Carson V. Heady's Blog, page 45
April 10, 2023
Trusting in Your Preparation: Lessons from Running a Marathon & Sales – Jeff Kirchick & Carson Heady
Preparing for a marathon and sales have a lot in common. In a recent conversation between Jeff Kirchick and Carson Heady, the topic of “trust in your preparation” was discussed, and how it is crucial for both marathon runners and sales professionals to trust in their preparation.
Jeff, who is preparing for yet another Boston Marathon, talked about the importance of the tapering phase in marathon training. This is the period of time leading up to the race where runners start to reduce their mileage and allow their bodies to recover from the intense training they have done leading up to the race. Mentally, this can be challenging because runners may start to doubt whether they are ready for the race because they haven’t run a long distance in a while. However, Jeff emphasizes that this tapering phase is intentional and necessary, as runners need to trust in the preparation they have done leading up to the race.
Similarly, in sales, professionals need to trust in the little things they do every day to get them to where they need to be. When things get tough, it’s easy to panic and start pushing too hard, trying to force deals to close or customers to buy. However, this often backfires because it’s unnatural and can come across as pushy and desperate.
Instead, sales professionals need to remember what has made them successful historically and trust in their preparation. They need to have confidence in the process and the steps they take every day to build relationships, uncover needs, and provide solutions. This doesn’t mean they can’t make adjustments or pivot when necessary, but it does mean they don’t need to radically rewrite their process just because things aren’t going their way.
What’s also important is resilience and character. Like Jeff, who has faced unexpected challenges during his marathon training, sales professionals need to be prepared to face the unexpected and adapt to changing circumstances. This means being able to recalibrate and set new goals, even in the face of setbacks.
In summary, trusting in your preparation is crucial for both marathon runners and sales professionals. It’s important to have confidence in the process, trust in the little things you do every day, and be prepared to face the unexpected. By doing so, you’ll be better equipped to handle the pressure and achieve your goals.
March 31, 2023
Embrace the Truth: Challenging Limiting Beliefs for Leadership Growth – Taming Your Crocodiles
For whatever reasons, we may feel that we need to be perfect or constantly active in pursuit of results or we won’t be loved or appreciated. It’s important to challenge these beliefs and lead from a place of truth.
Author, leadership coach and speaker Hylke Faber joins Carson V. Heady on The Crocodile School Podcast to discuss. Check out the full discussion here: https://lnkd.in/efqc4DVt
Taming your crocodiles is all about challenging limiting beliefs and unlearned fears to unlock our leadership potential.
Is it true that we won’t be appreciated without results?
Is it true that what others say is impossible is truly so?
Our crocodiles – those negative voices that tell us we can’t achieve our goals – can be challenged or disected as we lean in to the voices of our owls, or internal wisdom. But we have to slow down or shrink our bubbles sometimes to drown out the noise to find space to do so.
Hylke tells us that the capital T truth is like a corkscrew – it helps to free ourselves from those things that are not true about ourselves, so that what is true can come to the foreground. We all have this universal capacity for truth, and we know when we think or say something that is true or not true.
We all have the capacity for truth, and it’s up to us to embrace it amidst what our crocodiles tell us and use it to become our best selves.
Taming Your Sales Crocodiles
Rick Gage
Olena Sergeeva
#LeadershipPotential #ChallengingBeliefs #TamingYourCrocodiles #InternalWisdom #CapitalTTruth #EmbraceTheTruth #PersonalGrowth #LimitingBeliefs #SelfImprovement #MindsetShift #LeadershipDevelopment #PositiveThinking #PodcastDiscussion #SelfDiscovery #SelfAwareness #Podcast #Leadership
March 30, 2023
Why Failure – and Failing Faster – are Important for Success – Jeff Kirchick & Carson Heady
Failure is often seen as a negative, but failing – and failing faster – is the best path to sustainable, long-term success.
Sales VP and author Jeff Kirchick joins Microsoft’s Carson V. Heady, author of Salesman on Fire to discuss.
Failure helps you learn when and how to pivot; Jeff and Carson share personal and career stories of how their greatest successes emerged from devastating losses at the time.
You cannot grow or learn unless you fail. Those with growth mindset view failure as an opportunity to become better.
Failing or getting to “no” faster means you spend more time on the solution, learning and growth than on proceeding toward blockers and obstacles.
Don’t be afraid to try new things and fail. Embrace failure as an opportunity to learn and grow. Take strategic risks and reach new heights!
#FailFast #GrowthMindset #OpportunityInFailure #StrategicRisk #LearnAndGrow #SuccessFromFailure #PivotToSuccess #SalesSuccess #AuthorTalks #EmbraceFailure #Sales #Growth #GrowthMindset #LifelongLearner #Success #Career #Learning #Mindset
March 27, 2023
From Zero Relationship to LinkedIn Connection to Multi-Million Dollar Deal
Want to know the secret to going from zero relationship with a customer executive to a multi-million dollar deal? Look no further than Social Selling For Newbies! 
The key is to be intentional about how you invest in the relationship.
Whether it’s finding a way to demystify something for them or consistently infusing value into the relationship, you have to establish the initial foundation of trust and transparency in your quest to earn the right to be trusted advisor.
Sometimes, the value isn’t obvious. Find ways to enhance their outcomes and create wins for them, and you can earn your coveted spot; in this case, we talk about the approach of leveling up an executive’s status as a thought leader.
By connecting them with thought leaders in the same industry, they were able to spark conversations that ultimately led to a successful, significant deal.
Look for ways to add value, demystify complex topics, and help them win – whatever that could look like. A “no” just means you need to find a new path.
Who knows – you could be on your way to your next exciting deal!
Share this post with your network and let’s see how many people we can help achieve their business goals! 
#business #sales #networking #thoughtleadership #success #socialselling #customerrelationships #trustbuilding #valuecreation #thoughtleaders #networkingtips #salesstrategy #businesstips #salesadvice #relationshipbuilding #salescoaching #leadgeneration #executivelevel #professionaldevelopment #B2Bsales #digitalmarketing #entrepreneurmindset #growthhacking #marketingtips #businessdevelopment #winningstrategies #strategicpartnerships #salespitch #closingdeals #salesfunnel
March 15, 2023
Winning
Winning is what fuels me. And it’s not just about deals or career milestones, or even just about myself – it has been winning or delivering wins in every meaningful area of my life: faith, family, and purpose.
This looks like opportunities to express and serve my faith, winning my wife’s hand, winning by having a positive impact on my kids or making my family’s day brighter. And delivering as many wins as possible to everyone I am blessed to interact with.
Being fueled by winning can also be the bane of one’s existence. Every day presents its own share of sometimes debilitating, life-altering challenges. Our support system doesn’t look like what we think it will or we think we want it to. Our trust in others can be shaken to the core. The rug can be pulled out from under you at any time; the shoe can drop, the curtain can close while you’re on stage.
In my life, losing people, friends, jobs and my way, plus getting it wrong many times in my relationships has taught me countless lessons. Experience teaches us to show up differently and better the next time based on the lesson.
Leave no stone unturned in your attempts to create and nurture paths to winning in whatever you’re passionate about. Go down swinging, so you look back with no regrets. And leave it all on the field. Don’t let an outcome stand or a number sit next to your name that isn’t indicative of your best.
You can’t control everything, but if you control the controllables, the odds will be in your favor.
That’s how – no matter what happens around you or to you – you’ll always emerge better, wiser, and victorious.
#winningmindset
#winningattitude
#faithandfamily
#purposefulliving
#nevergiveup
#lessonslearned
#dontlookback
#controlthecontrollables
#victorious
#successmindset
#positivitywins
#gritanddetermination
#personaldevelopment
#growthmindset
#career
March 9, 2023
How AI and Automation are Impacting Sales in 2023 – Jeff Kirchick & Carson Heady
Great sellers embrace every tool that helps them save time and show up better with knowledge and perspective to build authentic relationships. The effective use of automation and AI in sales is raising the bar.
Sales VP and author Jeff Kirchick and I discuss.
Firstly, we need to embrace our authenticity and what makes us human to be great sellers. While AI can personalize e-mails, it can’t build relationships based on shared values and experiences like we can.
Secondly, there are AI technologies out there that can help us instead of replace us. Tools like Humantic AI use neural linguistics to help understand the persona of the person you’re selling to and adjust your approach accordingly.
Let’s not view AI as a threat, but as a complement to our sales strategy. AI and automation makes our information-gathering quicker and more efficient, automates tasks to save us time, and gives us valuable insights.
These great tools make the best sellers better if used appropriately. The future is now, so let’s embrace it!
#salesautomation #AIsales #selltobuyerpersona #relationshipbuilding #authenticselling #salesstrategy #HumanticAI #neurallinguistics #informationgathering #efficiency #salesinsights #embracingthefuture #salesgrowth #salesoptimization #digitaltransformation #Sales #AI
March 6, 2023
Elevating Your Sales Pitch: Strategies for Success – Carrie Burggraf & Carson Heady, Salesman on Fire
When it comes to sales, we are always looking for ways to level up and deliver our pitch more effectively. One strategy for doing this is to elevate your sales pitch, a concept that sales expert Carrie Burggraf explains in a recent conversation.
Elevating your sales pitch means going beyond the traditional elevator pitch and developing a comprehensive understanding of your company, your differentiators, and your ideal client. This includes conducting research on your potential client’s LinkedIn profile and website, and identifying five reasons someone should do business with you and five reasons they shouldn’t.
To anticipate objections, it’s important to plan questions, rather than just features and benefits, that will help you understand the client’s frustrations and needs. For example, if you’re an IT company, rather than telling them about your free assessment, ask what the most frustrating thing about their current IT provider is.
But planning your pitch isn’t just about preparing questions; it’s also about setting the tone for the meeting. When you go into the meeting, share your roadmap with the potential client. Let them know that you’ve planned to talk about sales for 20-30 minutes, and that you’ll have questions for them about their business. This gives them control but also sets the roadmap for where the meeting will take them.
Overall, elevating your sales pitch requires intentionality and thorough preparation. By understanding your company, your differentiators, and your ideal client, planning questions, and sharing your roadmap, you’ll be well on your way to delivering a more effective and compelling sales pitch.
March 2, 2023
Working with Fear of Job Loss – Taming Your Sales Crocodiles
Are you struggling with the fear of losing your job? If so, you’re not alone. My heart goes out to everyone who is impacted by job loss – those who have faced it or fear it – it can be debilitating.
Losing past jobs – while challenging – beget great new opportunities and outcomes for me, but living through the crucible or fearing it’s coming can make us doubt ourselves. This can be overwhelming.
I’ve made other posts about what to do amidst layoffs and I’m happy to help anyone impacted. Today, we’re talking about working amidst a fear of losing your job.
There are practical steps you can take to work with this fear and cultivate a more positive mindset. In a recent discussion as part of Taming Your Sales Crocodiles, Hylke Faber, Rick Gage, and I shared insights on how to deal with this common experience.
The first step is to acknowledge that the fear is a thought happening in your mind. By doing so, you can gain some leverage over the fear and start to figure out how to deal with it. It’s crucial to realize that giving in to this fear can cause you to become small and diminish your resourcefulness.
Build confidence around your ability to execute in your job. Focus on delivering wins for everyone, including your customers, team, and anyone you interact with. By doing so, you can give yourself the best chance of thriving at your job and having no regrets, regardless of the outcome.
Rick shares his perspective on the fear of not being good enough to find a better job. He acknowledges that his job does not define him and that he can have a better job in the future. By sitting with this fear, he realizes that his capabilities are not dictated by his job.
In conclusion, the fear of losing your job is a common experience, but it’s possible to work with this fear and cultivate a more positive mindset.
By recognizing that the fear is a thought happening in your mind, building confidence in your abilities, and realizing that your job does not define you, you can overcome this fear and cultivate your resourcefulness and creativity.
So don’t let the fear of losing your job hold you back. Take practical steps to overcome it and thrive in your career!
#jobloss #fearoflosingmyjob #positivemindset #resourcefulness #careeradvice #jobsearch #overcomingfear #confidencebuilding #newopportunities #thriveinyourcareer #careerdevelopment #jobsecurity #careeradvice #professionalgrowth #jobhunting #careerstruggles #mindsetshift #selfimprovement #motivationmonday #jobseekers #jobseeking #jobopportunities #sales #career
February 25, 2023
Rules for Success: Avoiding Surprises, Taking Action, and Practicing Servant Leadership – Adam King & Carson Heady on “Salesman on Fire”
In a recent interview on the Salesman on Fire podcast, Adam King discussed his personal rules for success and how he applies them in his daily life. King’s rules were developed over the course of 15-20 years in sales, based on his experiences with both good and mediocre managers, as well as personal experiences.
One of King’s rules is to avoid surprises whenever possible. This includes everything from not wanting to be surprised by a missed number due to something that could have been controlled, to not enjoying surprise birthday parties. This rule extends to his interactions with others in both his personal and professional life. King believes that being proactive and avoiding surprises whenever possible helps him maintain a steady hand on the wheel and be transparent with his team about his expectations.
Another of King’s rules is to “do it now.” He believes that procrastination is a major enemy of progress, and that taking action in the present moment is the best way to move forward. King says he used to write reminders to himself on his windshield with a dry erase marker to ask himself if he had done everything possible to move the business forward that day. He believes that this rule applies not only to work, but to all aspects of life.
King also believes in the importance of servant leadership. He believes that being generous and giving back wherever possible is key to establishing a positive environment for both customers and employees. He is willing to get his hands dirty and help out whenever needed, even if that means taking out the garbage. King believes that showing up with a mindset of wanting to be helpful and create value for others is the best way to establish a positive and productive environment.
King’s rules have helped him establish a framework for success in his personal and professional life. By avoiding surprises, taking action in the present moment, and practicing servant leadership, he has created a positive and productive environment for himself and those around him. King’s experience shows that by taking the time to develop and live by a set of rules, anyone can achieve success and create a positive impact on those around them.
How to Build a Winning Sales Culture – Aaron Cullip & Carson Heady on “Salesman on Fire”
Creating a Winning Sales Culture: Insights from Aaron David Cullip
Sales is a highly competitive field, and the success of a sales team is determined by several factors, including the right attitude, momentum, and belief. In an interview with Carson Heady, Aaron David Cullip, a sales leader, discusses how to build a winning sales culture.
According to Cullip, a winning sales culture begins with positivity and attitude. As a sales leader, he emphasizes the importance of working with someone who has a positive attitude and a winning mindset, rather than someone who has exceptional sales skills but lacks the right attitude.
Cullip likens sales to sports, where success comes down to momentum. He has developed a formula for momentum, which he believes is the key to building a winning sales culture. The formula begins with success, which is achieved by having the right attitude and following the sales process. Success breeds confidence, which leads to a belief system that nothing will stop the salesperson from closing a deal. This belief system is what creates momentum.
Cullip cites the example of college football, where an unranked team can beat the number one team on any given Saturday. He explains that the reason for this is that the unranked team has the right attitude, which leads to momentum, and ultimately, a belief that they can win the game. The same principle applies to sales. A sales team with the right attitude, momentum, and belief can close any deal.
To build a winning sales culture, Cullip recommends that sales leaders focus on promoting their team and empowering them to win. He emphasizes that sales leaders should not exist to close deals for their team but should be advocates for their team and their brand. Sales leaders should also spend time with their team in the field, listening to them and understanding how they conduct business. This helps build trust and transparency and creates a solid foundation for momentum.
Cullip also emphasizes the importance of finding the right team members. He looks for individuals with a killer instinct, hunger, motivation, and a clear understanding of their “why.” These individuals stop at nothing to win and have a belief system that nothing will stop them from closing a deal.
In conclusion, creating a winning sales culture is all about attitude, momentum, and belief. Sales leaders should focus on promoting their team and empowering them to win. They should also spend time with their team in the field, building trust and transparency. Finding the right team members who have a positive attitude and a winning mindset is also crucial. By following these principles, sales leaders can create a winning sales culture that leads to success.
