Carson V. Heady's Blog, page 8

Mastering Modern Selling in the Age of AI: How to Prospect Smarter, Close Faster, and Stay Human

This has been called the best show people have attended on AI in sales.

Tom Burton and I shared thoughts on one of the most critical shifts in our profession: how AI is rewriting the rules of modern selling, in the latest episode of Mastering Modern Selling.

And guess what? It’s not some far-off future.

It’s here.

It’s now.

And it’s not just about automating tasks. It’s about amplifying YOU—your message, your reach, your effectiveness, and your ability to connect deeply with the right people at the right time.

Let’s talk about how to master modern selling in an AI world—while staying radically human.

Where Are You Getting Stuck?

Every seller has a sticking point. Maybe it’s prospecting. Maybe it’s follow-up. Maybe your forecasts are based on wishful thinking instead of actual science.

For me, AI has become my go-to partner in dissecting every stage of the sales cycle and finding new ways to improve probability of success. Because at the end of the day, that’s what sales is—a game of odds.

Here’s how I break it down:

Planning and Territory Design Whether it’s the start or end of your fiscal year, AI helps you analyze your book of business. What’s your addressable market? Where are the gaps? What patterns does your data reveal? What should you focus on next? I’ve literally prompted AI to review my Power BI dashboards and generate a strategic plan for each workload.Prospecting Let’s be clear—I love prospecting. I’m one of those sickos. But now, with AI, I can write tailored outreach to 600 leads in minutes. I can scan LinkedIn profiles, customer websites, and news alerts to craft 3-bullet-point value messages that speak directly to someone’s mission—and AI helps me do it 10X faster and smarter.Customer Ghosting and Objection Handling Ever get ghosted after a great demo? Me too. Now I ask AI: “Write me a short message in my tone that derisks their fears and reopens the door.” It gives me empathetic, insight-driven language that gets responses and restarts the conversation.In-Meeting Reinforcement In real-time, I use AI to generate talking points while I’m in the room with a CEO. My brain might come up with 3–5 value props. AI gives me 6–10. And sometimes, bullet #7 is the one that gets the head nod.Forecasting and Goal-Setting No more guessing. I plug in last year’s data, historical benchmarks, and customer insights. AI helps me extrapolate targets that are both bold and realistic. I can even factor in variables like funding shifts or executive turnover. The AI Tools I Use Daily

Here’s my real-world toolkit:

Microsoft Copilot: Internal data like CRM, transcripts, Outlook, and LinkedIn—all in one view.ChatGPT 4.0: External-facing messaging, company research, executive prep, value messaging.Power BI + Excel: Pump dashboards into AI to uncover gaps and produce strategic plans.Sales Navigator: Combine with AI to identify the right contacts and trigger moments (e.g., a new CMO).

AI is my 24/7 sales coach, marketer, and analyst. But here’s the catch…

You Are Still the Final Editor

AI can draft the message, but it can’t deliver it with your heart. AI can highlight insights, but it can’t form relationships. AI can help you scale, but it can’t replace trust.

Every message, every call, every touchpoint still needs your humanity—your voice, your authenticity, your understanding of the person on the other end.

Because you don’t sell to accounts.

You sell to people.

The Opposite Strategy: How I Broke Through 100+ “Uncrackable” Accounts

Last year, I asked my team to give me their toughest accounts. 150 of them.

Using AI, I crafted brief, bullet-point-heavy, custom outreach to 50+ contacts per account.

I didn’t need 50 responses. I needed one.

We opened over 100 accounts. Deals that had gone untouched for years. Why?

Because AI helped me be fast, focused, and bold. But it was me—a real human—who built the trust once the conversation started.

How to Get Started with AI in Sales (Right Now)

If you’re new to AI or haven’t embedded it into your sales process yet, here’s my advice:

Start with Frustration What slows you down? Ghosting? Cold outreach? Follow-up? Let that be your entry point.Use AI to Research Prep for meetings like never before. I ask AI: “I have a meeting with the CFO of XYZ. What should I know?” Then I walk in like I’ve read every report they’ve ever published.Prompt Smarter Instead of asking for “an email,” try: “Write me a 3-sentence message to the CEO of a nonprofit healthcare org based on this URL and LinkedIn profile, aligned to their mission, in my tone.”Speed Wins Deals Whether it’s writing follow-ups, building newsletters, or generating slides—AI saves time and amplifies your brainpower. Use that time to focus on relationships. The Future Belongs to Sellers Who Blend Tech and Touch

What’s coming next?

Hyper-personalized signals. Deeper forecasting. Autonomous AI agents handling early pipeline stages. But here’s the truth:

The sellers who survive are the ones who evolve. Not just with tools—but with mindset.

You’ve got to constantly reinvent.

You’ve got to lead with empathy.

You’ve got to stay human while everyone else goes robotic.

That’s the only way to win—and win big—in the new era of modern selling.

Let’s build this together. Let’s rewrite the playbook. Let’s master modern selling—with AI by our side, and heart in every handshake.

For my entire $1B Moneyball sales playbook including AI and LinkedIn for Sales, check out “The Show Must Go On”

#AIforSales #ModernSelling #SalesLeadership #SocialSelling #FutureOfWork #SalesStrategy #Copilot #SalesEnablement #DigitalTransformation

Be the Hero-Maker: Why Elevating Everyone Around You Is the Ultimate Competitive Advantage 🏆

“If you light only your own candle, you’ll have a moment of brightness. But if you light others’ too, you’ll ignite a bonfire that transforms everything in its reach.”

There’s a lesson I’ve learned the hard way—and the fulfilling way—throughout my career, and it’s one I now carry like a cornerstone of how I lead, sell, serve, and live:

You win when everyone around you wins.

It’s that simple. And that profound.

Because in sales, in leadership, in life—our greatest legacy isn’t in the numbers we hit or the awards we hang on the wall. It’s in the people we elevate, the confidence we instill, and the impact we multiply by choosing to be the hero-maker instead of always being the hero.

From Lone Wolf to Leader of the Pack

Earlier in my career, I thought success was about being the top rep. #1. The guy who got it done, no matter what. And for a while, that mindset fueled me. I got the job done, and then some.

But somewhere along the line, I realized something deeply humbling…

It’s a hollow victory if I cross the finish line alone.

I had been winning, yes. But was I helping others win? Was I bringing the people around me—customers, colleagues, direct reports, and leaders—along with me?

Was I creating a rising tide, or just riding a wave?

The shift happened when I decided I didn’t want to just be a great performer—I wanted to be a force multiplier.

Give More Than You Take

Every interaction you have is a chance to lift someone:

A customer with a challenge? Don’t just sell—solve. A teammate struggling to find their voice? Amplify it. A colleague with a big idea? Support it like it was your own. A leader trying to drive change? Be their strategic partner. A new hire trying to get up to speed? Pour into them.

People remember how you made them feel more than what you said.

So, make them feel empowered. Make them feel seen. Make them feel like the version of themselves they haven’t fully stepped into yet—but you already see.

Being a hero-maker doesn’t mean doing everything for someone. It means helping them discover they were capable all along. You hand them the tools, the belief, the opportunity.

And then you cheer louder than anyone else when they shine.

Impact That Echoes

Let me tell you a little secret: the scoreboard still lights up when you make others the MVP.

In fact, it lights up brighter.

When you elevate others:

Your customers become your champions.Your team becomes a high-performing ecosystem.Your peers become collaborators, not competitors.Your leaders see you as someone who builds culture, not just quota.Your legacy becomes one of significance, not just success.

My most productive years, my biggest wins, the accolades I cherish the most—they all came in seasons where I stopped keeping score for me and started keeping score for us.

The Hero-Maker’s Code

So, how do you start becoming the hero-maker in your own story?

Here’s the code I try to live by:

1. See potential in everyone. Not just the loud voices or the top performers. Look for the quiet strengths. The rough diamonds. The people who haven’t been invited to the table yet—and pull out a chair for them.

2. Speak life. Your words have power. Use them to affirm, encourage, and challenge. Tell people what they’re capable of. Sometimes your belief in them will be the only belief they hear that day.

3. Share the playbook. Don’t hoard secrets. Don’t gatekeep success. Whether it’s a tip, a template, a tactic, or a philosophy—share it. The pie gets bigger when we all bring recipes.

4. Give credit and take blame. When something goes well, shine the light on others. When it doesn’t, own it. That’s leadership. That’s trust. That’s how you build teams that would run through walls for you.

5. Serve the mission, not just the moment. Always tie your actions to a greater impact. Whether you’re helping a nonprofit scale with AI or mentoring someone in your org—do it because it matters. Because it makes the world better.

The Ripple Effect of a Hero-Maker

One person who feels valued… One customer who feels heard… One teammate who feels believed in…

That’s all it takes to start a chain reaction.

When you elevate others, you empower them to do the same for someone else.

When you create a culture of generosity, people give back tenfold.

When you stop worrying about who gets the credit, you become the one who makes everyone else shine.

And here’s the kicker: That’s when you shine the most.

Be the Spark

If you’ve ever had someone believe in you when you didn’t believe in yourself—pay that forward.

If you’ve ever had someone not see you—be the leader who sees everyone.

If you want to leave a mark in this world—make others feel like they matter.

Because you already do. And your greatest contribution may not be what you do alone, but what you set in motion in the lives of everyone around you.

Be the spark. Be the builder. Be the hero-maker.

Because when they win, you win. And that’s how we all rise together.

Want to hear how I’ve built a billion-dollar playbook around these principles? The Show Must Go On shares every strategy, story, and secret that’s fueled my mission-driven career in tech and sales.

#HeroMaker #LeadershipLegacy #SalesWithHeart #TeamFirst #Empowerment #MultiplyingImpact #CarsonatorMindset #MissionDrivenSuccess #RiseTogether

The Hardest Lesson I’ve Learned as a Leader: Kindness Isn’t Avoiding the Truth—It’s Telling It

It’s Not About Me — It’s About Clarity

THE TRUTH I HID FROM MYSELF

For much of my life, I carried a hidden weight: the fear of not being enough.

That fear shaped how I showed up in rooms, in relationships, and in leadership. I strived to prove myself constantly — overdelivering, overachieving, and overcompensating in a quest to be liked, accepted, and validated. It served me in many ways, but it also created a leadership blind spot:

I struggled to deliver hard truths.

Whether it was giving tough feedback to a peer, coaching someone through a misstep, or sharing uncomfortable performance news — I’d tense up. I’d soften the message. I’d rationalize avoiding the conversation altogether. Why? Because a part of me feared that being honest might cost me their approval.

But here’s the transformation I’ve undergone:

Leadership isn’t about being liked. It’s about being clear. Being honest. And being there when it counts.

And more often than not, being there means telling someone what they need to hear — not just what they want to hear.

THE MOMENTS THAT CHANGED ME

Ironically, when I look back at the most formative moments of my career, they were born from someone else having the courage to give me tough feedback.

“You’re trying to do everything yourself. You’re not empowering others.”

“You’re a great individual contributor, but leadership requires a shift in mindset.”

“Your presentations are strong, but you talk too much and don’t leave room to listen.”

None of those messages were easy to hear.

But every one of them made me better.

And I’ve learned that the same is true for the people we lead.

FEEDBACK IS A GIFT — BUT ONLY IF YOU DELIVER IT

When I avoid giving someone feedback, I tell myself I’m sparing their feelings. That I’m being kind.

But what I’m really doing is protecting myself — from discomfort, from tension, from the risk of disconnection.

The truth? Avoiding honest feedback isn’t kindness. It’s cowardice dressed up as compassion.

And while I still don’t always get it right, here’s the mantra I repeat when I feel myself shying away from a tough conversation:

It’s not about me. It’s about clarity.

Because clarity is the true gift. It’s the compass that allows others to grow. And when we as leaders prioritize our own comfort over someone else’s clarity, we rob them of that opportunity.

HOW I’M LEARNING TO GET OVER MYSELF

This journey — learning to deliver tough feedback with empathy and strength — has been humbling. Here’s what’s helped me most:

1. Check My Intentions

Before any feedback conversation, I ask myself:

Am I doing this to help them grow?Am I rooting for their success?Do I care enough to be honest?

If the answer is yes, I owe it to them to deliver the message clearly, kindly, and courageously.

2. Lead with Empathy, Land with Truth

Start from a place of respect and belief:

“You’re incredibly talented, and I see so much potential in you… which is why I need to share something important.”

Set the tone with care — but don’t bury the message in fluff. The goal isn’t comfort. It’s clarity.

[image error] 3. Be Part of the Solution

Feedback shouldn’t be a grenade lobbed from a safe distance. It should be a bridge — a path to improvement.

“Here’s the gap I’m seeing… and here’s how I’ll help you close it. Let’s work through it together.”

When people know you’re in their corner, they’re far more receptive to feedback — even when it stings.

4. Reframe the Narrative

I used to see tough feedback as rejection — as proof I wasn’t good enough.

Now, I see it as investment. As belief. As someone caring enough to want more for me.

And I strive to give others that same gift — even if it’s hard.

LEADERSHIP MEANS STANDING IN TRUTH

There’s a moment in every leader’s journey where you realize this:

People aren’t counting on you to be popular. They’re counting on you to be honest.

And when we choose clarity over comfort, we build trust. When we say what others won’t, we build respect. When we show up with truth, we become someone they can count on — even if it’s not what they wanted to hear in the moment.

Let me be clear: I’m still growing in this area. Every day. Every week. Every conversation.

But I’ve come to learn that the greatest disservice I can do is sugarcoat someone out of their potential.

BE THE LEADER WHO TELLS THE TRUTH

This isn’t about being blunt or harsh or “telling it like it is” with no regard for tone.

It’s about leading with love and landing with truth.

Because the best leaders I’ve ever had? They didn’t coddle me. They didn’t avoid the tough stuff. They told me the truth — and then helped me grow through it.

That’s who I aspire to be.

And that’s who I challenge you to be.

So the next time you hesitate to give someone constructive feedback, ask yourself:

Am I avoiding this to protect me, or to serve them?Am I willing to sacrifice short-term comfort for long-term growth?Am I modeling what someone once courageously gave me?

Because when you do, you step into your power — not to control or critique, but to care.

CALL TO ACTION

Think back to the most meaningful feedback you’ve ever received — even if it hurt in the moment.

What did it teach you?

#AuthenticLeadership #GrowthMindset #EmotionalIntelligence #FeedbackMatters #LeadWithEmpathy #LeadershipDevelopment #ClarityIsKindness #ServantLeadership #MasteringModernSelling

Bridging the Chasm: Why the Future Won’t Wait for Us — And Why We Must Lead People Across the Divide

There’s a chasm growing between what technology can do — and what people are ready to do with it.

I see it in boardrooms and budget meetings. I hear it from execs, overwhelmed by choice and short on capacity. I feel it in sales conversations where the playbook keeps evolving faster than reps can keep up.

And I’ve lived it — deeply.

Because before I was helping sellers, healthcare orgs, and mission-driven leaders leverage AI to scale their impact… I was chasing dopamine hits, trying to outrun imposter syndrome, and battling to reinvent myself after being unjustly laid off from a role where I thought I’d peaked.

That chasm? It’s not just a metaphor. It’s personal. It’s real. And every one of us stands at the edge of it.

Exponential Technology, Human-Limited Response

We live in the fastest period of technological evolution in human history.

AI writes, reads, learns, listens, and predicts. Sales Copilots, GPT-powered search, diagnostics from imaging — all realities now. In months, we went from Can AI help? to Why haven’t you deployed it yet?

But here’s the truth no one wants to admit in the race for transformation:

We’ve built a spaceship for people still learning to walk in zero gravity.

Technology moves exponentially. Humans adapt incrementally.

And that gap? It’s not a tech problem. It’s a leadership problem.

“Don’t Just Implement Tools — Empower People”

In sales, we used to say: Sell the hole, not the drill. Today, it’s: Deliver the why, not just the what.

Every quarter, I speak to hundreds of sellers, nonprofit execs, and healthcare innovators. Most aren’t resistant to change — they’re exhausted by it. They’re craving someone to help them navigate uncertainty, not sell them another buzzword.

When Baxter’s IV fluid supply was compromised by Hurricane Helene, 60% of the U.S. hospital inventory was affected. It wasn’t a dashboard or cloud migration that solved it — it was orchestrated human adaptability, using AI to analyze consumption patterns and anticipate patient needs. That’s leadership. That’s bridging the chasm.

I believe this deeply:

The job isn’t to automate the human. It’s to amplify the human.

We don’t just need tech rollouts. We need transformation partners.

My Journey Across the Chasm

Years ago, I got the call nobody wants.

I was let go from a role I’d dominated — President’s Club winner, standing ovations, best year of my career. But none of that mattered in the spreadsheet that decided my fate.

That moment broke me… And it built me.

It taught me what no AI ever could: Resilience. Clarity. Reinvention.

I rebuilt my life, brick by brick, post by post, call by call — until I found myself not just back in the game but in a better one: working with purpose-driven organizations, building strategic partnerships, and helping others realize their potential.

Today, I’ve trained thousands of sellers in 11 countries, closed over $1B in revenue, and authored books that unpack every play I’ve run.

But the greatest lesson I’ve learned?

Technology will not carry you to your future. Only your willingness to evolve will.

The Human Operating System

We are, each of us, running on our own OS — built from childhood wiring, career scars, dopamine cycles, and the way we’ve been conditioned to chase validation.

We obsess over inbox zero, AI prompts, meeting metrics, pipeline forecasts… But the real breakthroughs?

They happen in 1:1 conversations. In moments where you see someone not as a number, but as a whole human. In the email that says:

“You helped me believe I belonged.” “You saw something in me I couldn’t yet see.” “Because of our talk… I didn’t walk away.”

The New Sales Playbook (And Life Playbook, Honestly)

Here’s what I’ve learned on this side of the chasm:

AI can scale what you know — but it can’t replace who you are.Use tools like Sales Navigator and Copilot to scale outreach, but infuse it with authenticity.Know their world. Speak their language. Don’t sell — solve.Let tech open the door. Let your humanity walk through it. You’re not here to chase titles. You’re here to build trust.The real metrics that matter? Reputation. Relationships. Reinvention.Show up every day as the same person online, in meetings, in emails, and at home. There’s no “future of work” if people are left behind.Equip your team for change with context, coaching, and care.Train the human side of AI adoption: data literacy, emotional intelligence, ethical thinking.If someone’s struggling, they’re not a blocker — they’re a bridge you haven’t built yet.Leading Across the Chasm

I believe with every fiber of my being:

The leaders of tomorrow are not the ones shouting the loudest about transformation. They’re the ones slowing down to bring people with them.

Your team doesn’t need you to be a supercomputer. They need you to be a compass. They need you to believe they can evolve — and to give them the tools and space to do it.

One day, AI may do a lot of what we do now. But it will never replace a voice that says:

“I believe in you.”

It won’t replace a leader who shows up when others retreat. Or a partner who translates complexity into clarity. Or a human who refuses to walk ahead alone.

That’s what bridging the chasm looks like. And if that’s your mission, I’m honored to walk beside you.

Together, we don’t just adapt. We lead.

#FutureOfWork #AILeadership #TechForGood #ModernSelling #EmotionalIntelligence #DigitalTransformation #LeadershipDevelopment #SalesStrategy #EmpathyInAction

The Most Overlooked Goldmine in Sales: How to Master the Art of Asking for Referrals

Referrals are the most trusted, highest-converting leads in the sales world — and we’re not asking for them nearly enough.

I recently had another phenomenal conversation with my friend and fellow sales leader, Jeff Kirchick, and we unpacked a topic that’s both timeless and urgent: the art and science of asking for referrals.

This isn’t just theory. It’s real talk. It’s relevant for every season in sales. And it’s a strategy that can quite literally transform your pipeline and accelerate your results.

Why Referrals Matter More Than Ever

We all know that referrals are powerful, but let’s look at the numbers:

82% of B2B decision-makers start the buying process with a referral (Source: Influitive). Referral leads convert 30% better than leads from other channels (Source: Sales Benchmark Index). Customers acquired via referrals have a 37% higher retention rate (Source: Deloitte). And here’s the kicker — referral deals close 4X faster than cold outreach (Source: Nielsen).

In a world where buyers are more skeptical, overwhelmed, and fatigued than ever, a trusted introduction is the shortcut to trust.

A Conversation That Sparked Reflection

When Jeff and I got into this topic, he dropped a line that really stuck with me:

“You can almost always ask for a referral. Worst case? You’re right where you started.”

And that’s so true.

Yet we hesitate.

Not because we don’t know the value — but because it’s uncomfortable. It feels awkward. We worry it might come off as selfish or pushy.

But here’s the perspective shift: Asking for a referral isn’t about you. It’s about helping more people.

Practical Advice You Can Use Today

Here’s how to take the guesswork out of referrals and start generating results:

1. Ask at the Right Moments

Timing is everything — and the right time is when trust has been built. Examples:

After a successful implementationAfter a renewal or upsellAfter receiving positive feedbackEven after a deal didn’t close, if rapport was strong 2. Use Trust as Your Leverage

A referral is a transfer of trust. When someone refers you, they’re giving you credibility you haven’t yet earned — but now have access to.

And trust is the ultimate conversion currency.

If someone you trust says, “You need to talk to Carson,” you’re likely to take that meeting — with a different mindset than if I cold emailed you.

3. Use a Simple, Low-Pressure Ask

Overthinking the ask is the fastest way to avoid making it altogether. Try this instead:

“I really appreciate our partnership. If you know anyone in your network who might benefit from what we’ve done together, I’d love to talk to them. And I’m always happy to return the favor.”

Short. Thoughtful. Win-win.

4. Tie the Referral Back to Their Success

Jeff made this great point — frame the ask around their success and impact:

“As you continue to grow with us, we’re investing more into our product and support. If you know others who’d benefit from what we’re doing, I’d love to connect. It helps us grow and brings more value back to you, too.”

You’re not just asking for a favor — you’re inviting them to be part of your mission.

Final Thoughts: The Real Win

We chase cold leads. We write clever emails. We spend hours calling down lists that never call back.

But how often are we going back to the warmest part of our business — the people who already trust us, like us, and would be happy to recommend us?

Some of my biggest wins came from referrals. Not because I asked perfectly. But because I asked — authentically and confidently.

So let me challenge you right now:

Pick three customers you’ve built trust with. Reach out today and ask. Not for a deal. Not for a favor. But to meet someone else you might be able to help.

It’s not just smart selling. It’s the human side of sales.

Key Takeaways:

Referrals are 4x more likely to close and convert 30% better.

Trust transfers instantly through introductions — use it.

The worst thing that can happen? You’re right where you started.

Ask authentically and tie it back to the customer’s success.

Referrals aren’t about pressure — they’re about partnerships.

#ReferralsWork #SalesTips #SalesLeadership #B2BSales #SocialSelling #TrustedAdvisor #PipelineGrowth #SalesExecution #WarmLeads

🔥 The Show Must Go On: My Journey Through Pain, Purpose, Prospecting, and the Power of Sharing It All 🔥

When I sat down with my friend Pete Primeau for Episode 224 of The Pete Primeau Show, I didn’t expect the depth, emotion, and reflection that would pour out.

This wasn’t just another podcast appearance—it turned into a life conversation. About faith. About failure. About fighting through. About how I got back up when everything in me wanted to stay down. And most importantly, about why I now feel called to share everything I’ve learned so others can rise too.

Bet on discipline over talent. Most people won’t do the work. That’s your edge—outwork, outlast, outlove.

Use AI to amplify, not replace. AI saves time, scales your outreach, and makes you smarter—but authenticity is non-negotiable.

Prospect like a machine, connect like a human. Reach out with heart, precision, and consistency. People remember the real ones.

Publish your playbook—then dare others to follow it. Share what works. Most won’t replicate it. That’s what keeps you rare.

Sales is a team sport. Your greatest success comes when your team, partners, and customers win too. Lift everyone around you.

Be the leader who helps others see around the corners. Share your scars and stories so they don’t have to bleed in the same way.

What got you here won’t get you to the next level. Reinvent, evolve, and let go of ego. Success demands a new version of you.

Faith is your foundation. When the world wobbles, remember who you are and whose you are. You’ve never been alone.

Get knocked down? Get up swinging. You’re the Rocky Balboa of sales. Stay in the fight. The show must go on.

Why I Wrote The Show Must Go On

After publishing Salesman on Fire—my bestselling book from 2020—I truly thought I was done. That book flipped a switch for me. It led to massive career shifts, deeper engagement, and greater impact than I ever imagined.

But then… the world changed.

Sales changed. Buyers changed. Burnout skyrocketed. And most of us were putting on a brave face, logging into Teams calls while quietly unraveling off camera.

I looked around and thought, “There’s more story to tell.”

And not just my story—but a manual for anyone who wants to keep going when everything says stop. So I opened the vault. I shared how I’ve closed nine-figure deals from scratch using LinkedIn and AI. I documented the conversations that shifted my career. I pulled the curtain back on what it means to lead when you’re at your lowest.

And yes—I got vulnerable. Because real strength starts there.

What Pete and I Talked About

Pete gave me space to share things I don’t always say out loud. And I’ll be honest—it felt good. It felt necessary. Because if there’s one thing I’ve learned, it’s that you can’t help others if you’re hiding your scars.

Here’s what we unpacked together:

Why faith is my foundation. I’ve been through loss, uncertainty, and fear—but never alone. God was with me every step.

How I use AI to multiply my time and impact. I’m not scared of AI—I embrace it. It makes me faster, smarter, and more prepared. But I’m always the final editor. Authenticity is non-negotiable.

What I learned from being knocked flat. I’ve lost jobs, lost deals, been underestimated, overworked, and ghosted. But like Rocky Balboa—I refuse to stay down.

Why I published my entire playbook. Prospecting scripts, email prompts, outreach cadences, internal influence—I put it all in the book. I dare you to outwork me. Most won’t. That’s the point.

Team selling is the future. I’ve seen firsthand how selfless, supportive, coachable sellers outperform lone wolves every time. I’ve evolved into an orchestrator, not just a closer.

The best leaders help you see around corners. I followed one of mine across three roles. She promoted me six times and helped me become the sales leader I didn’t know I could be.

Sales is a noble profession. It’s been the vehicle for every dream I’ve realized—my family, my faith walk, my success, and my ability to help others.

But it’s not easy.

It will test you. Break you. Force you to evolve or exit.

That’s why I wrote The Show Must Go On. Because I’ve lived it. Because I’m still in the trenches. And because I know someone out there is facing the same demons I’ve battled—and I want you to know…

You’re not alone.

God’s not done with you.

And your best work may still be ahead of you.

So if you’re in sales, leadership, or life… If you’ve ever been counted out… If you want the real, raw, unfiltered playbook from someone who’s walked the walk…

Get the book. Watch the episode. Send me a message if it helps.

Because in this profession, and in this life—when everything feels like it’s on fire—the only thing left to say is:

The Show Must Go On.

#SalesLeadership #ModernSelling #AIinSales #FaithAndWork #ResilientLeader #TeamSelling #AuthenticLeadership #PersonalGrowth #TheShowMustGoOn

How to Become Unstoppable: Sales, AI, and the Power of Intentional Energy

Episode 136 of Mastering Modern Selling wasn’t just another episode.

It was a lightning bolt.

When Larry Long Jr enters the conversation, the volume goes up, the excuses go down, and the energy is undeniable. I’m still buzzing from the impact of this session — and I say that as someone who’s spent 25 years in sales and is more fired up now than ever.

This episode was a collision of conviction, vulnerability, strategy, and soul.

The Wake-Up Call Sales Leaders Need

Let me be blunt. Too many sales professionals are stuck in 2014 — still doing cold call blitzes, sending generic messages, and ignoring the tools and strategies that are redefining success in 2025.

You want a dose of truth? Here it is:

“If you’re still doing what worked in 2014 and expecting new results in 2025, good luck.” — Larry Long Jr.

Our buyers have changed. Our tools have changed. And we have to change.

You don’t become unstoppable by doing what’s comfortable. You get there by doing what’s necessary — consistently.

Daily Discipline, Done Differently

We talked about something I live by: daily non-negotiables. Before the day throws distractions, fires, and noise at me — I tackle the most important things.

My system is simple but sacred:

Morning clarity: workout, reading, mindset reset Time-blocked prospecting with ruthless discipline Do Not Disturb on — unless it’s my boss or my wife Email checks just 2–3x per day (not every ding!)

Want to know why most sellers fall short? They’re busy all day long… but busy doing the wrong things.

Why AI is My Unfair Advantage

I’ve never sold better than I do today — and I owe much of that to how I’m using AI.

From crafting killer subject lines to writing outreach that books meetings in minutes — AI helps me move faster, smarter, and more intentionally than ever before.

But here’s the catch: I still show up as me.

AI is a multiplier, not a replacement.

You still need:

Emotional intelligence[image error] Humanity Authentic storytelling

Technology can write the message. But only you can build trust.

The Human Side of Selling: Why Real Wins

This episode happened during Mental Health Awareness Month — and the timing was perfect.

Because the truth is… we’ve all had dark chapters.

I’ve been fired.I’ve been laid off.I’ve been overlooked.I’ve had to reinvent myself when I thought I was at the top of my game.

And I’ve watched people close to me suffer in silence. I’ve struggled too.

What I’ve learned is this: You don’t win by pretending. You win by being real.

That’s how we build trust with customers. That’s how we build better teams. That’s how we build lives we don’t want to escape from.

Get Uncomfortable On Purpose

This episode reinforced something I’ve felt in my gut for years: If you want to stand out, if you want to lead, if you want to sell at the highest level…

You’ve got to be willing to:

Block out time for uncomfortable tasksSpeak up when it’s easier to stay quietAdmit when you need helpTake action before you’re ready

Larry said it best:

“If you’re not where you want to be, ask yourself — what action are you really taking?”

Want to Be Unstoppable?

Then show up like it.

Dream bigger.Get obsessed with learning.Color-code discomfort in your calendar.Surround yourself with winners.Be honest about where you are and where you want to go.Take personal stock of every area of your life — not just your quota.

Every day, I ask myself: Am I planting seeds that my future self will be proud of?

Final Word from the Heart

I’m a small-town guy from the Midwest. I’ve had success, failure, and everything in between. But what I’ve learned is that it’s not about where you start — it’s about how relentless you are to keep growing, learning, and serving others.

To everyone out there feeling stuck, scared, or stagnant…

You’re not done. You’re just one step away from momentum. Take that next step. Today.

#SalesLeadership #ModernSelling #MotivationMonday #B2BSales #SalesStrategy #LeadershipDevelopment #SalesEnablement #MindsetMatters #AuthenticLeadership

You Are Not Alone: Mental Health Awareness Month and the Hope That Heals

May is Mental Health Awareness Month. And this one hits close to home.

I’ve seen the impact of mental health struggles—up close and personal.

Suicide and attempted suicide have touched my family and circle of friends.

And yes, during dark periods of my life, I’ve battled with mental health challenges too.

I say that without shame, because that’s the point. The moment we feel like we have to hide it is the moment it gets more dangerous.

We live in a world where we can be connected 24/7—but many still feel completely alone.

The pressures of career, life, comparison, trauma, or even just the weight of unprocessed pain can stack up until you’re not sure how you’ll stand another day.

You might be leading teams, hitting targets, or smiling in public while breaking behind the scenes.

You might be scrolling social media, feeling like you’re the only one falling apart while everyone else seems to be thriving.

You’re not alone.

You’re not broken.

And it does get better.

I’ve come to believe this with every fiber of my being:

You can’t outwork pain. You can’t numb it away. You have to face it—and you don’t have to face it alone.

For anyone out there fighting silent battles right now:

Unashamedly seek out resources. Therapy. Coaching. Medical support. Faith. Movement. Art. Stillness. Whatever healing looks like for you.

Lean on those you can trust. A real friend, a mentor, a loved one, a hotline. Connection saves lives.

Speak it out. When we voice the pain, it loses power.

Know that your story matters. The world needs the version of you that heals and helps others rise too.

I’m not a mental health professional. I’m just a guy who’s been there.

I’m a Christian, father, husband, leader, and friend who believes in being human first.

So here’s my challenge:

Reach out to someone this month and ask how they’re really doing.

Be honest with yourself about what you need.

Share your story. You never know who it might help keep going.

And to anyone who needs to hear this today:

You are loved.

You are needed.

You are not too much.

You are not alone.

And you are going to make it.

Let’s be a little more kind.

Let’s listen more.

Let’s check in beyond the surface level.

Let’s be the people who show up when it matters most.

#MentalHealthAwarenessMonth isn’t just a campaign—it’s a chance to change lives.

#MentalHealthMatters #EndTheStigma #YouAreNotAlone #LeadershipWithHeart #AuthenticityWins #ItsOkayToNotBeOkay #CheckOnYourPeople #BeTheLight #StrongerTogether

Stop Waiting to Find Your Dream Job—Create It. Every Single Day.

Stop waiting to find your dream job—Create it. Every single day. At one point, the job you currently have is the one you fought like hell to get.

You networked. You interviewed. You sent that follow-up email and prayed they’d see what made you different.

And yet, somewhere along the line, we forget that. We get frustrated. Disillusioned. We look at other roles, other companies, other people’s highlight reels and think maybe our “real” dream job is still out there waiting to be found.

But here’s the truth…

A dream job isn’t found. It’s forged.

It’s earned through blood, sweat, sleepless nights, and stretch projects you never got credit for.

You will never stop paying your dues.

Even at the so-called “top,” we’re still earning the next level, building the next play, proving ourselves again.

And if you’re lucky—if you’re truly blessed—you reach a place where you finally have some peace. You can exhale. Love your people. Take a breath. But even then, the mission isn’t over.

Let me tell you what I’ve learned the hard way…

Adapt or die professionally.

New bosses, reorgs, layoffs, shifting priorities—it never stops. Your dream job will evolve, and the only way to keep up is to evolve with it.

Own it like your name is on the building.

This is your career. Infuse your role with your DNA. I built my brand on social selling because I believed in it. I wasn’t given that role—I created it.

Results buy freedom.

You want autonomy? Deliver. You want to shape your role? Over-deliver. Results open the door to freedom and fulfillment.

Stretch roles = Career rocket fuel.

Every breakthrough I’ve ever had came from leaning into something that wasn’t in the job description. Comfort zones never built careers.

Give away your secrets.

Sharing what works doesn’t dilute your value—it multiplies it. You become the go-to. You get invited to the table you didn’t know existed.

Make passion your performance enhancer.

I didn’t find a role where social selling was valued. I brought it to life and built something that didn’t exist. That’s how you create dream jobs.

Forget titles—remember people.

It’s not about climbing ladders. It’s about building bridges. Every major break I’ve ever had came through relationships and reputation, not applications.

Balance your ambition with gratitude.

Yes, keep striving. But don’t forget—you fought to get here. Build something beautiful where you are, not just where you want to go.

Fall in love with the climb, not just the summit.

Every hard season taught me something. Every failure paved the way to my next breakthrough. If you’re only chasing titles or comfort, you’ll miss the growth that makes it all worth it.

Are you still waiting for the perfect opportunity to knock?

Or are you showing up every day and knocking the door down yourself?

#DreamJob #CareerGrowth #SalesLeadership #StretchYourself #PassionInWork #SocialSelling #OwnYourCareer #Adaptability #RelationshipsMatter #CreateNotFind

3,058 Job Rejections Later: The Brutal Truth About Career Success (And What Actually Works)

I’ve applied for 3,058 jobs I didn’t get.

I didn’t get callbacks for roles I was perfectly qualified for. I didn’t hear back from opportunities I could have knocked out of the park. I poured hours into tailoring resumes, drafting compelling cover letters, and preparing for interviews—only to be met with silence.

But you know what did work?

Relationships. Reputation. Resilience.

Most of the jobs I did land had nothing to do with submitting an application into a black hole. They came because someone knew me. Someone had worked with me, vouched for me, or seen me show up over time. They had witnessed how I operate, the results I deliver, and the way I treat people. That’s what made the difference.

In a world where applying for a job often means going up against hundreds—if not thousands—of other candidates, you must ask yourself:

How do you win a game where the odds seem stacked against you?

Here’s the truth most people won’t tell you: You don’t just apply. You become the obvious choice.

And becoming the obvious choice doesn’t just mean checking all the boxes on a job description. It means de-risking the hiring manager’s decision. It means making it easy for them to see you in the role, succeeding, thriving, and making their life easier.

But sometimes—even when you’re the obvious choice—you still don’t get the job.

That’s a tough pill to swallow. I’ve swallowed it 3,058 times.

But I never stopped showing up.

What I’ve Learned Along the Way:1. Rejection Doesn’t Define You

Every “no” brings you closer to the right “yes.” When I didn’t get the job I wanted, I didn’t see it as a failure—I saw it as training. A proving ground. An opportunity to refine my approach, sharpen my story, and strengthen my strategy.

2. Relationships Trump Résumés

My first sales job? A friend’s aunt got me an interview. My next opportunity? I stood out because I had written a book during my unemployment. My next six roles and promotions? They happened because of the relationships I had built and the reputation I had earned.

Your resume tells your story. But your relationships spread it.

3. You Have to Do More Than Apply—You Have to Belong

It’s not enough to chase job titles. You have to find the rooms you belong in—and then find ways to be invited in before the job even gets posted. This requires intention. It requires investing in people, not just positions.

So, What Can You Actually Do Today?

Let me break it down for you:

Build Authentic Relationships Stop networking like it’s speed dating. Focus on real conversations, mutual value, and long-term connections. Ask yourself: Who knows what I do? Who knows how I work? Who would refer me without hesitation?

Relentlessly Sharpen Your Craft Learning never stops. Take a course, read a book, follow thought leaders, attend a webinar. The more equipped you are, the more confident you become—and the more value you offer.

Update and Elevate Your Personal Brand Your LinkedIn should tell the story of where you’re going—not just where you’ve been. Highlight how you solve problems, not just what roles you’ve held. Make it easy for people to see your magic.

Personalize Every Application Generic applications get generic results. Tailor your resume and cover letter for each role. Make it crystal clear how you are the answer to their problem.

Stay Consistent and Committed You won’t win every time. But if you keep improving, keep showing up, and keep betting on yourself, momentum will build—and when it does, it multiplies.

Here’s What This Really Comes Down To

You can either be one of a thousand people applying for a job…

Or you can be the one who’s top of mind when a hiring manager says, “We need someone who can come in and make an impact fast.”

If they don’t know you? Build the relationship. If they’re not sold on you? Tell your story in a way that makes you unforgettable. If the opportunity doesn’t come to you? Create one.

My Challenge to You

Ask yourself:

Who have I intentionally built relationships with in my industry? Who knows my strengths, my value, and would refer me without hesitation? How am I showing up and being seen—not just as a job-seeker, but as a problem-solver?

Don’t just chase the next job title. Build the brand that commands attention. Nurture the relationships that open doors. Become the reputation that gets invited in.

That’s how you win in a world of 3,058 rejections.

Because here’s the twist: Every one of those “no’s” gave me the resilience, clarity, and hunger that shaped the career I have today.

And I wouldn’t trade that for anything.

Let’s help each other:

Tag someone who helped you land a job, open a door, or build your brand. Drop a comment: What’s the best career advice you’ve ever received?

Let’s build bridges. Together.

#JobSearch #CareerGrowth #LinkedInTips #ReputationMatters #NetworkingWorks #PersonalBranding #Resilience #CareerDevelopment #NeverGiveUp