Carson V. Heady's Blog, page 60
January 19, 2021
The Value in Deep Understanding of Process (in Career & Sales)
One of the most valuable skills in #career and #sales is deep understanding of process, parameters and how to truly connect with people.
Open Systems #SDR Tom Mintun joins Microsoft and ex- AT&T leader Carson V. Heady for a special discussion.
Acceptance and acknowledgment of the realities of #process and probability make us more effective and aid maintenance of a positive, realistic #mindset.
Knowing you have a 1 in 1,000 chance of getting a job all candidates equal or 3% chance of getting a prospect on the phone should inform how you invest your time and effort.
Quality and quantity are the tangible controllables: you control the unique approaches and content and your foot forward. You control the number of contacts you attempt to make.
Learn from these experiences: what has resonated and what doesn’t?
Rather than just applying to jobs, leverage video resume, #LinkedIn #connections, and ensure your profile and CV establishes your highlight reel. Broadcast it broadly, but strategically.
Rather than sending generic e-mails to get meetings, look for ways to stay top of mind: newsletters, surveys and research-informed outreach.
Diligent attention to process leads to discipline and consistency. Consistent application of process and execution equates to consistent results.
January 18, 2021
How to Become a Molder of Consensus
Dr. Martin Luther King, Jr. said, “A genuine leader is not a searcher for consensus but a molder of consensus.”
Don’t rush to judgment. You’ll always be inundated with opinions and perspectives and must make decisions based on the needs of the many.
Understand the perspectives of others, what matters to them personally and professionally and how you can support and serve them.
A leader also exists to remove legitimate barriers to success. To stay at the pulse of what matters to a group of people and convey that sentiment to those who can influence change.
Ensure people feel heard. Be their advocate.
If people feel you are transparent and they know their voice matters, they’ll give their loyal best.
We all come to the table with varying experiences and perspectives. They all matter, and everyone needs to be part of the positive change.
#leadership #success #change #culture #communication #inclusion #relationships #attitude #growthmindset #empathy #diversity #career #collaboration #influence #inclusive #leadershipdevelopment
January 15, 2021
Why You Must Have a Highlight Reel
What is your highlight reel?
Whether you are preparing your resume, plotting a #career walking deck or even a customer #success story narrative, you’ve got to present the highlight reel.
You should have a personal career walking deck summarizing your highlights, achievements, specific numbers, projects you led or participated in and real results.
Your #resume and your #LinkedIn should paint a picture for the audience they are written for. A resume needs to make a hiring manager clearly see how your experience and results will transfer to their business.
Whatever you’re #selling or whatever initiatives you manage, being able to provide that highlight reel for whomever will view it makes all the difference in the world: it’s the highlights, the relatable and pertinent stories that influence change.
#leadership #relationships #communication #coaching #growthmindset #collaboration
January 14, 2021
Why a Career in Sales is So Rewarding
What has #sales meant to you: personally and professionally?
Open Systems#SDRTom Mintun joins Microsoft and ex- AT&T sales leader Carson V. Heady for a special discussion.
The #selling game yields meeting wonderful people, experience, knowledge and compensation.
#Teamwork and #collaboration are intricately involved in successful sales – the #relationships we form can last a lifetime and bring remarkable enrichment to our lives.
Like “New York, New York,” if you can make it there, you can make it anywhere; Sales can take you to any industry and will beget amazing learning if you are moldable and open-minded.
If you’re good at putting customers as the center of your universe and adding value to organizations, you have stable job security forever – and your market value will only grow. Great #sellers will always be needed.
Sales humbles, necessitates consistency, teaches discipline and demands perseverance.
Over time, and done right, a career in sales can be the most rewarding gift of genuine relationships and enriching experience.
#career #success #leadership #attitude #growthmindset #communication #influence #salespeople
January 13, 2021
Are You a Noble Knight of the Sales Game, or Do You Give it a Bad Name?
Are you a noble knight of the #selling game, or do you give sales a bad name?
Open Systems #SDR Tom Mintun joins Microsoft and ex- AT&T #sales leader Carson V. Heady for a special discussion.
SALES is treated like a curse word often times because of bad #sellers and poor practices.
You wouldn’t expect a doctor to walk in, diagnose and tell a patient they’ve never met exactly what to do, without understanding their predicament. So why do sellers do this so often?
Wouldn’t it be wonderful if “they work in sales” was considered in high esteem?
Good sellers focus solely on knowing customers and their business, understanding priorities, projects and pain points, and adding value wherever possible – not just dangling price tags.
To excel at sales, you must put people, communication, trust and transparency at the heart of everything you are doing.
Be unique and genuine; stand apart from the high percentage of sellers who give the craft a bad name.
If you truly prioritize people and process, quality and quantity, and you’re responsive and real, you will not only be successful, but respected as well.
#business #communication #success #leadership #relationships #attitude #growthmindset #career #collaboration #influence #salespeople
January 11, 2021
You Crushed The Presentation – Now What?
You crushed the presentation. Now what?
What do we need to do to win this deal, stave off competitive threats and other variables and gotchas?
Some of this is embedded in your presentation. What can we proactively handle early on?
Who will be involved in this deal process? Who signs? Will the board need to review? Do they need to review legal documents early?
As in most things in #sales, it’s a probability game and you control the controllables.
What resources can you bring to bear? What unique differentiators should have the customer putting you ahead of any competitor who is poised to match or beat?
If you leave too much up to chance, or do not try to get in front of other stakeholders, you rely on this audience to do your job – to sell it internally.
Leave yourself room to operate, with a strong offer foot forward but ability to fall back.
The more you know about the people, milestones and timelines involved, the better you can control the flow of the deal and enhance probability.
Think about deals you’ve lost, what those gotcha moments were, and how you can proactively avoid them here!
#prospecting #digitalselling #salespeople #negotiation #selling #collaborate #seller #salesprocess
January 8, 2021
Fill Your Boat With Valuable Resources, and You’ll Sail the Farthest
Fill your boat with valuable resources, and you’ll sail farthest.
You don’t have to be the smartest person in the room. You just have to know how to complement your presence with other difference-makers.
The ability to add the right people to your #collaboration is a superpower.
No complex or highly meaningful #relationships or deals transpire as a solo operation.
The current digital world allows us to take it one step further: we can call an audible and add people directly into virtual meetings to have a real-time, immediate impact.
Perspectives are so important: the learnings and experiences from others make us richer because they help us anticipate, plan, strategize and execute more effectively.
Get the right people in the boat with you; including people and leveraging their unique skill sets effectively makes your #team unstoppable.
#success #career #leadership #teamwork #diversity #teams #teamwork #lifelonglearner #collaborate #growthmindset #digitalselling #inclusiveworkplace #relationship #socialselling #prospecting #salespeople #selling #engage #sales #inclusion #growth
Swarm, Armed with Value, to Drive More Meaningful Client Relationships
Swarm, armed with value, to drive more meaningful client #relationships.
You control the quality of your message and quantity of outreaches. You cannot control who responds.
The probability of the CEO, CFO or other VP’s replying to a one-off message might be low, but if you swarm those who influence those leaders, your intel grows, you gain momentum and you will reach your target over time – with more knowledge.
Instead of 1, 2, 5, 10 targets at an organization, connect with hundreds.
Instead of approaching each target with a laundry list of what your organization does, look for immediate value, provocative insight about their industry or company, or synergy that you can make part of your intro.
#Sales is a game of probability and relationships. You increase your probability of #success by controlling quality and quantity of everything you touch – conversations lead to relationships, which begets pipeline, deals and results.
#prospecting #digitalselling #salespeople #salespeople #selling #socialselling #lifelonglearner #collaborate #growthmindset #outbound #seller #leadgeneration #sdr
January 5, 2021
What Investments Will You Make in Your Personal Growth in 2021?
What investments will you make in your personal growth in 2021?
Investments in personal growth result in more value – for you, value you can bring to those you support, and for those you work for.
FirstKey Homes and ex- AT&T#sales#leaderMarco Walker, MSM joins Microsoft and ex- AT&T sales leader Carson V. Heady for a special discussion.
Replace senseless scrolling with ebooks.
Seek #mentoring#relationships with folks who can help your #growth – folks doing what you want to do or who can aid you in your #career journey.
Find people who are better than you are at different components of the job and learn from them. Take their best practices and assimilate them into your arsenal.
Be a fly on the wall in as many meetings as you are permitted to join. Just being a sponge in the room to better understand the inner workings of the business lends tremendous perspective.
The more you follow books, podcasts, industry news, and influencers, the more you learn by doing, and the better you understand all parameters of your role, the more value you bring for customer, company and YOU.
#relationship #lifelonglearner #salespeople #growthmindset #prioritization #selling
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Start 2021 with one of the hottest #sales and #leadership reads around! You are guaranteed to elevate your #selling game.
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#success #salespeople #growthmindset #collaboration #lifelonglearner
