Carson V. Heady's Blog, page 40

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

Authentic Sales Leader Podcast from Humantic AI: Carson Heady & Jeff Kirchick – Becoming the Hero-Maker Instead of the Hero

In this episode of the Humantic AI “Authentic Sales Leader Podcast” Jeff Kirchick & I delved into the evolving landscape of sales leadership, the power of authenticity & the role of technology in modern selling.

As a lifelong student of sales with over two decades of experience, I highlighted the shift from the traditional sales approach to the new era of authentic leadership.

We explored how authenticity is the foundation of effective sales leadership, and how it’s a departure from the “bulletproof hero” archetype that was prevalent in the past. Authentic leadership is all about meeting people where they are, building trust, and creating an environment where team members can thrive.

I shared a transformative experience where I took over a struggling team and, instead of imposing my ideas, engaged with them to co-create solutions. This approach led to a remarkable 141% achievement of our goals in the first month!

On the individual contributor front, we discussed the changing dynamics of sales. With readily available information, customers are more informed than ever. The role of a salesperson is now that of a trusted advisor, armed with industry expertise and intelligence. Leveraging tools like LinkedIn and AI, I highlighted the significance of staying relevant and personalized in an increasingly competitive landscape.

Sales is rapidly evolving, and it’s our responsibility to embrace the tools and resources available, adapt to change, and continuously enhance our skills. With strong foundations and authenticity at the core, we can navigate these changes successfully and create meaningful connections in the process.

What’s your take on the evolving sales landscape and the role of authenticity in leadership? Share your thoughts below! Let’s keep the conversation going!

#AuthenticSalesLeader #PodcastWisdom #SalesLeadership #AuthenticLeadership #SalesSuccess #CommunityBuilding #SalesEvolution #SalesInnovation #SalesJourney

Shooting for Success: Lessons from “The Color of Money” on Sales, Luck, and Life

There’s always the next game. Pick yourself up and get back in it. It’s never too late. And for some players, luck itself is an art. Why “The Color of Money” is my favorite sales film of all time:

In Martin Scorsese’s masterpiece, we find powerful sales lessons that resonate with our journey through life and luck. Just like in 9-ball, the game’s not always about winning every shot – it’s about strategy, understanding the odds, and learning from losses. Let’s break it down!

Luck is an art. It favors those who understand the parameters and variables in play, who control what they can control and play the odds. Sales is a numbers’ game, and you can apply numbers and process to everything you do.

Become a student of your customer’s business and of the game. Devote yourself to understanding everything you can about the game you’re playing and how you can work smart. How you can achieve the KPI’s you are charged with hitting. Pick up something from everyone you interact with. Good or bad, you will constantly learn the methods of others, and you can assimilate or ignore them for the purposes of your own arsenal. Be flexible, be a lifelong learner.

Invest in people. Invest in experiences. Be vulnerable and open to where the journey takes you. Sales is all about people and process; relationships and teaching and sharing and being transparent.

You have to lose to win. I’ve learned more in my career from losses and horrible experiences than anything else, and fueling that hurt and those lessons into my motivation has taken me higher than I ever imagined. I’ve lost a lot, and it’s why I’ve won so much.

Be honest with yourself. Acknowledge why you care about what you care about. Don’t ignore the gaps in your life and career, specifically at the expense of your self-confidence and your relationships with others.

Never give up: Just like Fast Eddie, there’s always another game. Pick yourself up, learn, and strive for greatness.

#SalesInsights #PersonalGrowth #SalesStrategy #BusinessLessons #ProfessionalDevelopment #MovieAnalysis #SalesMastery #SuccessMindset #LeadershipLessons

Sales is Broken – The New Revenue Blueprint with Anthony Iannarino on Social Selling 2.0 with Carson Heady, Tom Burton & Brandon Lee

Inspired by Anthony Iannarino, yesterday’s guest on Social Selling 2.0, I’ve already started my daily gratitude journal. Always striving to be an overachiever, I picked 7 great things that happened instead of just 3.

In the world of sales, success often stems from a combination of strategy, mindset, and adaptability. It’s a landscape that has undergone significant changes in recent years, prompting professionals to rethink their approaches and embrace new methods.

In this episode, international speaker and best-selling author Anthony Iannarino joins Tom Burton of LeadSmart Technologies, Brandon Lee of Fist Bump & Microsoft‘s #1 social seller and Salesman on Fire author Carson V. Heady to delve into experiences, lessons, and strategies to aid sales professionals and leaders.

From Anthony’s first cold call at 15 & entering the family business at 18, great mentors, embracing a mindset of effectiveness over process and facing health challenges and transformation, he takes us on the journey that led him where he is today.

He also covers an instrumental gratitude journal challenge that the hosts and audience are starting today – who’s in?

This golden hour of the #1 social selling podcast tackles all of the following:

Value Creation
Revolutionizing Discovery Meetings: Earning 2nd meetings!
Navigating Changing Sales Landscapes
Recognizing Shifts: Adapting to Buyer Preferences
Importance of Continuous Learning
Infusing Learning Culture in Teams
Evolving Role of Salespeople
C-Level Acumen and Building Trust
Building Online Relationships

Sales success isn’t about quick deals and slick pitches. It’s about adapting to change, fostering genuine connections, and prioritizing the value we bring to our clients. A combination of continuous learning, strategic thinking, resilience, and a positive mindset can lead to remarkable achievements.

Click the link in the comments to check out the full episode!

#MasteringSalesEffectiveness #ModernSalesStrategies #BuildingTrust #PositiveMindset #ContinuousLearning #AdaptationInSales #ValueOverSpeed #SalesLeadership #NegativityManagement