Carson V. Heady's Blog, page 31

How to Lose with Grace and Learn from Defeat

After much introspection the past few years, I’ve realized I have a very strong affinity for winning. It fuels me. Winning is an incredible feeling – from getting kids ready to school on time all the way to closing 9-figure deals.

This past weekend, my wife and I went to Super Bowl 58.

We decided to do this after our favorite teams (my 49ers and her Chiefs) made the biggest game in the world.

As a kid, I had family in the Bay Area, went to games and got to watch the legendary Bill Walsh lead the Niners to 3 Bowl wins with some of the greatest players ever. I was hoping for an end to their 30-year drought.

Here in St. Louis, we can’t keep a football team – I’ve lost the Cardinals and Rams in my lifetime, so I’ve just always been a diehard 49ers fan and the Chiefs rose to my second favorite team over the last several years.

I’m happy for the Chiefs. I love the game. The loss stings and stinks but everyone loses. Even the greatest winners lose – a lot. How you react and respond in the face of a loss, by being respectful of the game and the greatness of others – says a lot about you and defines your character.

Every time I’ve lost a deal or an opportunity or even have gotten a nasty-gram from a prospect or customer – whether it was from my unintended negligence or oversight, or perception of my approach or my company – it has yielded opportunity for further introspection, further analysis, further learning.

I’ve been reminded “Happy wife, happy life” a number of times over the last few days – LOL – and while that’s true, the reality is the people who win (who get the promotion you wanted, who get the job you wanted, who get the award you wanted) got the win, are happy about the win and likely deserve the win. You can’t win everything, but you can certainly congratulate them, learn from them and improve as a result and bring an even better version of yourself to the next opportunity.

If you choose to react out of emotion, cower or slink away or stop trying as a result of a loss, it means you’re forfeiting the rest of your games. Don’t do that! If it was worth going for once, it will be worth it the next time, or the time after that.

There is a grace and finesse in losing – especially when you know you’ve prepared and given your all and it isn’t a wasted loss: you’ve gained experience, clarity and knowledge as a result.

#grit #resilience #growthmindset #sportmanship #leadership #character #superbowl #49ers #chiefs

Navigating the Evolving Landscape of Sales Leadership – Drew Ellis on Mastering Modern Selling

The winning formula for sales success includes on-site engagement, continuous learning, and a culture that celebrates victories while embracing the fundamentals of the craft.

On the latest Mastering Modern Selling, SAP Sales VP Drew Ellis joins Tom Burton of LeadSmart Technologies and author of “The Revenue Zone”, Brandon Lee of Fist Bump (and from “Back to the Future,”) and Microsoft‘s Carson V. Heady, author of Salesman on Fire as they explore enduring sales principles, AI and enhancing efficiency to master the modern sales terrain.

Key takeaways:

Accelerating Salesperson Development:

Standout sellers prioritize on-site engagement and continuous learning.

Going beyond typical responsibilities, they showcase products directly to customers.

Fundamentals vs. Gimmicks:

“Fundamentals embarrass gimmicks” remains a guiding principle.

Discipline, fundamentals, and tried-and-true practices withstand the test of time.

Cultivating a Winning Sales Culture:

A winning culture requires leaders to practice what they preach.

Empowerment, discipline, and celebrating successes instill belief and enjoyment in the team.

The Future of AI in Sales:

AI contributes to making sales more efficient and collaborative.

Reduction of fear in engaging in sales-related activities leads to a more collaborative workplace.

In the dynamic realm of sales leadership, this conversation has unveiled the symbiotic dance between AI innovation and timeless principles. As we navigate the future, let’s celebrate the marriage of technology and human expertise, empowering sales professionals to soar to new heights.

#SalesLeadership #AIInnovation #FutureofSales #EmpowerWithTech #HumanTouchinSales #WinningCulture #SalesExcellence #InnovateAndThrive #NavigatingSalesLandscape

Leadership Illuminated: Nurturing Meaningful Impact and Connected Teamwork – Scott Richert

A leadership journey never looks like what we anticipate, and being humble, authentic and purpose-driven are instrumental in creating and nurturing a culture of team connectedness – especially amidst massive changes.

Embark on a transformative journey of leadership with Scott Richert, award-winning Chief Information Officer and 33-year healthcare provider at Mercy, as he shares the profound principles of meaningfulness, authenticity, and purpose that guide his impactful leadership in the healthcare industry.

Scott joins Hylke Faber of Growth Leaders Network and author of Taming Your Crocodiles and Salesman on Fire author Carson V. Heady on the latest episode of Connected Teamwork. Check out the full episode here!

Scott shares his unique leadership journey and the principles that guide him and emphasizes the importance of meaningfulness in leadership, drawing inspiration from the 200-year-old mission of Mercy.

He discusses the role of authenticity, storytelling, and connecting teams to the purpose of providing healthcare. Scott also reflects on the responsibility of leaders to navigate change while preserving the core values that define their organization.

The conversation highlights the significance of empowering teams and fostering a culture of growth and connection and encourages leaders to find their purpose and make a positive impact.

Key Takeaways:

Meaningfulness in leadership is essential, irrespective of the industry.

Authenticity and vulnerability build trust among team members.

Empowering teams and connecting individual contributions to the overall mission fosters pride and growth.

Navigating change requires preserving core values while adapting to the times.

Leaders play a crucial role in helping team members find purpose and contribute meaningfully.

By embracing authenticity, connecting individuals to a shared purpose, and fostering growth, leaders can make a lasting impact on their teams and communities!

#LeadershipJourney #MeaningfulLeadership #AuthenticLeadership #EmpowerTeams #NavigatingChange #PurposefulLeadership #TeamConnection #GrowthCulture #HandoffToFutureGenerations

🎙️ Unlocking Success on LinkedIn: A Journey with Kevin Brown – Mastering Modern Selling

Even the most successful and seasoned sales professionals are exploring how to best leverage LinkedIn, video, live shows and podcasts, blogs and other social platforms to establish brand, credibility and new relationships.

Dive into the latest episode of Mastering Modern Selling as Kevin Brown, CEO of LeadSmart Technologies joins Tom Burton, Brandon Lee and Carson V. Heady for a candid conversation about his remarkable journey in sales and the transformative power of modern sales strategies – where relationships and people are still at the heart.

Check out the full episode here:

In this dynamic discussion, Brandon, Kevin, Carson and Tom unravel the strategic nuances of building authentic relationships in the digital age in a masterclass in contemporary sales strategies.

Why You Can’t Miss This Episode:

• Authenticity in Action: Witness Kevin’s authenticity in navigating imposter syndrome and refining his messaging.

• LinkedIn Success Blueprint: Uncover the strategies that propelled Kevin from a spectator to a LinkedIn influencer.

• Modern Selling Gems: Gain insights into the modern selling philosophy, encompassing network expansion and content omnipresence.

Your journey to LinkedIn mastery starts here!

#ModernSelling #LinkedInSuccess #SocialSelling #AuthenticConnection #BusinessGrowth #SalesStrategies #LeadershipInsights #Sales #SalesLeadership

Navigating Uncomfortable Conversations: A Guide for Leaders – Richard Vickers and Carson Heady

As a leader, navigating uncomfortable conversations with your team members is an inevitable part of the job. Whether it’s delivering constructive feedback, addressing performance concerns, or making tough decisions like terminating employment, these discussions are crucial for fostering growth and maintaining a healthy work environment.

Step 1: Face the Conversation Head-On

The first and most critical step is to move toward the uncomfortable conversation instead of avoiding it. Set a definite date for the discussion. Procrastination and avoidance can exacerbate issues, leading to resentment and creating a toxic work environment. Addressing concerns promptly demonstrates leadership and a commitment to open communication.

Step 2: Preparation is Key

Before diving into the conversation, it’s crucial to prepare thoroughly. Document the facts, goals, and expectations surrounding the topic at hand. Avoid emotional reactions and keeping the discussion grounded in facts. Providing the other person with a clear understanding of the situation beforehand ensures that the conversation is constructive rather than confrontational.

Step 3: Reframe the Conversation as a Learning Opportunity

Approach uncomfortable conversations with a mindset shift – view them as learning opportunities rather than uncomfortable encounters. Show empathy and support during these discussions. Use open-ended questions like “help me understand” or “walk me through” to encourage the other person to share their perspective. This approach fosters a collaborative atmosphere and allows both parties to gain insights and understanding.

Step 4: Focus on Positive Outcomes

Instead of dwelling on the discomfort, concentrate on the positive outcomes and opportunities that may arise from the conversation. For instance, when faced with the need to terminate someone, frame it as an opportunity for them to explore their true calling. Offer support and recommendations when possible, emphasizing that the decision is not a personal reflection but a chance for growth and new opportunities.

Uncomfortable conversations are an unavoidable aspect of leadership. By facing these discussions head-on, preparing thoroughly, reframing them as learning opportunities, and focusing on positive outcomes, leaders can navigate these challenging situations with empathy and effectiveness. Embracing uncomfortable conversations ultimately contributes to a culture of openness, growth, and mutual understanding within a team or organization.

Learning from Pivotal Career Moments & The Naysayers – Kristen Cox & Carson Heady – Salesman on Fire

Whether navigating pivotal moments or overcoming challenges, leaders can benefit from embracing discomfort, seeking diverse perspectives, and ensuring that administrative solutions align with real customer needs. Kristen’s journey, coupled with our reflections, serves as an inspirational guide for leaders seeking to make a positive impact.

One of my favorite interviews on Salesman on Fire, with Kristen Cox, Founder and CEO of Epiphany Associates, LLC, university instructor, author, speaker, consultant and veteran public servant delves into pivotal career moments and turning the words of naysayers into fuel and opportunity.

Here are the key takeaways that will surely inspire your leadership journey:

Pivotal Moments & Broader Perspectives: Kristen shared transformative moments from her career, highlighting the power of leaders transcending immediate challenges and focusing on creating win-win solutions. Embrace discomfort and take risks for personal and professional growth.

Imperfect Action & Learning from Mistakes: Imperfect action is important. Kristen emphasized that growth happens in the discomfort of the unknown. It’s okay not to have all the answers; what matters is taking action!

Navigating Challenges & Handling Naysayers: Kristen’s wisdom on seeking feedback from potential critics resonated. Fostering conversations, understanding diverse viewpoints, and acting despite imperfections are key to leadership success.

‍ Learning from Personal Challenges: Kristen’s journey as a blind individual provided a powerful narrative. Her resilience and the ability to walk through fear, uncertainty, and confusion have become guiding principles in her leadership philosophy.

The Seductive Seven & Impactful Solutions: Kristen introduced the concept of the Seductive Seven – administrative solutions often relied upon in organizations. Aligning these solutions with the needs of the primary customer is paramount for impactful outcomes.

This conversation reminded me that effective leadership is a journey of continuous improvement, embracing discomfort, and prioritizing the needs of everyone we serve.

What pivotal moments have shaped your career journey?

#LeadershipJourney #EmbraceDiscomfort #ContinuousImprovement #CustomerCentricLeadership #Innovation #Resilience #LeadershipInsights #ImpactfulSolutions #LeadershipWisdom

Mastering Modern Selling

As we step into the future of sales, the fusion of relationships, social dynamics, and AI promises to redefine the landscape. “Mastering Modern Selling” is the compass guiding us through the dynamic world of sales.

On the latest episode of Social Selling 2.0, which will be re-branded in 2024 as “Mastering Modern Selling,” Tom Burton, Brandon Lee and Carson V. Heady explored the evolving landscape of modern selling, relationships, and the game-changing role of Artificial Intelligence (AI) in the buyer-centric age.

Check out the full episode here:

Here are some key takeaways:

Evolution of Social Selling: The term “social selling” is transforming into a holistic approach, embracing relationships, social dynamics, and AI tools for enhanced buyer engagement.

The Art of Influence: Compliments and genuine appreciation are powerful tools for building relationships and gaining influence.

AI as a Catalyst: AI is not a threat but a catalyst for success, automating tasks, providing actionable insights, and shaping buyer-centric strategies.

Addressing AI Skepticism: Differentiate poorly executed AI tools from sophisticated, generative AI. Use AI as a valuable resource for sales.

AI’s Equalizing Effect: AI empowers small and medium-sized businesses with tools once exclusive to larger enterprises.

The path forward is about embracing AI for efficiency while staying authentic in building relationships. Exciting times ahead in the world of modern selling!

What’s your take on the future of sales? How do you see AI shaping the buyer-centric age? Share your thoughts!

#MasteringModernSelling #SalesEvolution #AIinSales #RelationshipsMatter #BuyerCentric #SalesTech #EmbraceChange #AuthenticSelling #ContinuousLearning #FutureOfSales

Books That Enriched Me in 2023

What books most enriched you in 2023? Here is my list… and I am so appreciative of Christine Zagielski, Richard Vickers, Paul Shoberg, Eric Elder, Stephen Oommen, Danny Vogt and others for regular recommendations!

Books that enriched me this year:

W1NNING and Relentless by Tim Grover: Did wonders for helping me understand my passion for winning and how it fuels me like little else.

How Champions Think by Dr. Bob Rotella: Incredible mindset lessons from the greatest of the greats in sports and business.

The Obstacle is the Way by Ryan Holiday: Embedded in Stoic philosophy, this one shows you the opportunity in every hurdle.

Halftime by Bob Buford: Brilliant reflection on the halftime of your life.

Mamba Mentality by Kobe Bryant: A portrait of how one of the greatest students of basketball examined everything and outworked everyone.

Greenlights by Matthew McConaughey: Fun stories and life lessons, all rolled into one. Get the audio book!

Leadership Strategy and Tactics by Jocko Willink: Amazing similarities in how a Navy Seal approaches strategy and how we should and could apply it in life and career.

First Time Manager: Sales by Mike Weinberg: My friend made a masterpiece. A must-read blueprint for everything about sales leadership whether you are new or a veteran. Most importantly – check your ego at the door.

Shoe Dog by Phil Knight: Memoir of the founder of Nike; amazing year-by-year examination of the ups and frequent downs in the entrepreneurial journey.

From Strength to Strength by Arthur Brooks: Fantastic synopsis of the journey we are all on as we build momentum in lives and career – and we go from one strength to new ones.

Fanatical Prospecting by Jeb Blount: Need inspiration and fresh perspective for your prospecting efforts? Look no further than the master.

The JOLT Effect by Matt Dixon and Ted McKenna: Every salesperson who wants to master their craft must read this book. It completely reframed how I think about the art of de-risking a buyer’s decision and showing up better.

I also re-read the Gospels and Psalms, plus 19 James Bond novels. It’s important that we mix all of our passions into our reading; there is no better leadership model than Jesus and no better escapism than 007.

What’s on your list?

#BookRecommendations #LeadershipReads #PersonalDevelopment #SuccessBooks #MindsetMatters #BusinessBooks #ReadingList2023 #BookLoversCommunity #SalesLeadership

The Future of Sales in 2024: Embracing AI, Relationships, and Efficiency – Social Selling 2.0

The landscape of sales is ever-evolving, and as we approach 2024, the role of artificial intelligence (AI), the importance of relationships, and the need for efficiency are becoming increasingly evident.

On the final episode of Social Selling 2.0 for 2023, Tom Burton, Brandon Lee and Carson V. Heady share their insights on how these factors are shaping the future of sales.

Check out the full episode here:

The discussion highlights a shift from early internet strategies to a renewed emphasis on authentic connections and trusted advisory roles.

Key Takeaways:

Back to Relationships: The consensus is a return to being a “servant seller” and a trusted advisor, emphasizing the enduring value of genuine relationships over immediate deal closures.

Connector Power: The most successful salespeople are those with extensive networks who act as connectors, highlighting the enduring influence of personal connections.

Marketing Alignment: Predictions for 2024 suggest that marketing needs to adopt a more personalized, one-to-one messaging approach to align with the strategies employed by sales teams.

AI Efficiency Boost: AI is expected to enhance efficiency by streamlining processes, freeing up more time for meaningful activities and allowing sales professionals to focus on high-impact tasks.

Data Analysis Mastery: AI’s strength lies in its ability to analyze vast amounts of data stored in CRMs, uncovering correlations and trends that may not be immediately apparent through traditional methods.

Elevated Performance: AI’s role in elevating the performance of sales teams by providing valuable insights derived from data analysis stands out as a key factor in gaining a competitive edge.

Personalization Revolution: AI is poised to revolutionize personalized experiences, from generating tailored competitive analyses to offering insights that go beyond traditional methods, enabling more effective client engagement.

What are your predictions for the sales landscape in 2024? Share your insights and join the conversation!

#FutureOfSales #RelationshipsMatter #AIinSales #EfficiencyRevolution #SalesPredictions #2024Outlook #PersonalizationWave #TechandHumanTouch #SalesInnovation

Navigating Endings: Building Connectedness in Transitions for Self and Team

Endings are inevitable. Amidst the sense of finality and the emotional phases of transition, embracing change can lead to new opportunities and personal growth. Every destination is but a doorway to another.

During the latest episode of the Connected Teamwork Podcast, Growth Leaders Network CEO and Taming Your Crocodiles author Hylke Faber and Microsoft Tech for Social Impact Americas Leader Carson V. Heady, author of Salesman on Fire discuss the art of intentional leadership, making tough decisions, and the transformative possibilities hidden within every ending.

Check out the full episode here:

Embrace Change: Endings are not final but gateways to new beginnings, prompting personal and professional growth. Carson and Hylke share insights into navigating transitions with resilience and real examples of endings that beget ultimately greater fulfillment.

Cultivate Connectedness: Intentional leadership is pivotal during team endings. Focusing on relationships, values, and shared purpose creates a supportive environment, fostering a sense of unity amidst change. It isn’t goodbye; mentorships and friendships can sustain team endings.

Tough Calls and Decision-Making: Recognize when to let go, weighing factors like fulfillment, learning opportunities, growth, and relationships. View endings as opportunities for transformation and continuous evolution.

How have you navigated endings in your career and within your team?

Share your experiences and strategies in the comments, and let’s spark a conversation on transforming endings into powerful catalysts for growth and unity.

#TeamTransformation #LeadershipEvolution #ConnectednessJourney #NavigatingChange #IntentionalLeadership #EmbraceEndings #ResilientTeams #GrowthMindset #LeadershipWisdom