Carson V. Heady's Blog, page 32

Thriving Through the Grind: My 8th Straight Year of a Gym Record

I DID IT. For the 8th straight year, I set a personal gym/workout record, in what has been the most brutal and challenging year of my life.

You need those goals that nobody cares about or knows about, like writing books, working out, gratitude journaling, etc. because sometimes they help you get out of bed in the morning. Motivation comes from within.

It’s ironic that this comes at a time in my life when I’m aging but also have 3 kids and 2 pets and the primary time to work out is 5 AM. There are days when your workout is interrupted by a sick kid or one who wants to play. There are days when you don’t feel 100%, much less 50%. I know I push myself too hard and play through pain when I shouldn’t.

But there are also days where you seize the opportunities – hitting the treadmill on conference calls, listening to the Bible or Audible while lifting weights or watching a show on the exercise bike.

I’m very grateful to Microsoft for giving us funds each year for health and wellness. Because of this, I created my own home gym in the pandemic.

Microsoft’s motto is “Just move.” How you move is personal to you, and whether it was answering the bell after my 4:30 alarm, walking or lifting during conference calls or even getting a stepping machine for my office, I do what I can every day. That’s all I can control.

I’m very aware the day will come when I can’t do this anymore, whether I set the bar too high or my body won’t allow it, but that day is not today.

What are your goals you keep close to the vest?

“If you set your mind to it, you can accomplish anything.” Back to the Future. 

#FitnessJourney #PersonalAchievement #MindOverMatter #WorkoutMotivation #GymGoals #GratitudeChallenge #SelfDiscipline #WellnessWednesday #JustMove

Embracing Pain: A Pathway to Connected Teamwork

In the quest for personal and professional development, pain is inevitable. Whether acquiring new skills, experiencing setbacks or navigating change, embracing these challenges is key to evolving as an individual and leader.

In the latest episode of Connected Teamwork, Growth Leaders Network CEO and Leadership Coach Hylke Faber and author of Taming Your Crocodiles joins Microsoft‘s Carson V. Heady to discuss the concept of intentional discomfort – willingly stepping into situations that may cause unease for the sake of learning and growth.

Check out the full discussion here:

Key takeaways:

Embrace the Ouch Moments: Acknowledge that discomfort is a crucial catalyst for personal and professional growth.

Teamwork through Intentional Discomfort: Lean into intentional discomfort as a team-building exercise to unlock deeper levels of group intelligence.

Normalize Pain in Leadership: Humanize pain as an inevitable part of leadership, fostering trust and transparency within the team.

Communication as a Healing Tool: Create an environment where team members feel comfortable sharing their struggles, fostering open communication.

Create Space Around Pain: Learn to mentally and emotionally create space around challenges, gaining perspective and resilience.

Shift from Consumed to Controlled: Transform the relationship with pain by acknowledging and naming feelings, regaining a sense of control.

Pain as a Pathway to Opportunity: View instances of pain as opportunities for learning and growth, extracting valuable lessons.

Connect, Grow, and Thrive: The transformative power of pain lies in its ability to build resilience, trust, and connected teamwork.

Pain, when viewed as an opportunity for learning, becomes a catalyst for building resilience, trust, and connected teamwork.

#TeamResilience #LeadershipJourney #EmbraceDiscomfort #PainToOpportunity #OpenCommunication #CollectiveGrowth #LeadershipWisdom #MindfulLeadership #ThrivingTogether

Wrapping Up the Year and Planning for Success in 2024 – Jeff Kirchick & Carson Heady

As the year draws to a close, many sales pros find themselves reflecting on the past months, assessing achievements and setbacks, and planning for the future. Here is how to wrap up the year effectively and prepare for 2024.

Sales VP and author Jeff Kirchick joins Microsoft leader, #1 social seller and Salesman on Fire author Carson V. Heady to share valuable insights on year-end strategies, strategic prospecting, and personal connections.

Key Takeaways:

Reflect & Learn: Conduct closed analyses to learn from the past year’s successes and setbacks.

Strategic Prospecting: Surprise! Year-end is a great time to prospect strategically. Use the positive holiday mood to schedule meetings for the new year.

Transparent Dealings: Be honest about the urgency of year-end deals, building trust with clients.

Show Humanity & Gratitude: Use the holiday season to express gratitude and reconnect on a personal level.

Strategic Planning: Reflect on what worked and what didn’t, and plan strategically for a successful 2024.

Invest in Learning: Take advantage of the holiday downtime to invest in professional development.

Ready to make 2024 your best year yet?

#ReflectAndLearn #StrategicProspecting #TransparentDeals #HumanConnections #StrategicPlanning #ContinuousLearning #YearEndGoals #Success2024 #NewBeginnings

Decoding the JOLT Effect: Revolutionizing Sales Strategies and Empowering Fearless Selling – Matt Dixon on Social Selling 2.0

Many of us have been trained to sell on fear, uncertainty and doubt, that customers make no decision because we haven’t sold value well enough, or that tried-and-true approaches to indecision yield results – both untrue.

On the most recent Social Selling 2.0, Matt Dixon of DCM Insights and Wall Street Journal bestselling co-author of The Challenger Sale, The Effortless Experience, The Challenger Customer and The JOLT Effect joins Tom Burton, Brandon Lee and Carson V. Heady to dive into how the JOLT methodology revolutionizes our knowledge, understanding and approach of the buyer journey.

Check out the full episode here:

A new prevalence of data around virtual sales conversations has yielded a massive amount of data. Matt and his collaborators studied the data and were surprised by many of the things they had found.

The Seismic Shift

Indecision, ghosting, and radio silence are pervasive issues, with a shocking revelation that 40-60% of a salesperson’s qualified pipeline is lost to no decision. For some companies, especially in the SaaS space, this figure may skyrocket to 70-80%.

Futility of Traditional Approaches

Conventional approaches often backfire during the “cold feet” moment. Tactics like reconvincing the customer, introducing fear of the cost of inaction, or resorting to discounts can increase the likelihood of a no-decision outcome.

Understanding Customer Indecision

The JOLT Effect sheds light on the two primary reasons behind customer indecision: status quo preference and fear of failure. A significant revelation is that 56% of no-decision outcomes stem from the customer’s fear of making a mistake.

Three Fears of Failure

Customers, even at senior levels, grapple with three major fears of failure: choice overload, information overload, and expectations overload. Each fear is deeply rooted in concerns about making the wrong decision.

The JOLT Playbook in Action

Judging, Offering a Recommendation, Limiting Exploration, and Taking Risk off the Table: Each element contributes to instilling confidence in the customer and alleviating their fear of failure.

The Impact of JOLT

An analysis of win rates based on customer indecision levels revealed a staggering difference. JOLT sellers outperformed their counterparts, achieving a nearly 60% conversion rate with moderately indecisive customers.

By understanding and alleviating the fear of failure, salespeople can guide customers through the entire buying journey with confidence. As the sales landscape evolves, the JOLT Effect stands as a beacon, guiding sales professionals toward a more effective and empathetic approach to customer indecision.

Check out the full episode here: https://youtube.com/live/76U44EEXjBk

#SalesRevolution #JOLTMethodology #SocialSelling #CustomerIndecision #SalesStrategy #DataDrivenSales #FearlessSelling #EmpatheticSales #SalesInsights

Connected Teamwork – A Journey of Purpose, Trust, and Leadership with Christine Hopkins

In leadership, where challenges are inevitable and growth is perpetual, the journey of building connected teams stands as a testament to effective leadership – and it all comes down to people as the focus.

ASCI Family of Companies President and CEO Christine Hopkins joins Microsoft’s Tech for Social Impact Americas Leader Carson V. Heady on the latest Connected Teamwork as she reflects on her career, the power of purpose, and the art of leading through influence.

Check out the full episode here:

Christine Hopkins emphasizes the centrality of people to connected teamwork. Relationships and connections, she asserts, propel individuals forward, regardless of their role or industry. Building genuine connections fosters a resilient and thriving team culture, creating a tapestry of shared purpose and trust.

Key takeaways:

Earning Trust: Establish trust as a foundation for guiding individuals toward their best selves.

Leading Through Influence: Prioritize influence over authority, fostering genuine connections within the team.

Navigating Challenges: During tough times, stay focused on the organization’s purpose, embracing transparency and feedback.

Practical Strategies for Connectedness: Utilize personal touches, such as handwritten notes, and monthly CEO updates to foster connection.

Balancing Priorities: Make decisions based on relationships, understanding where the most significant impact can be made.

Reflecting on Leadership: Embrace personal growth and adaptability, allowing passions to guide diverse career trajectories.

The Heart of Connected Teamwork: People and relationships are central to building resilient and thriving team cultures.

As leaders continue to navigate the ever-evolving landscape of their roles, the lessons from Christine Hopkins provide valuable insights into the art of building connected and thriving teams.

#LeadershipJourney #ConnectedTeams #BuildingTrust #TeamCulture #InfluenceOverAuthority #ResilientLeadership #NavigatingChallenges #PersonalGrowth #TeamBuildingSuccess

The Art of Negotiation and Influence – Mark Raffan on Social Selling 2.0

Negotiation is often portrayed as a high-stakes, dramatic exchange, reminiscent of scenes from movies and TV shows. However, negotiation is a nuanced process that extends far beyond the final contract discussion.

In Episode 61 of Social Selling 2.0, the #1 social selling podcast, best-selling author Mark Raffan of Negotiations Ninja joins Tom Burton, Brandon Lee and Carson V. Heady to delve into the intricacies of negotiation, shedding light on the importance of strategy, milestones, and value protection throughout the sales journey.

Check out the entire episode here:

Key Takeaways:

Define Clear Negotiation Goals: Clearly outlining your negotiation objectives is like charting a course for success. Avoid vague aspirations, and instead, pinpoint specifics like making more money or enhancing communication. It’s about setting a roadmap for a win-win deal – even if this becomes impossible.

Break Down Aspirational Goals: Aspire to improve but don’t stop there—break it down! Just as fitness goals need specific plans, negotiating for better communication demands tangible steps. Get granular, negotiating specific elements like meeting frequencies or reporting structures.

The Power of AI in Negotiations: AI will become more and more prevalent in how it is being used to swiftly comb and leverage data, but people are required for complex negotiations and always will be.

Personal Branding’s Impact: Boost your negotiation game with a strong personal brand. Being a recognized figure gives you an edge; people prefer dealing with the familiar. Your personal brand is your secret weapon, influencing negotiations positively and ensuring you stand out in the crowd.

Understanding Motivation in Negotiation: Uncover the secrets of successful negotiation by understanding motivation. Delve into the other party’s motives and variables, like budget, and what looks like a win to them.

Dive into the episode for a deep dive into the negotiation landscape and how social selling can make you better prepared for your negotiation!

#NegotiationMasters #SocialSelling #SalesPodcast #AIinSales #BusinessNegotiation #PersonalBranding #SalesInsights #PodcastAlert #SalesTalks #LinkedInPodcasts

The Power and Benefits of a Gratitude Mindset – Jeff Kirchick & Carson Heady

Thanksgiving week has Jeff Kirchick and me thinking about gratitude, and today we share what we are grateful for amidst what has been a very challenging year.

This year, in particular, has been my most challenging yet. But adopting a gratitude mindset has been a game-changer. It’s helped me navigate tough times, appreciate the good, and focus on what truly matters.

My gratitude extends to the incredible people in my life—family (my wife, my parents, my kids), friends, mentors, colleagues, and the global network of partners we work with.

Reflecting on the year, I’ve experienced a myriad of moments—a promotion, a new job, our new dog Indiana, winning a top award, and opportunities to present to our CEO and SLT and interview globally renowned sales luminaries and the creator of “Cocktail,” Heywood Gould.

Social Selling 2.0 with Brandon Lee and Tom Burton and Connected Teamwork with Hylke Faber and Olena Sergeeva have been true blessings.

Inspired by one of our Social Selling 2.0 guests, Anthony Iannarino, I’ve embraced a daily gratitude practice. Taking just a few minutes each day to jot down three good things and why they happened has been a powerful exercise. It reinforces positive moments and their underlying reasons.

A couple of key takeaways: Seeds planted years ago are now bearing fruit, and even on my toughest days, there are numerous positive occurrences.

As we approach Thanksgiving, I encourage you to:

1⃣ Thank someone who has made a positive impact on your life. It goes a long way.

2⃣ Embrace a gratitude mindset. It’s a game-changer for resilience, relationships, and overall well-being.

Wishing you all a Thanksgiving filled with joy, gratitude, and meaningful connections!

#Gratitude #ThanksgivingReflections #LinkedInCommunity #ReflectAndGrow

Mastering Enterprise Sales

Mastering enterprise sales demands resilience, adaptability, and a deep understanding of human dynamics. It’s not about selling a product—it’s about selling yourself, your ideas, and the value you bring to the table.

Adding Value is Key: Time is precious. Whether reaching out to a potential client or a seasoned decision-maker, focus on bringing meaningful value to the table.

Differentiate Yourself: In a sea of pitches, standing out is crucial. Differentiate yourself by tailoring your approach to the prospect’s specific needs and highlighting unique value.

Timing is Everything: Patience is a virtue in sales. Don’t pounce too quickly; instead, explain the value of a meeting and be respectful of the prospect’s time.

Navigating the Maze to the C-Suite: Dealing with meeting enthusiasts lacking decision-making authority? Set up a referral system with non-competing partners to open doors to influential connections. Use social selling to create and nurture relationships with executives. Create a groundswell of influence.

Building Relationships at Every Level: The journey to the C-suite often starts from the ground up. Every meeting, even with those who love taking meetings, can provide valuable insights. Set up referral systems and inquire about key players in the organization.

Embrace Perseverance: In the face of rejections and hurdles, endurance is the game-changer. Persistence and resilience set apart the successful from the frustrated.

Face-to-Face Trumps All: While social tools are crucial, nothing beats face-to-face interaction. Personal relationships are the backbone of successful sales. Responsiveness is key.

Constantly Evolve and Adapt: The sales landscape is dynamic. Embrace change, be coachable, and continually refine your approach. Learn from every interaction, adapt to new challenges, and stay curious.

Cast that wide net, build genuine connections, and remember, it’s all about the long game.

What are your favorite keys to enterprise sales success and mastery?

#EnterpriseSales #SalesJourney #Resilience #Adaptability #LongGame #BusinessRelationships #ValueAddition #SalesSuccess #FaceToFace #Persistence #SalesTips

The Power of Endurance in a Career

I’ve been asked many times about the secret to a successful career. Is it talent? Communication? Relationships? Reputation? These are all extremely important ingredients, but the most important of all is endurance.

The professional odyssey, marked by twists, turns, and the unexpected, demands a spirit that perseveres, adapts, and reinvents.

These are the hallmarks of a career:
1️⃣ Not a Sprint, But a Marathon: A career is an enduring journey with highs, lows, and transformations. Neither initial successes or setbacks define you.

2️⃣ Wisdom in Time: Early successes might inflate confidence, but enduring careers reveal true character over time.

3️⃣ Adaptability is Paramount: The career landscape evolves; adaptability and endurance become cornerstones for longevity.

4️⃣ Strategic Game of Careers: Imagine your career as a chessboard—know when to make moves and when to adapt strategies.

5️⃣ The Resilient Mindset: Endurance weathers storms, fosters reinvention, and defies setbacks or achievements.

6️⃣ Beyond Yesterday’s Achievements: Success isn’t just about past victories; it’s about consistent perseverance and value addition.

7️⃣ The Linchpin of a Fulfilling Career: In the dynamic professional landscape, endurance stands tall for a lasting and impactful career.

Remember, it’s not just about the destination; it’s about the journey and the resilience that defines our professional narrative.

What has been most instrumental in your career?

#CareerJourney #ProfessionalEndurance #SuccessStrategies #AdaptabilityInCareer #CareerWisdom #ResilientMindset #LongevityInCareer #StrategicCareerMoves #CareerPerseverance

Missing Goal Transformed my Life

I’ve missed goal once, and it became the best thing to happen in my career. Granted, it only happened because my manager inexplicably gave away my top two accounts midyear, but in the aftermath I was reborn.

After it happened, I meticulously studied every single variable that led to success, jettisoned activities that were not yielding outcomes, and obsessively created a demand generation engine using social selling that won me an award for creating the most pipeline in the company.

My colleague dubbed me “Man on Fire” as I was a man possessed and determined never to have a year like that again whether it was in my control or not. Focusing on controllables—market approach, outreach quality, and consistency—transformed my approach to success.

Controlling the Controllables: A Strategic Approach
Understanding and controlling controllables in the sales landscape is paramount. Deciding how to go to market, identifying the target audience, and staying informed through research became my guiding principles. By embracing a data-driven approach, leveraging tools like LinkedIn Sales Navigator, I secured valuable meetings and eradicated gaps in my strategy.

Diversified Portfolio: Investing in Success
Just as in stock portfolios, a diversified approach to learning and staying connected with customer needs is crucial in sales. Persistence pays off; I’ve experienced situations where years of dedicated engagement led to successful deals. Being adaptable and investing in a broad skill set is key to long-term success. I also took strategic risks, made big bold fearless asks, and realized that through creativity I could eventually get any meeting I wanted.

Probability and Process: Keys to Success
Understanding probability and process is at the heart of success in sales. Being a perpetual student of the game, consistently applying these principles, and knowing controllables enhance the odds of success.

My journey exemplifies how embracing discomfort, leveraging failures, and strategically controlling controllables can catalyze personal and professional growth in the dynamic world of sales.

What challenges have you overcome that made you better?

#SalesSuccessStory #EmbraceDiscomfort #SalesmanOnFire #ControllingControllables #StrategicSales #DiversifiedApproach #FearlessAsks #ProbabilityinSales #GrowthThroughFailure