Monthly Archives: March 2021

“Value-added selling is about proactively taking control of the sales conversation and driving it down a path of value and away from price.” – Paul Reilly Paul joins Microsoft and ex- AT&T#sales leader Carson V. Heady for a special discussion. Price becomes an issue only in the … Continue reading →

Many are waiting to get “back to normal” while others want remote/virtual work to be the new normal. The reality will be somewhere in between. Business owner and podcaster Randy Chaffee joins Microsoft and ex- AT&T#sales leader Carson V. Heady for a special discussion. Let’s acknowledge that it … Continue reading →

How do we find the right balance between “protecting margins” of a deal and protecting your #brand and your company’s brand? Biyork Canada‘s Jon Kronemeyer joins Sysco‘s Matthew K. Berra and Microsoft‘s Carson V. Heady to discuss. There are vastly different schools of thought for #selling and deal negotiation – and how … Continue reading →

The customer, your company and you must be on equal footing – balanced in the relationship, priorities and the deal. Sysco‘s Matthew K. Berra joins Biyork Canada‘s Jon Kronemeyer and Microsoft‘s Carson V. Heady to discuss. As a #seller, you cannot go full throttle prioritizing any one component of … Continue reading →

When do you walk away from a deal? Sysco#sales leader Matthew K. Berra joins Biyork Canada VP Jon Kronemeyer and Microsoft‘s Carson V. Heady to discuss. We control many things in a deal: effort to uncover the power/budget/timelines, attempts to reach the influencers, how we leverage all resources at our … Continue reading →

Your coach should help you see around corners: helping you shift #mindset so you can anticipate what’s coming, prepare and pivot as needed. Journey to Results, LLC CEO Annette Brackin, MBA joins Microsoft and ex- AT&T#sales leader Carson V. Heady for a special discussion. For leaders, it is important to realize … Continue reading →

Recognition that you need to think differently & assessing the resources and skills at your disposal are critical to think & lead differently amidst #complexity. #LeadershipDevelopment & Executive Coach Annette Brackin, MBA joins Microsoft & ex- AT&T#sales leader Carson V. Heady for a special discussion. To move away from comfortable … Continue reading →

To build the foundation for trust and transparency, we must seek to build consensus. Glean diverse perspectives and stay at the pulse of what matters to people. Annette Brackin, MBA joins Microsoft and ex- AT&T#sales leader Carson V. Heady for a special discussion. People will actively engage … Continue reading →

There is more #complexity and more gaps in business today than ever, necessitating a #mindset shift to effectively adapt and lead. Journey to Results, LLC CEO Annette Brackin, MBA joins Microsoft#sales leader Carson V. Heady for a special discussion. These more commonplace complex problems cannot be solved the same way as … Continue reading →

A “side hustle” can complement income, fuel passions and enrich our lives. Done right, it can also have a tremendous positive impact on our #career. Mizz #Marketing Owner/CEO Adam McChesney joins Microsoft and ex- AT&T#sales leader & author Carson V. Heady for a special discussion. Adam recounts his story … Continue reading →