Carson V. Heady's Blog, page 49
January 9, 2023
How Do You React and Respond to “The No-Win Scenario?”
How do you react and respond in the face of the “no win” scenario?
Once upon a time… One of my team members was given what our leadership eventually admitted was a statistically impossible quota.
Because of this grossly out of whack anomaly with by far our biggest customer, my quota was also not attainable.
It took a couple of weeks to absorb this fact and make peace with the inevitability that we would not hit goal that year. We did, however, make a pact – that we were going to get aggressive, leave it all on the field and “go down swinging.” That was our mantra for the year. “Go down swinging.”
Multiple creative and brilliant deals were created and closed throughout the year. We left no stone unturned.
In the back half of the year, an announcement was made whereby a specific product sale would have its revenue multiplied.
My team hit 114% of goal and my team member had the best financial year of their career. We accepted the tough circumstances, made a plan and executed, letting the chips fall where they may. That’s all we could control. And we won, against all odds.
In Star Trek lore, there is a captain’s test called “The Kobayashi Maru” which is set up in a way to test the character of an aspiring leader in the face of certain defeat. What do you do or have you done in the face of impossible circumstances?
#leadership #leader #career #team #sales #salespeople #selling #motivation #inspiration #growthmindset #lifelonglearner #management #resilience #perseverance
January 8, 2023
If You Fight for Your Limitations, You Get to Keep Them
“If you fight for your limitations, you get to keep them.” – amazing quote from The Internship. What limiting beliefs are you allowing to keep you operating in comfortable ways of mediocrity or failing?
We can spend time and effort trying to be like others, or justify lack of achievement or trying because somebody else isn’t doing it.
Never compare yourself to someone else – specifically someone not reaching the achievements you want. Compare yourself to your own potential and that of how your unique superpowers can make the difference.
#leadership #lifelonglearner #management #sales #selling #salespeople #career #salescareer #motivation #inspiration
January 4, 2023
The Greatest Successes Come After Failure or Impasse
The greatest successes come after failure or after the point where most people would have given up. The path to success is not a straight line; often we have to find our way through, over or around.
My marriage: We split 3 times before we got it right. Now we have 3 amazing daughters and over 7 years of marriage. They are my world.
My faith: I had tried unsuccessfully to bounce around churches after moving to St. Louis 21 years ago. 6 years ago my daughter was in a play that was put together by the church we have gone to since; I am now an elder there and my wife and oldest daughter have sung with their choirs and vocal groups many times. They have been an important community in our lives.
My career: My best year came after I missed goal for the only time. My best employment came after I lost 2 jobs through no fault of my own and a 4-year stint where I applied to over 1,600 jobs and worked at 3 companies. My best lessons came after I lost or failed to anticipate what was coming.
My books: It took 968 query letters to publishers and agents and hundreds of rejection letters to get my first of four books published 12 years ago. My book made my resume stand out when I went after the job that led me to where I am today.
Often, in the moment, things are so daunting that we can’t see the forest for the trees. When that happens, don’t quit – especially if it’s something that matters to you.
#career #success #lifelonglearner #growthmindset #mindset #sales #selling #salespeople #sellingskills #sellingtips #salescareer #leadership #management
January 3, 2023
SERVE. Impact = Value You Bring Others
Serve. Impact = value you bring to others. Your life and career will exponentially transform when you explore how you can deliver wins from your unique gifts and superpowers.
Don’t worry about what everybody else is doing – know and understand you first. Learn, grow and master your craft. Who can you learn from?
Share your learnings, findings and best practices. Who can benefit from you?
Don’t be distracted by what is out of your control; if you focus on investing in relationships and in the success of others, you’ll find success beyond your wildest dreams.
#success #career #leadership #management #growthmindset #lifelonglearner #sales #selling #salespeople #sellingskills #sellingtips #healthysalesleader
December 28, 2022
Coaching Vs. Managing
Coaching vs. Managing: Drive positive change for an engaging team culture. Great leaders know how to direct the strategy, while understanding and investing in people to empower optimum results.
Check out Spinify’s CEO and Founder Matt Bullock and Microsoft’s Carson V. Heady discussing the most important components of leadership. https://lnkd.in/eeDtZnqe
Great leadership and coaching looks like knowing your team, including them in building strategy and culture, removing their barriers to success, ensuring they have all resources they need and working with them in the field to maximize their process.
Great coaches build winning teams, upgrading with each move, and they know people have earned the right to be there; they exist to help them unlock their best selves and optimum impact.
#leadership #team #culture #management #coaching #lifelonglearner #growthmindset #salesleadership #salesmanagement #leadershipdevelopment #strategy #success #people
July 15, 2022
The Anatomy of a 9-Figure Social Selling Deal
Here it is: How we closed a 9-figure deal that started on and prominently featured #LinkedIn and #SalesNavigator – perhaps the largest #socialselling win in history.
A unique treat, as Tom Burton – author of “The Revenue Zone” – interviews me on my own show, Salesman on Fire to unpack this one-of-a-kind brilliant deal where we created a groundswell of hundreds of executive contacts.
A literal cast of hundreds were integral to getting this deal done during its 2 1/2 year cycle. LinkedIn can be a shining star in your selling toolbag – it was here.
The lesson: Never discriminate against a way to open the door to create and nurture new relationships.
If you’re a colleague of mine and would like to see the internal podcast interview I did with the AE, feel free to message me on #MicrosoftTeams!
#podcast #digitalselling #sales #salespeeople #selling #sellingskills #sellingtips #salesleadership #leadership #management #salescareer #prospecting #prospectingtips #interview
June 10, 2022
Why Doesn’t Everyone Seek the Next Level? – Robert Washington & Carson Heady on Infinite Mindset
Not everyone makes the decision to transform and take the steps to get to “the next level”. Why? What sets people who choose to have it all and operate with infinite mindset apart?
Microsoft‘s Robert Washington joins Carson V. Heady on Salesman on Fire to talk about the ultimate motivations that lead to addressing fears, finding balance and leaving a legacy.
They share their experiences in optimizing time management, finding purpose and realizing impact across business and personal domains.
#career #leadership #management #growthmindset #mindset #sales #salespeople #salescareer #selling #sellingskills #lifelonglearner #infinitemindset #abundancemindset
She Sells with Elyse Archer meets Salesman on Fire: Elyse Archer & Microsoft’s Carson V. Heady on Mindset, Brand & Increasing Sales
She Sells with Elyse Archer meets Salesman on Fire: Elyse Archer & Microsoft‘s Carson V. Heady on Mindset, Brand & Increasing Sales. What steps should we be taking today to be our best selves?
Check out the full discussion here: https://lnkd.in/gT_9X_3g
Elyse walks through the driving force of leaving corporate America and forming her business She Sells, how we should be intentional building personal brand and overcoming limiting beliefs.
#sales #mindset #brand #career #growthmindset #leadership #management #selling #salespeople #sellingskills #sellingtips #salescareer #personalbranding
April 15, 2022
Stand Out Vs. The Competition (Sell It Like a Mango) – Donald Kelly and Carson Heady
Competition is inevitable… and good – it forces us to show up better, evolve offerings and invest significantly in customer relationships. The Sales Evangelist’s Donald C Kelly joins me to discuss.
Check out the full discussion here!
Understand your competition. Information and knowledge are key and knowing a strengths-weaknesses-opportunities-threats breakdown of your competitors helps you determine with whom and in what areas you should focus.
Donald wrote an important book called “Sell it Like a Mango: A New Seller’s Guide to Closing More Deals” where he discusses his first experience with selling & how he learned to master the competitive landscape. Check it out here! https://lnkd.in/dk7PJx89
Just like you have a playbook, so do your competitors and customers. Value is in the eye of your prospect, and they don’t necessarily care about your key initiative. Knowing how to leverage your strengths and meet your customers where they want to be met make all the difference.
Check out the full discussion here! https://lnkd.in/d4n4C5cQ
#sales #experience #opportunities #career #selling #salespeople #salescoaching #sellingskills #sellingtips #prospecting #leadership #management
April 14, 2022
Selling Through Tough Times – Paul Reilly & Carson Heady
Tough times are inevitable. We can prepare for them, control our response & learn during them. Best-selling author Paul Reilly and Microsoft sales leader Carson V. Heady discuss on Salesman on Fire.
Check out the full discussion here:
Tough times can look like a lot of different things, from a sales slump or personal struggles to a deadly diagnosis or recession. While many elements of tough times are painful, pain can beget positive change.
During tough times, stay central to your purpose, seek to serve, and provide what your audience and customers need: security & stability. What value looks like can shift; your goal is to reduce their risk of change.
Don’t focus on your performance during tough times; focus on progress. Plant the seeds that will flourish after tough times end.
Double down on people and process. We must reinvent ourselves often; tough times enable you to learn new tools and approaches, plus ways to parlay your strengths into wins for others.
Look for the positive and learning in every setback!
