Stand Out Vs. The Competition (Sell It Like a Mango) – Donald Kelly and Carson Heady

Competition is inevitable… and good – it forces us to show up better, evolve offerings and invest significantly in customer relationships. The Sales Evangelist’s Donald C Kelly joins me to discuss.

Check out the full discussion here!

https://youtu.be/dg4OZ7LOldc

Understand your competition. Information and knowledge are key and knowing a strengths-weaknesses-opportunities-threats breakdown of your competitors helps you determine with whom and in what areas you should focus.

Donald wrote an important book called “Sell it Like a Mango: A New Seller’s Guide to Closing More Deals” where he discusses his first experience with selling & how he learned to master the competitive landscape. Check it out here! https://lnkd.in/dk7PJx89
 
Just like you have a playbook, so do your competitors and customers. Value is in the eye of your prospect, and they don’t necessarily care about your key initiative. Knowing how to leverage your strengths and meet your customers where they want to be met make all the difference.
 
Check out the full discussion here! https://lnkd.in/d4n4C5cQ

#sales #experience #opportunities #career #selling #salespeople #salescoaching #sellingskills #sellingtips #prospecting #leadership #management

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Selling Through Tough Times – Paul Reilly & Carson Heady

Tough times are inevitable. We can prepare for them, control our response & learn during them. Best-selling author Paul Reilly and Microsoft sales leader Carson V. Heady discuss on Salesman on Fire.

Check out the full discussion here:

Tough times can look like a lot of different things, from a sales slump or personal struggles to a deadly diagnosis or recession. While many elements of tough times are painful, pain can beget positive change.

During tough times, stay central to your purpose, seek to serve, and provide what your audience and customers need: security & stability. What value looks like can shift; your goal is to reduce their risk of change.

Don’t focus on your performance during tough times; focus on progress. Plant the seeds that will flourish after tough times end.

Double down on people and process. We must reinvent ourselves often; tough times enable you to learn new tools and approaches, plus ways to parlay your strengths into wins for others.

Look for the positive and learning in every setback!

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Relying on Motivation Vs. the Execution of Consistency

While spurts from motivating outside sources can certainly cause a spike in our output and results, the only surefire way to reach your goals consistently is to apply consistency to execution of your process – even (and especially) when you’re just not feeling it.

This can be achieved by:

  1. Grounding yourself in your desired outcome or North Star
  2. Remembering that even going through the motions moves you forward. If you execute your non-negotiables and prioritize effectively, you will reap the reward of achieving milestones
  3. Don’t rely on outside sources you cannot control motivating you; more fuel comes from intrinsic motivation

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Coaching Culture, Digital Brand & The Importance of Practice

How can leaders create a coaching culture, empower teams, expand influence with social media & take their teams to the next level by making “practice” a part of regular execution?

Kelsan #Sales VP Justin Clark joins Microsoft Director & #1 social seller Carson V. Heady on Salesman on Fire to discuss.

It begins with intentionality – identify why it is important to have a winning, strong, diverse and inclusive culture that isn’t exactly like us.

Leaders don’t exist to be the heroes; they are the hero-makers. Strong coaches are not reactive and it’s not important for them to be the smartest person in the room. Understand your team’s why, invest in them, and show you trust them by letting them execute as they see fit.

Find people that will enhance everyone else on your team because their strengths are unique and they complement the whole. Not only are you building a team, but you’re building a leadership reputation and attracting future talent by the moves you make.

We can help them see around corners, but it’s not our job to analyze every facet of their process. We can certainly advise ways they can broaden impact and improve outcomes, but we leave the call on how they do it with them.

The role of the leader is relatively invisible in the day to day. Inspect, be available, communicate frequently and transparently so your team is armed with everything they need to be successful. Remove legitimate barriers to success so the road there is clearer.

Justin and Carson discuss how leaders can best leverage digital to enhance brand and influence teams plus how making “practice” normal in the workplace takes everyone to the next level.

#leader #microsoft #leadership #interview #coaching #success #team #people #culture #leaders #talent #collaboration #management #growthmindset #lifelonglearner #msftadvocate #innovation #hr #careers #socialmedia #brand

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How Do You Bring Peak Performance Every Day Amidst Uncertainty – Jeff Kirchick & Carson Heady

How do you bring your peak performance day after day, especially amidst change, turmoil or uncertainty?

#Sales VP and author Jeff Kirchick joins Microsoft Director & Salesman on Fire author Carson V. Heady to discuss.

As challenging as it is, don’t get distracted by things out of your control. They can veer you away from fundamentals and process.

Be purpose-driven and execute your daily non-negotiables, with people in your sphere and relationships as the priority.

Practicing mindfulness and being present and in the moment is crucial. Focus on landing the step and showing up as your best self.

Don’t cling to your wins or losses, rather let your learnings inform your strategy and activities so you can apply your best.

Play for love of the game; you won’t always do exactly what you think you want to do, but you can certainly parlay your passions and unique superpowers into your work and tasks in a way that can ignite your motivation.

Nothing good or bad lasts. Give yourself grace, land the step and keep people and process at the heart of everything you do.

#microsoft#motivation#career#leadership#management#innovation#growthmindset#lifelonglearner#selling#salespeople#mindfulness#strategy#people#collaboration

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What Got You Here Isn’t Going to Get You to the Next Level

What got you here isn’t going to get you to the next level.

Whether you arrived thanks to relationships or a reputation, you will need to forge a distinct path leveraging new tools, resources and relationships to get wherever you want to go.

Maybe it’s a job or a promotion. Maybe it’s a relationship – the attraction that got you in it won’t keep the love alive. Whatever it is, you have to determine what greatness or success looks like and carve out a roadmap to get there.

Don’t get me wrong – you’ll learn plenty from where you’ve come from and your previous efforts matter. But you’ll have to match or surpass your efforts and contributions if you want to continue leveling up.

In my experience, I’m constantly looking for new ways to love my wife and kids. What made me a great sales rep don’t by default make me a great leader, but knowing and empowering my teams can.

Think about the outcome you want, and develop the process that will lead you there – relationships you need to get where you want to go. Think about the skills or knowledge or controllable variables so you can lay the foundation and set off on the right path.

Even deciding you want to or think you’re ready for the next level doesn’t make it so. You’ll have to adjust and adapt along the way, as roadblocks present themselves or variables change. Be mindful, address the present moment and adjust the sails based on the new parameters.

The next level is out there. What are you willing to do differently to get there?

#sales#success#job#experience#leader#career#relationships#teamwork#leadership#management#promotion

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Selling From the Heart 2022 Authentic Selling Challenge

One of the biggest thrills of my career to date, being a contributor to the Selling From the Heart Authentic Selling Challenge, hosted by Larry Levine – Selling From The Heart and Darrell Amy.

Over the moon to have been on the docket alongside luminaries of sales like Jeffrey GitomerJennifer GitomerMorgan J IngramHeather Monahan & Scott Schilling. Truly enjoyed talking about how critical relationships and being genuine are in sales and career.

Whether you are in sales for the fulfillment, thrill, or the coin, you cannot reach your potential unless you are your authentic self.

Please check it out here!

#sales#career#leadership#management#selling#sellingskills#sellingtips#sellingfromtheheart#authenticity#authenticitymatters#salespeople#salescoaching#salesmanagement

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How to Make 2022 Your Best Year Yet – Jeff Kirchick & Carson Heady – Salesman on Fire

Whether coming off a great 2021 and needing a repeat, a poor year needing a rebound, or just struggling now to create momentum, how do you set yourself up for 2022 success?

Dvinci (Dvinci.co)#sales leader & author Jeff Kirchick joins Microsoft‘s Carson V. Heady on Salesman on Fire to discuss.

It starts with a plan. Take a look back at what has worked and what hasn’t, and incorporate that knowledge into your strategy.

“Winning is great, but it doesn’t last. What lasts is what you’ve learned.” – John Wooden

How are you going to parlay your learnings and passions into the coming year? What relationships will you need to achieve what you want to, from goals for your role to your career?

If you struggle to get some rhythm, acknowledge the discomfort, pace yourself and perhaps change things up a bit. If you’re stuck in the same scenery daily, perhaps change it up – schedule walking meetings, take a break for a passion, and focus on just landing the step.

2022 is a blank canvas, so – like an exercise routine or starting anything new – go in with a plan, take your time, focus on people and process, and your year will be a masterpiece.

#microsoft#success#career#people#strategy#msftadvocate#leadership#career#happynewyear2022#newyearresolution#goals#goalsetting

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How to Optimize Productivity & Impact – Amanda Holmes & Carson Heady – Salesman on Fire

Optimizing our productivity and impact will be critical for a successful 2022. How can you put a plan in place right now?

The incredible CEO of Chet Holmes InternationalAmanda Holmes joins Microsoft#sales#leaderCarson V. Heady on Salesman on Fire to discuss how to control these controllables.

Check out the full episode here! 

6 steps to great time management:
(1) Touch it once. Don’t read and re-read e-mails or check them upon receipt. Take action and move on.
(2) Make Lists. What are your daily non-negotiables that you must achieve?
(3) Plan How Much Time Is Needed for your non-negotiables – block off time to be proactive vs. reactive.
(4) Plan Your Day – This includes time needed for proactive and reactive work.
(5) Prioritize: Make sure most of the day is focused on proactive work.
(6) Ask Yourself: How much will it hurt to throw this away? What do we TRULY need to hold on to?

How do we optimize the level of impact we can have with customers, colleagues and teams? The short answer: FOCUS ON THEM. Not you.

“Superstars spend most of their time establishing rapport and finding the need, focused on providing value.”

Amanda outlines “The Dream Buyer’s Strategy” – how we leverage intelligence and insight to find the game-changing clients.

“Mastery isn’t about doing 4,000 different things – it’s about doing 12 things 4,000 times” – we are always on a quest for quality of process, quantity of meaningful engagements and consistency of execution.

To optimize results over time, you must possess and embody the discipline and determination to stay the course with resilience in process.

Check out the full episode here! https://lnkd.in/etVMC7_v

#sales#strategy#leadership#success#coaching#management#performance#motivation#prospecting#training#relationships#customerengagement#growth#leadershipdevelopment
#leadership#microsoft#employeeengagement#management#culture#employees#msftadvocate#innovation#sales#engagement#humanresources#hr#strategy#digitalmarketing#innovation#leadership#microsoft#msftadvocate#teamwork#collaboration#partnership#culture#performance#management

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Imposter Syndrome – How to Identify & Quell the Feeling of Inadequacy – Jeff Kirchick & Carson Heady

Imposter syndrome – when an individual doubts their skills, talents, or accomplishments and has a persistent fear of being exposed as a “fraud” – is real, and here is how to approach & quell these feelings. #Sales author & Dvinci (Dvinci.co) leader Jeff Kirchick joins Microsoft’s Carson V. Heady, author of Salesman on Fire, to discuss. Even though it is quite common to doubt it, we have earned the right to be where we are. These doubts can stem from surroundings, tendencies toward perfectionism and being surrounded by dynamic, brilliant people and wondering if you fit in. Acknowledge the presence of these feelings and seek to understand from where they originated; slow it down and attempt to discern how you can best proceed. Focus on people and genuinely attempting to show up with value, whatever that may look like. Constructive advice from mentors and perspective from colleagues is a true blessing that can What unique superpowers can you bring to the situation for your relationships? Ask how you can help, control what you can, understand how you can positively impact and influence. #career #impostersyndrome #leadership #motivation #inspiration #growthmindset #lifelonglearner

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