The Role of the Seller

The most wonderful aspect of sales is that if you are a great seller, like a profound artist or uniquely qualified surgeon, there’s always work for you. There’s also always an itch – to achieve, to be relevant, to get that taste of success again and again.

Sales is a sport filled with winners and losers, workers and hustlers, honorable and cheats. Each segment or industry is its own playing field, rich with lingo and best practices and its own nuances. Master your playing field – the things that get you paid and noticed – and you can dominate your field. Sales excellence is not about excellent sales – it’s about becoming a student of the game and understanding how it works. It’s about relationships. It’s about adding value. It’s about odds, probability and consistency.

But it does not always transfer. A great seller does not a great manager make. Someone who thrives in health care sales cannot necessarily move into technology or cars or retail. It takes the rarest of rare – the unicorn of sales (or, perhaps more appropriately, the chameleon) – to transform into the successful seller of every solution.

You must really care about your brand to continue to adapt with every change thrown your way. But we’ve got work to do and money to make. A real seller’s job is never done.

About cvheady007

I am a Christian, Husband, Dad, workaholic and author. Biography 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 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.
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