Podcast appearances and mentions of Carson V Heady

In this episode of Mastering Modern Selling, hosts Tom Burton and Carson V. Heady are joined by Denise Natali to explore how modern sales teams can leverage data to drive superior results. With the abundance of data available today, it's not enough to simply collect it—sales leaders and reps must learn to harness it effectively. The Power of Data in SalesDenise stresses that in today's competitive sales landscape, using data isn't optional—it's essential. Sales professionals must learn how to interpret data to uncover insights that drive smarter decisions and improve sales outcomes.Adopt a "Moneyball" ApproachDrawing inspiration from the book Moneyball, Denise explains how data can be used to make more precise decisions in sales, just like baseball teams use analytics to pick players. By focusing on the right metrics, sales teams can identify high-value prospects and increase conversions.Sales Tools are EvolvingAs technology evolves, so do the tools available to salespeople. Denise highlights how these tools have become more accessible and user-friendly, making it easier for sales teams to gather, analyze, and act on data, thus improving their decision-making in real time.Data-Driven Coaching for Sales TeamsIt's not just about tracking data; it's about using it for development. Sales leaders should use data to guide their coaching efforts, offering personalized insights to each team member. This data-backed coaching helps improve performance across the board.Continuous Evolution is KeyThe sales landscape is constantly changing, and staying ahead means evolving with it. Denise encourages sales teams to continually adapt to the tools and data available, ensuring they remain competitive and capable of responding to market shifts.This episode reinforces the importance of adopting a data-driven mindset in modern sales. By embracing data, leveraging the right tools, and continuously evolving, sales teams can unlock new opportunities and drive 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 of Mastering Modern Selling, hosts Brandon Lee and Carson V. Heady welcome Allan Langer, founder of the Seven Secret Sales Academy, to dive deep into the world of effective and authentic sales strategies. With a career spanning over 27 years, Allan shares his transformative journey in sales, highlighting how he went from a top rep at Andersen Windows to a bestselling author and sales consultant. This episode is packed with insights on how to break away from the traditional "salesperson" mold to connect authentically with clients. Here are five essential takeaways:Become the “Anti-Salesperson”: Allan emphasizes that true sales success comes from breaking the mold of what people expect a salesperson to be. Rather than high-pressure tactics, embrace a consultative approach. By being genuinely curious and focused on the customer's needs, sales reps can build trust and stand out from the competition.Master the Art of Body Language: Allan dives into the importance of reading and understanding body language, especially in virtual environments. Showing your hands on camera and avoiding glances away from the screen can build subconscious trust. Recognizing cues like a “real smile” versus a “polite smile” can reveal valuable insights into customer receptiveness.Open-Ended Questions Are Key: Allan stresses the power of open-ended questions to uncover the real problems customers face. By moving beyond closed-ended questions and encouraging clients to open up, sales reps can discover the deeper emotional drivers behind purchases. This makes it easier to move from a surface-level conversation to a meaningful sale.Bring Energy, but Stay Genuine: It's not just about showing up with energy; it's about being genuine and fully present in every interaction. Allan warns against treating any sales call as “just another meeting.” Instead, make every client feel like they're the only focus of your day to foster deeper, more impactful connections.Leverage the Psychology of Ownership: Encourage clients to visualize what it would feel like to own and benefit from the product or service. Rather than stating benefits, use imagination-driven language—such as “Imagine how this will improve…”—to make the solution feel tangible and relatable. This approach taps into customers' emotions and helps cement the value of the offer.In wrapping up, Allan's advice provides a blueprint for transforming the sales approach by putting empathy, authenticity, and psychology at the forefront.  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, 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

In this episode of Mastering Modern Selling, hosts Brandon Lee, Carson V. Heady, and Tom Burton ignite a challenge for every CEO: step up and own your presence on LinkedIn. This isn't just another task on your to-do list; it's your stage to lead, inspire, and drive your company forward.LinkedIn: Your Leadership StageLinkedIn isn't just for networking—it's where you lead by example. Show your team and the world what true leadership looks like by being visible and active on the platform.Build Trust Through AuthenticityUse LinkedIn to connect with your audience on a personal level. Share your journey, your insights, and your vision. People follow leaders they trust, and your presence on LinkedIn can foster that trust.Turn Activity Into OpportunityBy sharing your thoughts and engaging with others, you create opportunities. Each post, comment, and interaction can attract new business, partnerships, or talent.Expand Your InfluenceEngage in meaningful discussions, share your knowledge, and become a voice in your industry. The more you give, the more you grow—not just in followers but in real influence that impacts your business.Embrace Your RoleIf LinkedIn feels like a chore, shift your mindset. This is your chance to be the face of your company, to set the tone, and to inspire not just your team but your entire industry.This episode is a rallying cry for CEOs to take the lead on LinkedIn. By showing up with authenticity and purpose, you can drive success and set an inspiring example for others.Don't miss out on the full episode for more insights and real-world examples that will help you own your space on LinkedIn. 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 week's episode of "Mastering Modern Selling," Victoria Jiménez, an esteemed practitioner from the University of Texas at Dallas, shares her wealth of experience and insights from the sales program with Hosts Tom Burton and Carson V. Heady.Here are five pivotal points from the discussion:Integrative Sales Education: Victoria details her academic journey in sales, highlighting the program's focus on real-world applications rather than traditional exams. The curriculum emphasizes role-plays, hands-on projects with CRM tools like Salesforce, and intense competition simulations that prepare students for actual sales scenarios.The Humanistic Approach: Echoing modern selling philosophies, Victoria stresses the importance of viewing prospects as individuals rather than just business opportunities. This approach fosters genuine connections, making it easier to address their needs effectively.Leveraging LinkedIn: The program also teaches the strategic use of LinkedIn, including maintaining a strong SSI score, to better identify and engage with potential clients. This tool is pivotal in understanding what matters to prospects at a personal and professional level.AI in Sales: Artificial intelligence plays a crucial role in their training, with tools like ChatGPT being used to grade role-plays and provide feedback. This integration of technology is preparing students for the future landscape of sales, where AI aids in refining sales strategies.Continuous Adaptation and Improvement: The sales program is continuously evolving, and adapting to new industry standards and technologies. This adaptability is crucial for staying relevant in the ever-changing field of sales.Victoria's insights not only shed light on the cutting-edge methods being taught in modern sales education but also underscore the importance of continuous learning and adaptation in sales. Her approach illustrates how blending technology, personal connection, and strategic thinking can revolutionize selling techniques. For those eager to stay ahead in the sales game, embracing these innovative strategies is key.Watch the full episode here! This Show is brought to you by Fist Bump. Your prospecting partner to authentically fill your pipeline with ideal customers.

In this week's episode, hosts Brandon Lee and Carson V. Heady explore the transformative journey in sales methodologies with Lee Salz, author of "Sell Different!" and "Sales Differentiation."Delving into the concept of a sales contrarian, the discussion unveils how traditional sales tactics are being reevaluated for modern effectiveness.Key Points Discussed:◾ Value-Driven Discovery Calls: Emphasizing the importance of making discovery calls interesting and focused on the buyer rather than the sale◾ Maturity Assessment in Sales: Introducing an innovative approach to assessing and enhancing sales team maturity for better performance.◾ Shifting Sales Mindsets: How adopting a contrarian perspective can lead to more successful sales strategies by challenging conventional wisdom.◾ Importance of Sales Process Over People: The critical role of a solid sales process in ensuring sustained sales success, rather than relying solely on individual sales talents.◾ Utilizing LinkedIn for Sales: Strategies for leveraging LinkedIn effectively to establish subject matter expertise and engage potential clients without direct selling.This episode emphasizes the need for sales professionals to adapt and innovate in their approaches. By reimagining sales from a contrarian viewpoint, there's potential to transform challenges into opportunities for growth and success.

In this episode of Beyond the Sales Floor, our special guest is Carson V Heady, Social Selling Lead at Microsoft. Carson shares how social selling can be the key to unlock communication and relationships with other rooms of the house. He also shares his approach towards structuring plays in outbound, that get you paid.

Carson Vincent Heady was born in Cape Girardeau, MO, graduated from Southeast Missouri State University and moved to St. Louis in 2001. He has served in sales and leadership across Microsoft, AT&T, Verizon and T-Mobile.   Carson is the best-selling author of the Birth of a Salesman series, the first book of which was published by World Audience Inc. in 2010. He released The Salesman Against the World in 2014, A Salesman Forever in 2016 and Salesman on Fire in 2020. He is also featured in Scott Ingram's B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals.   Carson is a 7-time CEO/President's Club winner across 5 roles at AT&T and Microsoft and National Verizon Rockstar winner. He has been recognized as a top social seller at Microsoft and is consistently ranked in the top 25 sales gurus in the world on Rise Global. He is included among the Top 50 sales authors on LinkedIn.   With over 330K social followers, Carson has also been interviewed on over 30 sales and leadership podcasts, by such luminaries as Jeffrey & Jennifer Gitomer, Jeb Blount, Brandon Bornancin, Sam Dunning, Larry Levine, Darrell Amy, Scott Ingram, Thierry van Herwijnen, Jim Brown, Sam Jacobs, Luigi Prestinenzi, Donald Kelly, Marylou Tyler, George Leith, Pat Helmer, Eric Nelson, Ron Tunick, Jeff Arthur, Mary Ann Samedi, Jean Oursler, Andre Harrell, Marlene Chism, Bill Crespo, Matt Tanguay, Josh Wheeler and Chad Bostick. He has also co-hosted the Smart Biz Show on EG Marketing Radio.   His articles have appeared in several noteworthy publications such as SalesGravy, Smash! Sales, Salesopedia and the Baylor Sports Department S3 Report.   Carson lives in St. Louis, MO, with his wife Amy and daughters Madison, Sidonia and Charlotte.  

I am joined by Carson V Heady, Microsoft Heath Solutions Director, Author of Salesman on Fire, to discuss a recent 9 digit win which originated in a Social Media engagement. Carson explains best practices in deploying Social Media and common pitfalls.

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

What is a Social Seller and how has the role evolved. Join me where I speak to Carson V Heady, Microsoft's Health Solutions Director and their number 1 Social Seller where we discuss how his role has developed and the support Microsoft has given him in that evolution. We also discuss how the digital tools of today's seller fits into the overall sales process. https://carsonvheady.wordpress.com https://www.linkedin.com/in/carsonvheady/ Music from Uppbeat (free for Creators!):

Paul invites sales leader and best-selling author Carson V. Heady to share his perspective on common challenges facing the sales community and provide powerful solutions to apply in any marketplace.  SHOW NOTES “One small win doesn't mean all that much, but when you combine all of those small wins, it leads to big change.” -Carson Engaging key stakeholders as part of the process is instrumental in the success of a relationship or deal. “You can't feast until you set the table.” - Carson Success in sales means sometimes learning to live with uncomfortable or ambiguous situations.   “There is no seller more confident than the seller that walks into a deal that they don't need.” - Paul Don't become a prisoner of hope; take control of the controllable elements of a deal. Connect with Carson at carsonvheady.wordpress.com Purchase Salesman on Fire and Birth of a Salesman on Amazon or at your local bookseller. ALSO MENTIONED The Q and A Sales Podcast: What is a Go-Giver? with Bob Burg *** Learn more: https://www.theqandasalespodcast.com. Pre-order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

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 V Heady is a bestselling Author known for his top books "Salesman on Fire," and "Birth of a Salesman" Carson is a Series 7-Time CEO Award Winner and a Sales Hall of Fame Inductee. Listen while Audrey and Carson decode the secrets of selling success made for our own lives.

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Carson V. Heady is a Best-Selling Author of the "Birth of a Salesman" series and consistently ranked as a Top 20 Sales Guru in the world. We learn Carson' story, how he became a top sales professional plus how he has built up a range of top performing sales teams. Carson goes on to share his exclusive business growth strategies, how to build an unshakeable network and the perfect way to follow-up with prospective customers. And as always, we learn the top digital marketing channels that Carson recommends and has had huge success with that you can implement to skyrocket your business and sales!

From selling meat at 10$ per lb. to million dollar contracts, introducing Carson V. Heady; Microsoft's Senior Account Executive in the Heath and Life Science Sector. Carson is the leader of a multi-cloud account team efforts in the North Central district for Microsoft Premiere accounts. Carson has many achieves over at Microsoft including: Gold Club Winner: 180.35% to plan FY2019, was interviewed by Microsoft President them self on best practices when it comes to prospecting and social selling techniques and have closed many multi-million dollar contracts. Carson started off by selling meat at a local meat store in St. Louis MO. Quickly realized there's got to be a better way to maximize his time so he jumped shifts into retail sales. Started off over at AT&T as a Director of Sales & Ops, moved his way up into Verizon as a Regional VP then Market Manager over at T-Mobile repetitively. Carson always pushes forward and believes in working in the client's best interests, even if it means telling them "not to buy". Carson is also the author of "Birth of a Salesman". Once a sales pro, always a sales pro. Carson, thank you for all you do, keep up the good work! Cheers to closing 2019.

Social selling is the new sales because it utilizes all the techniques and tools that we've always enjoyed as sellers in order to help us build better relationships. Although nothing will ever replace the face-to-face relationships that sellers have with their clients, social selling is a valuable tool. Today Carson Heady shares what he has learned over a 17-year sales career about prospecting and relationship building and how social selling helps with it. Social selling Social media can help you find the right person to talk to that can help you connect with the right people, get a meeting, and stay top of mind. It's a great compliment to the business relationships we should already be forming. Social selling isn't a replacement for the things we're already doing. It's the application of the tools that enable us to get insights or see what customers and their organizations are thinking, doing, and talking about. When I first started using social selling, I was guilty of blasting a bunch of messages on LinkedIn and pitching people there. I quickly realized that wasn't social selling. Social selling equates to brokering relationships but you're doing it online. It isn't sending mass emails to people sharing everything that you have to offer. Results Salespeople are interested in results, and Carson said that after studying reports about social selling, he has determined that it amounts to standing apart, being unique, and finding a way to differentiate. Social selling is a very targeted and specific effort to cast a wide wide net to reach maybe 30 people in a single organization in hopes that you'll land a single meeting. That effort resulted in one of the larger deals in Microsoft. Relationships Carson suggests following business journals and using Sales Navigator to help in your efforts. Following the trades to stay aware of new C-levels that join the organization. Last year, Carson was the first to the table when a new C-level joined a company he was connected to and now Microsoft is helping to drive change within that organization because of the relationship. The relationships drive the deals forward, and those relationships wouldn't exist without the strategic utilization of social selling. Innovate We're all just trying to do something different. We're trying to get a response or a meeting by setting ourselves apart from the others who came before us and failed. We aren't just sitting on the phone reaching out to people. We have so much technology at our disposal that we have to be careful to be focused and tailor our efforts. If we don't, we'll likely suffer from diminishing returns. Our past approach of "spray and pray" doesn't work anymore. You have to embrace the probability of success. In the past, people were willing to send out hundreds of notes with the understanding that they wouldn't get a whole lot of reception. Consistent If you want to connect with a C-level at an organization, you don't just go after them. You've got to start a few levels below where you'd like to end up. Once you're able to talk to someone who is receptive, you can use that momentum internally to get in front of the right audience. But you must be consistent in your approach. Prospecting never ends. You must revisit those prospects. Not surprisingly, many clients don't reply immediately like you'd like them to. Be persistent and reach out to the same folks, but change your messaging. Offer a compelling reason for your prospects to respond. Be aware, too, that you may catch someone on an off day. The prospect may be sick or he may have missed the email. He may be busy. Be adaptable with your process. There are a lot of things that we believe are good philosophies as sellers, but when we try them for a bit they don't work the way they want to. So we discard them. We tweak things a bit and we adapt. Concise Sometimes we send long elaborate emails in hopes that we'll get a reply. Truthfully, sometimes we get the best responses from emails with only one sentence. People are busy and they don't have time to read a 3-paragraph message. If you're specific and you offer a single task, they can more likely respond. Emails are not intended to close the sale. It helps you grab attention. Don't try to sell an enterprise solution within a few sentences of an email. Trying to sell in an email amounts to skipping steps in the sales process. You're jumping straight into the second or third date without wining and dining the prospect. Connection When you're seeking to connect with multiple people in an organization, your approach will depend on what you're looking to accomplish. It will also depend on your unique connection to that person. If you're searching for a job, don't reach out with questions about a job or an opportunity within the organization. Instead, try this: "I saw that we have mutual synergies and I'm looking to parlay my experience into your industry. I'd love to sit down for 10 minutes to pick your brain and get some advice." Determine your unique connection to that client and then approach using that angle. [Tweet "If you work to provide support, lend service, and add value to the relationship, you have a much better probability of getting a reply to your outreach. #AddValue"] When Carson reached out to 30 people in a single organization, he got replies from about 11 of them. Of those responses, he got one response that pointed him to a certain person in the company. He pursued it and landed one of Microsoft's larger deals. Your chances of getting a reply are small to begin with. Make sure you put your best foot forward. Reach out to all of the people who have a vested interest in what you're doing. Needs analysis Our process exists for a reason. When it goes awry, and when we get overzealous, we skip steps and we put too much information out there initially. Sometimes your connection can just be to share an article and engage in a real conversation rather than always sending a message about "following up." You can also share or retweet the other person's content as a way to engage. There is no single bullet that fixes all. Be cognizant that there are a lot of tools that exist that will help you succeed. The sales process is vital, just like it's vital that we only use social selling to get a meeting. Stay top of mind so your connections continue to see you. If the prospect knows that he owes you some information, it may stimulate the conversation to continue. It's a non-threatening way to follow up. Relationships are everything. If you lead with the goal of adding value you never have to worry about your sales numbers. "Social Selling Is the New Selling" episode resources You can connect with Carson on LinkedIn or Twitter, and you can grab a copy of his book, The Birth of a Salesman: The Transformation of Selling in America. You can also check out his blog, The Life and Times of Carson V. Heady. Try the first module of the TSE Certified Sales Training Program for free. This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance. TSE Certified Sales Training Program can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us. This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out. You'll receive real-time alerts anyone opens an email or clicks a link. Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven't already done so, subscribe to the podcast so you won't miss a single episode. Share it with your friends who would benefit from learning more. 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Carson V. Heady is an author and sales leader that I am really excited about talking to. He is in the trenches when it comes to sales. He is there digging in the dirt making sure that those sales are happening. I asked him to come on the show is because he is diving into an becoming an expert at social selling. When it comes to prospecting, we are habit machines that block out times to do single tasks, and we get stuck when it comes to integrating all of the social tasks into our process. Carson is going to talk about best practices around integrating social into the sales process and specifically the prospecting side of things. Episode Highlights: How social selling is bubbling up as something that we should pay attention to. Sales is still a relationship game, but social will enable us to build relationships and stay top of mind. How platforms have caught on and integrated into people’s day. These platform enable us to target specific areas and when people make changes. We can keep at the pulse of what is going on. It also enables to continue the post sales relationship. Display etiquette and be succinct and state your desired value that you are bringing. It comes down to adding value. How social selling allows us to do a lot of experimentation. These social tools can help us take the cold out of cold calling and introducing ourselves in a relatively passive way. Consistently reaching out to 5 to 10 people a day and stacking it into your daily routine. How it takes a long time to craft and cultivate social relationships, but the returns are unbelievable. Gearing messages for your audience and understanding what is working and what is not. The stuff that works can be transferred over to your email sequences. Assimilate social selling into your evolving sales process. Finding the right tools that will work specifically for you and using them to be more effective. Begin with the end in mind. What your goal is? Social selling is a wonderful way to share and connect with people. Resources: Birth of a Salesman (The Salesman Against the World) (Volume 1) Birth of a Salesman: Ultimate Edition Carson V. Heady on LinkedIn @cvheady007 on Twitter Crowdfire

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