Carson V. Heady's Blog, page 41

Playing the Long Game for Ultimate Sales Success

Play the long game. Getting that “quick win” at the expense of a long-term relationship short-changes everyone. One of my favorite deals took 3 years; 2 of which the customer wouldn’t take a meeting with me.

Many years ago, I supported a large territory and through diligent social prospecting had engaged many executives within this organization to no avail. I build lists and build community around everything I do, and managed to find some folks there who had opted in to our marketing so I would invite them to my home-grown webinars and send them the newsletters I created. If I could not land a meeting, I could at least inform and stay top of mind.

Year 3 of supporting this customer rolled around. They had no formal agreement with us. I finally learned that one of my valued partners was striking up a relationship with them, and managed to score an invite to a golf event we all happened to be at.

The partner introduced me, and they knew who I was from the newsletters, but I did not try to sell anything or change any minds that day. We have to earn the right to be a trusted advisor, so my offers instead were to find ways to invest in whatever they wanted to do with their partner. Eventually, I learned why they did not want to talk to me – a sour relationship with a predecessor of mine.

Slowly, but surely, the relationship transformed from me getting briefed by the partner and looking for ways to support their efforts with resources and funding dollars to me being invited to meetings, to me being a constant in all meetings to a significant deal getting done.

None of this happens without overcoming the unspoken objection – getting to the root of the reason for lack of partnership, playing the long game, being available and present while taking an opportunity to add value and serve at their pace. In the end, everybody won.

#RelationshipBuilding #LongTermSuccess #CustomerEngagement #TrustedAdvisor #PatiencePaysOff #ValueFirst #PersistencePays #StrategicPartnerships #BusinessSuccessStory

Unlocking Deals Through Genuine Relationship Building: A Sales Success Story

Great relationships beget deals. You can’t get so focused on having to hit quota or pressure to sell that you forget to create, nurture and invest in genuine relationships with prospects, customers and partners.

One of my favorite customer relationships – surprise, surprise – started on LinkedIn. I saw via Sales Navigator that a new executive was named at a company I supported. The company had been operating somewhat siloed in how they managed pertinent investments up to this point.

I reached out to this new executive, who was moving halfway across the country for the role, offering to provide any guidance or feedback on places to live or schools for their kids, along with gladly arming them with any pertinent intel about their existing investments with us and resources they were entitled to. I was in his office the following week, before any competitors.

My focus: How can I best be a good partner? He told me his definition of great partnership in that meeting, and I always worked to abide by it. I didn’t try to sell anything; didn’t even bring up a product. My only ask was while he was figuring out strategy, to arm me with how I could best be a resource and a good steward of their current and any future investments.

He made a decision to break down some of the silos for the benefit of the multiple business units; my team and I worked diligently to earn the right to be trusted advisors. I worked hard to unlock resources to invest in the collaboration. I helped them everywhere I could when it came to deal-making time, and we were very transparent with each other on our priorities and processes.

The relationship was so good that even after I moved on and was in a different role, the new account team called me when they were negotiating the renewal because there were some areas they could not come to collective terms. The team gave me carte blanche to do whatever I needed to do to wrap this up. I drove to their office, sat down and had a deal in 45 minutes.

You see, I very quickly surmised what mattered most to them in this deal from a budgetary and outcomes perspective. I was extremely transparent in what mattered most to my company in this, strategic levers I could pull that would be beneficial to both parties and unlock further discounting, and I demystified why the deal was structured the way I proposed.

If you are focused just on making and executing deals, you not only short-change your potential but you are short-sighted; these relationships build your reputation, these customers may go elsewhere or give referrals that broaden your scope of influence, and you miss out on opportunities and enriching experiences along the way.

What have been your most valued customer relationships?

#RelationshipBuilding #CustomerPartnerships #SalesStrategy #TrustedAdvisor #DealMaking #CustomerSuccess #BusinessRelationships #SalesLeadership #WinWinNegotiation

Rowing Together: The Essential Art of Sales Leadership and Team Empowerment

Leaders: The most important time you’ll spend is with your team: 1:1 and alongside them with customers, prospecting or executing plays. And don’t ask your team to do anything you won’t, don’t or can’t do.

One of my favorite memories in the call center was when a sales rep asked me (their skip level) to hop on a call; they thought they had a potential deal but couldn’t get it to closure. I noticed as I talked to the customer that everyone was stopping what they were doing – listening and watching. I managed to take what the rep had built and reframed a bit, underscoring some key points to de-risk the buying decision and articulated very clear path to ROI. As I walked away after sending it to voice verification for the rep, the office delivered thunderous applause.

It’s important that the leader can – at any time – dive into the boat and row.

When your people you get paid to support, serve and evangelize know you are able and willing to do what they do, they believe in you. You can strategize and execute together. You can also play off of each other.

Currently, I join many of my team members’ extended team calls – often just to observe their leadership so I can effectively coach and I don’t have to bother them with questions about their pipeline because I already know it.  I do a lot of prospecting to complement their efforts. Our strategy-building, play execution and team decision-making is very collaborative and inclusive. Leaders play the important part of setting the tone for that type of culture.

Leading a team and parenting have a lot of similarities: we want what’s best for them, spend time building the foundation and are invested in their success. We have our best successes when we are able to empower and enable them to be successful, remove legitimate barriers to their success, help them see around corners based on our experience, acknowledge that they earned the right to be in their role on their merits and are entitled to their own method of success (provided they find sustainable excellence and are open to feedback) and are with them – even and especially when they lose.

After a recent promotion I gifted myself “Sales Management: Simplified” by Mike Weinberg. 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.

Leadership is one of the greatest responsibilities and blessings, and every second you spend with your team is an investment in the relationship, their success and ultimately their impact, outcomes and career.

#SalesLeadership #SalesStrategy #SalesExcellence #LeadershipSuccess #TeamEmpowerment #BusinessGrowth #SalesCoaching #CustomerEngagement #LeadershipInsights

No Deal is Impossible: The Power of Respectful Persistence and Groundswell of Influence

No deal is impossible. Once upon a time, a customer executive refused to meet with me. But I knew through diligent prospecting to his influencers there was a gaping need and unproductive past between our companies.

The influencers will not always meet you, but their influencers might.

I’m a relationship-builder who likes to build a groundswell of influence in an organization to stay at the pulse of what matters to them but also gain valuable perspective so – if it’s right – I can earn the right to be a trusted advisor. When this happens, I can appropriately match all available and entitled resources. I pride myself in being an advocate of my brand and evangelist of my customers.

After cultivating relationships with the Board, CEO, CFO and others, it culminated in them forcing him to reluctantly meet with me. He was understandably not thrilled with me and dressed me down in front of my leadership, saying he was forced to tell me no to my face now in front of all of our leaders. I looked him in the eye and explained that all I cared about was delivering him a win and that if I couldn’t do that, I would not ask for another meeting.

This unearthed the old passion project he had attempted to achieve. While it took a lot of work, and was not something we could do with traditional models, we broke glass, I brought in a partner who was able to achieve it with them, and the deal happened.

This experience taught me the value of respectful persistence and creating a groundswell of influence. We can’t get where we want to go with a customer unless we get them where they want to go.

By understanding their needs, gaining perspective, and being a trusted advisor, we can turn challenges into triumphs.

Let’s embrace the power of relationships, advocate for our customers, and push boundaries to make the impossible possible. Together, we can achieve greatness and deliver wins for all!

#RespectfulPersistence #GroundswellOfInfluence #TrustedAdvisor #CustomerSuccess #RelationshipBuilding #BusinessTriumphs

My Personal Branding Story as a Sales Professional & How it Created Relationships and Opportunities Beyond My Wildest Dreams

Creating a personal brand is becoming increasingly important for salespeople in today’s world. I recently came across an audiobook titled “The Psychology of Winning in the 21st Century” by Dennis Waitley, where he emphasizes that we are all free agents, and our careers should be a reflection of our strengths and superpowers.

As salespeople, our personal brand is all about showcasing our unique strengths and experiences. Anyone can do what we do in our profession, but our personal brand sets us apart. I owe much of my success and the opportunities I’ve received to my brand. It’s not easy to predict the future, but having a strong personal brand can open doors we never imagined.

Building a personal brand involves consistently sharing content, whether it’s through blog posts, videos, or other forms of media. Not every piece of content will go viral, but it gradually creates an online reputation and makes us a known entity in our industry. Let me share a personal experience – when I got laid off a few years ago, I actively looked for a new job while also writing a book. Having that book on my resume made it stand out, and it played a significant role in landing me an interview for a job I desired. Sometimes, all we need is that one chance to get in the room, and our personal brand can be that calling card.

I’ve had numerous successful deals worth millions of dollars that wouldn’t have happened if I hadn’t leveraged platforms like LinkedIn and engaged in social selling to create opportunities. When people noticed my success, they started asking for guidance, and I began training others on a small scale, which eventually grew into a global sales training role for a major corporation.

Creating a personal brand is not without its challenges. Many fear coming off as arrogant or boastful when sharing their accomplishments. I’ve experienced these doubts too, wondering how my posts will be received. But what matters is consistency, authenticity, and knowing our audience. Understanding our niche and the unique value we bring to others is crucial. In my case, my experience and the lessons I’ve learned throughout my career have become the essence of my brand.

The power of social media and other platforms is that they give us the means to showcase our passions and make a difference for others. By engaging meaningfully with our audience, we can build connections and relationships that can lead to new opportunities.

My first book’s publisher advised me to embrace social media, and I followed that advice by engaging with people in my industry and consistently sharing valuable content. As a result, I’ve amassed over 300,000 social followers. Being an active participant in discussions and commenting thoughtfully on others’ posts has been particularly impactful in strengthening my brand.

Our personal brand is an ever-evolving masterpiece, much like life itself. Embracing the value of our brand and living authentically will allow us to build meaningful relationships and let our true selves shine. I encourage all salespeople to consider the impact their brand can have, be true to themselves, and use it to foster more meaningful connections. With dedication and effort, your personal brand can be a powerful tool that propels your career to new heights.

How to Build Your Personal Brand as a Sales Professional and Why It’s Important – Jeff Kirchick & Carson Heady

In the fast-paced and competitive world of sales, personal branding has emerged as a powerful tool for success. The ability to showcase your unique strengths, experiences, and values can make all the difference in forging meaningful connections with clients and propelling your career forward. In a recent conversation between two sales professionals, they explored the significance of personal branding and the impact it can have on one’s life and career.

At the core of personal branding lies authenticity. It’s not about putting on a facade to impress others; rather, it’s about being true to yourself. Your personal brand is a reflection of who you are, your passions, and your expertise. Embrace your journey and the experiences that have shaped you. Acknowledge the lessons learned from past mistakes, for they can become valuable tools in your arsenal.

Understanding your audience and niche is crucial. Identifying what sets you apart and the unique value you bring to the table will allow you to stand out in a crowded marketplace. Your personal brand is your way of telling the world what you represent and what you can offer.

Building a personal brand requires consistent effort and a willingness to engage with others. Social media platforms are excellent avenues to showcase your knowledge and interact with a broader audience. Share insights, engage in thoughtful discussions, and comment on the posts of your target prospects and clients. Meaningful interactions can lead to fruitful connections and demonstrate your authenticity and expertise.

Remember, personal branding is an ongoing journey. As you grow in your career and accumulate experiences, your brand will evolve with you. Embrace growth and change while staying true to your core values. Your personal brand is a reflection of your professional journey, and it will continue to shape your path to success.

In conclusion, personal branding is not just about promoting yourself; it’s about building authentic relationships and making a positive impact on your industry. By embracing your true self and crafting a brand that reflects your passions and experiences, you can unlock the power of personal branding and unlock new opportunities for success in the dynamic world of sales. So, take inspiration from those who have walked this path before, and embark on your journey of personal branding today. Your authentic self is your greatest asset – let it shine!

Embracing Fear: The Path to Fearless Leadership

Fearless leadership isn’t about being invincible, but about being candid about our own strengths and limitations and being willing to sit in every scenario with the people you’re there to serve and lead.

Being human with your team creates a more approachable and relatable persona. Instead of feeling like you have to be a hero, focus on being true to your values and seeking every way you can to support, nurture and invest in your team’s success. Make them the hero.

Fear is a natural part of our lives. We are faced with the decision to succumb to it or understand it, learn from it and grow with it.

As leaders, fear is a natural part of our journey. What could you learn if you faced the fear head-on? By embracing fear, we can cultivate a fearless leadership style that is open to authenticity, creativity, and true care for others.

Every great leader has faced fear countless times, yet made the decision to lead, prioritize their team and execute in the face of it.

#FearlessLeadership #EmbraceFear #LeadershipJourney #AuthenticLeadership #LeadershipMindset #LeadershipGrowth #OvercomingFear #LeadershipWisdom #LeadWithCourage

The Sweetest Victory of my Sales Career

Just finished Jeb Blount‘s “Fanatical Prospecting” as we’re kicking off the new fiscal year! The chapter about “How Bad Do You Want It” reminded me of the sweetest victory of my career.

As the year was coming to a close, it would be a solid, respectable year. But with just days left, I had one final deal I was chasing – one that my predecessors had been unable to close the previous 3 years. It had taken the team and me every bit of the year to create and nurture the right relationships, build value, get the right alignment and the back and forth of negotiation.

Just when things were looking up, multiple crippling setbacks hit during the final week of the year.

Their Board pushed back and the executive I had been working with had miscommunicated to them how some of the discounting would land, leaving them short of where they needed to be. We were at that point “short” by 6-figures of what they now budgeted and there was no room for additional approved discounting.

The deal – which had risen and died numerous times throughout the year – looked bleak. It was summer, and many of our partners and internal contacts were on vacation. I scoured LinkedIn for partner contacts with whom I could quickly connect and apply for funding dollars to make up the disparity.

My main contacts were out, but I managed to land a handful of people on a mid-day huddle call thanks to LinkedIn request messages and guessing at their e-mail addresses, get the requests in, and report back to my customer that I had line of sight to request funding in excess of their delta.

The anticipation was nerve-wracking. It was the last day of the year and I had no idea if this deal was going to happen or not.

At 4:37 PM CST on the last day of the year, I got an e-mail from my licensing vendor – “I got it, bro!” indicating he had the PO and signatures.

Jubilation.

It was an indescribable feeling of triumph and redemption, and I realized that my journey had come full circle. A guy in his second career with only telecommunications and advertising background had reinvented himself as an award-winning cloud and technology sales professional.

This victory wasn’t about financial gains; it was about proving to myself that I could overcome anything. I had faced failures, doubters, and setbacks, but I kept pushing forward, refusing to be counted out. It’s moments like this that remind me why I love sales and the thrill of chasing success – for our customers and for our team.

Now, as we embark on a new fiscal year, I’m reminded that the scoreboard goes back to zero, and the challenges are never-ending. But I’m ready to take on whatever comes my way, armed with the lessons of the past and the determination to achieve even greater heights.

How bad do YOU want it???

#FanaticalProspecting #SalesSuccess #TriumphAndRedemption #NeverGiveUp #NewBeginnings #ChallengeYourself #VictoryAtLast #SalesJourney #UnstoppableSuccess

The Key to Effective Sales Training: Consistency, Continuous Learning and Action Plans – Richard Vickers & Carson Heady

Introduction

Sales training is an essential aspect of any successful sales team. It equips sales professionals with the knowledge, skills, and strategies they need to excel in their roles. However, one common pitfall in sales training is the lack of continuity and follow-through after the initial training sessions. In this insightful conversation between Richard and Carson, they discuss the importance of continuous learning and action plans in sales training. They emphasize the significance of implementing what has been learned, adapting to new tools and techniques, and maintaining a focused approach. This article delves into the valuable lessons shared in their discussion.

The Challenge of Sticking to Landing

Richard and Carson both agree that sales training can lose its impact when it becomes a one-off event without any follow-up milestones. Often, after an exciting and motivating training session, sales professionals return to their daily routines without integrating the new knowledge into their practices. Carson compares this situation to going on a diet without a plan for what happens after the diet ends. Without a structured follow-up plan, the acquired skills and knowledge may fade away, rendering the training ineffective.

Continuous Learning for Ongoing Success

The key to maintaining sales momentum and staying relevant in a rapidly changing market is continuous learning. Just as a surgeon needs to learn new life-saving procedures, sales professionals must keep abreast of the latest tools, technology, and tactics. Adopting a growth mindset and being open to ongoing education is crucial for salespeople who wish to remain at the top of their game.

Carson draws a parallel between the relationship of a sales trainer or coach with a seller to that of a seller with a customer. To ensure success, a coach must invest in the seller’s growth, regularly assessing progress, and adjusting the approach as needed. Similarly, sales professionals must invest time and effort in seeking out the expertise of successful colleagues and industry leaders to stay updated and continuously improve.

Action Plans and Frameworks for Success

An action plan is vital for translating sales training into real-world results. Both Richard and Carson stress the significance of having a structured plan of engagement following the initial training. Such a plan may include milestones, goals, and actionable items to ensure that the training has a lasting impact.

Carson shares a personal experience where he introduced a brilliant plan but failed to sustain its effectiveness over time due to a lack of focus and a clear framework. He realized that smaller, strategic adjustments to the existing process are often more effective than radical changes. Regular follow-up action steps, such as progress check-ins and mentorship, play a critical role in solidifying learning and keeping the sales team on track.

The Power of Focus and Discipline

In the pursuit of continuous improvement, Carson emphasizes the importance of focus and discipline. Filtering out distractions and zeroing in on what works best is essential for success. As the conversation unfolds, it becomes evident that sales professionals must be diligent in seeking out opportunities for learning and growth. The thirst for knowledge and the willingness to adapt are qualities that set high-performing salespeople apart from the rest.

Conclusion

In the competitive world of sales, training is only as valuable as the actions and changes it inspires. Continuous learning and action plans are the cornerstones of effective sales training. Embracing new tools and techniques, and regularly reviewing and refining strategies, enables sales professionals to remain at the forefront of their field. As Richard and Carson conclude their conversation, it is evident that in the quest to become a master of sales, the journey of learning and growth is perpetual, and success lies in being committed to the path of improvement.

Growing Through Connected Teamwork: Self-Reflection & Transformation – Olena Sergeeva & Carson Heady

Growing Through Teamwork: Reflection and Transformation

In the fast-paced world of professional growth and development, it’s essential to pause and reflect on how we have grown, how we are currently evolving, and the impact of teamwork on our journey. Teamwork not only fosters collaboration but also serves as a catalyst for personal growth. Let’s delve into some key areas of growth and transformation that arise from active reflection and effective teamwork.

1. Direct Observation: Learning by Watching

Direct observation is a powerful learning tool that involves closely observing team members’ actions, interactions, and problem-solving approaches.By putting ourselves in a learner position, we open our minds to new ideas, best practices, and innovative solutions demonstrated by our teammates.

2. Embracing Feedback: A Path to Improvement

Embracing feedback, especially constructive criticism, is a crucial area of growth that allows us to overcome defensiveness and prioritize our personal and professional development.Constructive feedback is an indicator that others care about our growth and believe in our potential to improve.Accepting feedback graciously enables us to identify blind spots, fine-tune our skills, and become more effective leaders and team members.

3. Perception and Reality: Becoming a Better Partner and Leader

Acknowledging that perception is often a reality in professional and personal realms empowers us to gain self-awareness and understand how others perceive our actions.Being receptive to different vantage points allows us to identify areas where we can improve, be better partners, and lead more effectively.Recognizing the role of perception helps us build stronger relationships, foster trust, and enhance collaboration within the team.

4. Embracing Change: Navigating Uncertainty with Resilience

In the ever-changing landscape of today’s world, embracing change becomes a critical skill for personal and professional growth.Frequent self-check-ins help us recognize when we’re not feeling our best and enable us to take proactive steps to restore our energy and enthusiasm.Adapting to change with resilience and a growth mindset equips us to navigate uncertainty and emerge stronger amidst challenges.

5. Self-Reflection: The Path to Continuous Improvement

Self-reflection is the compass that guides us through our growth journey, helping us recognize how far we’ve come and identifying areas for improvement.Taking time for self-reflection allows us to acknowledge our strengths and weaknesses, fostering a deeper understanding of ourselves.As we gain clarity through introspection, we can make better decisions, set achievable goals, and chart our course to success.

6. Practicing Grace: Allowing Room for Imperfection

Recognizing that we don’t have to be our best every day grants us the freedom to acknowledge our limitations and embrace imperfections.Practicing grace with ourselves fosters self-compassion and encourages us to be patient with the growth process.Seeking support from teammates and communicating our needs openly allows us to build a collaborative environment where everyone can thrive.

As we continue to grow through teamwork and reflection, we find ourselves more connected—to our own aspirations and to the people we work with. By embracing direct observation, feedback, and change, and by practicing self-reflection and grace, we create a positive ripple effect that elevates not only our own growth but that of the entire team.

Remember, it’s the small, intentional actions and reflections that add up to transformative change over time. Let’s stay committed to our growth journey and inspire others to embark on theirs as we journey together through the power of teamwork.

Keep growing, keep reflecting, and keep thriving!