Authentic Sales Leader Carson Heady on becoming the hero-maker instead of the hero

Carson Heady is the Sales Director at Microsoft , an 8X CEO Award Winner, and a Best-Selling Author.
Being consistently ranked among the Top 20 Sales Gurus in the world is a testament to Carson's unrivaled expertise and influence in the sales industry. His impact extends to the realm of digital platforms as well, as he is ranked in the Top 50 Sales Authors on LinkedIn. Carson Heady: On what does it mean to be an Authentic Sales Leader'It's being human, it's meeting people where they are. It's really understanding how do I build this foundation of trust and transparency with my team? I think where I've been able to help teams is letting them know through wins and often losses how I've gotten the experience that can help them see around corners. So authentic leadership is really all about meeting people where they are staying at the pulse of your team, understanding what matters to them and what makes them tick, being human and not feeling this compulsion to be the hero. You're the hero maker now. And so I think those are the principles that are really key to me."

Carson Heady: On Social Selling“You and I have talked many, many times about the value that I've gotten out of social selling, using all of the tools possible at your disposal. A lot of them being LinkedIn tools like Humantic AI, other tools that create and nurture relationships based on arming yourself with intel, but also helping, you know, who do I reach out to? Who are the influencers? Who are the movers and shakers, and also who influences them. Because I can't control who's going to respond to me. I got to figure out, okay, what matters to these people? How can I deliver value from my unique position? And then I'm very diligent, I'm very responsive, very communicative. And it's all about winning the business for them so that they see the value in what you bring.”

Carson Heady: On how selling has evolved“The ecosystem looks so different. You are negligent if you're not evolving to incorporate and assimilate some of these new tools into your arsenal. Not all of them are going to work in every scenario. But I think that's why and this is going to be personal to you. You've got to go out and figure out what should be in your tool bag, what should be in your golf bag, what clubs are you taking out there to play. Those things are super important because it's all about intel. We have to arm ourselves with information.”
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