Winning is what fuels me. And it’s not just about deals or career milestones, or even just about myself – it has been winning or delivering wins in every meaningful area of my life: faith, family, and purpose.

This looks like opportunities to express and serve my faith, winning my wife’s hand, winning by having a positive impact on my kids or making my family’s day brighter. And delivering as many wins as possible to everyone I am blessed to interact with.

Being fueled by winning can also be the bane of one’s existence. Every day presents its own share of sometimes debilitating, life-altering challenges. Our support system doesn’t look like what we think it will or we think we want it to. Our trust in others can be shaken to the core. The rug can be pulled out from under you at any time; the shoe can drop, the curtain can close while you’re on stage.

In my life, losing people, friends, jobs and my way, plus getting it wrong many times in my relationships has taught me countless lessons. Experience teaches us to show up differently and better the next time based on the lesson.

Leave no stone unturned in your attempts to create and nurture paths to winning in whatever you’re passionate about. Go down swinging, so you look back with no regrets. And leave it all on the field. Don’t let an outcome stand or a number sit next to your name that isn’t indicative of your best.

You can’t control everything, but if you control the controllables, the odds will be in your favor.

That’s how – no matter what happens around you or to you – you’ll always emerge better, wiser, and victorious.


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How AI and Automation are Impacting Sales in 2023 – Jeff Kirchick & Carson Heady

Great sellers embrace every tool that helps them save time and show up better with knowledge and perspective to build authentic relationships. The effective use of automation and AI in sales is raising the bar.

Sales VP and author Jeff Kirchick and I discuss.

Firstly, we need to embrace our authenticity and what makes us human to be great sellers. While AI can personalize e-mails, it can’t build relationships based on shared values and experiences like we can.

Secondly, there are AI technologies out there that can help us instead of replace us. Tools like Humantic AI use neural linguistics to help understand the persona of the person you’re selling to and adjust your approach accordingly.

Let’s not view AI as a threat, but as a complement to our sales strategy. AI and automation makes our information-gathering quicker and more efficient, automates tasks to save us time, and gives us valuable insights.

These great tools make the best sellers better if used appropriately. The future is now, so let’s embrace it!


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Elevating Your Sales Pitch: Strategies for Success – Carrie Burggraf & Carson Heady, Salesman on Fire

When it comes to sales, we are always looking for ways to level up and deliver our pitch more effectively. One strategy for doing this is to elevate your sales pitch, a concept that sales expert Carrie Burggraf explains in a recent conversation.

Elevating your sales pitch means going beyond the traditional elevator pitch and developing a comprehensive understanding of your company, your differentiators, and your ideal client. This includes conducting research on your potential client’s LinkedIn profile and website, and identifying five reasons someone should do business with you and five reasons they shouldn’t.

To anticipate objections, it’s important to plan questions, rather than just features and benefits, that will help you understand the client’s frustrations and needs. For example, if you’re an IT company, rather than telling them about your free assessment, ask what the most frustrating thing about their current IT provider is.

But planning your pitch isn’t just about preparing questions; it’s also about setting the tone for the meeting. When you go into the meeting, share your roadmap with the potential client. Let them know that you’ve planned to talk about sales for 20-30 minutes, and that you’ll have questions for them about their business. This gives them control but also sets the roadmap for where the meeting will take them.

Overall, elevating your sales pitch requires intentionality and thorough preparation. By understanding your company, your differentiators, and your ideal client, planning questions, and sharing your roadmap, you’ll be well on your way to delivering a more effective and compelling sales pitch.

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Working with Fear of Job Loss – Taming Your Sales Crocodiles

Are you struggling with the fear of losing your job? If so, you’re not alone. My heart goes out to everyone who is impacted by job loss – those who have faced it or fear it – it can be debilitating.

Losing past jobs – while challenging – beget great new opportunities and outcomes for me, but living through the crucible or fearing it’s coming can make us doubt ourselves. This can be overwhelming.

I’ve made other posts about what to do amidst layoffs and I’m happy to help anyone impacted. Today, we’re talking about working amidst a fear of losing your job.

There are practical steps you can take to work with this fear and cultivate a more positive mindset. In a recent discussion as part of Taming Your Sales CrocodilesHylke FaberRick Gage, and I shared insights on how to deal with this common experience.

The first step is to acknowledge that the fear is a thought happening in your mind. By doing so, you can gain some leverage over the fear and start to figure out how to deal with it. It’s crucial to realize that giving in to this fear can cause you to become small and diminish your resourcefulness.

Build confidence around your ability to execute in your job. Focus on delivering wins for everyone, including your customers, team, and anyone you interact with. By doing so, you can give yourself the best chance of thriving at your job and having no regrets, regardless of the outcome.

Rick shares his perspective on the fear of not being good enough to find a better job. He acknowledges that his job does not define him and that he can have a better job in the future. By sitting with this fear, he realizes that his capabilities are not dictated by his job.

In conclusion, the fear of losing your job is a common experience, but it’s possible to work with this fear and cultivate a more positive mindset.

By recognizing that the fear is a thought happening in your mind, building confidence in your abilities, and realizing that your job does not define you, you can overcome this fear and cultivate your resourcefulness and creativity.

So don’t let the fear of losing your job hold you back. Take practical steps to overcome it and thrive in your career!


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Rules for Success: Avoiding Surprises, Taking Action, and Practicing Servant Leadership – Adam King & Carson Heady on “Salesman on Fire”

In a recent interview on the Salesman on Fire podcast, Adam King discussed his personal rules for success and how he applies them in his daily life. King’s rules were developed over the course of 15-20 years in sales, based on his experiences with both good and mediocre managers, as well as personal experiences.

One of King’s rules is to avoid surprises whenever possible. This includes everything from not wanting to be surprised by a missed number due to something that could have been controlled, to not enjoying surprise birthday parties. This rule extends to his interactions with others in both his personal and professional life. King believes that being proactive and avoiding surprises whenever possible helps him maintain a steady hand on the wheel and be transparent with his team about his expectations.

Another of King’s rules is to “do it now.” He believes that procrastination is a major enemy of progress, and that taking action in the present moment is the best way to move forward. King says he used to write reminders to himself on his windshield with a dry erase marker to ask himself if he had done everything possible to move the business forward that day. He believes that this rule applies not only to work, but to all aspects of life.

King also believes in the importance of servant leadership. He believes that being generous and giving back wherever possible is key to establishing a positive environment for both customers and employees. He is willing to get his hands dirty and help out whenever needed, even if that means taking out the garbage. King believes that showing up with a mindset of wanting to be helpful and create value for others is the best way to establish a positive and productive environment.

King’s rules have helped him establish a framework for success in his personal and professional life. By avoiding surprises, taking action in the present moment, and practicing servant leadership, he has created a positive and productive environment for himself and those around him. King’s experience shows that by taking the time to develop and live by a set of rules, anyone can achieve success and create a positive impact on those around them.

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How to Build a Winning Sales Culture – Aaron Cullip & Carson Heady on “Salesman on Fire”

Creating a Winning Sales Culture: Insights from Aaron David Cullip

Sales is a highly competitive field, and the success of a sales team is determined by several factors, including the right attitude, momentum, and belief. In an interview with Carson Heady, Aaron David Cullip, a sales leader, discusses how to build a winning sales culture.

According to Cullip, a winning sales culture begins with positivity and attitude. As a sales leader, he emphasizes the importance of working with someone who has a positive attitude and a winning mindset, rather than someone who has exceptional sales skills but lacks the right attitude.

Cullip likens sales to sports, where success comes down to momentum. He has developed a formula for momentum, which he believes is the key to building a winning sales culture. The formula begins with success, which is achieved by having the right attitude and following the sales process. Success breeds confidence, which leads to a belief system that nothing will stop the salesperson from closing a deal. This belief system is what creates momentum.

Cullip cites the example of college football, where an unranked team can beat the number one team on any given Saturday. He explains that the reason for this is that the unranked team has the right attitude, which leads to momentum, and ultimately, a belief that they can win the game. The same principle applies to sales. A sales team with the right attitude, momentum, and belief can close any deal.

To build a winning sales culture, Cullip recommends that sales leaders focus on promoting their team and empowering them to win. He emphasizes that sales leaders should not exist to close deals for their team but should be advocates for their team and their brand. Sales leaders should also spend time with their team in the field, listening to them and understanding how they conduct business. This helps build trust and transparency and creates a solid foundation for momentum.

Cullip also emphasizes the importance of finding the right team members. He looks for individuals with a killer instinct, hunger, motivation, and a clear understanding of their “why.” These individuals stop at nothing to win and have a belief system that nothing will stop them from closing a deal.

In conclusion, creating a winning sales culture is all about attitude, momentum, and belief. Sales leaders should focus on promoting their team and empowering them to win. They should also spend time with their team in the field, building trust and transparency. Finding the right team members who have a positive attitude and a winning mindset is also crucial. By following these principles, sales leaders can create a winning sales culture that leads to success.

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Promoted – A Blueprint for High Achievers Seeking Leadership Success – Bret Barrie & Carson Heady

Bret Barrie is a top producer and sales leader who has written a comprehensive guide to help high achievers transition into and succeed in leadership roles. In his book, Promoted, he covers a wide range of topics, including building relationships, intentionally building your brand, developing other leaders, building an effective team culture, and finding a mentor. The book is based on Bret’s own experience and the lessons he learned along the way.

Bret wrote Promoted because he wished he had a roadmap to follow when he was transitioning into leadership roles. He believes that if he had a book like this, he would have been able to get promoted into leadership roles faster and do better sooner. He hopes that his book will provide high achievers seeking to go into leadership roles with a roadmap to unlock the leader in them.

Bret believes that the most important aspect of becoming a successful leader is building relationships with everyone, from your team members to your peers and superiors. He emphasizes the importance of being adaptable to change and finding a mentor to guide you along the way.

The book is targeted toward high achievers seeking to go into leadership roles. Bret defines high achievers as individuals who are driven to be the best and are always looking for ways to improve themselves. He believes that this audience is particularly important because they are the ones who have the potential to become great leaders and make a significant impact in their organizations.

In the book, Bret discusses the importance of intentionally building your brand. He advises someone just starting to develop their personal brand to identify their unique strengths and find ways to showcase them. He also suggests building a reputation as a go-to person for certain topics or issues.

Bret faced many challenges when transitioning into leadership roles, including learning how to manage people and deal with conflict. He overcame these challenges by seeking advice from mentors, learning from his mistakes, and being open to feedback.

According to Bret, the key components of a successful team culture are trust, respect, and communication. He believes that it’s important to create an environment where team members feel comfortable sharing their ideas and opinions.

Bret believes that finding a mentor is crucial for anyone seeking to become a successful leader. He suggests looking for someone who has experience in your industry and is willing to share their knowledge and expertise. He advises looking for someone who is honest, supportive, and challenging.

Finally, Bret is passionate about baseball, and he believes that his love for the sport has influenced his approach to leadership and writing this book. He sees many similarities between baseball and leadership, including the importance of teamwork, communication, and adaptability.

Overall, Promoted is a valuable resource for high achievers seeking to go into leadership roles. The book provides a comprehensive guide to building relationships, developing your personal brand, and becoming a successful leader. Bret’s personal experience and practical advice make this book a must-read for anyone seeking to unlock the leader in them.

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How to Identify & Quell the Feeling of Inadequacy: Tips to Overcome Imposter Syndrome

Imposter Syndrome is a real phenomenon that can cause individuals to doubt their skills, talents, or accomplishments and have a persistent fear of being exposed as a “fraud.” In this video, Jeff Kirchick and Carson Heady discuss how to identify and quell the feelings of inadequacy associated with imposter syndrome.

The first step is to acknowledge the presence of these feelings and understand where they originated. Doubts can stem from surroundings, tendencies toward perfectionism, and being surrounded by dynamic, brilliant people and wondering if you fit in. The key is to slow down and attempt to discern how to proceed.

The next step is to focus on people and attempt to show up with value, whatever that may look like. Seeking constructive advice from mentors and perspective from colleagues is a true blessing that can help quell these feelings.

Individuals need to understand that they have earned the right to be where they are and that learning by doing is okay. Having a growth mindset and investing in professional development can help in overcoming imposter syndrome. Additionally, having mentors and a strong network is essential. There is no shame in asking for help and leveraging the knowledge and experience of those around you.

By following these steps, individuals can overcome the feelings of inadequacy associated with imposter syndrome and approach their work and relationships with a more positive and confident mindset.

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How to Bring Your A-Game Every Day: Tips for Peak Performance During Times of Uncertainty

In times of change, turmoil, and uncertainty, how can you ensure you bring your best self to work every day? This is a question that many of us are grappling with, especially in light of the COVID-19 pandemic and the resulting changes to our work environments.

Jeff Kirchick and Carson Heady discuss some strategies for peak performance in the face of uncertainty. They talk about the importance of mindfulness, being present in the moment, and focusing on the task at hand, without bringing the baggage of past successes or failures.

Jeff recommends detaching from events and recognizing that, in the grand scheme of things, our successes and failures are just small blips in the universe. He also advises infusing your passions into your work and recognizing that the things you love can be parlayed into your role to make each day better.

Carson draws on the teachings of Phil Jackson, a legendary basketball coach, who emphasizes the importance of mindfulness and being present in the moment. He also stresses the need to let go of past successes or failures and focus on the lessons learned, which can inform your future activities and make your processes better.

In times of uncertainty, it’s important to remember that nothing good or bad lasts forever. By focusing on mindfulness, being present in the moment, and infusing your passions into your work, you can bring your A-game every day, no matter what challenges you may be facing.

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The Impact of Fitness and Goals in Life & Career – Jeff Kirchick and Carson Heady

📣🏋️‍♀️ Looking to infuse joy and purpose into your fitness journey? Check out this conversation between Sales VP Jeff Kirchick and author Carson V. Heady about setting and achieving fitness goals, and how to transfer key health learnings to other areas of your life.

👉 From training for marathons to setting non-negotiables each day, they share their top tips for success. Whether you’re a fitness newbie or a seasoned pro, this discussion is a must-listen.

🔥 Don’t miss out on the insights and inspiration to take your fitness journey to the next level. Join the conversation now!

#FitnessChallenge #MotivationMonday #HealthyLiving #MindBodyConnection #FindJoy #GoalSetting #Inspiration #HealthAndWellness #sales #success #health #motivation #fitness

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