Monthly Archives: April 2021

There are often stark differences between working for large vs. small organizations – what are the key nuances between them? Jeff Kirchick joins me for this week’s #MindshareMonday to discuss. In smaller organizations, you often have more autonomy – which is exciting for … Continue reading →

If we have a respectful #relationship built on trust with the influencers in an organization, align on priorities and control the controllables, we optimize #sales process. Cohesity‘s Brandon Grieve joins Microsoft and ex- AT&T leader Carson V. Heady to discuss. Having the decision-maker #relationships and understanding budget and timelines sets the stage for mapping … Continue reading →

Roughly 50% of #B2B#sales deals slip or die prior to quarter’s end. How do we better manage milestones and accelerate deals? Brandon Grieve of Cohesity joins Microsoft and ex- AT&T leader Carson V. Heady to discuss. It starts with ensuring the foundation is sound: to get meaningful deals done and have … Continue reading →

Great sellers are the unsung hero, willing to do whatever must be done to properly prioritize the customer, their company and the outcome. Jeff Kirchick joins me to discuss. I take a lot of inspiration from the Chris Nolan Batman films; … Continue reading →

People do business with who they know, like and trust. What investments do you make in your personal brand to drive authentic relationships? Adam McChesney joins Microsoft#sales#leaderCarson V. Heady to discuss. #Branding is not just about sharing the winning – it’s how and … Continue reading →

Every #mentorship#relationship will look very different, but a great mentor can add game-changing value at any stage of a #career. Tintri‘s Charlie Collins joins Microsoft and ex- AT&T#sales#leaderCarson V. Heady to discuss. A “mentor” is defined as an experienced and trusted adviser. This can take so many forms, so … Continue reading →

What are the timeless elements of building #teams and what looks different in today’s landscape? Tintri‘s Charlie Collins joins Microsoft and ex- AT&T#sales leader Carson V. Heady to discuss. Experience-based questions that focus on how people handled situations they will face in the new role are imperative to gauge the … Continue reading →

Great #sellers sell their resources more than they sell their product, service or solution. Anything you bring to the table – your time, other people, investments you can make, assessments and even your boss – these are all valuable resources. Customers need … Continue reading →

#Sales will always be about #relationships. #Socialselling allows you to open any door, even virtually. What you do to stay top of mind and nurture the relationship matters most. Sysco‘s Matthew K. Berra joins Biyork Canada‘s Jon Kronemeyer and Microsoft‘s Carson V. Heady to discuss. You can control quality, quantity and consistency … Continue reading →

Many elements of #sales have changed over the last year – some very much for the better. How can we best learn the new variables and optimize effectiveness with a new way of #selling? Paul Reilly joins Microsoft and ex- AT&T leader Carson V. Heady for a special discussion. #Connecting has … Continue reading →