Podcast appearances and mentions of carson heady

Leave your commentIn this episode, Tom Burton and Carson Heady explore how artificial intelligence is transforming sales in real, practical ways. While AI offers powerful tools to plan smarter, personalize outreach, and even recover stalled deals, the human element remains central to success.With insights drawn from their experience working with sales teams at Microsoft, Tom and Carson break down each phase of the sales cycle planning, prospecting, forecasting, and customer engagement and show how AI can augment, not replace, authentic relationship-building. If you want to stay relevant and effective as the sales landscape evolves, this episode is your playbook.What we discussed:1. Smarter Sales Planning with AI AI can analyze your pipeline, uncover gaps, and spotlight high-potential accounts. It helps you plan your year or quarter with data-backed insights rather than guesswork, identifying where to invest your efforts for the biggest returns.2. Personalized Prospecting and Outreach By scanning LinkedIn profiles, company info, and recent news, AI crafts tailored messages and subject lines designed to increase open and response rates. But Tom stresses: AI drafts the message you add the personal tone and relevance that build trust.3. Data-Driven Forecasting Forget adding arbitrary percentage increases to last year's sales. AI can process historical data and industry benchmarks to help build forecasts that are both ambitious and achievable. This brings more credibility and accuracy to your sales planning.4. Handling Ghosting and Tough Conversations When prospects go quiet or hesitate, AI can help draft empathetic, clear follow-ups that acknowledge their concerns and reduce the perceived risk of moving forward. These messages open doors to honest conversations and keep deals moving.5. Balancing Automation with Authenticity Ultimately, the episode highlights a vital truth: AI boosts efficiency, but it can't replace empathy, insight, or the human connection. Your unique voice and understanding of your customer's needs remain the biggest competitive advantage.AI is no longer a futuristic concept, it's here and changing how we sell. But success isn't about replacing the human touch; it's about combining AI's power with your authentic relationship-building skills. Tom and Carson's advice offers a roadmap for sales pros who want to stay effective, relevant, and indispensable in an AI-driven world. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

⚡Lightning Round: Top 10 Ways to Set the Right Sales Cadence Question: “Hi Meredith and Mark, I am really enjoying the show and learning so much. However, I haven't yet earned a dollar as I struggle to "ask for the sale". I am a solopreneur providing professional services and my sales cycles are long. I don't want to blow a good relationship by being too pushy. Any tips would be very welcome.” Book: The Lost Art of Closing by Anthony Iannarino  

⚡Lightning Round: Top 10 Ways to Set the Right Sales Cadence Question: “Hi Meredith and Mark, I am really enjoying the show and learning so much. However, I haven't yet earned a dollar as I struggle to "ask for the sale". I am a solopreneur providing professional services and my sales cycles are long. I don't want to blow a good relationship by being too pushy. Any tips would be very welcome.” Book: The Lost Art of Closing by Anthony Iannarino  

In this episode, we welcome Carson Vincent Heady, a seasoned sales leader with a track record of success at Microsoft, AT&T, Verizon, and T-Mobile. Carson is the best-selling author of the Birth of a Salesman series and has been recognized as a top global sales guru, award-winning social seller, and frequent guest on leading sales and leadership podcasts.   He shares powerful insights from his 7-time President's Club-winning career and his journey as an author, thought leader, and mentor in the sales world. Tune in to learn what sets top performers apart and how to lead with purpose in today's competitive landscape.  

Leave your commentIn Episode 136 of Mastering Modern Selling, Brandon Lee, Tom Burton, and Carson Heady welcome back a show favorite Larry Long Jr, CEO and Chief Energy Officer of LLJR Enterprises. Larry doesn't hold back. With a mix of energy, humor, and real talk, he calls on sellers and leaders to ditch outdated habits and build something that actually works today.This episode hits hard on what it really takes to stand out in a world that's constantly moving: owning your calendar, taking daily reps, and showing up with intention. Larry's philosophy is simple: get clear on your purpose, stay committed, and don't wait around for perfect conditions.Sales Has Changed, Stop Acting Like It Hasn't “There's still dinosaurs out there, but they're extinct.” Larry doesn't mince words. If you're still relying on tactics from 2014, you're behind. Making 1,000 calls a day hoping something lands isn't a strategy, it's noise. Buyers have changed, and sellers need to catch up.Forget ‘Safe', Start Being Seen “Your content is not creating trust.” That was Brandon's mic drop, and Larry doubled down. Polished, lifeless messaging isn't helping anyone. The people you're trying to reach want something real. Share your story, talk about your journey, and be someone worth believing in.Worry Isn't the Problem, Inaction Is Larry says it straight: a little worry is healthy if it gets you moving. But if you're stuck worrying without action, that's on you. It's not about being flashy, it's about doing the work. “Let me see your calendar. Who are you meeting? What are you learning?”Success Comes from Reps, Not Excuses “You've got to get the reps in.” Larry's sports background shines through as he reminds us that success isn't random. It's about repetition, accountability, and small steps done daily. Want results? Stop hoping and start practicing.The JOLT Effect – Jump On Life Today Larry's signature mindset is captured in one word: JOLT - Jump On Life Today. Why? Because waiting is a trap. “Tomorrow is not promised.” Whether it's getting healthy for your family or building a sales rhythm that works, it starts with taking real action now.This episode is a wake-up call for every seller who's coasting or playing it safe. Larry reminds us: the path to being unstoppable starts with ownership. Don't wait for motivation. Don't wait for the market to shift. Build your discipline. Practice with purpose. And show up differently every single day. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

Leave your commentWhat if your next sales hire wasn't human?In this episode of Mastering Modern Selling, Isabella Bedoya, Co-CEO of Infinite AI, shares how sales teams are evolving by bringing AI “employees” into the mix. We go beyond the hype to explore practical use cases, ethical concerns, and the new skills sales pros must master to stay competitive in this AI-enabled landscape.Whether you're curious, cautious, or already experimenting with AI, this episode will help you think more strategically about the future of your sales team.1. AI Employees Are Not Just Chatbots Isabella defines AI employees as task-performing agents embedded in workflows, not just tools you prompt, but systems that take action automatically across SMS, email, calls, and CRM. Think of them as digital team members handling your follow-ups, reactivations, and more.2. Sales Reps Won't Be Replaced, But They Will Be Repositioned AI handles the mundane and repetitive. Human reps move into strategist roles managing AI workflows, handling complex objections, and owning the emotional intelligence required to close.3. Scaling Outreach Without Scaling Headcount Instead of hiring more SDRs or BDRs, companies are using AI to nurture leads, qualify opportunities, and schedule demos. It's not theory, it's happening now, and Isabella walks us through real-world use cases like post-trade-show follow-ups and digital sales assistants.4. Trust Isn't Lost, It's Rebuilt Through Value AI can build trust when it delivers consistently valuable, fast responses. If it's trained well, it may outperform junior reps. Still, Isabella emphasizes that closing deals and earning emotional buy-in remains a human function for now.5. New Role of the Seller: Coach, Manager, Strategist Sales pros will soon manage a team of AI agents, much like GMs in “Moneyball.” The skills to build prompts, tweak workflows, and analyze data will be key differentiators. Coaching AI and being coached by it will become a real scenario in sales teams.The rise of AI employees in sales isn't about replacing talent, it's about redeploying it. As Isabella says, the reps who win will be the ones who embrace these tools, build systems, and create more space for the kind of selling only humans can do.Sales isn't going away. It's getting smarter. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

Send us a textIn this powerhouse episode of Mastering Modern Selling, Brandon Lee, Tom Burton, and Carson Heady are joined by JD Miller, a seasoned sales executive turned private equity advisor. With six successful exits under his belt, JD brings a rare blend of operational insight and boardroom savvy. The discussion centers on how private equity firms evaluate and scale their portfolio companies—especially in the sales and marketing domains—and what sales leaders can do today to thrive in that high-expectation environment.Repeatability Is the Foundation of Scale JD highlights that scaling isn't just about hiring more reps, it's about implementing repeatable, measurable systems. When transitioning from a founder-led sales model to a broader team, companies need to get critical knowledge out of leaders' heads and into structured playbooks. This is essential when growing from five sellers to two hundred. Without repeatable processes, scale isn't sustainable.Sales Leadership Must Be Fluent in Data Today's top CROs are expected to lead with data. Whether through deep CRM analysis, conversation intelligence, or funnel metrics, modern sales leaders need to understand how to break down growth targets into tactical, trackable levers. JD emphasized the need for CROs to either personally embrace analytics or work closely with RevOps to translate insights into strategy.“SMarketing”: Sales and Marketing as a Single Engine JD introduced the concept of "SMarketing", a true merger of sales and marketing into one go-to-market function. He shared real-world examples of aligning revenue goals with both teams' activities and discussed how metrics like sales velocity can guide joint decision-making.Bi-weekly check-ins and shared accountability are critical to keeping both teams rowing in the same direction.Messaging for the Modern Buyer Buyers today expect a well-informed, highly personalized approach. JD stressed the importance of showing up with a point of view rooted in research, data, and empathy. In a volatile economy, messaging must pivot from “growth at all costs” to helping buyers reduce risk and improve efficiency. Sales and marketing alignment ensures these themes are consistent across every touchpoint.Performance Plans: Tools for Growth, Not Punishment In JD's view, performance improvement plans should be part of every employee's journey, not a disciplinary action. He advocates for quarterly development conversations that blend short-term performance goals with long-term career aspirations. JD Miller's episode is a masterclass in bridging strategy and execution in modern selling. Whether you're a CRO in a high-growth startup, a founder looking for investment, or a marketer working closely with sales, the principles JD shares can redefine how you scale. By focusing on repeatable systems, cross-functional alignment, and buyer-centric messaging, you can transform your sales motion into an engine that attracts not only customers, but also investors. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

Send us a textIn this powerful episode of Mastering Modern Selling, co-host Tom Burton sits down with Carson Heady to explore his latest book The Show Must Go On. This isn't just a typical sales book—it's a deeply personal, tactical, and tested playbook from one of the top voices in modern sales. The episode unpacks Carson's journey from early setbacks to building a repeatable sales model that's generated over a billion dollars in revenue—primarily through LinkedIn.Whether you're navigating complex sales environments or looking for new energy in your approach, this episode delivers strategy, mindset, and inspiration in equal measure.1. LinkedIn as a Relationship Engine Carson credits LinkedIn for over $1 billion in influenced sales, calling it the "largest coffee shop in the world." He shared his exact prospecting rhythm: high-quality outreach, consistent engagement, and reactive messaging based on real-time customer signals.2. Your Network Is Your Net Worth After applying for 1,600 jobs during a tough career moment, Carson realized the critical importance of personal branding and networking. That journey fueled his investment in content creation and community-building across platforms, growing his reach to over 300,000 followers.3. Embrace the Voices in Your Head Drawing from personal stories—like being cut from his high school basketball team—Carson discussed using negative feedback as fuel. "Who's in your head?" isn't just a chapter in his book; it's a mindset of resilience and continuous improvement.4. Your Superpower Isn't Just a Buzzword Identifying and maximizing your superpower (Carson's is orchestrating value for others) is key to creating lasting customer impact. He encouraged listeners to understand their own strengths and those of their colleagues to build winning teams.5. The Show Must Go On Inspired by Queen's iconic lyrics, the book—and Carson's philosophy—champions perseverance in the face of personal and professional adversity. It's about delivering your best, even when life is at its toughest.This episode is more than a discussion—it's a masterclass in navigating modern sales with intention and authenticity. Carson's story is a reminder that success is a mix of mindset, method, and meaning. Whether you're rebuilding a network, refining your process, or redefining your "why," this conversation will push you to show up stronger and stay in the game.Want the playbook that's helped generate over a billion in revenue? Pick up Carson's The Show Must Go On and discover the tactics, mindset, and stories behind modern sales mastery. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

Send us a textIn this episode of Mastering Modern Selling, hosts Brandon Lee and Carson Heady are joined by special guest Anthony Iannarino to explore how to successfully navigate the changing B2B sales landscape. They discuss why traditional outreach methods are failing, how buyers' expectations have shifted, and what sales professionals must do to build real connections that drive results.1. The Evolution of the Buyer's JourneyBuyers no longer rely on salespeople for information; they are well-researched before engaging.Salespeople must focus on building unique relationships and offering value that cannot be easily found online.2. Why Cold Outreach is Becoming IneffectiveTraditional cold calls and mass email outreach are becoming less effective because buyers are overwhelmed with unsolicited messages.Instead of pitch-based messaging, sales professionals should prioritize relationship-building through social selling and thought leadership.3. The Power of Personal Branding and Social SellingPosting relevant content and engaging on LinkedIn can help salespeople build credibility and stay top of mind with prospects.A well-placed social media post, personal story, or insightful comment can open doors that traditional cold outreach cannot.4. Creating Strategic Value in Sales ConversationsThe best salespeople create value by deeply understanding the buyer's business and offering insights, rather than focusing on their own company's strengths.The "Four Levels of Value in Sales" framework suggests that sellers should move beyond product features and focus on delivering strategic outcomes.5. How to Crack the Code of Modern B2B SalesStop Selling, Start Helping: Salespeople should focus on facilitating the buyer's decision-making process rather than forcing a sale.Introduce and Connect Decision-Makers: Providing introductions to key players within and outside the buyer's industry builds trust and influence.Use Insights to Guide Buyers: Rather than pitching, sales professionals should bring valuable insights to the table, showing buyers what they might be missing.Adapt to Buyer Behavior: By leveraging social selling, community engagement, and digital platforms, salespeople can meet buyers where they are rather than forcing outdated outreach methods.The key to modern B2B sales lies in adapting to the way buyers make decisions today. The old-school approach of persistent cold calling and aggressive pitching is losing its effectiveness. Instead, success comes from creating meaningful connections, understanding what truly matters to buyers, and positioning oneself as a valuable resource. By focusing on trust, insights, and strategic collaboration, sales professionals can crack the code of modern selling and build long-term relationships that Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

In this episode of Mastering Modern Selling, Brandon Lee, Carson Heady, and Tom Burton discuss the importance of the Digital CEO—a modern-day executive who actively engages on LinkedIn and other digital platforms to build trust, credibility, and relationships. The conversation dives into why today's CEOs can no longer afford to remain invisible and why being digitally present is a core job responsibility for leaders in 2025 and beyond.1. The CEO as a Brand EvangelistA CEO's presence on LinkedIn is not about self-promotion, but about showcasing company culture, vision, and values.Companies with digitally active CEOs are viewed as more trustworthy and attract better talent and clients.2. LinkedIn Is a Business Necessity, Not an OptionLinkedIn is no longer just for job seekers—it's the world's leading business networking platform.CEOs and other C-suite executives who fail to engage digitally risk losing relevance and missing key relationship-building opportunities.The organic reach on LinkedIn is still strong compared to other platforms where paid advertising dominates.3. What Should a CEO Be Posting?CEOs should not just talk about themselves or their company's products.Instead, they should share:Industry insights and observationsCompany culture, successes, and behind-the-scenes momentsEngaging stories about customers, employees, and the journey of leadershipRegular, authentic content builds a CEO's credibility and strengthens their company's brand.4. The Time & Resource Commitment for CEOsMany CEOs resist social media due to time constraints, but a strong strategy can be executed in under an hour a week.Options include:Hosting a live show or podcast to generate content effortlesslyEngaging briefly but meaningfully with followers and industry discussions.The investment in time and resources is minimal compared to the return in brand trust, sales opportunities, and talent attraction.5. Shouldn't Marketing Handle This?Marketing plays a critical role, but nothing replaces the credibility of a CEO's personal voice.The best approach is a collaboration—CEOs share their thoughts, and marketing amplifies them through various channels.Live shows, interviews, and consistent engagement make content creation easy without requiring extensive preparation.The conversation makes it clear: in 2025, a CEO's digital presence is non-negotiable. Being active on LinkedIn and other platforms is not just about marketing, it's about leadership, credibility, and visibility in the modern business world. Companies whose executives embrace this shift will have stronger brands, better talent pipelines, and more engaged customers. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

In this episode of Mastering Modern Selling, Brandon Lee and Carson Heady host Chris Dunn, VP of Sales and Business Development at Blue Hive Exhibits. Chris shares his transformation from a passive LinkedIn user to a recognized expert in his field, illustrating the power of authenticity, consistency, and relationship-building in the modern sales landscape. This journey reveals key strategies for leveraging platforms like LinkedIn, adapting to market shifts, and fostering meaningful connections in a buyer-centric world.The Power of LinkedIn as a Relationship-Building ToolChris started leveraging LinkedIn during the pandemic when his traditional sales methods were disrupted. He transitioned from casual posting to sharing industry insights, personal stories, and authentic content. This approach helped him establish credibility and visibility in his network.Dark Social and Trust BuildingChris discussed the concept of “dark social,” referring to how interactions on social platforms often lead to offline conversions. Prospects often feel like they "know" you through your online presence before initiating conversations, reducing barriers to trust.Balancing Authenticity and ProfessionalismChris emphasized the importance of being authentic while maintaining professionalism on platforms like LinkedIn. Sharing personal stories, such as his morning walks with his dog, Barton, allowed him to humanize his brand and create relatable touchpoints with his audience.The Long Game in Modern SellingSuccess in modern sales requires a commitment to the long game. Instead of aggressive cold outreach, Chris focuses on nurturing relationships, offering value, and waiting for organic opportunities to emerge.Live Shows as a Trust-Building ToolChris emphasized the value of hosting live shows to establish authority and deepen connections. By sharing expertise in a conversational format and engaging with audiences in real-time, live shows humanize the sales process, build trust, and position sales professionals as approachable thought leaders. Results Through Reputation and ConsistencyChris highlighted that 20% of his sales quota has been directly influenced by his LinkedIn activity. Sharing visually engaging content from the trade show world and consistently engaging with his audience has led to meaningful business opportunities.Chris Dunn's story is a testament to the evolving nature of sales. His journey from “lurker” to LinkedIn influencer underscores the importance of authenticity, persistence, and a willingness to adapt. As Chris pointed out, modern selling is about playing the long game, building relationships, and creating a trusted presence in the digital sphere. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

This episode of Mastering Modern Selling focuses on using LinkedIn as a dynamic platform for modern sales success. Hosts Brandon Lee, Tom Burton, and Carson Heady explore strategies to engage meaningfully on LinkedIn, emphasizing building genuine relationships rather than transactional interactions. Drawing from personal stories and professional insights, they discuss how to transform LinkedIn into a "24/7 coffee shop" for sales and networking. LinkedIn as a Networking Platform, Not a Sales MachineLinkedIn should be viewed as a space for connection, akin to a conference or coffee shop, where relationships are built gradually through meaningful interactions.Engaging with content via comments, shares, and strategic posts fosters visibility and credibility.The Power of Humanity in Sales ContentCombining professional content with personal stories (e.g., fitness achievements or life lessons) helps to humanize your presence.People resonate with stories, making them more likely to engage and remember you when a professional need arises.The Importance of Strategy and ConsistencySuccess on LinkedIn requires consistent engagement and strategic activities, such as following thought leaders or participating in relevant groups.A consistent cadence of posting and interacting helps build a reputation over time.Leveraging Tools and AnalyticsTools like LinkedIn Sales Navigator and automation tools (used sparingly and respectfully) can enhance productivity by identifying the right audience and tailoring content for them.Monitoring what content resonates and adapting strategies is key to sustained success.Building Conversations First, Selling LaterInstead of diving straight into a sales pitch, focus on the "chit-chat" phase. This mirrors real-life networking events where rapport is built before discussing business.Meaningful conversations often lead to better opportunities and reduce barriers for potential clients.This episode reinforces that success in modern sales isn't about pushing products but about connecting with people authentically. Whether you're commenting on posts, sharing personal milestones, or engaging in groups, every interaction on LinkedIn contributes to your professional brand. By blending human stories with professional insights and leveraging tools to fine-tune your approach, you can build trust and foster genuine relationships that lead to sales success.  Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

In this episode on Mastering Modern Selling, Brandon Lee and Carson Heady welcome Stephen Oommen, former sales leader at Microsoft and author-in-progress of The Chameleon Effect. The discussion dives into Stephen's innovative approach to building authentic connections in sales, the importance of adaptability, and the emotional journey behind his philosophies.The Concept of the Chameleon EffectStephen explained The Chameleon Effect as the ability to adapt and connect with anyone. It's not about manipulation but understanding and empathizing with people's lived experiences. This adaptability stems from his diverse cultural experiences and challenges, making it a cornerstone for building meaningful relationships in sales.Intention Matters More Than TechniqueWhile many focus on sales techniques, Stephen emphasized the importance of intention behind actions. Techniques without authentic intention can come off as disingenuous or "cringy." Successful salesmanship comes from combining intention with the right tactics.Transforming Hurt into HealingSharing deeply personal anecdotes, Stephen discussed how childhood adversities and racism shaped his ability to empathize and connect with others. He reframed "hurt people hurt people" into "hurt people heal people," using his experiences to bridge gaps with others.Why Sales is About More Than TransactionsStephen challenged the cold, transactional approach to sales. He believes that investing time to network, create warm connections, and understand prospects' personal and professional goals yields better long-term results.Intention + Tactic = TrustStephen outlined how specific behaviors, like mirroring someone's tone or using familiar language, can create instant rapport. However, these tactics only work when backed by a genuine desire to connect. For example, he shared a story of calling male colleagues “brother,” which helped establish camaraderie, but only because it was rooted in his authentic experiences and respect.This episode underscores that modern selling isn't about tactics alone—it's about authenticity, adaptability, and emotional intelligence. Stephen Oommen's Chameleon Effect teaches us to embrace differences, connect meaningfully, and make sales a noble profession centered on trust and relationships. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

 In this episode, Brandon Lee, and Carson Heady are joined by Andy Paul, a renowned sales strategist and the author of Sell Without Selling Out. With decades of experience across tech and startup sales, Andy shares actionable insights on why the sales industry needs to move away from outdated approaches and focus on buyer-centric practices. The False Promise of Sales Tools:Andy discusses the misplaced focus on sales tools that prioritize quantity over meaningful engagement.He highlights how this approach has led to declining win rates across industries, where many companies accept mediocrity instead of striving for consistent success.Shifting the Sales Narrative:Successful selling isn't about pitching, pushing, or persuading—it's about helping buyers make decisions that address their needs and challenges.Andy urges sellers to move beyond “discovery calls” and instead help buyers define their goals, identify opportunities, and envision results.The Four Pillars of Buyer Progress:Sellers should focus on ensuring every interaction helps the buyer move forward. Andy outlines four questions to keep sellers on track:What does the buyer need from us now?How will we provide this help?How does this assistance address their concerns?What steps will they take next as a result?Fostering a Culture of Success:Andy criticizes the normalization of low win rates in many sales cultures, calling it a “culture of losing.”He stresses the importance of instilling confidence in sellers to aim higher, make smarter choices, and focus on winning more often than losing.Building Authentic Connections Online:Andy emphasizes the importance of sellers and leaders building trust through genuine, personalized content.Buyers want to engage with professionals who demonstrate expertise and provide insights before a sales meeting even begins.Andy Paul's thought-provoking perspective on modern sales challenges the status quo, encouraging sellers to focus on their customers' success rather than simply pushing products. By fostering genuine relationships and focusing on progress-driven interactions, sales teams can elevate their effectiveness and create meaningful outcomes for buyers.  Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

There are going to be good days and bad days in this industry. You shouldn't let the negative moments make you avoid the steps you must take to become a top agent.  The road to success is paved with resilience, strategic prospecting, and relentless determination. I'm excited to share insights from a powerhouse in the sales world, Carson Heady, who shares his innovative approaches to the three truths behind B2B sales success. Meet Carson Heady   An old friend and past guest of mine, Carson holds 25 years of experience in B2B sales. He is a strong advocate for buyer-centric approaches and has carved out a niche for himself at Microsoft.   Carson is also an accomplished author with two books to his name. In this episode, he discusses his most recent book, *The Show Must Go On*, where he shares his sales methods for gaining C-level executives as prospects by doing three things that most sellers avoid: remaining resilient, prospecting correctly, and being persistent. B2B Resilience Issue: Using AI Honorably   There's been a big shift in how sellers do business, thanks to AI technology. Everyone is either afraid of losing their jobs to AI or thinks that AI should do all the work while they do nothing.   While using AI, you still have to remember that human connection is essential. The top agents using AI have figured out how to connect with their buyers genuinely and authentically.   Carson shares how he used AI to reach over 500 employees in one company and land a deal. It's a sales technique he outlines in his book, known as the Moneyball approach, which has helped him consistently move buyers through the pipeline and close deals. Effective Prospecting   You know you need to find prospects, but instead of doing the task, you find yourself in your laundry room folding clothes.  Let's face it—you don't want to be rejected, and that kind of puts you in a down mood for the day.   But if you want to make money, you're going to have to get over it. Focus on what you can control, and don't worry if a prospect rejects a deal. Stay Persistent   There's a reason why Carson gave his book the title. You can't dwell on rejection. If a buyer says no to a deal, move on to the next one.   Carson shares how he likes to think of himself as the Rocky Balboa of sales. Despite hearing countless "no's" from buyers, he kept moving forward. And now, look at how successful he is today! “Control what you can control. You can control if and how you prospect. And you've got to do it.” - Carson Heady. Resources Jolt Effect by Mattew Dixon and Ted McKenna Carson Heady on LinkedIn The Show Must Go On by Carson Heady TSE 1086: Why Social Selling is the New Sales Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In this episode of Mastering Modern Selling, Carson V. Heady and Brandon Lee dive deep into the growing significance of live shows and podcasts for B2B demand generation. As they reflect on their journey of creating valuable content, the hosts discuss how these mediums can effectively build relationships, create pipeline opportunities, and ultimately drive revenue.1. Creating Differentiation through ContentLive shows and podcasts offer a unique platform to showcase expertise and differentiate yourself from the competition. By providing value-driven content that resonates with your audience's pain points and interests, you build trust and authority in your niche.2. Leveraging Guest Appearances to Build PipelineOne of the most effective strategies discussed was inviting potential prospects as guests on your show. This method not only opens the door to meaningful conversations but can also lead to long-term business relationships. Many deals have resulted from initial guest appearances, where the prospect first learned about the value you offer during a show.3. Amplifying Reach through Audience SharingWhen a guest shares your show with their audience, it exponentially increases your reach. This strategy taps into your guest's network, helping you expand your audience and potential customer base. Over time, this builds momentum for your brand and visibility in your industry.4. Strategic Content Distribution for Continued EngagementAfter recording a live show or podcast, repurpose the content into bite-sized, shareable snippets across multiple platforms (LinkedIn, YouTube, Instagram, etc.). By keeping your content in front of your audience consistently, you keep them engaged and build stronger relationships over time.5. Using Shows for Personal Brand Building and Sales AttributionCarson and Brandon emphasize the importance of sales teams understanding the long-term ROI of these efforts. Often, companies fail to attribute success correctly to content like podcasts and live shows. By viewing these platforms as long-term relationship builders, rather than immediate sales generators, teams can reap the full benefits of consistent content creation.Live shows and podcasts are more than just content formats; they're powerful tools for B2B demand generation. By focusing on creating value for your audience, strategically leveraging guests, and amplifying your reach, you can build a personal brand that drives meaningful business outcomes. As Carson and Brandon highlight, the key is consistency and a focus on long-term relationships. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

Join us as Carson Heady, one of Microsoft's top sellers, reveals his strategies for cracking major accounts. This episode will arm you with examples for building and leveraging relationships, whether through direct connections or ‘warm referrals.' Carson reveals why skill sets often outperform technical knowledge in sales, stressing the importance of understanding the playing field and continually adding value. Mark and Carson also discuss the innovative uses of AI and large language models for crafting outreach. They'll share strategies for introducing key stakeholders to help deals move along, and the importance of maintaining responsibility throughout complex transactions.   

In this episode of Mastering Modern Selling, hosts Brandon Lee, Carson Heady, and Tom Burton dive into the importance of personal branding, reflecting on the lessons learned from the first half of 2024. They explore the strategies and benefits of building a strong personal brand in today's competitive market.Key Points:Consistency Compounds:Carson emphasizes the power of consistency in personal branding, describing how regular and meaningful engagement over time can transform a small influence into a significant impact. This approach not only builds recognition but also establishes credibility and trust within your network.Leveraging LinkedIn:Brandon shares insights on using LinkedIn effectively to rise above the noise. By posting content daily, engaging with others, and showing genuine interest in the community, professionals can enhance their visibility and create a sense of familiarity among their audience. This consistent presence leads to higher engagement and better business opportunities.Personal Branding as a Career Catalyst:Hosts discuss how a strong personal brand can significantly impact career growth. Carson recounts how his personal branding efforts have opened doors and created opportunities within his organization and beyond. He highlights that showcasing your expertise and experiences can de-risk hiring decisions and attract new prospects.Creating Valuable Content:The importance of producing content that resonates with your audience is underscored. Brandon talks about the strategy of generating content from interviews and transcripts, ensuring that the messages are authentic and in the voice of the individual. This method helps professionals share their knowledge without the pressure of constant content creation.Building Trust and Relationships:The episode highlights that personal branding is not just about self-promotion but about building genuine relationships and trust. By consistently providing value and engaging with your audience, professionals can foster meaningful connections that lead to business growth and career advancements.The episode concludes with a powerful message about the critical role of personal branding in today's business environment. Our hosts encourage listeners to take actionable steps towards building their brands, emphasizing that it's not about perfection but about showing up consistently and authentically. They urge professionals to embrace personal branding as a long-term strategy for success and to leverage platforms like LinkedIn to their full potential.To dive deeper into the insights shared in this episode and learn more about building a robust personal brand, watch the full episode of Mastering Modern Selling. Join the conversation and start your journey towards becoming a recognized and trusted voice in your industry.

On this episode we meet multi award winning Sales Leader and All Around Luminary, Carson Heady. Carson is a bestselling author of five books in addition to being one of Microsoft's most influential Directors and #1 Social Sellers. He is a Global Sales Trainer, a podcast host and

In this episode, we explore the evolving landscape of B2B social selling, guided by the expertise of co-hosts Tom Burton, Carson Heady and Brandon Lee. We delve into a range of topics, from Microsoft's advanced sales techniques to strategies for thriving in the entrepreneurial arena. Our discussion is aimed at equipping you with contemporary, effective sales tactics and teaching you how to adeptly handle unforeseen challenges, such as guest rescheduling.A significant focus of this episode is on transforming LinkedIn interactions into tangible business opportunities. We move beyond mere content posting to discuss how to effectively optimize your LinkedIn profile to attract potential clients. We also explore strategies for engaging with influencers through meaningful commentary and how to turn your feed into a dynamic platform for networking and discussion.Further, we discuss the utilization of tools like Sales Navigator and chat GPT for enhancing thought leadership and relationship building. These techniques are presented as modern alternatives to traditional cold outreach methods, offering a more effective way to connect with prospects.As the episode concludes, we provide a comprehensive guide for leading your buyer through their decision-making process. We discuss the importance of content in this context and reveal how AI is revolutionizing content creation, even for smaller teams with ambitious goals.

Episode 63 was inspired by Mike's guest appearance on the Social Selling 2.0 Podcast and a 40-minute session he held with executive MBA students just before recoding this podcast. Carson Heady (featured in Episode 52) requested Mike's take on the current state of “Social Selling” and how it has evolved since its inception. A fascinating dialogue ensued including Mike's rant about the “founders” of the movement — none of which are still teaching/promoting social selling — and their absolutely false proclamation that “EVERYTHING in sales has changed!”  In the second half of the episode Mike recaps the sales management horror story faced by a group of executive MBA students who sought out his input on the situation at the real-life client they have been charged with helping. Enjoy hearing this classic case of senior leadership dysfunction and the effect on the sales team and results. Resources Mentioned in this Episode: The once-per-year special offer on the New Sales. Simplified. Video Coaching Series (mikeweinberg.com/morenewsales) The FAST FOUNDATIONS live virtual workshop series which kicks off December 18th  (mikeweinberg.com/fastfoundations) The next Supercharge Your Sales Leadership elite event sessions in February and April (mikeweinberg.com/atlanta2024) Social Selling Simplified Episode on the Social Selling 2.0 Podcast featuring Mike Weinberg Episode 52 of this podcast featuring Carson Heady

Join us as we sit down with industry leader Jeff Winter, who transformed from an average LinkedIn user to a thought trailblazer in just two and a half years. Alongside Jeff, we welcome the return of Carson Heady, who updates us on his new role at Microsoft for Tech for Social Impact, and the noble pursuit of building a social selling engine for the global good.Just imagine the possibilities when personal branding and content creation merge. Jeff gives us a crash course in authentic storytelling and shares how his personal brand has supercharged his company's visibility. But we're not just talking LinkedIn strategies - we delve into the powerful world of AI, examining how it's revolutionizing everything from lead prioritization to recruitment. And, if you're worried about automation taking over, Jeff shares his firsthand experiences of how AI can enhance and augment our creative efforts, rather than replace them.In our final act, we go full circle, returning to the power of LinkedIn as a tool for personal brand building and sales. Jeff lets us into his tricks of the trade on how to utilize AI technologies, like ChatGPT, to increase visibility. This is not just an episode; it's a masterclass in building your brand, engaging your audience and harnessing the untapped potential of AI. So, why wait? Tune in and let us guide you into the exciting future of B2B sales.

Carson Heady is a best-selling author, award-winning seller, recognized thought leader, and podcast host. Carson joins this podcast to help you learn, how can Microsoft Partners achieve their greatest results co-selling.

Great sales teams don't just happen. It takes preparation, effort, and wisdom to be able to see beyond the next phone call.  This week, Carson Heady discusses what tools he's implemented to drive performance with the sellers he manages. What You'll Learn:  How Carson schedules his day to accomplish his highest priority items. What is gamifying? Why do it? How to gamify sales. How to make sure your goals are aligned with those of your team. The value of creating a sales playbook. How to incorporate your playbook into one-on-ones How to capture your organization's "Tribal Knowledge" How to train your team to see into the future. Resources: Salesman on Fire - by Carson V. Heady Birth of a Salesman (The Salesman Against the World) - By Carson V. Heady The Sales Management Simplified Podcast with Mike Weinberg When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info Full Funnel Freedom https://fullfunnelfreedom.com Sandler on Instagram https://www.instagram.com/sandler_yyc/  Sandler in Calgary - www.hamish.sandler.com/howtosandler Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com    

Welcome to Follow the Brand, the podcast where we are building a 5 STAR Brand That You Can Follow. Today's guest is Carson Heady, a best-selling author, social selling expert, and Sales Director for Microsoft Health & Life Sciences. Carson believes in intentionally creating and investing in your personal brand, and that starts with bringing value to create relationships outside the norm. He's passionate about people and process responsiveness and knows that great deals are a byproduct of great relationships, not instant gratification. For Carson, it's all about mastering the art of delivering wins impacting the people he works with.Carson is an evangelist of the brand, and he's been recognized as the #1 social seller globally at Microsoft. He's also an 8-time CEO/President's Club winner across 6 sales and leadership roles at AT&T and Microsoft. He's a contributor to Dale Carnegie training, produces the Salesman on Fire Podcast, and has been inducted into the Sales Hall of Fame.Join us as we talk to Carson about his strategies for building and maintaining a successful personal brand, and how he's leveraged social selling to create valuable relationships and opportunities.  Let Us Welcome to Follow the Brand podcast  the Noble Knight. Carson Heady!

In Episode 52 Mike takes a break from the current series on sales leadership sins to host fellow St. Louisan and sales rockstar, Carson Heady. Carson is a managing director in Microsoft's US Health Solutions business and was a highly decorated, multi-year award winning salesperson and Microsoft's Social Selling Lead prior to taking on his current leadership assignment.  Carson self-describes as perpetual optimist, resourceful problem eliminator and an outcome driver! He's also a podcast host and author of two Amazon bestsellers, Birth of Salesman and Salesman on Fire. Mike invited him on the show after an enlightening lunch conversation where Carson shared what it's been like leading his team through recent turbulent times in the world of tech. Enjoy this wide-ranging conversation that pivots from leading through uncertainty and “controlling what you can control” to mastering social selling. And prepare for your mouth to drop when Carson shares how many different contacts he engaged enroute to closing the biggest enterprise deal of his career. Carson Heady on Linkedin ________________________________________ Last Call:  Take advantage of this once-per-year special on Mike's most focused course to help sharpen your most critical sales weapon – YOUR SALES STORY. 40% OFF through May 3rd at mikeweinberg.com/your-sales-story/

Carson Heady & Coach Jason Fry join the Social Sales Link team on this episode to discuss a crucial topic that many people in leadership positions tend to put last - becoming a healthy sales leader. According to a survey by Jason and his company, 200 educators say they only feel the energy to do their best 60% of the time. That's like saying that most days, they don't have the energy to give their 100%. And in the sales industry, where showing up and building relationships is crucial to getting more sales, 60% is a failing mark. Carson Heady is an award-winning author on sales and social selling by day and the Managing Director of Health Solutions at Microsoft. Grab a copy of his books “Salesman on Fire” and the “Birth of Salesman,” available now on Amazon. Our other special guest is Jason Fry, a performance coach helping sales leaders improve their impact by focusing on their health, both mental and physical. Tune in on this special episode and learn from Carson and Jason about the life-changing benefits that becoming a healthy sales leader can do to your career, your personal life, and the life of the team and customers relying on you showing up. Connect with Carson Head on social: LinkedIn & Twitter Connect with Jason Fry on social: LinkedIn & Twitter Or visit Jason's websites at https://www.coachjfry.com/healthysalesleader and coachjfry.com/the-healthyleader.

Strategic, enterprise sales require strategic social selling support.Carson Heady is a well-respected & proven social selling practitioner.Leading Microsoft's healthcare business development team, Carson is a great example of what's possible using social while targeting those larger accounts.  If you'd like more of Carson maybe his podcast Social selling for newbies is for you or one of his two books. Birth of a salesman or Salesman on fire.You will be surprised at Carson's approach to volume outreach, particularly how Carson balances the volume versus quality part of his prospecting and messaging.A good example of this would be the massive amount of people he would try to connect with inside his targeted accounts so he can socially surround his prospects, it's a very unique approach.Carson also shares his sales foundations and approach to outreach for those C-level clients. Carson is very intelligent, speaks well and has a very clear process to support his strategyCatch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

Carson Heady is a Best Selling Author a master of social selling and a valuable networker. In this episode, we talk to Carson about his career, writing his books, managing his time and his views on social selling. Carson gives us inside access to the ways to be successful and his views on leadership and networking. 

In this episode our special guest is our own Carson Heady! Carson is a Managing Director and the #1 social seller at Microsoft. In this episode we are going to go deep on how Carson's manages his sales team and how they use social to develop and close 8 and 9 figure deals. Be sure to join live and get your questions answered! 2:25- Carson's introduction.5:50- Transition from traditional sales team to a social team.10:30- Day to day tangibles. 13:20- What campaigns mean to Carson and his role. 15:18- Virtual selling. 18:25- Social Selling culture. 22:05- Manager traits in Social Selling. 25:04- Relationship is the key in Social Selling. 27:50- Respecting the Ecosystem. 30:20- How to do more in sales. 34:10- You won't realize your impact until you look back. 35:40- Carson's traits that make Social Selling work. 39:05- Ways of Interacting. 41:05- Again, relationships are important. 43:45- Relationship Ecosystem and its culture. 44:58- When are relationships going to become the norm vs the exception in sales.Subscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page:  https://www.linkedin.com/company/social-selling-for-newbies/Join us in our FREE social selling community:  https://socialsellinghq.com1

Carson Heady is the best-selling author of “Salesman on Fire” and is recognized as the #1 Social Seller globally at Microsoft. He's found success in every level of sales. On this episode of Negotiations Ninja, one of the most recognizable names in sales today shares what setting the foundation for the deal looks like. It starts with getting the right people “on the boat with you” and caring about the “why” that drives them. What else? Find out in episode #321 of Negotiations Ninja! Outline of This Episode [2:13] Learn more about Carson Heady [3:37] Setting the foundation for the deal [6:37] Get people on the boat with you [11:22] Understanding the customer's “why”  [15:27] Does Carson's notoriety impact him? [19:05] Learn more about “Salesman on Fire” [22:26] Overcoming the perception of others  Resources & People Mentioned Salesman on Fire Connect with Carson Heady Check out Carson's books Connect with Carson on LinkedIn Follow Carson on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

In episode #12 of Social Selling for Newbies we are talking about how to start social selling in the new year. Is it time for you to add social selling activities to your existing sales playbook? Are you ready but uncertain what activities will benefit you the most? In today's episode Carson Heady and Alexander Low are two of the original social sellers and have been utilizing social selling actions for years. Brandon joins the conversation as well. 4:00 - Referrals in sales conversations.10:30 - Building relationships before referrals.14:30 - What's the worse that can happen?16:30 - Finding the shortest route to a conversation.19:30 - Conversation is key.21:50 - Each industries is different.23:48 - Systems in creating content.26:55 - Content Strategy30:10 - Sales NavigatorSubscribe to the audio podcast on your favorite channel: https://socialsellingfornewbies.buzzsprout.com/shareFollow the Show at the Social Selling for Newbies LinkedIn Page:  https://www.linkedin.com/company/social-selling-for-newbies/Join us in our FREE social selling community:  https://socialsellinghq.com1

What are your non-negotiables today? Is everything on your to-do list mission critical? Top salespeople focus on high-impact, high-outcome activities and other variables they can actually control. Listen in as guest Carson Heady shares how to use every resource at your disposal to show up, invest in relationships, and create value.      Mindset is what keeps the best salespeople moving forward. Check out Mark's A Mind for Sales Masterclass for a mindset upgrade.      This episode sponsored by Calendly.  

In today's bonus episode of the Sales Success Stories Podcast, I've got something unique for you. This is an episode that Carson Heady shared on his own Salesman on Fire podcast where he talked through some of the ins and out of both creating and working through a 9-Figure deal. I asked him if I could share this with you here, because there are so many great insights within this particular Sales Success Story. I'll also mention this again at the end, but if you'd like to listen to my original conversation with Carson here on this podcast you'll want to go back and look for episode 54 OR you can just point your browser at top1.fm/54 and that'll take you straight there.

"So over the subsequent months and years, it was really just all about creating a groundswell, so that our name was prominent, my name was prominent as their primary resource, and just continuing to invest in nurture that relationship." - Carson Heady in today's Tip 1336 What's your thought about this? Join the conversation at DailySales.Tips/1336 and check the full conversation with Carson! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

There is a lot more conversation around social selling now than ever.We are all newbies too.We all want this show and community to become a huge resource and help anyone or any team looking for adding social selling to their outreach and sales processes.So, we really hope this is as fun and beneficial for you all as we hope it will be for us.We have partnered together to launch Social Selling for Newbies. Come join the conversation with your comments. Share with any of us topics that are most important to you.We will do our best to add them to our topics list. Social Selling Newbie Nation Unite.

How To Close a 9 Figure Deal Using LinkedIn ft. Carson Heady This week's episode is an incredible conversation I had with Carson Heady. Carson is an 8-time award winning CEO, best-selling author, and social media master. We talked about: How to create real relationships over LinkedIn. Selling without really “selling” and how you can also implement it. How Microsoft can't open every door. How to invest in relationships through Podcasting. Make sure you stay until the end to find out the one thing CEOs should be training salespeople on, what they often miss, and to learn the first step to social selling. Enjoy! Connect with us: https://www.Instagram.com/UltimateSalesMachine https://www.Facebook.com/UltimateSalesMachine https://www.Twitter.com/ChetHolmes https://www.Linkedin.com/company/chetholmesinternational/ Website: https://chetholmes.com/

My Catalyst this week is Caron Heady. He is the Director of Health Services at Microsoft, and author of Salesman on Fire & Birth of a Salesman. We go deep into a number of topics including culture, leadership, building teams, building your business, process, focusing on the moment, and a couple of great movie quotes.  If you are interested in the value of process, finding your fuel, and a mistake most leaders make with how they use data, you'll enjoy this conversation. Show Links Connect with Carson Carson's website Podcast Episode with Mike Weinberg Execute Better. Start getting the right things done, in the right order, and grow your business. http://catalystsale.com/game Connect with Mike Mike Simmons Catalyst Sale

Carson Heady is a top innovator at Microsoft and has tactics you need to know now. An eight-time CEO Award Winner and the #1-rated social seller in his salesforce, Carson is a Sales Hall of Fame inductee. Master Carson's 3+ cardinal secrets and master each day for top-flight results. Channel link: https://www.youtube.com/channel/UCgwYkT-Jh3L_QFYv5tvfN7g. Site link: https://www.MarkSpencerCook.com/#Podcast. Carson is also a cloud transformation specialist for Microsoft. In his role, Carson orchestrates account teams on any facet of Microsoft Cloud. Having held several roles within the organization, Carson has encountered a multitude of challenges, setbacks, triumphs and changes. His philosophy of mastering the day by taking on each day's challenges one at a time has led to a wide array of success both personally, professionally and for others.

SUBSCRIBE TO SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur, and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino, and many more -- to uncover actionable strategies, playbooks, tips, and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5), and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.AI delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

Carson Heady is a best-selling author, award-winning seller, recognized thought leader, and podcast host. Carson joins this podcast to help you learn, how can Microsoft Partners achieve their greatest results co-selling.

Today we're going to talk about how to create engaging content based on research with over 1 million people. You're going to get practical ideas to enhance your content and those your engagement with clients and prospects in our conversation with Ben Worthen, founder of Message Lab. The difference between great content and mediocre content can result in a massive swing between 70% engagement and 15% engagement. In this conversation, we discuss how to create compelling content. You'll go inside the mind of one of a journalist turned marketer to get fresh ideas on how to create content that people actually want to read. At the end of the episode, we unpack a fictional scenario to understand the core components of good content. Our guest today, Ben Worthen, is CEO of Message Lab, an award-winning agency that combines journalism, data, and design to craft content and create experiences that get real results. Ben developed his storytelling and investigative savvy working as a journalist for 13 years, winning many national awards for news and feature-writing. In 2007, he joined The Wall Street Journal, where he covered the tech industry and wrote more than 50 Page One stories. His current and former clients include Facebook, Google, GoDaddy. A special thanks to this episode's sponsor, Selling From the Heart, and the 2022 Authentic Selling Challenge. If you have a sales team and want to get the year off to an incredible start, make sure to enroll yourself and your reps in the 2022 Authentic Selling Challenge. It runs every day from January 17-21 from 12-1 Eastern. We'll be coached by incredible leaders like Jeffrey and Jennifer Gitomer, Heather Monahan, Carson Heady, Morgan Ingram, and Revenue Growth Podcast alumni Scott Schilling! You don't want to miss this. To register for free to go www.authenticsellingchallenge.com. If you can't come live each day, no worries. The sessions will be recorded.

Today we're going to talk about technology! Specifically, what is in your marketing and sales tech stack. I look forward to introducing you to Dan McGaw author of Build Cool Sh*t: A Blueprint to Creating a Marketing Technology Stack.Dan is the founder and CEO of McGaw.io, a company that focuses on helping marketers get the most out of their technology stack. He is the founder and CEO of Effin Amazing, a marketing technology and analytics agency, and the creator of UTM.io, a campaign management, and data governance tool. Dan has decades of experience in digital marketing, technology, and analytics. In this episode, we discuss the importance of aligning your marketing and sales tech stack. Dan shares the two biggest blind spots companies have regarding their tech stack. We also discuss what's ahead for sales and marketing technologies in 2022. You're going to get a lot out of this conversation!A special thanks to this episode's sponsor, Selling From the Heart, and the upcoming 2022 Authentic Selling challenge. If you have a sales team and want to get the year off to an incredible start, make sure to enroll yourself and your reps in the 2022 Authentic Selling Challenge. It runs every day from January 17-21 from 12-1 Eastern. We'll be coached by incredible leaders like Jeffrey and Jennifer Gittomer, Heather Monihan, Carson Heady, Morgan Ingram, and Revenue Growth Podcast alumni Scott Schilling! You don't want to miss this. To register for free go to www.authenticsellingchallenge.com. If you can't come live each day, no worries. The sessions will be recorded. Go to www.authenticsellingchallenge.com and get your tickets now!

What's the first feeling that you get when you hear the word Sales or Salesperson?  We believe that most people do not get warm fuzzies when they hear those words! Carson Heady is Director, Health Solutions - U.S. Health & Life Sciences at Microsoft and shatters the negative stereotypes of the Salesperson.  He is about as human and helpful as any guest we've had on the show, and we're quite sure that his customers agree! His titles and achievements are amazing, and we were fortunate enough to be able to talk to him about a gamut of topics-from data use in healthcare, to the importance of transparency, the future of Microsoft, and all points in between! Here's Carson's Website: The Home of the “Birth of a Salesman” Series, by Carson V. Heady References in this Episode: Far Side King of the Salespersons White Men Can't Jump Water Scene (CONTENT WARNING!) The Shining-Scatman Is So Nice

In this episode, Brynne and Bill are joined by Carson Heady, director of health solutions – U.S. Health & Life Sciences at Microsoft. Tune in how you can find success by focusing on the quality and the quantity of outreach, and building a community around what you're doing.

Carson Heady entered the sales arena at age 22 and has found success at every level, from top-flight sales representative to a division leader over 200+ people. His devotion to the sales game occupied much of his time, but the desire to write never left his mind. Once Carson realized his great aptitude in the game of sales, he decided to write his first novel – “Birth of a Salesman” – which told the story of a young man who came into prominence in the sales arena and doubled as a self-help sales advice manual to guide others to the level of success he achieved. He is a profound public speaker, superior corporate leader and, in addition to having letters featured in prominent magazines and local newspapers, he wrote his own bi-weekly column for his department. LinkedIn: https://www.linkedin.com/in/carsonvheady  Twitter: https://twitter.com/cvheady007  We are proud partners with Mattress Industry Network: https://www.facebook.com/groups/mattressindustrynetwork The Mattress Industry Network's core values are helping others to Build, Market, Sell and Succeed in the Mattress Industry Pete Primeau: https://www.peteprimeau.com  Watch the episode or subscribe to the show wherever you listen to podcasts: http://bit.ly/primeau-podcast ➡️ Get Pete's book, “Sell A Million!”: https://amzn.to/2F5TtSZ  ➡️ Join Pete's group: "Pete Primeau Sales & Marketing": https://bit.ly/PrimeauSalesMarketingGroup  SHOW PODCAST: http://bit.ly/primeau-podcast 

Your prospects may not hire you right away. But when they're ready to work with an advisor, you'll want them to think of you first! 

Your prospects may not hire you right away. But when they're ready to work with an advisor, you'll want them to think of you first! 

Get your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS01:07 How Carson got into sales and how he transformed from there06:40 Transitioning to being effective in a virtual world by using fundamentals learned as a core10:53 Winning vs. learning, the mind set it develops and what Carson's books can teach you16:19 Learning even when you're losing and celebrate from it21:46 How to connect with Carson and where to look and purchase his booksQUOTES03:02 "I've always been a big believer in people and relationship creation, but also process. How can I best execute process and so if I can figure out the best we're doing and I look to these metrics that will ultimately lead to me getting paid."07:54 "Being able to talk to sales people all over the world, it's amazing to me how many different approaches do work. And frankly, I think that's why team selling or even leveraging different colleagues or different perspectives as your are building your sales process."10:16 "The best elite sellers like yourself know that you never stop learning in sales. There's gonna be new ways of doing things, new technology, new things that you can do to help you do your job better. New ways to figure out what is the best way to approach this deal or this buying team or team selling."14:17 "You gotta make sure that you take strategic risks in your career and I've taken some that didn't pan out. But I learned a heck of a lot from them, and every one of them led me to where I am today. I have zero regrets and I'm truly living my dream."18:14 "You look back and kind of do a post mortem on that deal, and you look at what went wrong and get feedback from the customer. Go to them and say like, 'hey I understand you went this direction and I respect that, I'd love to just sit down and help me understand how we could have supported better.'"Learn more about Carson on the links below: LinkedIn - https://www.linkedin.com/in/carsonvheady/Amazon - https://www.amazon.com/Salesman-Fire-Carson-Heady-ebook/dp/B087JYMPYCWebsite - https://carsonvheady.wordpress.com/If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple. Learn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Eric Gershey the CEO and Paul Kanengiser VP of Sales discuss climbing the ladder of success with Carson Heady! This week we interview Carson Heady who is a Best-Selling Author, 8-Time CEO Award Winner, Microsoft Director, #1 Social Seller and Sales Hall of Fame Inductee. Eric Gershey the CEO and Paul Kanengiser VP of Sales will be speaking about Careers, Corporate Culture and Lifestyle topics. Eric and Paul have over 60 years of experience in brand building and leadership experience. They have helped in growing companies large, medium and small as well as startups. Each has unique stories that you may identify with and will make you think outside the box. We are here to give you our insights and introduce experts in their fields. Check out out our sponsor: Kitcaster books your podcast appearances. Get on-demand podcast placements! To learn more visit: https://kitcaster.com/nine2five/ Email us with questions or if you want to be a guest: info@nine2fivejobsearch.com For more episodes, visit our podcast site: https://anchor.fm/n2fjobsearchpodcast Check out our job search website: https://www.nine2fivejobsearch.com --- Support this podcast: https://anchor.fm/n2fjobsearchpodcast/support

Carson Heady, our guest of the episode, is best-selling author "Birth of a Salesman" series, consistently ranked in Top 20 Sales Gurus in the world. Ranked in the Top 50 Sales Authors on LinkedIn. 330K social followers, Top Microsoft Social Seller, #1 in 9 senior leadership and sales roles across 4 companies including Microsoft and AT&T. 8-time CEO/Platinum Club/Gold Club/President's Club Winner. Radio Host. Marketer of events and webinars. Director at Microsoft. Gallup StrengthsFinder Top 5: Strategic, Achiever, Competition, Maximizer, Input. Published author: “Birth of a Salesman” (World Audience Inc. 2010), "The Salesman Against the World" (2014), "A Salesman Forever" (2016) and "Salesman on Fire" (2020). Extensive experience in operations & regional sales leadership, strategic planning, motivational management, budget preparation, training & development, recruiting, interviewing, staffing, hiring, crafting policies & procedures, written & oral communications, presentations, public motivational speaking, P&L, advertising & marketing. Top-performer with track record of consistently exceeding goals in leading departments/divisions as well as individual performance. Extensive call center, retail multi-unit, B2B leadership and direct sales experience leading 1st, 2nd and 3rd line management. Recognized for starting and leading $50+ million annual operation. AT&T President's Club (top 5% of performers) all 6 years eligible. Microsoft Gold Club Winner. 3 years as top performer in role. Well-versed in optimizing social media campaigns through LinkedIn, Twitter, Facebook & YouTube. Yahoo and Google AdWord certified. 300K Twitter followers (#5 in St. Louis), 21K LinkedIn, 2.5K YouTube. Published in numerous sales publications, served as radio host and have been interviewed on radio, podcast and TV.

Carson Heady is the best-selling author of the "Birth of a Salesman" series, and is consistently ranked in Top 20 Sales Gurus in the world. He's currently the Sales Director for Microsoft Health & Life Sciences, where he taps into his extensive experience in operations & regional sales leadership, strategic planning, motivational management, P&L, advertising, marketing, and more. Along the way, Carson has proved that he isn't “just” a salesman, as he's become quite a pro at the complexities of deal-making as well. Listen in to learn more about -- Sales vs. Deals Getting His Start Comparing Sales to Deals Strategic Resources Deal Transparency Birth of a Salesman And more! Listen to the DealQuest podcast today! Guest Contact information: Twitter- https://twitter.com/cvheady007 LinkedIn- https://www.linkedin.com/in/carsonvheady/ Website- https://carsonvheady.wordpress.com/the-home-of-birth-of-a-salesman-2010-published-by-world-audience-inc-and-the-salesman-against-the-world-2014/

Carson Heady is the best-selling author of the "Birth of a Salesman" series, and is consistently ranked in Top 20 Sales Gurus in the world. He's currently the Sales Director for Microsoft Health & Life Sciences, where he taps into his extensive experience in operations & regional sales leadership, strategic planning, motivational management, P&L, advertising, marketing, and more. Along the way, Carson has proved that he isn't “just” a salesman, as he's become quite a pro at the complexities of deal-making as well.Listen in to learn more about --Sales vs. DealsGetting His StartComparing Sales to DealsStrategic ResourcesDeal TransparencyBirth of a SalesmanAnd more!Listen to the DealQuest podcast today!Guest Contact information:Twitter- https://twitter.com/cvheady007LinkedIn- https://www.linkedin.com/in/carsonvheady/Website- https://carsonvheady.wordpress.com/the-home-of-birth-of-a-salesman-2010-published-by-world-audience-inc-and-the-salesman-against-the-world-2014/ See acast.com/privacy for privacy and opt-out information.

Annette is an amazing person that I was lucky to have been introduced through a mutual friend Carson Heady.  Why did I want to meet Annette?  Simple....Because she is changing the perspective for leaders on how to "See Around Corners" in their business.Through her company, Journey to Results, Annette works with leaders to help create more visibility in the organization by looking at the peripherals, which are not usually focused on. It's about diversity and being able to listen to all aspects and information coming from within.  Making the right decisions also is a gut instinct sometimes from the information you have coming forward.  Today we talk about how leaders and look and see beyond the surface of the day to day work and also empower teams to be better "information gatherers" along the way!https://www.linkedin.com/in/annettebrackin/www.journeytoresults.comannette@journeytoresults.com@journeytoresults

Best-Selling Author, 7-Time CEO Award Winner, Microsoft Director & #1 Social Seller and Sales Hall of Fame Inductee, Carson Heady joins Rob Liano to take a deep dive into several facets of what makes salespeople massively successful. Here are just a few topics discussed.Key pieces of the sales processDoes mindset matter?Prospecting tips you can use right nowIs building relationships important?Why you should keep diagnosing problemsPost pandemic power move

Read the complete transcript on the Sales Game Changers Podcast website. CARSON'S TIP FOR EMERGING SALES LEADERS: "I think the only real difference between how I approach social selling and others is that not only do I focus on quality, quantity and consistency, but it's a people and process game. Sales is relationships and probability. If I reach out to more people than anybody else and I do it with the right messaging, I have a higher probability of getting those meetings. And if I can't get the CEO or the CFO meeting right out of the gate, I'll swarm, I'll reach out to every influencer in that relationship and eventually, I'll get to the person that I want. And I use social selling to accomplish that."

Carson Heady is the Best-Selling Author "Birth of a Salesman" series, consistently ranked in Top 20 Sales Gurus in the world. Ranked in the Top 50 Sales Authors on LinkedIn. 330K social followers, Top Microsoft Social Seller, #1 in 9 senior leadership and sales roles across 4 companies including Microsoft and AT&T. 7-time CEO/Gold Club/President's Club Winner. Radio Host. Podcast Guest. Marketer of events and webinars.You can learn more and connect with Carson Heady on LinkedIn at https://www.linkedin.com/in/carsonvheady/. You can also get a copy of his books below on Amazon or Barnes and Noble.Books:Birth of A SalesmanThe Salesman Against the WorldA Salesman ForeverSalesman on FireIf you’re listening to the Sales Hustle podcast, please subscribe, share, and we’re listening for your feedback. If you are a sales professional looking to take your sales career to the next level, please visit us at https://salescast.co/ and set a time with Collin and co-founder Chris.Join Our Sales Motivational SMS list by texting Hustle at 424-378-6966. Please make sure to rate and review the show on Apple.

Carson Heady is one of the most interesting people I have meant!Working at Microsoft, he has 300,000 Social followers, author of three books, has a wife and family and has no interest in slowing down!How do you get 300,000 followers working for the biggest company in the world...? Well you just start putting relevant and interesting content out!That's what I love about Carson. He wants to be connected to interesting people. He wants to learn, then he takes that information and knowledge and puts it out to the world. To HELP them! That's why people follow him.Today we talk dealing with challenging leadership, doing what it takes to grow business and how you need to reinvent yourself all the time!https://www.linkedin.com/in/carsonvheady/https://twitter.com/cvheady007?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthorhttps://www.amazon.com/Carson-V.-Heady/e/B004CN5TC0%3Fref=dbs_a_mng_rwt_scns_sharehttps://www.youtube.com/channel/UC0Z7M_xaeh97piXDZXn5ZXQ

Last week Matt Dixon, co-author of The Challenger Customer, presented data that showed there are an average of 6.8 decision makers and influencers in a B2B buying team. This week, Carson Heady, Senior Enterprise Account Representative for Microsoft, takes it a step further. He works in sales environments where not only are there teams on the buyer side, there are also teams on the seller side. He shares field-level strategies to maximize team selling effectiveness. Carson is the best-selling author of The Birth of a Salesman Series and widely regarded as a top sales influencer.

Last week Matt Dixon, co-author of The Challenger Customer, presented data that showed there are an average of 6.8 decision makers and influencers in a B2B buying team. This week, Carson Heady, Senior Enterprise Account Representative for Microsoft, takes it a step further. He works in sales environments where not only are there teams on the buyer side, there are also teams on the seller side. He shares field-level strategies to maximize team selling effectiveness. Carson is the best-selling author of The Birth of a Salesman Series and widely regarded as a top sales influencer. Learn more about your ad choices. Visit megaphone.fm/adchoices

https://www.engati.com/ Engati is the world's leading no-code, multi-lingual chatbot platform. Blog link: https://blog.engati.com/carson-heady-personalize-your-pitch/ | Subscribe now. Carson Heady, Author of Best-Selling series, “Birth of a Salesman” helps you perfect your pitch with the power of personalisation. On this episode of Engati CX, we discuss the importance of understanding your customer and how to make them feel important with Chatbots. Stay tuned, this one's a game changer. If you like the video, please subscribe to the channel, so we could keep producing more content like this! Follow us on Facebook: http://s.engati.com/157 LinkedIn: http://s.engati.com/158 Twitter: http://s.engati.com/156 Instagram: https://www.instagram.com/getengati/ https://www.engati.com/features

"Everyone has a vantage point right now and not all are infected, but everyone is affected. So it's very important to figure out where can you add value during this time for the other people that you touch." - Carson Heady in today's Tip 450 How can you help your clients and customers during this time? Join the conversation at DailySales.Tips/450 and learn more about Carson! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

Carson Heady is a best-selling author, award-winning Microsoft Sales Leader, speaker, management consultant, coach, trainer, and blogger. He’s the author of the Birth of a Salesman series, which details the art of sales from interviewing and preparation to pitching, closing. and advancing your career. He’s also served in several leadership roles at companies such as Microsoft, AT&T, Verizon, and T-Mobile. He’s currently working at Microsoft, overseeing partner relationships and leading enterprise account teams. As a valued expert, he has a strong social media presence with over 330,000 followers. Those who know Carson say he is a visionary in sales philosophy and leadership with the ability to bring his deep knowledge, acumen, and passion to the table each day. He inspires those around him and isn’t afraid to roll up his sleeves and dig in. As a result, he is known for driving lasting success for his customers, partners, and team members. On this episode of Sales Secrets From The Top 1%, Carson explains his top secrets to sales success and how to start implementing them in your career immediately!

B2B Sales Mentors Book: 20 Stories from 20 Top 1% Sales Professionals. Learn more: http://top1.fm/b2b This bonus episode includes a sample story from Carson Heady titled “My Greatest Win at Microsoft” To read the story: https://top1.fm/john-reidelbach-book-sample

Whether you sell to Fortune 1000 executives or SMB's you'll appreciate Carson Heady's wisdom and passion. He is the author of Birth of a Salesman. He's also a Strategic Field Executive for Microsoft, working with c-level executives on a regular basis. You'll get practical insights on how to build credibility with top level decision makers by building your brand and being fanatical about follow up. "The small conversations ARE the big conversations." Thanks to our Friends at SendOutCards! Check out this powerful way to build relationships with easily personalized cards. Try it out now and send your first one for free here.

Whether you sell to Fortune 1000 executives or SMB's you'll appreciate Carson Heady's wisdom and passion. He is the author of Birth of a Salesman. He's also a Strategic Field Executive for Microsoft, working with c-level executives on a regular basis. You'll get practical insights on how to build credibility with top level decision makers by building your brand and being fanatical about follow up. "The small conversations ARE the big conversations. Send Out Cards!A special thank you to our sponsor, Send Out Cards. Click on the image below to learn about a powerful relational selling tool.

Whether you sell to Fortune 1000 executives or SMB's you'll appreciate Carson Heady's wisdom and passion. He is the author of Birth of a Salesman. He's also a Strategic Field Executive for Microsoft, working with c-level executives on a regular basis. You'll get practical insights on how to build credibility with top level decision makers by building your brand and being fanatical about follow up. "The small conversations ARE the big conversations." Send Out Cards! A special thank you to our sponsor, Send Out Cards. Click on the image below to learn about a powerful relational selling tool.

Learn updated techniques to sell.

Learn updated techniques to sell.

Habits you need to drive Sales SuccessThis week renowned author Carson Heady joins the podcast to discuss the habits a Sales Professional needs to be successful in the today's world of sales. Working at Microsoft, one of the most prestigious companies in the world, Carson knows what drives success and from his experience he knows exactly what habits you need to develop to become a leading sales professional. Some places you can go to find Carson: https://www.linkedin.com/in/carsonvheady/ (https://www.linkedin.com/in/carsonvheady/) https://twitter.com/cvheady007 (https://twitter.com/cvheady007) https://www.facebook.com/Carson-V-Heady-125078150858064 (https://www.facebook.com/Carson-V-Heady) Timestamps:[01:35] – How Carson started in sales [03:10] – Falling into the role of being a sales person [05:45] – The difference between B2B and B2C sales [06:42] – Should you expect to know everything? [08:55] – Carson explains what caused him to start seeing a big change in his abilities [10:30] – Carson's book ‘The Birth of a Salesperson' and why it is important you read it [14:24] – Some of the deals Carson has helped create and his philosophy on how to create deals [17:00] – Luigi and Carson discuss the holy trinity of sales and the traits of top-performers [20:50] – The driver for Luigi's success in the sales [21:36] – Sales process Carson uses to drive sales [23:00] – Carson speaks about his beliefs on prospecting [27:00] – The challenge of having to many resources available to you [28:20] – Prioritising your time to get maximum benefit [30:30] – The non-negotiable activities [32:20] – Qualities Carson looks for in salespeople [33:22] – Carson talks about the need for endurance in sales [34:50] – Luigi and Carson talk about the need for growth in your career [36:40] – Has Carson ever had a really negative mindset after losing a deal [39:20] – Has there been a time where a lack of relationship or contention has cost Carson a deal [41:43] – The biggest influence on Carson's career [44:55] – If given the opportunity what would Carson have done differently [46:56] – Some places you can go to connect with Carson          

Microsoft sales wizard, Carson Heady, joins us for this weeks episode on Conquer Local. Carson started his career in a call center and now is a top performing sales leader at Microsoft. He has been through it all from dial-up internet, DSL, cellular, to when high-speed internet took off. He gives us his insight on how you can understand and work with the territorial sales person who doesn't want to give up control over their client. Carson explains the path that Microsoft transitioned to the new market while expanding to nearly 50 technology centers worldwide. He tells us how they switched gears to have sales specialists dedicated to accounts and work in tandem with their partners. Carson is also the author of the ‘Birth of a Salesman’ series, which details the art of sales - from interviewing through preparation, pitching, closing and advancing your career in sales. Listen now and subscribe to the podcast on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

This week on the Sales Hacker podcast, we talk to author Carson Heady, whose “Birth of a Salesman” series translates real-life sales issues into a popular fictionalized series of sales books.  Carson's other role is as a leading specialist for Microsoft and he talks about his career in sales, why endurance and tenacity are so important, and how to bring the right perspective to a career in field sales.

This week on the Sales Hacker podcast, we talk to author Carson Heady, whose “Birth of a Salesman” series translates real-life sales issues into a popular fictionalized series of sales books.  Carson’s other role is as a leading specialist for Microsoft and he talks about his career in sales, why endurance and tenacity are so important, and how to bring the right perspective to a career in field sales.

Takeaways Become an Advocate: As a seller, you will never benefit if a prospect goes down a path that isn’t going to benefit them. We’ve talked a lot on this show about the need to truly listen to your buyer, and it’s true — you have to understand what factors they’re facing internally and externally, what deadlines they're up against, and what investments they may have already made. Once you’ve done that, then you can align your resources from content to people to offer the best solution that’s unique to them. Make Quality Touches: Who benefits from messages that are “just checking in?” If you said “nobody,” you’re right. Every outreach you make needs to provide value to your prospect. Think about how you can use business journals, social media, or another news platforms to encourage conversations and show that you’ve heard your buyer and understand their challenge. Do not mistake what I’m saying — by no means am I telling you to never go for the sale, I’m just telling you that, done right, building a relationship based on the value you add outside of your product can make a big difference. Quit Focusing on the End Result: Building on both the previous takeaways, understand that I know you have a quota to hit. But, by always focusing on the end result, the thing you want most (a signed contract), you could be pushing your prospect farther and farther away. Start thinking about what is the best possible next step. Want to secure a meeting with the Vice President? Maybe you should talk to 2-3 of her direct reports first and learn what matters. Want to close the deal by end of quarter? Maybe you should have an alignment meeting to understand both the internal resources they’ll need and what other projects they’ll be working on at the same time. Full Notes https://www.salestuners.com/carson-heady/ Book Recommendations James Bond Series by Ian Fleming Think and Grow Rich by Napolean Hill How to Win Friends and Influence People by Dale Carnegie Sponsor Costello - What if every sales rep inherited the habits of your best rep? With Costello, they do.

54: Microsoft's Carson Heady - Master the Day Extensive show notes with links to items mentioned in the show available at: https://top1.fm/54 Carson Heady is a top sales performer and cloud transformation specialist for Microsoft. In his role, Carson orchestrates segments of account teams for all of the opportunities that fall in his sales territory for any facet of Microsoft Cloud. Having held several roles within the organization prior to this one, Carson has encountered a multitude of challenges, setbacks, triumphs and changes. His philosophy of mastering the day by taking on each day’s challenges one at a time has led to a wide array of success both personally and professionally.

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts Modern sales leaders make or break the success of a business. That’s why on this episode of #SellingWithSocial I interview Carson Heady, author of “Birth of a Salesman” and a Corporate Territory Manager for Microsoft. He understands the challenges a modern sales leader faces, and on this episode, he shares 4 main guidelines every sales leader should follow for ultimate selling success. We discuss everything from making CRM data work for YOU to setting personal selling goals to stay on top of the evolving world of selling. This episode will give you actionable items to follow if you want to understand modern sales in new ways, and it should not be missed. Listen now! Turn Your CRM Data Into Leverageable Insights The best modern sales leaders understand that a CRM is useless for selling professionals unless it provides real insights and reports. When used correctly, a CRM can provide invaluable data on your company's targets, workforce, and pipelines. It can allow you to identify which metrics are slipping and create action plans to solve the issues before they balloon into massive selling problems. Carson explains that the number 1 metric all modern sales leaders need to understand is the conversion rates, or batting averages, for each one of their sales reps. This number tells you how successful a rep is in making the final sale, and having this dashboard set up in your CRM system will allow you to help your team become better at selling. Without leverageable insights into these rates, you’re letting valuable opportunities pass by. Connect to Prospects Through Personalized Social Media Interactions Sales interactions goes beyond simply sharing posts on social networks. In fact, Kurt Shaver our CSO discusses this on a recent podcast on successful modern seller skills which are required for today’s modern sales rep. Sales leaders today need to be leveraging social media platforms to make authentic, real connections with prospects. The opportunities to build a great brand reputation, find prospects, and connect with other sales professionals are limitless. One of the best strategies that Carson shares is sending personalized content to connections within your network, with a personalized message. Combining relevant resources with a personal touch allows you to rise above your competition and transform into the modern sales leader that the modern buyer requires. Set Personal Selling Goals to Bring Deals to the Table Even sales leaders need to continually bring deals to the table in order to stay connected with the modern selling environment. The best way to understand current techniques, tools and approaches that actually work is to go out and make cold calls, engage on social, send a video message or send a cold prospect an email. Modern sales leaders should set a goal for themselves every month and every quarter to bring in one new lead per month. Doing so will keep your skills sharp as to what is working and what is not. Carson explains that modern sales leadership is all about connecting with prospects. For more insights on how to keep selling to stay sharp, don’t miss this episode. Modern Sales Leaders Evolve With the Way Modern Prospects are Buying The most versatile way to stay on top of their sales game is to always be adapting. To understand the shifting audience, modern sales leaders need to be listening to the industry trends and speaking with other professionals. Being agile, flexible, intuitive, and unique are all keys to selling successfully. Carson also encourages all sales leaders to not only be great at selling on their own but also be able to teach and train their sales team in effective ways. You can’t afford to miss these insights and even more guidelines, all on this episode. Check it out! Outline of This Episode [1:02] Carson Heady introduces himself on this episode of Selling With Social [5:06] Carson explains the keys to being a great modern sales leader [9:20] Modern sales leaders need to bring deals to the table [14:53] Learning to leverage social media in modern selling environments [20:38] Perfecting the work/life balance as a sales leader [22:55] The top 3 tools every modern sales leader needs to be using [24:45] You need to know THIS piece of data in your CRM [32:40] Modern sellers evolve with the way modern prospects are buying Resources Mentioned Follow Carson on LinkedIn Follow Carson on Twitter: @CVHeady007 BOOK: “Birth of a Salesman (The Salesman Against the World)” Carson’s all-time favorite movie, “Indiana Jones and The Last Crusade” TOOL: Grammarly TOOL: Crystal Knows TOOL: Seamless.ai Social Business Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

Carson Heady is a top performing outside sales leader, speaker and management consultant. He’s the author of the ‘Birth of a Salesman’ series, which details the art of sales - from interviewing through preparation, pitching, closing and advancing your career in sales. During his career, he has served at multiple levels of leadership at Microsoft, AT&T, Verizon and T-Mobile. In his role he’s overseeing partner relationships and leading strategic sales planning to grow revenue. He has a strong social media following of over 330K followers, has hosted the Smart Biz Show on EG Radio, and has been interviewed by a number of sales gurus including Jeffrey Gitomer and Jeb Blount.   Here are some of the topics covered in this episode:   Key skills you need to develop a successful career in Field Sales How to ask for a promotion How to approach your boss about career development opportunities How to set up your career plan How to know when it’s time to move on Tips for a successful job search   Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!   About the Guest: Carson entered the sales arena at age 22 and has found success at every level, from top-flight sales representative to a division leader over 200+ people. His devotion to the sales game occupied much of his time, but his desire to write never left his mind. Once Carson realized his great aptitude in the game of sales, he decided to write his first novel – “Birth of a Salesman” – which told the story of a young man who came into prominence in the sales arena and doubled as a self-help sales advice manual to guide anyone to the level of success he achieved.  He is a profound public speaker, superior corporate leader and, in addition to having letters featured in prominent magazines and local newspapers, he wrote his own bi-weekly column for his department. Carson lives in St. Louis, MO, with his 2-year old daughter.   Linkedin: https://www.linkedin.com/in/carsonvheady/ Blog & Books: https://carsonvheady.wordpress.com/ YouTube: http://www.youtube.com/user/cvheady007 Twitter: @cvheady007 Facebook: www.facebook.com/CARSONVHEADY.BIRTHOFASALESMAN

The Birth of a Salesman One consistent message I get from the Sales Babble audience is they love that Sales Babble makes sales simple by sharing practical advice and selling stories. Well today we’re going to knock that out of the park. Our guest is sales professional and author Carson Heady and he’s the author of the book series,  Birth of a Salesman. Carson spins a sales adventures of fictional Vincent Scott as a vehicle to describe what makes for great sales. Superman With a Briefcase The protagonist of the book is Vincent Scott. The story starts with him entering sales right out of college. His is young, brash and soon finds he’s good at it. He appreciates being well paid and is soon promoted and promoted again.  Vincent represents all of us. We are all tested in our careers and personal lives. Like him, we make mistakes and have wins. In Carson’s mind, Vincent is a Superman with a Briefcase.  Vincent’s not afraid to take risks. Yes he sometimes fails but in the end he is a success in his profession.   This character is a mix of people Carson has worked with over time. Attributes of a Great Seller Vincent Scott struggles like all of us:  dealing with bureaucracy, difficult deals, and working with others. This is something we all face in our careers. It’s not limited to sellers only.  The stories develop to show how he matures over time. Politics and corporate culture are a constant struggle in the book. Carson believes great sales demands: Passion Personality Tenacity Endurance Toughness There is more to sales than being an extrovert. How To Find Carson Heady You can connect with Carson on the web, blog and books: Website    LinkedIn   Twitter   Facebook Carson has published three books: Birth of a Salesman The Salesman Against the World A Salesman Forever Sales Skills Training Here are past episodes that will help you find your A game in sales. Listen now! Sales Jokes That Don’t Fall Flat with Jon Selig #195 Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187 How Salespeople Overcome Procrastination with Eric Twiggs #178 How To Sell The World with Karl Weaver #177 Selling In A Skirt with Judy Hoberman #170 Memory Hacks for Sales Professionals with Brad Zupp #169 How To Write A Successful Sales Plan with Jamie Irvine #168 How Sales Can Help Buyers Help Themselves – Hugh Liddle #164 5 SuperPowers of Successful Sales Account Executives with David Kahn #156 Persuasion and the Art of Influence with the Sexy Boss Heather Ann Havenwood #141 The post Birth of a Salesman with Carson Heady #198 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Our guest this week is Carson V. Heady, author, speaker and sales expert.   Carson V. Heady is a published author of 3 sales/leadership books including “Birth of a Salesman,” blogger, and Corporate Territory Manager for Microsoft. He has been the #1 company contributor in 8 roles across 4 companies in multiple levels of sales and leadership, and has been featured in numerous publications and podcasts.   Buy Carson's book!   On today's show... 2:15 - Did Twitter make a huge mistake doubling their character limit? 13:30 - Carson Heady discusses his new novel and the impetus to write outside of the context of his day job. 19:40 - Who is Vincent Scott? 31:30 - The Secret Sauce of Sales and the Sales Food Chain 43:05 - Book writing is hard. Writing perception vs. reality.   *** Follow Jeffrey on twitter and instagram @gitomer Follow Jennifer on twitter and instagram @jeninanyminute   *** Need more sales help? Jeffrey's website: https://gitomer.com Jennifer's website: https://salesinanyminute.com Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold

Carson Heady is a published author of two sales books and numerous articles on selling and leadership who has served at multiple levels of sales management in his career. He has worked in technology, advertising and telecommunications. Carson lives in St. Louis, MO with his wife and daughter. Show notes at http://hellotechpros.com/carson-heady-leadership/ Sponsors Burdene - The bot that remembers where you parked your car. Levant Technologies - Voted Oklahoma's #1 website design and development company.