Carson V. Heady's Blog, page 25

You’re in Sales Whether You Know it Or Not: Master The Art of Selling Yourself and Stand Out in Every Situation

You’re in sales, whether you know it or not. Whether you’re job hunting, aiming for a promotion, or seeking a new project, the ability to sell yourself is the game-changer that sets you apart.

Imagine every interaction as a chance to prove you’re not just qualified – you’re indispensable. Ready to stand out and seize the opportunities you deserve?

Here’s how you can make every pitch, interview, and conversation a winning one!

Understand Your Goal: Know exactly what you want and why you’re the perfect fit. Convince your audience (interviewer, manager) that you are the right choice.

Prepare for Challenges and Opportunities: Foresee potential obstacles and areas where you can excel. Acknowledge your gaps and have a plan to address them.

Stand Out: Don’t just show up with a resume. Create a memorable impression. Use a video resume, a brag book of achievements, or any unique tool that showcases your value.

Learn and Adapt: Just like in sales, refine your approach based on feedback and experience. Each interview or project pitch is a learning opportunity.

Seek Feedback: Even if you don’t get the role, ask for constructive feedback. This helps you grow and improves your chances in future opportunities.

Remember:

Be Passionate and Enthusiastic: Passion can outweigh experience. Show your dedication and eagerness to learn.

Be Prepared to Learn: Adaptability and a willingness to learn can close knowledge gaps quickly.

Make Yourself Indispensable: Convince others they can’t live without your skills and talents.

In the end, selling yourself is the most important sale you make. Believe in your value and make others see it too!

#PersonalBranding #SalesTips #CareerGrowth #InterviewTips #StandOut #ProfessionalDevelopment #JobHunt #SuccessMindset #CareerAdvice

Mastering Self-Promotion: How to Boost Your Career Without the Ego

Have you ever struggled with promoting yourself and your career without feeling like you’re coming off as too self-promotional? You’re not alone. As a mentor and coach, I get this question all the time, and it’s a tricky balance.

The good news is, self-promotion done right can open doors and propel your career forward.

Here’s my take on it:

1⃣ Identify Your Unique Skills: What are your superpowers? Your strengths? Highlight these and build relationships with those who will value them the most.

2⃣ Show Tangible Value: It’s not just about saying you’re good at something—demonstrate it! Use a career walking deck to showcase your experiences, results, and key wins.

3⃣ Build Relationships: Leverage your network, find mentors, and engage with sponsors. Your goal is to become the obvious choice for your next role by demonstrating relevant experiences and abilities.

4⃣ Be Humble and Realistic: Acknowledge the challenges you might face in a new role. Show that you’re ready to tackle them with the right support and training.

5⃣ Tell Stories: Instead of bragging, share stories about your successes, challenges, and lessons learned. Authenticity and clarity in communication are key.

6⃣ Seek Feedback: Actively solicit feedback from those who will give you honest, constructive criticism. This helps you grow and improve continuously.

Remember: Self-promotion done right is about clarity and communication. It’s about showing your value in a humble and authentic way.

Would love to hear your thoughts on effective self-promotion strategies!

#CareerGrowth #SelfPromotion #ProfessionalDevelopment #Networking #Mentorship #Leadership #PersonalBrand #SuccessTips #LinkedInCommunity

The Transformative Power of Selflessness: How Serving Others Boosts Personal and Professional Success

Selflessness is an often misunderstood and undervalued trait, especially in today’s fast-paced, achievement-driven world. But when we talk about selflessness, I’m not referring to simply putting ourselves last or neglecting our own needs. Instead, I’m speaking about intentional selflessness, where we make a conscious effort to prioritize the needs and successes of others. This kind of selflessness can transform both our personal lives and our careers in profound ways.

Anticipating Needs and Serving Others

I’ve made a very intentional and conscious effort to defer credit and to anticipate the needs and wants of those around me. This approach involves setting others up for success, ensuring they have what they need to thrive. It’s hard work, and it can be disheartening when things don’t pan out as hoped. After all, investing so much effort into making sure everyone is taken care of, only to see plans fall through, is tough. But the rewards, in terms of personal fulfillment and professional relationships, are immense.

Building Strong Networks Through Service

In my career, I’ve focused on giving others credit and making them feel genuinely valued for their contributions, even if I played a significant role in the project. It’s about sharing the win and ensuring that everyone involved feels a sense of accomplishment. People remember when someone helps them succeed, when someone offers great advice, advocates for them, or simply puts them in a position to win. These moments of selflessness create lasting impressions and build strong, supportive networks.

Reflecting on Personal Growth Through Service

The biggest difference between my approach now and earlier in my career years ago is the intentionality behind my actions. Back then, I often sought recognition in ways that were more about drawing attention to myself rather than truly supporting others. I wanted to be seen and appreciated and valued for my contributions because I was working very hard, but my methods were flawed.

The Essence of Serving Others

Now, I understand that helping others win and acknowledging their efforts leads to mutual respect and admiration. When you celebrate others’ successes and give them the recognition they deserve, they not only appreciate you but also are more likely to support and work hard for you. This approach fosters a positive, collaborative environment where everyone feels included and valued.

Inspired by My Mom’s Selflessness

I often think about my mom when I consider the true essence of selflessness. She’s always thinking ahead, preparing for every possible scenario, and putting others’ needs before her own. Whether it’s supporting my family, being there for my dad, or just ensuring everyone around her is taken care of, she exemplifies selflessness in the most beautiful way. Her actions inspire me to strive for the same level of thoughtfulness and care in my own life.

The Ultimate Reward of Serving Others

Selflessness isn’t about diminishing our own worth or accomplishments. It’s about lifting others up, sharing successes, and creating an environment where everyone can thrive. By being intentionally selfless, we not only enrich the lives of those around us but also build stronger, more meaningful connections that ultimately contribute to our own success and happiness.

Let’s celebrate the wins of others, give credit where it’s due, and embrace the power of selflessness and the importance of serving others in our lives and careers.

#Selflessness #ServantLeadership #PersonalGrowth #CareerSuccess #Leadership #EmpathyInAction #ProfessionalDevelopment #SupportAndServe #WorkplaceCulture

Do You Have a Chip on Your Shoulder?

Do you have a chip on your shoulder? You know, the type that pushes you to excessive effort, relentless resilience and pursuit of greatness, over and over again, no matter what life throws at you?

Mine has always been a theme of not feeling good enough. Never good enough.

From being a nobody in a small town to being invisible as the youngest kid in my high school class to being told I’m ugly, to getting dumped or betrayed, I learned to transform myself into an invincible, armored, fearless warrior.

While the last several years, being a husband and a Dad have unraveled my need for the act and instilled that the real me is good enough for the relationships that matter most, the chip is still there in many areas of my drive.

I lost a job that I supremely dominated through no fault of my own, and suddenly droves of people that worshipped me or called me family disappeared. It taught me how alone I really was, and I vowed to come back better than ever no matter how long it took.

A manager that did not like me targeted me, made unfair changes to my work and tried to get rid of me. I responded by catapulting myself to every award imaginable. I studied every facet of that role and became obsessed with the process that would make me successful.

I’ve been promised promotions that were created for me and then given to someone else. I’ve had the rules changed on me to unseat me from #1 only to refuse to give up my top seat; I pivot, adjust and win again.

Some would think these crucibles and debilitating losses would jade someone or have someone near a breaking point. I thank God for them every day. These experiences have taught me, molded me and made me better than I deserve to be. I have everything I’ve ever wanted, and more.

Do you have a chip on your shoulder? 

#resilience #motivation #growthmindset #success #overcomingobstacles #personaldevelopment #leadership #selfimprovement #mindset

Mastering Sales in 2024: Key Trends and Strategies for Success

Are you at the top of your sales game in 2024? Understanding these trends is crucial for every sales professional aiming to stay ahead and achieve exceptional results. Here’s what truly matters most in sales today:

AI and Automation

AI is revolutionizing sales by automating up to 40% of tasks, enabling us to focus on strategic initiatives. I save hours upon hours per week thanks to technology.

Human Connection

Despite tech advances, authenticity and building trust through human connections are more important than ever. Nothing beats face-to-face, and we now have so many digital tools at our disposal that help create face-to-face opportunities! I’ve traveled more in 2024 than 2019!

Data-Driven Culture

Leveraging data for decision-making is crucial for understanding customer behavior and improving strategies. I call mine my “Moneyball” approach – it guides and informs my entire go-to-market, prospecting and prioritization strategy.

Value-Based Selling

This approach emphasizes understanding and addressing customer needs to stand out in a competitive market. Everything you do needs to add value and de-risk your customer’s decisions.

Account-Based Selling (ABS)

Especially in B2B sectors, ABS focuses on high-value accounts with personalized strategies. You can’t boil the ocean and you can’t chase everything – have a strategy, know when to get focused and when to scale; when to be surgical and when to engage the masses.

Personalization

Tailoring the customer experience helps establish stronger relationships. With all of the data at your fingertips and leveraging AI, it’s easier than ever to craft a personal touch… but you actually have to do it!

Ethical Sales Practices

Protecting customer data and adhering to ethical practices are paramount.

These trends reflect a shift towards more efficient, personalized, and ethical sales practices, driven by technological advancements and a deeper understanding of customer needs.

What am I missing?

Stay competitive by embracing these trends and adapting your strategies accordingly.

Remember, sales is all about relationships. Invest in them, be resourceful, embrace social selling, and stay focused and consistent. With the right mindset and approach, you can achieve your wildest dreams.

#SalesTrends #SalesSuccess #AI #HumanConnection #DataDriven #ValueBasedSelling #AccountBasedSelling #Person

The Power of Networking: My Most Important Career Lessons

The cornerstone of every strategic move and every career leap is not just skill or reputation—it’s the power of networking. I want to share some pivotal insights that have guided me through this journey of professional growth.

The Essence of Networking: Your network is your net worth.

Every strategic move that I’ve ever made has been because of relationships and reputation, but mostly relationships. It’s not just about who you know, but how deeply you connect and the mutual value you create in these relationships.

The Role of Mentors and Sponsors

Mentors and sponsors are not just guides; they are the architects who help you build the bridge from where you are to where you aspire to be.

Navigating Career Transitions

I was laid off and I thought that I could just take my director of sales role and my resume and I could go anywhere and I was dead wrong. This stark realization taught me that beyond skills and experience, it’s the network that often opens the next door.

Leveraging Digital Platforms

Spending 5-10 minutes a day on LinkedIn, I’ve cultivated a presence that has been instrumental in my networking strategy and have over 300,000 followers as I blog, host podcasts and share content.

The Value of Being Intentional

Sometimes that the next job you have may not even exist today. Being open to new possibilities and being intentional in your approach can lead to opportunities that you never anticipated.

Authenticity in Networking

It’s about genuine connections, regardless of your personality type.

Taking Risks in Networking

Take bold steps in networking, reaching out to potential connections without fear of the unknown. I’ve connected with celebrities and very senior people in this way, with incredible outcomes.

Sharing Knowledge and Experiences

Your story matters. You’re going through things today that somebody else is probably going through or will go through. The act of sharing experiences and lessons is not just about personal branding; it’s about contributing to a community of learning and growth.

Networking is not a one-time activity or a checkbox on professional development plans. It is a continuous journey of building relationships, understanding the needs of others, and positioning yourself as a valuable asset.

Networking is more than a skill—it’s a lifestyle that, when embraced, can open doors to opportunities you never imagined.

#Networking #CareerGrowth #MicrosoftLife #ProfessionalDevelopment #DigitalTransformation #Leadership #Mentorship #Innovation #SocialImpact

Join Me in the Fight Against Parkinson’s: Support My 5K for Dad and The Michael J. Fox Foundation

https://give.michaeljfox.org/fundraiser/5417080

Thank you so much for the overwhelming support. There’s still time to donate. This is personal for me, because my Dad is the best man I know and taught me how to be a great Christian man, husband and Dad.

I’m participating in a 5K this summer for The Michael J. Fox Foundation for Parkinson’s Research and Parkinson’s patients like my Dad.

You can donate and learn more here. https://give.michaeljfox.org/fundraiser/5417080

Supporting The Michael J. Fox Foundation is crucial because it is dedicated to finding a cure for Parkinson’s disease through an aggressively funded research agenda. Parkinson’s disease affects millions worldwide, leading to debilitating motor and non-motor symptoms. The Foundation not only focuses on accelerating high-impact scientific research but also ensures the development of improved therapies for those living with the condition.

By supporting this Foundation, donors contribute to groundbreaking research, better patient care, and ultimately, the hope of eradicating Parkinson’s disease.

Will you join me in fighting Parkinson’s?

#FightParkinsons #MJFF #ParkinsonsResearch #5KforACure #EndParkinsons #CharityRun #ParkinsonsAwareness #SupportResearch #CureParkinsons

The Top 3 Keys to B2B Sales Mastery

My Top Three Pieces of Advice for B2B Sales

Over the years, I’ve been blessed with a wealth of experience in sales and leadership, and today I’d like to share my top three pieces of advice for succeeding in B2B sales.

These insights have been shaped by my journey as a published author, a successful sales leader, and a top performer. Whether you’re new to sales or looking to refine your approach, I hope you’ll find these tips valuable.

1. Be Unique in Building Your Strategy and Executing Your Plan

Standing out in the crowded world of B2B sales is essential. To do this, you must address customer concerns head-on and adapt your approach based on feedback. Being prepared and flexible is crucial.

Go against the grain. While everybody else was clinging to comfortable ways of mediocrity or failing, I was embracing a Moneyball approach to sales. I was studying the game and leveraging probability, odds and social selling when those around me thought I was nuts. Even when managers doubted my tactics, I propelled myself to the top by being a problem eliminator: seeking problems my leadership stated and my customers stated, and obsessively solving them – even if it required unorthodox or risky strategies. We win or we learn.

When I wrote my books, I wanted to create something different that hadn’t been done before. Similarly, in sales, you need to differentiate yourself. For instance, if you know that your customers are going to drill you on price, be prepared for that. If your emails or voicemails are being ignored, change your approach. It’s about being proactive and addressing issues before they become roadblocks.

In my experience, many salespeople use the same introductory pitch that often gets ignored. If you see that something isn’t working, don’t be afraid to switch it up. Address your customer’s concerns directly and tailor your message to meet their needs. This approach not only sets you apart but also shows your customers that you are attentive and responsive to their needs.

2. Endure and Don’t React: Control What You Can Control

Consistency and dependability are vital in sales. Adapt to changes and control what you can, even when faced with challenges beyond your control. This is a lesson I’ve learned through years of experience and various roles.

Things will change all the time, and you won’t always agree with those changes. However, a lot of your value lies not just in your results but in your consistency and dependability. I’ve seen many people achieve immediate sales success and then expect a promotion right away. But it doesn’t work like that. You need to stay the course and prove your worth over time.

I’ve witnessed multiple mergers, buyouts, massive layoffs, and even experienced layoffs myself. In such situations, controlling what you can and enduring the rest is essential. Accept that you can’t control everything, and focus on being a steady, reliable presence for your team and customers. This consistency builds trust and positions you as a dependable resource, no matter the circumstances.

3. Take Each Day at a Time: Recalibrate, and Stay Focused on People and Process

Every day is a new opportunity. Focus on the present and prioritize tasks effectively. Dwelling on past setbacks can hinder future success, so it’s essential to maintain a forward-thinking mindset.

We all have bad days, but it’s important not to let them affect your performance going forward. Yesterday’s failures are gone, and today’s opportunities are what matter. If you dwell on past mistakes or let a bad day affect you, it will prevent you from succeeding today.

I prioritize my tasks based on their impact on people and revenue. This approach ensures that critical issues are addressed promptly, and it helps me maintain a focus on what truly matters. It’s also crucial to set aside time for self-care. For me, reading helps maintain mental clarity and focus, allowing me to recharge and come back fresh.

Additionally, always look for new opportunities. Spend time each day networking, exploring new business avenues, and planting seeds for future success. This forward-thinking approach ensures that you’re not only addressing the present but also preparing for the future.

Losses are going to happen. Deals and relationships are going to go sideways. Stay at the pulse of what matters to those you serve, even when it means sitting in the pain with them. If you can stay the course, you will win more than your average peers.

Conclusion

My journey in sales and leadership has taught me valuable lessons that I believe can help anyone succeed in B2B sales. Being unique, enduring through challenges, and taking each day as it comes are key strategies that have served me well. Emphasizing people and processes, staying adaptable, and maintaining a forward-thinking mindset can set you apart and lead to long-term success.

Thank you for taking the time to read about my experiences. I hope you find these insights helpful in your own professional journey. Remember, every day is a new opportunity to learn, grow, and succeed.

#SalesLeadership #B2BSales #SalesStrategy #LeadershipAdvice #SalesTips #BusinessGrowth #CustomerSuccess #ProfessionalDevelopment #SalesManagement

How to Build a Powerful Personal Brand in Sales

My Entrepreneurial Journey: Building a Personal Brand in Sales

I’ve been very fortunate in my sales career to get, create and capitalize on many wonderful opportunities to achieve, grow and advance.

This has led not only to successful results, but a personal brand I’m proud of.

My brand, built through my work as a performer, speaker, coach, trainer and consultant has been every bit of a 20-year journey.

My career journey includes working for small consulting firms and large organizations. This diverse experience has shaped my perspective and I hope to offer some valuable insights and guidance to those seeking to elevate their brand and career.

A Different Approach

I’ve always approached things a little differently. I’m a problem eliminator and question-asker, always looking for ways to overcome obstacles and scale walls. My passion for selling, leadership, and career development pushed me to create a diversified portfolio of approaches to stoke those fires. Coaching leaders and sellers has always been a core passion of mine.

Over a decade ago, I felt a strong desire to write a book. It was a multifaceted goal: creating content, standing out socially, doing video content, blogging, and other contributions to stay top of mind in my field. I also followed influencers and like-minded individuals to connect, gain different perspectives, and learn.

For me, it was about creation, contribution, and connection—three C’s vital to my journey. Contribution, for me, isn’t just about tangible things like blogs or videos; it’s also about showing up with value and a unique point of view. It’s about creating relationships, identifying my unique superpowers, and figuring out how I can drive impactful outcomes.

The book made me stand out all those years ago, and led to over 300,000 social followers and making my resume stand out when I went for my next job.

Leveraging Digital Tools

At a small consulting firm, I began using digital tools and social media to market my book and create content. I started understanding the value of showing up with a point of view and consistently engaging with my audience. This built a foundation that, years later, significantly impacted my brand positively.

Despite the initial skepticism from others that I was using LinkedIn to create customer relationships, my efforts in digital selling led to over $1B of landed revenue and not only silenced the critics but reinforced the importance of these strategies and led to me being asked to present to my CEO and his SLT, training in 11 countries and co-writing training hundreds of thousands of sellers and leaders take.

The Importance of Relationships

Reflecting on my professional journey, I’d advise my 16-year-old self to cut his hair and grow his network. Early on, I underestimated the power of relationships, thinking my experience alone would open doors. I’ve learned that every significant career move I’ve made has been due to relationships. It was a serendipitous chain of connections, often stemming from my willingness to invest in people and process, that led me to where I am today.

The aha moment about the importance of relationships hit me when transitioning from a cold-call sales environment to enterprise selling. Realizing I wasn’t always the smartest person in the room and valuing the strengths of my peers was humbling and transformative. This team mentality has been crucial in my success in enterprise sales.

Balancing Entrepreneurial Spirit with Big Business

Balancing my entrepreneurial spirit with working for big businesses has been a unique challenge. Resilience and a constant quest for learning are the most important values in my profession. The resilience to bounce back from losses and the drive to keep learning and adapting have been key to my success. Inspired to never quit, I’ve embraced the mindset of never staying down when life knocks me out.

What is Digital Selling?

In digital selling, leveraging all available digital tools to understand and reach your audience is crucial. It allows you to create relationships and open doors that might otherwise remain closed. Whether working for a small consulting firm or a large corporation, these principles remain the same, though the scale and messaging might differ.

It all comes down to leveraging tools to find your target audience, create relationships with them, stay top of mind and relevant, remain at the pulse of what matters to them and knowing how to de-risk their decision to make changes. Social media and digital tools and AI make you so much more effective if you use them properly and authentically.

Getting Started with Personal Branding

Starting with personal branding involves understanding your audience and figuring out how to connect with them through various mediums. For me, writing a book was a natural step because of my lifelong love for writing. It was about creating something unique and sharing my perspective in a way that stood out.

Ultimately, the journey to building a personal brand is about understanding what you’re passionate about, identifying the relationships you want to create, and leveraging your unique strengths to solve problems and add value. Stay the course, be open to opportunities, and keep investing in relationships and your process. By doing so, you’ll create your own luck and pave the way for success.

How have you built your personal brand successfully, and what have you learned?

What steps will you take today to leverage your unique strengths and build a personal brand that stands out in your industry?

#PersonalBranding #SalesSuccess #Entrepreneurship #LeadershipDevelopment #DigitalMarketing #ProfessionalGrowth #CareerAdvice #NetworkingTips #BusinessStrategy

Transform Your Career: How Networking, Connection, and Helping Others Lead to Success

A true component of success lies in the joy of integrating your passions into your professional life. This is how I’ve turned my love for networking, connecting, and helping others into the cornerstone of my career.

Networking: Your Net Worth is Your Network 

A favorite line from a mentor is, “Your network is your net worth,” and I live by that. Every handshake, every meeting, and every conference call is a chance to expand my universe. I don’t just build a network; I nurture a community of like-minded professionals who share my zeal for growth and success.

Cherish every connection; it could lead to your next big opportunity and there is so much you can learn from others.

Connecting: More Than Just Contacts 

For me, connecting is about creating meaningful relationships. It’s not just about what you know or who you know, but how you relate to people. I strive to understand their needs and goals, which allows me to foster a collaborative spirit that’s infectious across the board.

Genuine connections are the foundation of enduring partnerships.

Helping Others: The Ultimate Reward 

There’s an indescribable joy in helping others achieve their dreams. Whether it’s mentoring a new sales rep or volunteering my time for a good cause, the satisfaction of contributing to someone else’s success is the ultimate reward.

When you lift others, you rise together.

Remember, when you parlay your passions into your work, you’re not just building a career; you’re crafting a legacy.

How do you integrate what you love into what you do?

#CareerGrowth #ProfessionalNetworking #SuccessTips #PassionToProfession #MeaningfulConnections #HelpingOthers #Mentorship #CommunityBuilding #LegacyCreation