Category Archives: Uncategorized

What is the Best Way to Prospect?

What is the best way to prospect – focusing on quantity, quality or somewhere in between? What has worked best for you? Jeff Kirchick and Carson V. Heady discuss. As long as customer #relationships and driving conversations is at the heart of prospecting efforts, and … Continue reading

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People, Prioritization & Process are the Pillars of Leadership

People have earned the right to be in the role they are in; it’s not up to a leader to force them to change their way of doing things. The experience a leader brings can help people see around corners … Continue reading

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How Do You Best Start a New Job to Ensure Success?

When you start a new role in your #career, how do you set the foundation to best ensure #success? Cresta‘s Jeff Kirchick joins Microsoft and ex- AT&T#sales leader Carson V. Heady to discuss on this week’s #MindshareMonday. In the process leading up to a new role, we enter into … Continue reading

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How to Navigate Working for a Small Vs. Large Company

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

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A Focus on People & Process Leads to Success

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

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How Do We Improve our B2B Sales Batting Average?

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

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Great Sellers Must Be the Unsung Hero

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

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How Should You Invest in Personal Brand to Drive Authentic Relationships?

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

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The Reward of Mentorship Relationships

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

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The Timeless Elements of Building Successful Teams

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

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