Navigating Complex Client Relationships: The Role of the Sales Advocate

Join us as Carson Heady, one of Microsoft's top sellers, reveals his strategies for cracking major accounts.

This episode will arm you with examples for building and leveraging relationships, whether through direct connections or ‘warm referrals.’ Carson reveals why skill sets often outperform technical knowledge in sales, stressing the importance of understanding the playing field and continually adding value.

Mark and Carson also discuss the innovative uses of AI and large language models for crafting outreach. They’ll share strategies for introducing key stakeholders to help deals move along, and the importance of maintaining responsibility throughout complex transactions. 

📗 A mindset journal for salespeople? That’s Mark’s new book! 33 prompts for 33 days for growth.

The Making of a Mind for Sales: 33 Strategies for Success…available on Amazon!