Carson V. Heady's Blog, page 37

Seeking Mastery: Navigating Professional Development for Success – Jeff Kirchick & Carson Heady

In this fast-paced world, staying at the top of your game is not only a desire but a necessity. The ever-evolving landscape demands constant learning and improvement to maintain relevance and achieve success.

Able Sales VP and author Jeff Kirchick joins Microsoft Director and Salesman on Fire author, Carson V. Heady to discuss constant learning, career growth and sharpening your saw as a sales professional.

Jeff and Carson delve into the importance of professional development and share insights on how they continuously master their crafts.

Mentors and Networks: These relationships provide a platform for exchanging ideas, learning from experienced individuals, and gaining insights into different perspectives.

The Power of Continuous Learning: Successful professionals remain perpetual students, consistently seeking new knowledge to enhance their capabilities. This can come through following thought leaders or people doing what you want to do, books, podcasts and other materials.

Sharing Insights Through Podcasting, Connecting with others: Engaging in conversations with peers and leaders allows professionals to learn from one another. These discussions serve as opportunities to exchange thoughts, gather new ideas, and collectively contribute to the industry’s growth.

Overcoming the First Step: Many individuals are held back by the fear of inadequacy or the unknown. However, taking that first step—whether it’s joining a network, enrolling in a course, or sharing insights—is often the most challenging yet crucial aspect of the journey.

Professional development requires a multi-pronged approach that includes learning from mentors, engaging with networks, consuming knowledge through books and courses, and contributing to the field through platforms like podcasts.

By actively participating in these activities and embracing the process of continuous learning, individuals can elevate their skills, enhance their industry presence, and remain at the forefront of their respective domains.

How are you mastering your craft?

#ProfessionalDevelopment #ContinuousLearning #CareerGrowth #SalesMastery #LeadershipInsights #IndustryInnovation #Networking #PersonalGrowth #SuccessMindset

Embracing Change: Navigating the Evolving Landscape of Sales with Technology and Human Connection

As a proud, lifelong student of sales, I marvel at the dynamic changes that have shaped its landscape over the last couple of decades. It has been a rewarding experience of growth, learning, and adaptation.

The thrill of building connections, nurturing relationships, and guiding prospects towards making informed decisions has always resonated with me.

To stay ahead in this evolving environment, I’ve embraced technology as a powerful tool. Social selling, AI-driven insights, and data analytics have all become integral parts of my sales strategy. These tools enable me to arm myself with relevant information about my customers, their industries, and their pain points, allowing me to engage in insightful conversations that go beyond product features.

However, the rise of technology comes with a responsibility to rise above the noise. Amid the automation and AI-driven interactions, I believe the true differentiator lies in genuine human connection. By using video, personalized messaging, and targeted communication, I’ve been able to break through the clutter and establish authentic rapport with customers.

I’ve learned that success isn’t just about closing deals; it’s about fostering an ecosystem of trust, collaboration, and shared growth. By creating platforms for knowledge exchange and fostering an environment of mutual support, I’ve been able to lead teams that excel and inspire others.

However, I also recognize the need for constant self-improvement. Staying focused on strategic execution and maintaining discipline in my daily routines remain areas where I continually challenge myself.

In a dynamic field like sales, it’s easy to get lost in the details and lose sight of the bigger picture. By prioritizing ruthless discipline in scheduling and maintaining clarity on my objectives, I strive to become the most effective leader I can be.

To those aspiring to enter the world of sales, I offer this advice: Be prepared for a thrilling and ever-evolving journey. The world of sales is not just about pitching products; it’s about earning the right to be a trusted advisor, being a problem solver, and a partner in your customers’ success. Embrace the tools at your disposal, but remember that true success lies in the ability to connect authentically, communicate effectively, and always strive to add value.

#SalesJourney #AdaptAndThrive #TechInSales #HumanConnection #AuthenticityWins #GrowthMindset #LeadershipGoals #SalesWisdom #ValueDrivenSuccess

Seize the Moment! Go Meet Those Leaders You Admire

Just go meet them. You’ll never forget it, even if they do. One of my first managers at Southwestern Bell instilled that in me after a Town Hall as everyone filed out and she walked me up to meet CEO Ed Whitacre.

Here, I met #3 ranked CEO in the world, Bob Chapman! I met Bill Rancic from The Apprentice and even singer/songwriter Gavin DeGraw this way (we now follow each other on Twitter and message each other from time to time – he was integral when I proposed to my wife during our song at one of his concerts, as he was in on it), plus many famous athletes and business leaders.

The point is this: relatively very few people take the initiative or have the courage to go meet these luminaries. I still remember my manager marching me towards the front of that Town Hall 21 years ago and it stuck with me: they are people, and showing your interest in what they do or say matters.

So when you see that senior leader or great speaker or “legend,” respectfully take a moment to acknowledge your admiration. If they invite you to talk more, all the better, but it will be an experience you’ll always cherish.

#Leadership #Networking #Inspiration #MeetingHeroes #CourageousConnections #CareerAdvice #MemorableEncounters #ProfessionalGrowth #MeetingLegends

Embracing Risks and Challenging Norms Leads to Reward

Once upon a time, I was told not to bother chasing a lead because our channel couldn’t facilitate what they wanted. I chased it anyway, fought to support it and won the biggest deal in the channel’s history.

This experience taught me that sometimes, it’s essential to challenge the norms and believe in your instincts. Success isn’t just about luck; it’s about the relationships we foster and the value-added communities we build.

Some of our greatest selling is internally! Knowing who can support you and make big decisions while understanding your customers’ needs helps you be their advocate as you influence your organizational leaders to get in the boat with you.

Throughout my journey, I’ve come to understand the incredible power of networking. It’s not just about collecting connections; it’s about creating meaningful relationships that can open doors you never knew existed. From landing job opportunities to uncovering hidden gems in the market, relationships and effectively influencing are supremely valuable.

My journey has been a fusion of unconventional choices, networking triumphs, resilience building, and standing out in the crowd. So, if there’s one thing I’ve learned, it’s this: Embrace risks, cultivate relationships, learn from every experience, and dare to stand out and take big swings.

Success is a journey that’s uniquely yours to craft.

#SuccessStory #ChallengingNorms #InstinctsMatter #RelationshipBuilding #NetworkingPower #InfluenceLeadership #ResilienceJourney #StandOutSuccess #TakeTheLeap

Mastering LinkedIn Engagement: Unveiling the Hidden Tasks for Building a Powerful Presence – Social Selling 2.0 with Darren McKee

On this week’s Social Selling 2.0, the “Cal Ripken of LinkedIn,” Sales VP and influencer Darren McKee shares the real tasks that supercharge your #LinkedIn presence far beyond the realms of content creation.

While crafting and sharing content undoubtedly forms the bedrock of your personal brand on LinkedIn, the true essence of engagement and networking lies in the lesser-known actions that wield monumental influence on your presence and relationships within the platform.

1. Engaging with Others’ Content

2. Networking and Connecting

3. Responding to Messages and Comments

4. Participating in Groups

5. Sharing Valuable Insights

6. Sending Personalized Messages, Including Leveraging Video

7. Reaching Out to Prospects

8. Participating in Polls and Surveys

9. Staying Updated with Notifications

10. Providing Recommendations and Endorsements

11. Showcasing Your Work

12. Attending and Promoting Events

It is vital to underscore the paramount importance of authenticity and consistency in your LinkedIn journey. While content creation is the vessel, engagement and meaningful interactions are the wind propelling your voyage towards a commanding presence.

Thank you for making Social Selling 2.0 the #1 social selling podcast!

#SocialSelling #LinkedInInfluencer #NetworkingTips #EngagementMatters #AuthenticNetworking #ContentEngagement #ProfessionalGrowth #InfluencerInsights #LinkedInCommunity

Mastering Your Craft: How are You Growing Professionally?

How are you growing, improving and constantly working towards mastering your craft?

I had the serendipitous good fortune to write a book about a decade ago that actually helped me be discovered for a future role. That experience led me to where I am now, and it solidified my belief in personal branding and investing in relationships.

When it comes to personal growth and education, I am a big believer in being a student of the game. I continuously seek to understand every relationship and resource that matters and will matter. This includes not only customers but also colleagues, partners, mentors, and anyone who can contribute to my growth. I believe in relentlessly focusing on people and process because those are the true differentiators.

To keep learning, I engage in various activities:

Reading: I’m an avid reader of leadership and sales books. I find inspiration and valuable insights in the experiences of others. I’ve gotten a lot this year out of books by Tim Grover, Mark Roberge, Arthur Brooks, Jocko Willink, Ryan Holiday, Dr. Bob Rotella, Michael J. Fox, Phil Jackson, the Bible, and others.

Podcasts: I listen to podcasts focused on sales, leadership, and personal development. Learning from experts and their real-world experiences keeps me engaged and motivated. Check out shows from Mike Weinberg, Jeb Blount, Mark Hunter and my friends on Social Selling 2.0

Networking: I actively connect with other sales professionals, mentors, and industry experts. I find that engaging in conversations and sharing experiences leads to mutual growth. Find people who do great work, do what you want to be doing or do something better than you do, and assimilate their better practices into your arsenal!

Challenging Situations: I embrace challenging situations that force me to step out of my comfort zone. These situations help me develop new skills and gain a deeper understanding of my strengths and weaknesses.

Continual Improvement: I consistently review my interactions, strategies, and results to identify areas for improvement. It’s essential to be critical of oneself and always strive for better.

Lifelong Learning: I never stop seeking new knowledge and skills. The world is constantly changing, and staying relevant requires continuous learning.

Mentoring: Being both a mentor and a mentee has been incredibly valuable. Sharing knowledge and experiences with others fosters growth on both sides of the relationship.

Ultimately, personal growth and education should align with your aspirations and the person you want to become. Being open to learning, embracing challenges, and seeking out relationships are all integral parts of the journey. Remember that authenticity plays a significant role in growth—embrace who you are and leverage your unique strengths to excel in your sales career.

How are you growing?

#GrowthMindset #MasterYourCraft #LearnEveryday #NetworkingNinja #ChallengeAccepted #BeYourBestSelf #MentorMagic #StayCurious #AuthenticAchiever

Reflections on Week 1 of My Gratitude Challenge

Week 1 of my Gratitude Challenge, inspired by last week’s Social Selling 2.0 guest Anthony Iannarino. Here is what I have learned:

Many of my positive experiences stem from relationships. Whether it’s podcast guests, consulting gigs, meetings, or introductions, these opportunities arose because of valued connections.

Recognition and appreciation has fueled me considerably. This includes being invited to podcasts, receiving admiration from others, and hearing positive feedback about my contributions.

Times when I have been able to practice self-discipline in exercise and nutrition, reading, and spending quality time with my family have been frequent highlights.

Overcoming challenges and pushing myself to improve are also sources of gratitude. Whether it’s overcoming hurdles, challenging conversations, or pushing limits, these experiences have been rewarding.

Support from my family, especially my wife, Amy, is a consistent theme. Their understanding, encouragement, and love enable me to navigate challenges and enjoy the positive aspects of life.

Overall, the gratitude challenge’s first week is characterized by a sense of connectedness, recognition, personal growth, and the joy of everyday experiences. This has been a wonderful experience and I am eager to continue!

GratitudeChallenge #PositiveVibes #RelationshipsMatter #RecognitionAndAppreciation #SelfDiscipline #PersonalGrowth #FamilyTime #OvercomingChallenges #EverydayJoys

Navigating Commitments: Building a Strong Foundation for Team Success – Connected Teamwork

In the fast-paced world of modern business, effective teamwork is essential for achieving organizational success. But how do we ensure that teams stay connected, thrive together, and maintain their commitment to shared goals?

In this episode of the “Connected Teamwork Podcast,” hosted by Growth Leaders Network, Olena Sergeeva, Hylke Faber, and Carson Heady dive into the intricate art of managing commitments within a team. They explore how clear communication, mutual understanding, and a sense of purpose contribute to the foundation of successful teamwork.

Understanding Commitments in Teamwork

Commitments form the cornerstone of teamwork. They are the promises we make to ourselves and each other to achieve a common goal. Just like any promise, they require a clear understanding of the task, an intention to follow through, and open communication. As the hosts delve into this topic, they share their personal insights and experiences, highlighting the significance of keeping commitments and the challenges that may arise.

Key Takeaways

Clarity and Transparency: The hosts emphasize the importance of clarity and transparency when setting commitments within a team. When everyone understands their role, the goals, and the bigger picture, it becomes easier to prioritize tasks and manage commitments effectively.Motivation and Purpose: The conversation pivots around the idea that individual motivation and alignment with the team’s purpose significantly influence commitment management. When team members are genuinely motivated and invested in the shared goal, their commitment is stronger.Balancing Priorities: The hosts stress the significance of maintaining a balanced approach to commitments. Just as in one’s personal life, teams must learn to prioritize tasks based on their impact and urgency. This involves constant reevaluation and adaptation.Communication Framework: Clear communication is vital for managing commitments. A structured communication framework, like regular check-ins or platforms for updates, ensures that team members are aware of their responsibilities and deadlines.Mutual Accountability: The hosts highlight the role of mutual accountability in commitment management. Teams should establish a culture where members hold each other accountable for their commitments. This creates a sense of responsibility and trust within the team.

Leadership’s Role in Commitment Management

The hosts also shed light on the role of team leaders in managing commitments. They offer valuable leadership insights, such as:

Creating Common Clarity: Leaders should work to create a common vision and purpose within the team. When everyone is aligned with the same goals, it becomes easier to manage commitments collectively.Presuming Positive Intent: Leaders should approach commitment management with the assumption of positive intent. Rather than jumping to conclusions or assigning blame, leaders should foster an environment of open dialogue and problem-solving.Adapting to Change: Flexibility is crucial in commitment management. Teams should be prepared to adapt to changing circumstances, prioritize tasks differently, and communicate openly about any challenges that arise.

Effective teamwork is built on the foundation of well-managed commitments. By fostering clear communication, understanding motivations, and prioritizing tasks based on their impact, teams can navigate challenges and work towards shared success. Commitment management requires leaders and team members to collaborate, communicate, and adapt in the face of change, ensuring that the collective effort remains focused and purpose-driven. As the hosts remind us, commitments become delightful when they are aligned with a larger purpose, much like the rewarding journey of nurturing a shared vision and achieving team goals.

Top 10 Sales Career Lessons for Mastery

To master your sales craft, focus diligently on the following key pillars.

Embrace Change

In the dynamic realm of sales, change is the only constant. To truly master the art of selling, one must be adaptable and open to change. Embracing change not only prepares us for the ever-evolving market landscape but also ushers in new opportunities for growth and development. As I’ve learned throughout my career, being receptive to change is akin to welcoming progress with open arms.

Stay True to Your Roots

Advancement in one’s career should never mean losing sight of where you began. Remaining grounded and connected to one’s origins is paramount. In the journey of climbing the corporate ladder, humility becomes an invaluable trait. Whether it’s fostering connections with team members, managers, or customers, this sense of authenticity bolsters relationships and reminds us of the core values that shape our success.

Focus on the Customer

At the heart of every successful sales process lies an unwavering focus on the customer. Placing the customer’s needs at the forefront is non-negotiable. A truly customer-centric approach involves delving deep into understanding their requirements, nurturing lasting relationships, and consistently delivering exceptional value. This unrelenting customer obsession isn’t just a strategy – it’s a pathway to triumph.

Pick Your Battles

In the intricate dance of sales, discernment plays a pivotal role. Not every challenge demands a frontal assault. As a seasoned sales connoisseur, I’ve learned that strategic selectivity is key. Direct your energy towards endeavors that align with your goals and wield the potential for significant impact. By doing so, you optimize your efforts and channel your resources effectively.

Network and Build Your Personal Brand

Networking – a word that encapsulates boundless opportunities. Cultivating relationships and nurturing professional connections is the lifeblood of success in sales. Each interaction is a chance to showcase your skills and establish your personal brand. The web of connections you spin today can undoubtedly metamorphose into the stepping stones of tomorrow.

Overcome the Fear of Rejection

Resilience is the cornerstone of achievement in the sales domain. One must cultivate a sturdy demeanor and conquer the fear of rejection. Easier said than done, but the most formidable lessons emerge from these moments of rejection. They serve as the chisel that refines your skills and amplifies your strengths, ultimately sculpting you into a more adept salesperson.

Maximize Opportunities

Opportunities are the lifeblood of progress, and seizing them should be non-negotiable. To master the art of sales, one must be willing to embrace the unknown, tackle fresh challenges head-on, and wholeheartedly embrace novelty. Every opportunity harbors the potential to become a game-changer, propelling you towards unforeseen pinnacles of success.

Be Persistent and Creative

“No” should never be the final word. Persistence, coupled with creative problem-solving, can surmount even the most daunting of challenges. A steadfast refusal to accept defeat invariably leads to innovative solutions and unparalleled triumphs. The tenacity to rise above adversity defines not only your career but also your character.

Collaborate and Form Partnerships

Sales transcend transactions; they’re about relationships. Collaborating within and beyond the organization’s confines creates a synergy that propels everyone involved towards mutual success. Forming strategic partnerships harnesses collective strengths and widens the scope of opportunities. Remember, success resonates more profoundly when it’s shared.

Think Outside the Box

In a competitive world, ordinary won’t suffice. To stand out, one must dare to be different. This entails thinking outside the box, innovating, and embracing unconventional approaches. These ingenious strategies can act as a compass, guiding you through uncharted territories and distinguishing you from the sea of sameness.

Unleashing Excellence in Sales Leadership: Insights from Mike Weinberg & Carson Heady

So grateful for Mike Weinberg! From his books and podcast that have helped me learn focus and discipline as a sales leader to his inspirational faith and impactful blunt truth, he is a gem to the selling community.

After a recent promotion I gifted myself “Sales Management: Simplified.” Mike rightly points out that the preponderance of your time as a leader should be in the field with your team and that your job is to be the hero-maker, not the hero. There’s no better way or mentality to earn the trust of your team, ensure they feel that you’re in it with them, and to observe and learn their processes and unique superpowers so you can be the ultimate coach and advocate for your people.

I’ve followed Mike for several years and love his books & podcast: his candid take on the beautiful arena of sales is profound and makes me better.

Actually being asked to be a guest on his show has been one of the most amazing experiences of my career.

Please check out the episode here: https://mikeweinberg.com/podcast/episode52/

During this show, we talked about a lot of important topics:

• Navigating the genuine exhaustion of sales leaders and professionals today.

• Mastering focus and unwavering determination in the face of challenges.

• Embracing the significance of community-building in our endeavors.

• Rising as heroes from crucible moments, emerging even stronger.

• Crafting a personal brand that stands strong through tough times.

• Taking charge by focusing on what’s within our control.

• Being intentional and diligent in creating, nurturing relationships, and leveraging your superpowers to uplift others’ strengths

And finally, when things get overwhelming, land the step in front of you. Slow it down, gain confidence, reach out to people who can help you and make you better.

I hope you enjoy the show!

#SalesLeadership #PersonalDevelopment #SalesSuccess #CommunityBuilding #LeadershipJourney #HeroMaker #Superpowers #ProfessionalGrowth #SalesPodcast