Episode 54: Microsoft’s Carson Heady – Master the Day (October 23, 2018) скачать в хорошем качестве

Episode 54: Microsoft’s Carson Heady – Master the Day (October 23, 2018)

“A day achieved is a success in itself.” Carson Heady is a top sales performer and cloud transformation specialist for Microsoft. In his role, Carson orchestrates segments of account teams for all of the opportunities that fall in his sales territory for any facet of Microsoft Cloud. Having held several roles within the organization prior to this one, Carson has encountered a multitude of challenges, setbacks, triumphs and changes. His philosophy of mastering the day by taking on each day’s challenges one at a time has led to a wide array of success both personally and professionally. In this episode Scott and Carson talk all about prospecting, networking and building sales relationships. Carson chronicles his career in sales, from working at AT&T as a sales associate to his current role as a cloud specialist for Microsoft. He has truly touched on a myriad of sales facets across multiple Fortune 500 companies. Carson identifies perseverance, adaptability and networking as three of his key success factors. He discusses how past internal motivators for success, such as money and ambition for advancement, have yielded to motivators focused more on family, career stability and learning. Carson talks about the evolution of his roles at Microsoft, from business manager to cloud specialist. He reflects on his career and the things he would do differently, including learning to better navigate the political landscape of corporate America. We also learn the methods by which Carson has achieved such great results as a top sales performer. He credits much of that success to best practices, gravitating towards and emulating top sales leaders, and being a student of the business. Carson breaks down how he maps out his vision for success on a day-to-day basis. This specific method allows him to prioritize the events and people that matter most. By mastering each day, Carson achieves a masterpiece in the overall big picture of success. Carson is a big believer in communication and, sometimes, over communication. He believes that ineffective communication is the reason for a lot of organizational turmoil or issues. Carson shares his philosophy on prospecting and the importance of taking the emotion out of that process. He stresses the importance of networking and being consistent in maintaining those relationships. Finally, Carson challenges those looking to become successful in the field of sales to step outside their comfort zone and cast a wide net in order to create future opportunities and close more deals. He encourages soaking up knowledge, learning best practices, and gravitating towards the right people in order to develop meaningful and lasting relationships. What We Covered: 00:24 – Scott Ingram welcomes to the podcast, Carson Heady 00:46 – The three things Carson attributes to his success 01:05 – Number 1: Endurance and Perseverance 01:29 – Number 2: Adaptability 02:11 – Number 3: Building a Network 03:50 – Carson elaborates on the evolution of his priorities and motivating drivers 06:30 – Carson talks about the roles he’s held at Microsoft 07:37 – What Carson does as a cloud specialist 08:06 – How Carson got his start in sales 09:38 – What Carson would do differently in his career if given the chance 12:05 – Scott promotes the Sales Success Stories book 12:59 – Carson discusses his results and what it’s taken to become a top performer 17:10 – The internal monetary metrics Carson uses to measure success 20:15 – Carson reflects on the times he did not meet his financial goals 22:32 – How Carson organizes his calendar to maximize success 25:18 – Mastering the day 27:35 – The importance of communication 28:58 – Carson describes a typical day in the life 34:43 – The industry trades, news, and information that Scott consumes 37:40 – The time and place for social media 39:05 – The process of prospecting 45:06 – Carson’s proudest accomplishments of his career 46:46 – Carson’s book series 51:04 – Finding unique ways to successful sales processes 52:14 – The biggest challenges Carson sees in today’s sales environment 55:00 – How Carson adapts to change 1:03:17 – Content-based networking 1:06:41 – People and Process: Carson’s sales philosophy 1:09:28 – Carson’s process as a seller 1:14:54 – What motivates Carson today 1:16:27 – One of Carson’s beliefs that the average salesperson thinks is crazy 1:20:08 – An average salesperson’s belief that Carson believes is crazy 1:22:33 – Advice Carson would give to upstart salespeople 1:24:47 – Advice Carson would give to middle-of-the-pack salespeople looking to be great 1:28:13 – Carson’s challenge to the Sales Success Stories Podcast audience