Carson V. Heady's Blog, page 48

Leveraging Social Media for Successful Sales: A Conversation with Darren McKee

The sales landscape has undergone a seismic shift, requiring salespeople to engage with customers in a unique and meaningful way. Social media has become a powerful tool for establishing oneself as a thought leader, reaching audiences, and discovering what matters most to potential customers. Darren McKee, a social selling influencer, shares his approach to creating relationships, establishing brand, and landing the meeting. He emphasizes the importance of investing in relationships over time, as they lead to opportunities and deals. The conversation also highlights how sellers can leverage social media and in-person interactions to stand out and achieve their goals, whether they be getting results or furthering their careers.

The interview between Darren and Carson highlights the shift in selling and social. They both agree that social media has been a game-changer in the sales industry, and it has allowed them to reach more people, have more fun, and bring in more revenue. Darren emphasizes the importance of positioning oneself as a thought leader, by posting related content to the industry and showing up where the prospects are. He also mentions that relationships are key to deals happening and that social media provides a portal into the lives of key stakeholders. Carson adds that social media gives a window into the target clients, and it’s essential not to discriminate against any medium, including Twitter and Instagram. He concludes by saying that talking about sales and leadership has become easier, and the pandemic has opened up opportunities to talk to anyone, anywhere.

The Importance of Empowerment for Sales Managers – Radhika Shukla & Carson Heady on Salesman on Fire

The Importance of Empowerment for Sales Managers

The role of a sales manager is a critical one, as they are the unsung heroes in the sales world. They are the conduit of information and feedback from both above and below, and it is their job to make a difference and give their team the platform to shine. In a recent podcast with the National ATU Manager of the Year, Radhika Shukla, she spoke about the three key things she focuses on as a manager to make a difference: creating clarity, supporting and empowering her team, and recognizing and appreciating desired behaviors.

Creating clarity is important because there is often an overwhelming amount of information, and it is the manager’s job to help cut out the noise and motivate their team. Empowering the team means giving them the information, resources, and autonomy to take initiative and make decisions in the best interest of the company, customers, and themselves. By empowering the team, managers can hold them accountable and help them grow.

When it comes to empowering the team, it is crucial for managers to create an environment that is conducive to their success. This means providing them with the tools and resources they need to do their job effectively, and nurturing high caliber talent by enabling and making sure they are capable of doing their job. Additionally, managers should encourage their team to explore relationships, whether it be with mentors, colleague mentors, or aspirational mentors, to help them grow and become better.

Finally, recognizing and appreciating desired behaviors is important for building a culture of growth, inclusivity, and embodying the values and beliefs of the company. By leading by example and fostering a learn-it-all mindset, managers can help their team become better and more successful, and help to cascade the culture down to the field.

In conclusion, the role of a sales manager is critical to the success of the team, and empowering the team is one of the most important things a manager can do. By creating clarity, empowering the team, recognizing and appreciating desired behaviors, and fostering an environment that is conducive to success, managers can help their team reach their full potential and make a difference in the sales world.

Discovering Passion Through Adversity: The Sales Journey of Sheena Wildenhaus

On this episode of Salesman on Fire, Sheena Wildenhaus and Carson Heady discuss their journey into sales and their passion for their careers.

Sheena explains how her passion for sales stems from her childhood growing up in poverty in the Philippines. Her parents were involved in a multi-level sales business and were able to build their own businesses and improve their lives through sales. This experience instilled in Sheena a love for sales, as well as mental toughness, discipline, tenacity, and the value of mentorship. She feels that sales is a fulfilling and humbling career that allows her to help others by solving their problems and challenges through the products and services she offers.

Carson also shares his journey into sales, which he describes as accidental. He explains that he felt a need to move away from home and get a job after finishing school, but he had no idea what he wanted to do. He discusses how life and the challenges faced by young people in the early stages of their careers can shape and motivate them. Sheena and Carson highlight how their paths into sales may have been different, but they both appreciate the lessons that sales has taught them and the fulfilling nature of the career.

Overcoming the Challenge of Feeling Undervalued and Unappreciated: Jeff Kirchick and Carson Heady Share Strategies for Staying Motivated

Staying motivated when feeling undervalued or unappreciated is a common challenge faced by many professionals at some point in their careers. However, it is important to separate emotions from reality and approach the situation objectively.

Jeff Kirchick and Carson Heady discuss.

Jeff shares his personal experience with feeling undervalued and the strategies he has developed to overcome this challenge. He suggests taking time to reconcile with alternative possibilities, asking oneself questions and being solutions-oriented, rather than being reactionary or spiteful. He emphasizes the importance of being productive and focusing on what is within one’s locus of control, such as doing the best job possible and learning on the job. Jeff also stresses the significance of not letting negative emotions impact one’s work and character, as it is easy to get branded as a result of misperceptions. To overcome feelings of underappreciation, Jeff suggests focusing on gratitude for one’s talents and slowing down and shrinking one’s bubble in order to reframe the situation in a positive light.

Carson discusses the importance of not being reactive and taking control of how you respond to situations in both personal and professional life. He highlights the significance of being grateful for your skills and talents, realizing your blessings and wins, and understanding that good and bad times are temporary. Carson further suggests slowing down, shrinking your bubble, and getting more information before forming an opinion. The key takeaway is to be true to yourself, put your best foot forward, and keep a steady hand on the wheel, even when times are tough. This way, you’ll avoid regrets and make progress in the direction you want to go.

Defining, Embodying, and Living Your Brand: A Conversation on the Importance of Branding

In this video, Richard and Carson discuss the importance of brand and how to define, embody, and live it. Both men are passionate about the topic and share their thoughts on how to create a successful brand. Richard believes that brand is important and suggests boiling down what you want to be known for into three words. He wants to be known as a communicator, leader for leaders, and encourager. Carson feels that brand is a personification of our unique strengths and superpowers that can bring us success and also deliver wins for other people. He believes that brand can and will evolve over time, and that our skills should be used to make other people’s lives better. The conversation was a great reminder of the importance of brand and how it can drive success in our lives and careers.

Maximizing Sales Productivity in an Uncertain Economy: An Upcoming Digital Event for Sales Leaders

Maximizing Sales Productivity in an Uncertain Economy: An Upcoming Digital Event for Sales Leaders

https://msevents.microsoft.com/event?id=2110948530

In today’s rapidly changing business landscape, it’s important for sales leaders to adapt and maximize their sales productivity to succeed in an uncertain economy. As industries such as Healthcare, Manufacturing, Retail and Financial Services face declining revenue and rising costs, it’s essential to seek out the latest trends and strategies to increase sales productivity.

This is why we’re excited to announce an upcoming digital event on Wednesday, March 1, 2023, at 10:00 AM (GMT-08:00) – Maximizing Sales Productivity in an Uncertain Economy.

Featuring industry experts, Paul Reilly, best-selling author of “Selling Through Tough Times,” Larry Levine, best -selling author of “Selling from the Heart,” and Carson Heady, Microsoft Director and #1 Social Seller, this event will provide valuable insights and knowledge on how to drive sales productivity in today’s economy.

Here’s a glimpse of what you can expect from the event:

Value-added selling – a customer-oriented philosophy focused on bringing meaningful value to business conversations.Improving the seller experience and getting sellers back to what they love – spending more time with customers.Driving revenue and transforming sales with an AI-powered selling experience.

Agenda 10:00 AM – 11:00 AM

Maximizing Sales Productivity in an Uncertain Economy

https://msevents.microsoft.com/event?id=2110948530

Note: Microsoft Teams delivers a rich, interactive experience that works best with the Teams app. We recommend downloading the app if you don’t have it, as not all browsers are supported. When you join this event, your name, email and/or phone number may be viewable by other session participants in the attendee list. By joining this event, you’re agreeing to this experience.

Don’t miss this opportunity to learn from top experts and gain insights into the latest trends and strategies for maximizing sales productivity in an uncertain economy. Register now for this upcoming digital event!

Speakers

Carson Heady Managing Director, Microsoft

Larry Levine Author and Co-Host, Selling from the Heart Podcast

Paul Reilly Speaker, Author, and Sales Trainer, Tom Reilly Training

Keywords: Sales Productivity, Uncertain Economy, Digital Event, Microsoft Teams, AI-powered Selling Experience, Value-Added Selling, Seller Experience, Revenue, Trends, Strategies.

The Undying Value of the Field (Sales) Agent (Inspired by James Bond)

My longtime affinity for James Bond, coupled with the slogan written of him – “the man every woman wants and every man wants to be” – also presents two immediate stark contrasts: I’m not that guy and salespeople aren’t spies. That said, the way this character has been presented to us in book and film the past nearly seven decades certainly proffers a character we can relate to: someone with a job to do who’s got to do it well, and sometimes give the other fella hell.

We have seen a variety of forms of this character, but there is a common theme: a field agent paid to do a job where only he can go – often autonomously, entrusted to make decisions, with briefings from leadership and infrequent communications back to base – because the job that needs to be done requires someone in the field to meet the connection, to make the decision and to execute what needs to be done.

I’ve been blessed with the opportunity to work in sales and leadership across inside sales, field sales, leading remote teams and even leading door-to-door efforts B2C and B2B, in consulting from sales rep to senior management and this much is certainly true: you can achieve a whole heck of a lot (especially in today’s day and age) digitally and virtually, but some deals just don’t get done unless you sit across the table, shake hands, and partner in person.

The whole first meeting between Bond and Q (in, of course, the Daniel Craig iteration of the character) is rife with references to what I mean, and it sums it up quite nicely:

The whole mood of Skyfall is that Bond is a dinosaur; past his prime. The need for the field operative is null and void because of everything that can be done with data and drones.

Q: “I’ll hazard I can do more damage on my laptop sitting in my pajamas before my first cup of Earl Grey, than you can do in a year in the field.”

007: “Oh, so why do you need me?”

Q: “Every now and then a trigger has to be pulled.”

007: “Or not pulled. It’s hard to know which in your pajamas.”

In person, you can gauge the room, get a feel for body language and the true nature of the relationship, there is no mute button where the audience can proverbially mutter under their breaths – it’s all in the open.

Bond describes card-playing to Vesper in Casino Royale as playing the person across from you; it’s not about the cards (as we all have to determine when we show ours during course of deal-making and negotiation) but about the play between the players. You can read the players when you sit across a table from them; far less is lost in translation of the phone call or virtual discussion. Looking someone in the eyes can gain a trust like nothing else can.

Be present. Just like top sellers don’t need to constantly be critiqued (their love language may just be words of affirmation), customers just want to be able to see you from time to time and not only when you’re trying to sell them something. Being there, knowing the gatekeepers by name and being friendly and conversational with them, being able to comment on your past visits to their office, and being there consistently so you are top of mind is an incredibly important investment of your time.

The field seller requires all (DOUBLE-O) SEVEN of these critical attributes James Bond possesses:

(1) Charm/ Personality/ Charisma. The greatest Bond, Sir Sean Connery, embodied cool. He would rarely sweat (only when a deadly tarantula inched closer to poisoning him), certainly remained poised in the face of very hostile adversity and always had a quip to subside the danger in the air. Sellers endure a mound of work, setbacks and disappointments but have to continue projecting the air of success and positivity no matter what dilemma befalls them. Sir Roger Moore, definitely the jokiest Bond, was always good at the light-hearted one-liners in tense moments, too. While charm and charisma can be conveyed through the phone, the energy it injects into the physical atmosphere is contagious.

(2) Performance under pressure: James Bond always faces the most dire of consequences, with his critical actions needed with just seconds left before nuclear weapons explode, world powers are crippled, or his martini contains the wrong balance of vodka and vermouth or is stirred instead of shaken. Sellers face deadlines, emergent situations (constantly), micromanagement, pressure over pipeline (moving deals and lack thereof) – you name it. The field seller also has to have that perfect mix of in-person meetings, drive time, and an optimal calendar to manage through scale. An ability to take it all in stride, focus on maximizing the moment and the meeting and perform well even when you’re working on the final stages of your make-or-break deal is paramount.

(3) Perseverance – the ability to rise from each fall and bring the best version of yourself to each day, despite the many ups and downs. Our selling game has changed dramatically over the last few decades (just as the Bond franchise has) and what was valued in the age of Mad Men and Wall Street looks very different. “Never let them see you bleed,” Q tells Bond (in Desmond Llewelyn’s final appearance in The World is Not Enough) – and this means don’t react negatively when the interaction with customer or manager or colleague doesn’t go your way, don’t fret openly when the deal goes awry (sometimes over and over again), hang in there when unfair circumstances shake your world, and be consistent in the face of ebbs and flows in your business.

(4) Patience – Bond has an ability to wait out a bad guy or situation so the villain makes a mistake. Sales cycles can be anywhere from same day to multi-year, and much of the life of a seller is hitting milestones and moving deals through pipeline. Things will rarely go as you foresee or desire, and it demands a steady hand on the wheel on an often long and winding road. Bond stakes out the villain’s hideout as long as it takes, makes calculated moves as he advances on henchmen and yet seizes the opportunity when it’s in front of him. We must be the same way.

(5) Thrill of the chase & competitive nature. Bond seems most alive when he’s chasing the bad guy, pushing his incredible vehicle to the limit or competing with Goldfinger on the golf course, Graves in fencing or even an arcade game in a ridiculous scene in Never Say Never Again. He is also a notorious card player – the best in the service. He also typically wins. Either way, he never backs down from a challenge and certainly gives every opponent a run for their literal money. Sellers have to have a love of the game, lest there is no reason left to play. The adrenaline rush of the close, the excitement of creating and chasing a deal, the climbing of the stack ranking – these are all things top of mind for the seller.

(6) Intuition. It’s important to be one step ahead; 007 is chartered with anticipating what a villain will do, what diabolical plot is afoot and how he can intercept and foil effectively – all while saving the world. We have to anticipate our customers’ needs and objections in all shapes and sizes; this often comes through experience(s). Keeping at the pulse of what’s going on in the industry, in your territory and at your customer’s organization helps you respond quickly, predict problems, gain trust and respect and figure out how to chart out the partnership into the future.

(7) Always bring the right weaponry! As sellers, we have so many tools and resources in our arsenal, from collateral and stories to incredible people and connections who can make relationships and partnerships better. Bond brings his Walther PPK (or Beretta or ASP, depending on what you’re reading or watching) and his souped up Bentley or Aston Martin to every arena he enters. He’s also got his gifts from Q-Branch. We have devices, apps, team members, experts, and demos – use them wisely! These are often expertly executed in the field – the ability to showcase your solution to a live audience, interact with them and surmise their interest and actively engage through gestures, eye contact, body language and handshakes afterward.

The literary and cinematic James Bond has countless similarities to today’s seller, and the focus spent on his changing role in the digital age has been quite fascinating. Reinventing a franchise over 60+ years certainly has its challenges as this character has to transform for a new age. The obvious questions of obsolescence and effectiveness have to be tackled, especially when data and remote surveillance and digital approaches can achieve so much.

I’ve been very fortunate to spend lots of time training others on social selling and cannot undermine the value of digital sales and its importance. Social selling is crucial today, but it is best used as a way to create face to face relationships that do not already exist, getting intel you would not have otherwise, staying top of mind with your growing network of customers and partners, and building your brand.

Inside sales and field sales go hand in hand; the very reason an effective SDR can be so valuable to a seller. But it’s also so critically important that both realize the true value of the other – leveraging each others’ relationships and strengths.

No matter what happens with automation and AI, it only strengthens the arsenal of the field seller. Time invested in face to face relationships is a down payment on a true partnership.

James Bond, Agent 007 of Her Majesty’s Secret Service is loyal, resilient, dedicated, and he gets the job done every single time by going into the field and building relationships and finding the problems. Timothy Dalton’s Bond proclaimed, “I’m a problem eliminator.”

Sellers exist to solve and eliminate problems, deliver solutions and better partnerships. And no matter what changes in sales the field seller is an indespensable agent.

What You Admire in Others Tells You So Much About Yourself

Who do you admire most, and what specific traits do you find most admirable? The answer can say a lot about who you are and what you value.

I was recently re-reading Hylke Faber’s “Taming Your Crocodiles” where he makes reference to the importance of this question and how these traits are core to who we are and who we want to be. If we see these traits in others, we have potential for them in ourselves.

My list starts with the ultimate servant leader, Jesus Christ. He gave everything despite a world that didn’t believe or appreciate. Faith – in whatever you believe – is central to so many of us and gives us hope.

My pastors. They always know what to say and are supportive.

My wife. She inspires me to be a better man and husband every day.

My parents. My Mom is the model of resilience and selflessness and my Dad is the ultimate coach, teacher, and friend.

My Grandma – she was tough as nails and called it how it was.

Then there’s James Bond. During my awkward teenage years, he was the invincible, never failing hero I wanted to be; then he transformed into a tireless servant feeling his age.

There’s Michael Jordan – the greatest competitor and student of the game ever. When he lost, he rebuilt his strategy and won.

Then there’s some of the oddities or misfit toys; like phenom Rick Ankiel who came up hot with the St. Louis Cardinals 20 years ago and was a hotshot rookie pitcher who got the yips, toiled in the minors and came back as a homerun-hitting, hard-throwing outfielder.

There’s great historical leaders, coaches and managers I’ve had – people who inspired me and made me feel like a fit.

Who do you admire, and why – and what does that tell you about how you could be showing up differently for yourself or others?

Think about it!

Taming Your Sales Crocodiles HealthySalesLeader

career #leadership #management #sales #salespeople #selling #sellingskills #culture #growthmindset #lifelonglearner

Battling Burnout in Challenging Times

In challenging times, it’s more common for sales leaders – or any professional – to burn out. The doers and drivers tend to work even harder to try to find a path to success. How can we address and alleviate this exhaustion?

Author and sales leader Jeff Kirchick joins Microsoft‘s Carson V. Heady, author of Salesman on Fire to discuss.

It is critical to first acknowledge and address the existence of these feelings along with why you’re feeling them; burnout is a joyless state complicated by exhaustion and hopelessness. It can be helpful to revisit what you can control, who you can confide in and outlets that provide relief.

Furthermore, applying ruthless discipline to your schedule in an attempt to move away what’s not mission critical helps you achieve your daily non-negotiables and can lighten the overall load.

Stripping away some of what is stressing you can help you rekindle the love of the game, but infusing more of your outside passions – family, hobbies, exercise – can provide a significant boost as well. Depending on the severity, additional professional help might be needed.

When you’re running on fumes, you need fuel. You can’t keep driving, much less drive harder. Be sure you get the help you need.
And if you are a leader, know that this is an important time to be even more at the pulse of your people and aware of their well-being than ever.

Where do you get the fuel you need when you are feeling burnt out?

#sales #leaders #leader #success #burnoutrecovery #burnout #leadership #salespeople #salesmanagement #salesleadership #growthmindset #lifelonglearner #management #career

The Greatest Fears in Sales

Recently, I ran a poll for my 300,000 followers asking “What is the most profound fear in sales?” 51% cited bad performance while 30% called out losing a job. While those fears never go away, both have happened to me and they opened paths to better destinations and a better me.

Don’t get me wrong – in the moments you are navigating through these crucibles, it can be excruciating. We fear losing the ability to support our family and the momentum of our career and these can be crippling.

If you’re around long enough and challenged hard enough, you’ll likely encounter a missed quota. The year I missed quota, my manager gave away my top customer while I was on paternity leave. My biggest deal of the year was incorrectly calculated and never fixed. It was the first negative appraisal of my life and it was assumed my days were numbered.

Soon after, I got a new manager, who was incredible. I meticulously studied the system, focusing on activities that would create and nurture relationships and applying ruthless discipline to my schedule to drown out the distractions. From there, I went on a multi-year string of winning every award the company had to offer.

When I first lost a job, I was alone with no network and the droves of people I thought would help me did not. It was humiliating and deflating. Starting from scratch, I applied to hundreds of jobs with little results and did not get noticed until after my first book was published. Every meaningful move I’ve made since has been because of great relationships.

These experiences taught me these valuable lessons:

– Nothing good or bad lasts. As hard as losing is, it will get better. The other side just may not look like what you think you want it to.

– Your network is your net worth. Double down on relationships.

– Discipline and focus are paramount. The stuff that bogs you down or distracts you from your non-negotiables won’t save you when you miss goal or lose your job. Recalibrate often.

– Fear, while pesky and distracting and sometimes debilitating, is always around, so knowing how to use it as fuel, controlling the controllables and finding people who will sit in it with you makes everything better – even if not right away.

My favorite actor, the late Sir Sean Connery, once said in First Knight: “A man who fears nothing is a man who loves nothing. And if you love nothing, what joy is there in your life?”

We fear losing what we have, letting people down and not being enough, but if you show up with value, seeking to serve, creating and nurturing genuine relationships and seeking a win for everybody you work with, you’ll never regret your effort or contribution and you’ll build a career and brand you can be proud of.

Taming Your Sales Crocodiles HealthySalesLeader

#career #sales #salescareer #selling #salespeople #sellingskills #sellingtips #leadership #management #growthmindset #lifelonglearner #fear