This week renowned author Carson Heady joins the podcast to discuss the habits a Sales Professional needs to be successful in the today’s world of sales.
Working at Microsoft, one of the most prestigious companies in the world, Carson knows what drives success and from his experience he knows exactly what habits you need to develop to become a leading sales professional.
Some places you can go to find Carson:
[01:35] – How Carson started in sales
[03:10] – Falling into the role of being a sales person
[05:45] – The difference between B2B and B2C sales
[06:42] – Should you expect to know everything?
[08:55] – Carson explains what caused him to start seeing a big change in his abilities
[10:30] – Carson’s book ‘The Birth of a Salesperson’ and why it is important you read it
[14:24] – Some of the deals Carson has helped create and his philosophy on how to create deals
[17:00] – Luigi and Carson discuss the holy trinity of sales and the traits of top-performers
[20:50] – The driver for Luigi’s success in the sales
[21:36] – Sales process Carson uses to drive sales
[23:00] – Carson speaks about his beliefs on prospecting
[27:00] – The challenge of having to many resources available to you
[28:20] – Prioritising your time to get maximum benefit
[30:30] – The non-negotiable activities
[32:20] – Qualities Carson looks for in salespeople
[33:22] – Carson talks about the need for endurance in sales
[34:50] – Luigi and Carson talk about the need for growth in your career
[36:40] – Has Carson ever had a really negative mindset after losing a deal
[39:20] – Has there been a time where a lack of relationship or contention has cost Carson a deal
[41:43] – The biggest influence on Carson’s career