Carson V. Heady's Blog, page 35

Workplace Culture: Toxic Culture Vs. a Winning Culture – Jeff Kirchick & Carson Heady

The importance of workplace culture has never been more significant. Leadership sets the tone for creating and nurturing culture and people are the key. Here are the stark differences between toxic and winning cultures:

Sales VP and author Jeff Kirchick joins Microsoft‘s Carson V. Heady, author of Salesman on Fire, to discuss.

Toxic Workplace Culture:

1⃣ Leadership by fear. More dictatorial than democratic.

2⃣ Reactive leadership with minimal guidance.

3⃣ Lack of transparency and communication.

4⃣ Employees feeling undervalued and uncertain about their roles.

5⃣ Breeds disloyalty and a sense of disengagement.

Winning Workplace Culture:

1⃣ Leadership that sets a positive tone.

2⃣ Recognition and active listening to employees’ voices.

3⃣ Proactively identifying and leveraging team members’ strengths.

4⃣ Encouraging growth and promoting team members.

5⃣ A destination culture where people want to work.

Leaders play a crucial role in shaping workplace culture. A winning culture requires intentionality, reinforcing values, trust, and fostering a learning mindset.

What do you believe fosters a winning culture?

#WorkplaceCulture #Leadership #EmployeeEngagement #PositiveCulture #Teamwork #LearningAndGrowth #Trust #Intentionality #Values #WorkplaceWellness #WinningCulture

The Top 10 Modern Selling Mindset Shifts – Social Selling 2.0

Unlocking Sales Success: The Power of Mindsets

In the dynamic world of sales, your mindset can be the key to unlocking unprecedented success. While strategies and tactics are essential, the underlying beliefs and perspectives you hold can make all the difference. In this article, we explore the top 10 mindsets that can propel you toward exceptional achievements in your sales career. These mindsets transcend conventional sales wisdom, offering you a fresh perspective that can elevate your sales game to new heights.

1. The Buyer Is in Control

Embrace the New Reality: Modern buyers have access to an abundance of information and choices. Recognize that the buyer is firmly in control of their purchasing journey. Instead of pushing, align your approach with their needs and preferences.

2. Influence, Don’t Control

Guidance Over Coercion: You can’t control the buyer’s journey, but you can influence it. Your role is that of a trusted advisor, not a manipulator. Provide valuable insights and assistance, allowing buyers to make informed decisions on their terms.

3. Buyers Welcome Guidance

The Value of Expertise: Contrary to the stereotype of buyers who want to be left alone, most appreciate guidance and assistance. Be the knowledgeable professional who offers insights and helps buyers navigate their complex purchasing decisions.

4. Earn Conversations

Value First: Don’t chase conversations; earn them. Offer value through your content, interactions, and expertise. When buyers see you as a valuable resource, they’ll willingly engage with you.

5. Serve, Don’t Sell

A Service-Oriented Approach: Shift your mindset from selling to serving. Your primary objective should be to assist clients in achieving their goals. When you prioritize service, you build trust and credibility that set you apart.

6. Be a Trusted Advisor

Elevate Your Role: Strive to be seen as a trusted advisor, not just a salesperson. Go beyond selling and offer expert guidance and support. Trust and transparency are the cornerstones of enduring client relationships.

7. Prioritize the Buying Experience

The Experience Matters: The buying experience profoundly influences your brand, product, and service. A poor buying experience can tarnish your reputation, while a positive one can lead to referrals and customer loyalty. Make the buying journey smooth and enjoyable for your clients.

8. Healthy Connections and Relationships

Build Strong Foundations: The bedrock of a successful sales model is healthy connections and relationships. Invest time in cultivating genuine bonds with your clients. Understand their needs, priorities, and preferences. Strong relationships breed repeat business and referrals.

9. Digital Channels Are Accelerators

Strategic Digital Usage: Digital channels like social media and email are powerful tools for sales acceleration. However, they are not magic bullets. Use these channels strategically and intelligently to amplify your message and reach.

10. Go Slow to Move Fast

Building a Solid Foundation: Rome wasn’t built in a day, and neither is sales success. Avoid the rush and invest time in setting a strong foundation. Plan meticulously, nurture relationships, and grasp your clients’ needs. A robust foundation leads to faster and more significant results.

Conclusion

Success in sales isn’t solely about tactics; it’s about embracing the right mindsets. These top 10 mindsets for sales success highlight the importance of adapting to the buyer’s journey, building trust, offering immense value, and cultivating enduring relationships. By incorporating these mindsets into your sales approach, you can unlock the true potential of your sales career and achieve remarkable results.

Cold Calling is Alive and Well – Jeff Kirchick and Carson Heady

Many claim cold calling is dead. Far from it. Leveraging technology, social media, and a human-centric approach, sellers can warm up their cold calls and increase their chances of success.

Able Sales VP and author Jeff Kirchick joins Microsoft‘s #1 social seller and Salesman on Fire author Carson V. Heady to discuss and dissect this ongoing debate and explore how cold calling has not vanished but rather evolved into a sophisticated practice.

Traditionally, cold calling referred to the practice of making unsolicited phone calls to potential customers, often in a one-call closed environment. Today, cold calling encompasses a broader spectrum, focusing on leveraging every available tool and mechanism to initiate relationships where none existed before. This can include utilizing social media and cutting-edge AI tools.

One of the significant shifts in cold calling is the integration of technology and social media into the process. Sales professionals now have the power to conduct thorough research on their prospects, identify mutual connections and interests, and engage with potential clients through various online platforms. Social media, in particular, has become a powerful tool for warming up cold outreach.

When it comes to making successful cold calls, timing and approach are everything. Interrupting a prospect’s day can be challenging, but there are strategies to make the call warmer. Offering immediate value and demonstrating that you’ve done your homework by referencing mutual interests or connections can ignite a productive conversation.

An essential aspect of cold calling success is maintaining a human touch. Many individuals shy away from cold calls due to fear or overthinking. It’s crucial to remember that authenticity and being oneself are key. When a salesperson seems insincere or employs gimmicks, it can be a major turn-off for the prospect. Transparency and honesty go a long way in building rapport.

When making cold calls, it’s vital to acknowledge that you are interrupting the prospect’s day. In the digital age, where most people have their cell phones with them, the traditional gatekeepers are less relevant. However, this convenience comes with the need for sellers to be respectful of the prospect’s time. It’s perfectly acceptable to lead with an acknowledgment of the interruption, showing empathy for their busy schedule.

Consistency is a crucial element of successful cold calling. Just like planting seeds in a garden, the results of cold calling efforts may not be immediate. Deals and relationships often take time to develop.

By consistently feeding the sales pipeline with well-executed cold calls, you ensure a steady stream of potential opportunities.

#ColdCalling #SalesSuccess #SocialSelling #ModernSales #LinkedInNetworking #AIinSales #HumanTouch #SalesStrategies #RelationshipBuilding

How Embracing Content Creation Transformed My Career

I believe anyone can write a book, a blog, create content with video, a podcast, or be a podcast guest. And it’s worth it. It transformed and changed my whole life.

The first decade of my career was successful in its own right, yet looks nothing like my career today; careers, like life, evolve and change based on the market and your experiences and skills.

If you had told me years ago that a small town kid who didn’t decide a college major until his junior year would get to do what I do now, I would not believe you. But let me unpack it.

I had always wanted to write a book; just didn’t know what to write about. During my time at AT&T, I was asked to pen a regular column on sales, and I developed an affinity for it. Writing a sales book, though? There are so many excellent ones – I did not want to compete in that space.

So I created a fictional protagonist who went through the litany of experiences a salesperson does, and featured the book-inside-the-book that he writes about everything sales and leadership.

An unexpected layoff afforded me more time to write. I got a book called Writer’s Market that helped me construct query letters and contact 968 publishers and agents. Fifteen agreed to read it, 6 offered to publish and I picked the one with the best distribution.

The book got my resume noticed for my next job. In that job, I made a relationship that led me to my next, where I met the person who recruited me to Microsoft.

Having written the sales book, I started reaching out to people like Jeb Blount and Jeffrey Gitomer – luminaries of sales – in bulk to see if they would consider having me on their podcasts – and they did! After a year or two of this approach, people asked me to be on their show. I now get multiple requests per month and have been on 100+.

In the pandemic, I lamented not being able to talk about sales and leadership with people only to realize there were now no geographical barriers. This prompted me to start the Salesman on Fire podcast and led to me being asked to be part of shows like Social Selling 2.0 with Brandon Lee and Tom Burton, now the #1 social selling podcast and the Connected Teamwork podcast with Hylke Faber and Olena Sergeeva, people I deeply admire and respect and learn from daily.

Over time and consistency, I amassed over 300,000 followers, which, when Microsoft had an employee advocacy program called LinkedIn Elevate with an engagement scoreboard put my sharing of content #1 in the entire company of 200,000 employees. This, coupled with my generation of over $300M in revenue from using LinkedIn led to me being recognized as the #1 social seller at the greatest brand in the world.

You have something to say. You can add impactful value every day. Just start. It doesn’t have to be perfect, it doesn’t have to get a lot of likes right out of the gates, and it won’t transform your life overnight. But it’s worth it, and the world deserves to learn from your perspective and experience.

How Executives and Leaders Are Transforming Results, Culture, and Talent Acquisition with Social Recruiting & Employee Advocacy

If executives and leaders do not recognize the value of social media in sales, marketing, recruiting and creating brand ambassadors, they are holding themselves back when it comes to results, culture and talent acquisition.

We explored this extensively on a recent episode of Social Selling 2.0 featuring Tom Burton, Brandon Lee and special guest Mic Adam. Check out the full episode here:

One common concern among companies is the fear that employees who become more visible through social media will be poached by other organizations. While this fear is valid, it shouldn’t deter companies from encouraging their employees to become brand ambassadors. The key lies in fostering a strong company culture where employees are genuinely content with their roles. A positive company culture reduces the likelihood of employees seeking opportunities elsewhere.

Executives and leaders play a pivotal role in setting the tone for social media adoption. They must lead by example and actively participate in building their personal brands as well as advocating for the organization. Leadership’s involvement not only inspires employees but also ensures that the company’s values are reflected through their actions.

To create a culture of brand ambassadors, companies should invest in employee enablement. This includes comprehensive training programs that empower employees to build and maintain their personal brands. It’s essential to be transparent and communicative, fostering an environment where employees feel valued and motivated to represent the company positively.

One of the significant benefits of having a strong pool of brand ambassadors is the ease with which companies can attract top talent. Employees who have a positive experience with their organization are more likely to recommend potential candidates. This not only streamlines the hiring process but also helps in building a robust succession plan.

A company’s culture is instrumental in creating a conducive environment for brand ambassadorship. When a culture embraces and supports employees in becoming brand advocates, it not only retains talent but also promotes healthy growth.

As we move into an era where finding and retaining top talent becomes increasingly challenging, companies that prioritize the development of brand ambassadors and leverage AI for recruitment will have a significant competitive advantage. By nurturing a culture of brand advocacy and utilizing AI as a strategic tool, organizations can ensure their continued success in a rapidly changing business landscape.

In a world where visibility and innovation are paramount, those who adapt will thrive, and those who resist may find themselves left behind.

#SocialSelling #BrandAmbassadors #LeadershipImpact #EmployeeEnablement #TalentAcquisition #CompanyCulture #AIRecruitment #FutureOfWork #InnovationAndVisibility

The Past, Present & Future of Social Selling, LinkedIn & Personal Branding with The King of Social Selling, Daniel Disney – on Social Selling 2.0

A very special treat: a look at the past, present and future of social selling, LinkedIn, personal branding, AI in sales and what organizations today are missing, as The King of Social Selling Daniel Disney joins Social Selling 2.0!

On the 50th episode of the #1 social selling podcast, Daniel Disney joins The Revenue Zone author Tom Burton of LeadSmart Technologies, Brandon Lee of Fist Bump and Microsoft‘s #1 social seller, Carson V. Heady, author of Salesman on Fire to discuss everything social selling and field a number of questions from the robust audience chat.

Looking for actionable tips you can take whether you are a senior executive, individual contributor or entrepreneur? Look no further – this episode is like a greatest hits with social selling royalty as the guest star.

Check it out today!

#SocialSelling #DigitalSelling #AIinSales #SalesLeadership #Selling #SellingTips #SellingTools #SalesManagement #SellingSkills

Mastering the Art of Fact-Finding Questions in Sales Conversations

Successful sales professionals understand that effective fact-finding is the cornerstone of building strong client relationships and closing deals. It’s not just about asking questions but rather about asking the right questions at the right time. In this article, we will dive deep into the art of fact-finding questions, providing you with valuable insights and concrete examples to enhance your sales conversations.

Fact-finding questions are designed to uncover critical information about your potential clients, their needs, pain points, and goals. By gaining a deep understanding of their current situation, you can tailor your pitch to offer tailored solutions that truly address their unique challenges. Let’s explore some essential examples of these questions.

Establishing a Personal Connection: Before delving into business matters, it’s essential to establish a personal connection with your client. Discover commonalities such as shared experiences, backgrounds, or interests. By doing so, you lay the foundation for trust and rapport, making your client more receptive to your pitch.Understanding Their Role and Responsibilities: Ask your client about their role within the organization and the specific responsibilities they hold. This information helps you tailor your pitch to align with their individual needs and objectives.Exploring Current Projects and Pain Points: Inquire about the projects your client is currently working on and the challenges they’re facing. This insight allows you to position your product or service as a valuable solution to their immediate pain points.Learning About Their Business Roadmap: Gain an understanding of your client’s business roadmap. Ask questions about their future goals, strategies, and the direction they’re headed. This information enables you to align your offerings with their long-term objectives.Addressing Early Concerns and Objections: Be attentive to any concerns or objections your client raises, even if they are subtle or implied. Address these issues promptly to prevent them from becoming major obstacles later in the sales process. Encourage them to share more about their concerns and past experiences, ensuring you have a complete understanding.Evaluating the Value of Your Solution: Determine how your product or service can provide value to your client. Ask about the financial implications of their current challenges and how resolving them could impact their bottom line. Show them the tangible benefits of investing in your solution.Assessing Their Knowledge and Preferences: Inquire about your client’s level of knowledge in your industry and their preferences when it comes to vendor selection. Understanding what they value in a business partner can help you tailor your pitch accordingly.Defining the Decision-Making Process: Learn about your client’s decision-making process. Ask about the steps involved, the people who need to be involved, and the timeline they have set for making a decision. This information helps you manage expectations and plan your sales strategy effectively.Identifying Immediate Opportunities: Ask your client about any immediate opportunities where your product or service can make a difference. Be prepared to provide quick solutions or insights during the conversation to demonstrate your commitment and expertise.Setting Clear Next Steps: At the end of your conversation, recap the key points discussed, the agreed-upon process, and the next steps. Secure their commitment for a follow-up conversation and schedule it immediately to maintain momentum.

Mastering the art of fact-finding questions is essential for any sales professional. By asking the right questions and actively listening to your clients, you can uncover valuable insights, address concerns, and position your offerings as solutions to their unique challenges. Remember, successful sales are built on relationships, trust, and a deep understanding of your client’s needs. Use these fact-finding questions as your toolkit to unlock opportunities and close deals effectively.

Striking the Balance: Branding & Sharing Sales Insights in a Competitive Landscape – Jeff Kirchick & Carson Heady

How much of our sales process and methodology should we reveal while building brand or audience when it could potentially be scrutinized by customers, prospects, and even our rivals?

Able Sales VP and author Jeff Kirchick joins Microsoft‘s #1 social seller and Salesman on Fire author Carson V. Heady to discuss.

There is a delicate balance between sharing valuable sales insights while building your personal brand and protecting oneself in a competitive marketplace.

For aspiring thought leaders who are often still practitioners, there are decisions to make and lines to straddle.

The question posed today is, do we risk giving away too much, effectively arming our competitors with the very tools that make us successful?

On one hand, sales thought leaders are passionate about sharing knowledge that can empower salespeople worldwide. On the other, different audiences or rivals might have a different takeaway as a result.

When we work for an organization, often much of our selling is done internally to unlock maximum investments for our customers – who should be happy with someone advocating for them so strongly. It’s also important to ensure we are not representing something we could be ashamed of certain valuable audiences seeing.

Customers benefit when we strive to master our craft. While it’s possible that competitors might peruse our content and learn from it, an abundance mindset teaches us that there’s enough opportunity out there for everyone.

After all, we’re not just out to serve our individual interests. We aim to elevate the sales community as a whole. By openly discussing methodologies, tactics, and approaches, we create an environment of growth and collaboration.

Sharing insights, experiences, and lessons learned doesn’t weaken our position; instead, it strengthens the entire industry. It’s about fostering an atmosphere of growth, where each person’s success contributes to the overall advancement of our field.

What are your thoughts?

#SalesInsights #ThoughtLeadership #SalesStrategy #CompetitiveEdge #PersonalBranding #SalesCommunity #AbundanceMindset #GrowthAndCollaboration #ElevateSales

The Magic & Beauty of Unpredictable Careers

Careers never go in the direction you expect. This is Rick Ankiel – The Natural, The Phenomenon. From Sporting News Rookie of the Year to wild pitches, out of the sport and back as a home-run hitter, his is quite the tale.

Living in St. Louis, I immediately took to watching Ankiel his rookie season in 1999. He had an incredible curveball called “the snapdragon” and was among the lead leaders in strikeouts. He got the nod to start our first playoff game.

And then it went off the rails. He threw five wild pitches in that game and multiple in his next start and to begin the following season, leveraging many strategies to try to deal with “the yips.” He went to the minors and worked his way back triumphantly as a reliever only to decide to call it quits.

Then, the decision was made to reinvent as an outfielder in the minor leagues. Years later, on August 9, 2005, I found out he was starting in the outfield for the Cardinals and I immediately got tickets as I hightailed it home from Kansas City.

I arrived just in time to watch him hit a 3-run homer in his first game back. He hit 11 in the final 2 months of the season and 25 the following year; in his final years he was known for his incredible outfield throws to the plate and even almost attempted a pitching comeback in recent years. What a career!

No career is a straight line; I thought I would retire from my first major employer, I’ve been laid off multiple times, and thanks to relationships, reputation and consistent hard work, I’ve been blessed and fortunate to propel myself into fulfilling work.

But if you had told me 10 or 20 years ago I’d be doing what I’m doing now, I would not have believed it. It’s easy to connect the dots backwards but impossible to connect them forward; all you can do is gravitate towards great people and those you can learn from, meaningful work you love, and unique ways to utilize your strengths and superpowers to give back and contribute to others.

What fascinating and wonderful directions has your career surprised you?

#CareerResilience #ReinventionJourney #EmbraceChange #UnpredictablePaths #ResilientMinds #CareerTwists #DefyingExpectations #SuccessStories #NeverGiveUp

Progress Over Perfect & Intrinsic Motivation: Consistency, Execution, and Personal Drive

Progress over perfect. In our pursuit of ambitions, it’s common to seek external motivation – speeches, films, music, etc. However, the most enduring and sustainable motivation often comes from within.

The reality is that motivation is not a constant, unwavering force. It ebbs and flows, and while external stimuli can certainly provide spikes of energy and enthusiasm, they rarely offer a sustainable foundation for long-term success.

Think about the times you’ve watched a powerful movie scene or listened to a motivating song, feeling like you could conquer the world in that moment. But as the days pass, that surge of motivation dissipates, leaving us seeking the next external push.

After every win, the scoreboard goes back to zero and it’s back to work.

And this isn’t always easy. In our journey towards our goals, there will inevitably be days when the motivation isn’t there.

We’ve all encountered those moments where the thought of diving into another virtual meeting or tackling the same tasks feels like an uphill battle. It’s during these times that the power of consistency and execution comes into play. Managing to land the step in front of you, even when the fire of motivation is dim, is where true progress happens.

Furthermore, the importance of execution cannot be overstated. Often, the simple act of getting started, of diving into the tasks at hand, can lead to an unexpected shift in mindset. It’s like a momentum that builds as you check off each item on your list. The satisfaction derived from completing what needs to be done becomes its own wellspring of motivation, even if it didn’t start with a grand inspirational moment.

And let’s not forget the beauty of consistency. When you consistently show up, put in the effort, and stay committed to your plan, a fascinating thing happens. The days of low motivation become fewer and farther between. Your consistency becomes its own motivator. There’s a sense of accomplishment that arises from sticking to your plan, even on those days when it feels like a struggle.

The quest for motivation doesn’t need to be a constant search for becoming motivated. Embrace the power of intrinsic motivation by focusing on consistency, execution, and nurturing your personal drive.

Understand that not every day will be fueled by intense motivation, but even on those days, your steadfast commitment to your goals will carry you through. The most enduring source of motivation lies within you!

#IntrinsicMotivation #ConsistencyWins #ExecutingGoals #InternalDrive #MotivationFromWithin #SustainableSuccess #ProgressOverPerfect #MindsetShift #PersonalCommitment