Carson V. Heady's Blog, page 54

When Do You Move On From a Deal?

When do you walk away from a deal?

Sysco#sales leader Matthew K. Berra joins Biyork Canada VP Jon Kronemeyer and Microsoft‘s Carson V. Heady to discuss.

We control many things in a deal: effort to uncover the power/budget/timelines, attempts to reach the influencers, how we leverage all resources at our disposal both in constructing and negotiating a deal, and how we efficiently manage to milestones.

We cannot control the speed or willingness of the customer, but we can influence them with the aforementioned resources and by tirelessly advocating for them based on their priorities, goals and roadmap.

But if we are diligent in managing milestones and keep our commitments and the deal continues to slip, when do we move on and invest time elsewhere?

A “yes” or a “no” is better than a maybe so; twisting in the wind is not a position of strength.

Accountability means expressing acknowledgment of our attempts to understand their priorities and timelines and our every efforts to keep things aligned to their stated goals, while expressing concern with the lack of progress.

Deals will slip, but if slipping is the only consistent element, it is time to respectfully pause. The pause will allow you to invest elsewhere and might prompt the customer to accelerate.

Your Coach Should Help You See Around Corners

Your coach should help you see around corners: helping you shift #mindset so you can anticipate what’s coming, prepare and pivot as needed.

Journey to Results, LLC CEO Annette Brackin, MBA joins Microsoft and ex- AT&T#sales leader Carson V. Heady for a special discussion.

For leaders, it is important to realize that you assemble the team, call the plays and influence execution; those on your team earned their seat and the right to run the called play.

Leaders shouldn’t impede the play or momentum, but arm them with the tools they need to be successful and help them pivot and diagnose gaps as and when needed.

For any contributor, your leader should be ensuring you have the right foundation for success – access to training, resources, tools and intel. They are there to help you prepare and to remove legitimate blockers and barriers to #success.

Whether in #leadership, #mentorship or even aiding peer-to-peer #collaboration, empower others to win. Challenge them to think about situations and problems differently.

#leadershipdevelopment #training #leaders #motivation #coaching #management #team #teamwork

How Do You Lead Differently Amidst Complexity?

Recognition that you need to think differently & assessing the resources and skills at your disposal are critical to think & lead differently amidst #complexity.

#LeadershipDevelopment & Executive Coach Annette Brackin, MBA joins Microsoft & ex- AT&T#sales leader Carson V. Heady for a special discussion.

To move away from comfortable ways of mediocrity or failing, we have to embrace & develop new muscle. Positive change is uncomfortable at first, but becomes new strength when executed consistently.

Rather than focusing on gaps in results or process, focus on the bridge between them – achieved through gaining perspectives & consensus, & creating new ways to address a problem.

You cannot walk into a meeting & expect people to start collaborating – it’s a foundation & environment that must be built early & often.

Leaders must establish credibility & trust, through willingness to engage & understand… & by investing in the foundation of the relationship with transparency, listening and action.

Unless you have reached optimum satisfaction with your results, strategic risk can & should be leveraged in order to reach process improvement. This is why the successful are always pivoting & improving process and striving to consistently execute over time.

#leadership #culture

Diverse Perspectives are Key to Success

To build the foundation for trust and transparency, we must seek to build consensus. Glean diverse perspectives and stay at the pulse of what matters to people.

Annette Brackin, MBA joins Microsoft and ex- AT&T#sales leader Carson V. Heady for a special discussion.

People will actively engage when they feel their voice and perspective matters. We do not all have to agree on the path forward, but when people are included in the drive to the outcome, they participate fully.

During this type of comprehensive analysis, we uncover gaps. The right people following an evolved, flexible process, prepared to execute and pivot where needed ensure the optimum ingredients for success.

It is vital that our employee #engagement is not aesthetic: solicit for feedback often and be able to show results and responses to all legitimate issues they raise.

People earned the seat at the table they occupy. Seek to understand their perspective and vantage point. Listen. Empower them to win.

With a concerted focus on #diversity and #inclusion of perspectives, outlook and talents, no stone will be unturned in the quest for #success for our customers, our company, and our teams.

#leadership #culture #people #leader #management #leadershipdevelopment

The Mindset Shift Required to Effectively Lead

There is more #complexity and more gaps in business today than ever, necessitating a #mindset shift to effectively adapt and lead.

Journey to Results, LLC CEO Annette Brackin, MBA joins Microsoft#sales leader Carson V. Heady for a special discussion.

These more commonplace complex problems cannot be solved the same way as simple ones, meaning we need to empower organizations and #teams to become more adaptable and resilient, seek diverse perspectives and proceed together, not apart.

We can often control more than we give ourselves credit for, but we cannot control everything. There is a need for comfort in uncomfortable and ambiguous situations, and when things are out of control we can’t just scramble to reclaim it.

We are all encountering situations we don’t have experience in. Watch what trends emerge, challenge and pivot traditional processes and build consensus with teams.

Invest time building a foundation of trust and uncovering perspectives, focus on solving business challenges to unlock desired outcomes.

Think about your plan and business differently, but obsess over people, listen and go on the journey together.

#leadership #culture #strategy #success #coaching #management #leadershipdevelopment #transformation #change

The Professional & Personal Value of a Side Hustle

A “side hustle” can complement income, fuel passions and enrich our lives. Done right, it can also have a tremendous positive impact on our #career.

Mizz #Marketing Owner/CEO Adam McChesney joins Microsoft and ex- AT&T#sales leader & author Carson V. Heady for a special discussion.

Adam recounts his story – from beginning in sales and marketing, key learnings and #success and how he parlayed his unique superpowers into filling a niche need and ultimately transformed his side hustle into his career amidst a pandemic.

Key to his journey: the #entrepreneurial spirit, #growthmindset, gravitating toward where there is a need, willingness to take risks and acceptance of inevitable losses on the roadmap to success, investment in knowledge, standing out and being unique, personal brand and diversifying his portfolio of relationship-creation and building.

We are all a brand searching for ways to match our unique superpowers with needs, finding those who can most benefit by the value we bring. A side hustle can be a fantastic way to discover that purpose.

#leadership #entrepreneur #strategy #branding #personalbranding

The Value of Over-Communicating to Leadership

Communication – or lack thereof – is the make-or-break element of the dynamic between leaders and individual contributors. Transparency, collaboration and sometimes over-communication are the cure.

Biyork Canada‘s Jon Kronemeyer joins Sysco‘s Matthew K. Berra and Microsoft‘s Carson V. Heady for a special discussion.

Occasionally, individual contributors, #salespeople and employees in general lament their relationship with their boss. But the best way to make that relationship work is to attune to needs and priorities of leaders and strive to deliver above and beyond.

Over-communication is a great tactic. Certainly, take their temperature for an elevated frequency of correspondence, but copying them into meetings as optional, CC’ing them on important communications and welcoming them wholeheartedly into your business to add value, perspective and guidance can gain their trust, garner their respect and glean valuable feedback.

It also goes a long way to help the leader stay at the pulse of what’s going on in the business so they can reach optimum effectiveness with their team and continue to learn.

#sales #collaboration #leadership #business #communications #communication #team #work #employeeengagement #culture #management #leaders #leader #strategy #success #coaching

SALESMAN ON FIRE: FREE this Week Only

I rarely ask for favors, but I’m asking for one: Please download your free copy of “Salesman on Fire” today.

This week only, my latest #book is free here: https://lnkd.in/gXeBeyV

If your #career has had ups and downs, you’ve been counted out, or you have been faced time and time again with reinventing yourself, this book is for you. It is the fictional tale of veteran salesman Vincent Scott being interviewed by yours truly.

From the one-call-close cold calling environment to enterprise #sales and #leadership, Vincent’s experiences in #business and life speak to us all.

Here’s what people are saying about 4.8-star “Salesman on Fire”:

“a refreshing departure from the stories of success that we are typically spoon-fed…that aren’t relatable”

“A relatable portrayal of sales styles, office politics, corporate chutes and ladders, and the importance of building a foundation of trusted partners”

“well worth it for the young and experienced salesperson”

“vibrant, gutsy, #EQ based story of the competitiveness of corporate sales through lead character Vincent”

Please nab your copy today!

#prospecting #salespeople #collaborate #influence #outbound #selling #collaboration #attitude #sales #leadgeneration #socialselling

How You Can Master the New Way of Sales & Leadership

The #pandemic has been an incubator for new #sales ideas. Successful #sellers & #leaders have embraced #virtual. How have you leveraged the new landscape to your advantage?

Biyork Canada‘s Jon Kronemeyer joins Sysco‘s Matthew K. Berra & Microsoft‘s Carson V. Heady for a special discussion.

Even without face-to-face interaction, chat & #collaboration tools make it simple to engage #teams with #communication, sharing best practices, celebrating wins and #recognition.

Despite distance, people globally can come together for team calls, virtual happy hour and stand-up’s.

While we need to show #empathy and respect people’s time more now than ever, optional team-building or huddles can be leveraged any time just to meaningfully connect, strategize and build comradery.

Another hidden bonus is the uncanny ability to accelerate timelines with back-channel chats during meetings and the ability to call an audible and pull specialists into meetings in real time. This can cut weeks off of sales cycles.

The key to good #selling is understanding all of the parameters and the playing field at your disposal. There are new ways to obsess over customers, connect and be cohesive with your colleagues.

#digitalselling #salespeople #prospecting #influence #socialselling #linkedin #prospect

How do You Get Fired Up & Refresh Mindset for Peak Performance?

What do you do to get fired up? Especially if every day looks similar, the weather is bleak or you had a bad day, how do you refresh your #mindset regularly for peak performance?

Biyork Canada#Sales VP Jon Kronemeyer joins Sysco‘s Matthew K. Berra & Microsoft‘s Carson V. Heady for a special discussion.

It can be starting your day with a simple series of wins you can control: some say “make your bed” for the process accomplishment. It could be time with family and those who motivate you.

It could be the gym, meditation, or motivating music.

We also thrive on talking with high energy friends and colleagues; a morning stand-up or chat with people who we feed off of.

Reflecting on what you are thankful for during quiet pre-work moments also reminds us what we are working so hard for.

Finally, be sure you get enough time to rest and unplug from your work with whatever it is that recharges you.

What gets YOU fired up?

#leadership #success #coaching #relationships #attitude #growthmindset #career #growth #salespeople #collaboration