Takeaway: Listen to your team’s feedback and be willing to adapt your communication style to improve overall effectiveness and morale.

3. Building Trust and Accountability: The Role of Extreme OwnershipOwning Your Role

Trust and accountability are the cornerstones of a successful team. Developing these traits takes time but is crucial for long-term success.

Inspired by Jocko Willink’s book “Extreme Ownership,” I realized the importance of owning my part in the team’s successes and failures. By taking responsibility and not pointing fingers, I fostered a culture of trust and accountability.

Takeaway: As a leader, own your role in every outcome. This approach builds trust and encourages your team to do the same.

4. Empathy and Understanding: Lessons from Family LifeGrowing Through Empathy

Empathy is not only a leadership trait but also a crucial element of human connection.

Having a family and children has taught me the importance of empathy. Understanding that everyone’s experiences are unique has helped me show up better for my team, listen more effectively, and understand their perspectives.

Takeaway: Empathy enhances your ability to connect with your team. Show up, listen, and understand their experiences and perspectives.

5. Creating Shared Experiences: Team Building Beyond the OfficeStrengthening Bonds

Shared experiences outside of the work environment can significantly strengthen team bonds.

I remember organizing an escape room activity for my team. It was amazing to see colleagues who were usually quiet on calls become outspoken and idea-driven in this setting. These experiences created lasting memories and strengthened our relationships.

Takeaway: Engage in activities outside of work to build camaraderie and strengthen team bonds. Shared experiences can reveal new strengths and foster deeper connections.

6. Embracing Diversity: Celebrating DifferencesBuilding a Destination Team

Diversity in perspectives and backgrounds can transform a team into a destination team.

By celebrating diverse perspectives and backgrounds, I aimed to make my team a place where people wanted to be. I encouraged openness and made it a point to integrate diverse ideas and experiences into our projects.

Takeaway: Celebrate and integrate diverse perspectives to create a dynamic and inclusive team environment.

7. Continuous Learning and Growth: Sharing KnowledgeKnowledge Sharing for Success

Continuous learning and sharing knowledge are vital for team growth and innovation.

On our team calls, we have a segment called “What Are You Learning?” This idea, picked up from a past team, encourages everyone to share new insights, resources, or skills. It has significantly contributed to our collective growth and innovation.

Takeaway: Encourage knowledge sharing within your team. Regularly discuss new learnings and best practices to foster a culture of continuous growth.

8. Conflict Resolution: Facing Challenges Head-OnNavigating Conflicts

Conflict is inevitable in any team setting, but it’s how we handle it that makes the difference.

I’ve always approached conflicts with an open mind, seeking to understand all perspectives before making a decision. By doing so, I ensured that everyone’s voice was heard, which maintained trust and harmony within the team.

Takeaway: Approach conflicts with an open mind. Listen to all perspectives to maintain trust and harmony within your team.

Connecting the Dots: How will you apply these lessons to foster deeper connections within your team this week?

#Teamwork #Leadership #Innovation #Empathy #Trust #ContinuousLearning #Diversity #Adaptability #ConflictResolution

How to Unlock Extraordinary Team Success: The Power of Connection, Trust, and Innovation

Have you ever wondered what truly drives a team to reach extraordinary heights? It’s not just about showing up—it’s about creating deep connections and understanding the ‘why’ behind everything we do.

Teams today are doing more than ever before, in ways we hadn’t imagined a few years ago. Innovation and technology have propelled us into a new era of teamwork, but how do we ensure we remain connected and cohesive?

Share Vision and Goals: Rally behind a common purpose with clear objectives. Transparency from leadership fosters trust and buy-in.

Encourage Open Communication: Empower your team to voice their ideas and concerns. Regular ‘players-only’ calls can strengthen bonds and provide valuable insights.

Build Trust and Accountability: Trust is the cornerstone of a successful team. It takes time to build but can be lost quickly. Hold each other accountable respectfully.

Embrace Empathy and Understanding: Show up to listen and understand. Celebrate diversity in perspectives and backgrounds to create a destination team.

Recognize and Appreciate: A simple thank you goes a long way. Recognition can be given through notes, public shoutouts, or internal tools.

Adaptability: Embrace flexibility and adapt to changing circumstances. Understand and meet your team where they are.

Continuous Learning and Growth: Share best practices and foster a culture of knowledge sharing. Encourage mentorship and skill enhancement.

Connected teamwork isn’t a lofty ideal; it’s a daily practice that drives organizational success. By cultivating trust, communication, empathy, and shared goals, we can unlock our team’s full potential and achieve extraordinary outcomes.

What small tweak can you implement today to enhance connectedness in your team? How do you plan to foster deeper connections within your team this week?

Connected Teamwork

#Teamwork #Leadership #Innovation #Empathy #Trust #ContinuousLearning #Adaptability #Recognition #ConnectedTeams

Our Biggest Setbacks Can Illuminate our Greatest Blessings

The picture looks happy, right? For 4 weeks, I have been severely hampered by an upper respiratory infection that has had me in bed for days, depressed, and unable to be the husband, Dad and employee I want to be.

I’ll start by saying I’m incredibly blessed and grateful for my health. Typically, I get ill for 1 day every 1-2 years. But these past few weeks have shut me down. I’ve dropped 12 pounds and feel like a shell of myself.

The first two weeks, I made it by on Nyquil and ibuprofen. I didn’t miss any work, didn’t miss any podcast recordings and tried like I usually do to never let anybody see me bleed. I thought it was looking up, only to get ten times worse, making me bedridden and I finally went to the doc for antibiotics.

Thankfully, while I’m still probably only about 50%, I’ve been able to spend the last several days in Florida with my family. I’m grateful to my wife for taking care of me and putting up with me, and my kids accepting (and loving) diminished, cranky Dad.

You can’t ever take anything for granted. I feel lousy, my gym workouts pale in comparison to what they were, and I hate asking for help or not being able to take care of myself.

My boundless energy is what I’m known for; what I’m good at, and I frankly just don’t have it right now.

But it’s times like this when you are all the more grateful for what you do have, what you can do, and especially the people who unconditionally love and support you.

Carson Heady, reporting live, from the Happiest Place on Earth. I hope to be back in full force soon!

#Gratitude #FamilyFirst #HealthMatters #Resilience #StayStrong #OvercomingObstacles #SupportSystem #PositiveMindset #WorkLifeBalance

The Holy Sales Trinity: Why Your Customer, Your Company, and You All Must Win!

Have you ever struggled to balance the needs of your customer, your company, and yourself in an important relationship, negotiation or sales deal?

This is the ultimate, but pivotal balance.

The key to successful sales often lies in the delicate balance of meeting the needs of the customer, the company, and yourself—a concept I call the Holy Sales Trinity. All three are critical; if any are missing, it’s a bad deal for someone and shouldn’t be pursued.

In my sales career, I’ve come to understand the critical importance of aligning the goals and needs of three key stakeholders: the customer, the company, and myself. This concept, which I refer to as the “Holy Sales Trinity,” has been instrumental in driving my success and fostering long-term relationships. Let me share a detailed account of how this approach has transformed my career and why it’s essential for achieving mutual success.

Setting the Foundation of the Deal

The foundation of any successful deal begins with understanding the key players and their motivations. I’ve often encountered sellers who struggled with objections or stalled deals. Most of these issues could have been prevented with a proper foundation. It’s crucial to know the major players, key milestones, and processes from the outset to avoid unexpected surprises at critical stages.

Each day, I go through my daily non-negotiables, reviewing my deal hit list and identifying actions needed to influence outcomes. This disciplined approach ensures that I stay on top of each deal and can address potential issues proactively. One of the most important elements of this foundation is understanding and aligning the goals of the customer, the company, and myself.

Understanding the Customer’s Why

A pivotal aspect of setting the foundation is uncovering the customer’s true motivations. This isn’t always straightforward, as customers may not directly articulate their deeper needs. By investing in relationships, being responsive, communicative, and transparent, you gradually earn the trust needed to understand what truly matters to them.

For instance, during a negotiation with a large enterprise client, I leveraged social profiles, company reports, and industry insights to formulate an informed perspective. By suggesting relevant solutions and asking if they resonated with the client’s needs, I was able to uncover deeper motivations and tailor our approach accordingly.

Proactively going to your customers and being transparent about your company’s and your motivations can also be exceptionally helpful; as you work to bring balance to your customer winning but also sharing what matters most to your company, it can help you construct a deal that is lucrative for all. That is the type of relationship you want to build – one rooted in transparency and communication.

The Power of Strategic Networking

Strategic networking plays a significant role in aligning the Holy Sales Trinity. In one of the biggest deals I ever closed, I had over 200 first-degree connections on LinkedIn within the target organization. Knowing key stakeholders and leveraging existing relationships were crucial in navigating the deal. These relationships allowed me to understand their internal dynamics and align our proposal to meet their specific needs.

Having what I like to call a “friendly” within the customer organization can be a game-changer; I’ve spent many a day talking to these friendlies as they feed me intel and changing priorities while I bounce ideas off of them. These have helped create mega-deals.

Leveraging Resources and Team Collaboration

One of the keys to success is ensuring that all necessary resources and people are involved in the deal. I call this getting everyone in the boat. It’s vital to have the right customer influencers and decision-makers engaged from the start, as well as the right team members on your side who can contribute to the deal’s success. This comprehensive approach ensures that all perspectives are considered, and all key milestones and budget constraints are addressed early on.

Part of your company winning is your team members who touch the deal winning; I constructed a program called Plays that Get You Paid, so that I understood the compensation plan of everyone I worked with and I was proactively going out and creating conversations that had higher probability of leading to my teammates’ maximum payout. They loved this.

The Holy Sales Trinity in Action

In one memorable deal, we faced significant challenges with a customer who had been burned by vendors in the past. By focusing on transparency and aligning the interests of the customer, the company, and our team, we crafted a solution that met everyone’s needs. We involved a vendor, allocated resources effectively, and built a foundation of trust that led to closing the deal.

This experience reinforced the importance of balancing the Holy Sales Trinity. It’s not just about closing a deal; it’s about creating a partnership where all parties feel valued and understood.

Lessons from Salesman on Fire

My book, “Salesman on Fire,” was inspired by one of the most challenging periods of my career—the first time I missed my goal. This failure forced me to reassess my approach and focus on aligning the needs of all stakeholders. By embracing this mindset, I rebounded and achieved significant success, winning multiple awards and promotions.

Key Takeaways:

Results and Work Ethic Matter: Achievements are essential, but they are just the beginning. Teamwork is Crucial: Ensure you have the right people on both your team and the customer’s side. Embrace Lifelong Learning: Continually seek growth and improvement based on past experiences. Understand the Customer’s Why: Invest time to uncover true motivations and tailor your approach. Leverage Strategic Networking: Build and maintain relationships to understand internal dynamics. Get Everyone in the Boat: Involve all necessary resources and decision-makers from the start. Be Transparent: Show your process and be clear about how you can help.

Balancing the needs of the customer, the company, and yourself is the cornerstone of successful sales. By embracing the Holy Sales Trinity, you create a foundation for lasting relationships, mutual success, and personal fulfillment.

Are you ready to align the goals of your customer, your company, and yourself to achieve true success in your sales career?

#SalesSuccess #SalesLeadership #Teamwork #Authenticity #LifelongLearning #EnterpriseSales #BusinessGrowth #SalesStrategy #WinningMindset

From Lone Wolf to Team Player: How Embracing Authenticity and Teamwork Transformed My Sales Career

Have you ever felt like you had to be the smartest person in the room? I came up in a culture with bad management and no coaching and felt like I had to impress everyone and be the center of attention to be noticed.

Thanks to results and work ethic, I advanced rapidly, but I came away with a false sense that I knew everything and that I was mostly alone. You can only go so far with this approach.

The pressure to know everything and be the best left me feeling isolated and unfulfilled. It wasn’t until I joined the greatest enterprise organization in the world that I began to understand the true value of teamwork and authenticity.

At this organization, I learned to appreciate the unique superpowers each team member brought to the table. I discovered that the most significant achievements come from making it all about everyone else winning instead of myself. It was a powerful shift from “me” to “we.”

I embraced a lifelong learner mindset, understanding that there is always room for growth and improvement. Instead of trying to be the smartest person in the room, I focused on being the most collaborative and supportive and mastering my craft.

I began to see incredible results, not just in my performance but in the success and satisfaction of those around me. My best results came after I made my approach about everyone else instead of me.

Key Takeaways:

Results and Work Ethic Matter: Achievements are essential, but they are just the beginning.

Teamwork is Crucial: Leverage the unique strengths of your team members.

Embrace Lifelong Learning: Always seek growth and improvement.

Make It About Others: Focus on helping everyone else win.

Be Collaborative, Not Competitive: Support and uplift those around you.

Turning my focus from being the smartest person in the room to being the most supportive and collaborative has not only enhanced my career but also enriched my professional relationships and overall fulfillment.

Embrace authenticity, leverage team strengths, and commit to lifelong learning—this is the path to true success.

Are you ready to shift your focus from “me” to “we” and embrace the power of teamwork, lifelong learning and authenticity?

#SalesSuccess #SalesLeadership #Teamwork #Authenticity #LifelongLearning #EnterpriseSales #BusinessGrowth #SalesStrategy #WinningMindset

Turning Doubt into Triumph: How Resilience and Persistence Drive Sales Success

People counting me out or telling me not to bother going after something challenging or saying something I want to do can’t be done is where my work begins. I’m grateful for the fuel they have provided me.

A manager didn’t believe in my unique social selling practice of prospecting or my Moneyball approach to selling, and put me on a performance plan despite the best performance my territory had achieved in years. I responded by winning every award possible and getting promoted 4 times.

I was told not to bother going after a lucrative deal package for a customer because I wouldn’t get it. Often, the most important selling we do is internal; the team and I found an internal champion who helped us elevate the deal to the highest office and we got $1M in funding. Deal done.

One of the best deals I’ve ever created involved a number of key resources wanting to get into the boat while there was momentum, but bailing when the going got tough. Then, as it came back around, everyone comes out of the woodwork wanting to be part of the impending celebration. Sometimes, we are the only people who believe something can happen and that means the most challenging parts have to be navigated alone or with a select few.

I’ve had start dates for new roles scheduled only to have the date come and go. Fortunately, better things came along. I had a role literally created for me that was given inexplicably to someone else. Fortunately, something better came along.

It’s easy for others to be naysayers of your work, or play Monday morning quarterback because they don’t walk in your shoes, or criticize the unique way you operate because it’s something they don’t understand.

It’s far more challenging and noble to commit to execution, achieve consistency, develop a reputation for resilience and results, and stay the course. This will be rewarded.

Embrace the naysayers and doubters—they unknowingly fuel your drive to achieve greatness. It’s your unwavering commitment to execution, consistency, and resilience that sets you apart and leads to success.

When was the last time you turned doubt and criticism into your greatest victories?

#SalesSuccess #Resilience #OvercomingObstacles #SocialSelling #DriveForResults #Leadership #CareerGrowth #WinningMindset #SuccessJourney

Conquering Self-Doubt: Proven Strategies to Overcome Insecurity and Achieve Success

Insecurity. Introversion. Social anxiety. Stage fright. Self-doubt. Imposter syndrome. I’ve had them all, and I bet you’ve had some, too. How do you prevent them from stopping you from day-to-day opportunities?

I hated speech class in high school – the fear of getting in front of my class, potentially looking like a fool and having to present to them. Putting myself out there was really hard.

Years later, however, I was delivering rousing morning sales stand-up’s to hundreds of sales reps in a call center, getting them fired up for another day of pounding the phones.

I’ve presented to the CEO and senior leadership team of the biggest brand in the world, trained in 11 countries, and created videos and podcasts that have been consumed by millions. I still get nervous. Nerves mean you care.

I learned in my 20’s to focus on delivery and execution while putting my emotions aside, making it easier to accomplish my goals. The risk of putting yourself out there, with the potential reward of success, increased confidence, enhanced relationships, and rich experiences far outweighs the consequences of letting your fear hold you back.

So, how do you overcome these challenges? Here are a few tips that have worked for me:

Embrace the nerves: Understand that feeling nervous is a sign that you care about what you’re doing. Use that energy to fuel your performance.

Practice, practice, practice: The more you practice, the more confident you’ll become. Rehearse your presentations, speeches, or pitches until you feel comfortable.

Focus on the message: Shift your focus from yourself to the message you want to convey. This helps reduce self-consciousness and allows you to connect with your audience.

Seek feedback: Constructive feedback from trusted colleagues or mentors can help you improve and build confidence.

Celebrate small wins: Acknowledge and celebrate your progress, no matter how small. Each step forward is a victory.

Remember, everyone experiences these feelings at some point. The key is not to let them hold you back. Keep pushing forward, and you’ll be amazed at what you can achieve.

What’s your biggest challenge when it comes to overcoming self-doubt? Share your thoughts below!

#OvercomingFear #SelfConfidence #PersonalGrowth #PublicSpeaking #Leadership #SalesSuccess #Inspiration #GrowthMindset #ProfessionalDevelopment