MMS #131 - Modern Sales Mastery: Strategies for Standing Out and Winning Big with Carson Heady and Tom Burton

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In this powerful episode of Mastering Modern Selling, co-host Tom Burton sits down with Carson Heady to explore his latest book The Show Must Go On. 

This isn’t just a typical sales book—it’s a deeply personal, tactical, and tested playbook from one of the top voices in modern sales. 

The episode unpacks Carson’s journey from early setbacks to building a repeatable sales model that’s generated over a billion dollars in revenue—primarily through LinkedIn.

Whether you're navigating complex sales environments or looking for new energy in your approach, this episode delivers strategy, mindset, and inspiration in equal measure.

1. LinkedIn as a Relationship Engine

 Carson credits LinkedIn for over $1 billion in influenced sales, calling it the "largest coffee shop in the world." 

He shared his exact prospecting rhythm: high-quality outreach, consistent engagement, and reactive messaging based on real-time customer signals.

2. Your Network Is Your Net Worth

 After applying for 1,600 jobs during a tough career moment, Carson realized the critical importance of personal branding and networking. 

That journey fueled his investment in content creation and community-building across platforms, growing his reach to over 300,000 followers.

3. Embrace the Voices in Your Head

 Drawing from personal stories—like being cut from his high school basketball team—Carson discussed using negative feedback as fuel. 

"Who's in your head?" isn’t just a chapter in his book; it's a mindset of resilience and continuous improvement.

4. Your Superpower Isn’t Just a Buzzword

 Identifying and maximizing your superpower (Carson's is orchestrating value for others) is key to creating lasting customer impact. 

He encouraged listeners to understand their own strengths and those of their colleagues to build winning teams.

5. The Show Must Go On

 Inspired by Queen’s iconic lyrics, the book—and Carson’s philosophy—champions perseverance in the face of personal and professional adversity. 

It’s about delivering your best, even when life is at its toughest.

This episode is more than a discussion—it’s a masterclass in navigating modern sales with intention and authenticity. Carson’s story is a reminder that success is a mix of mindset, method, and meaning. 

Whether you’re rebuilding a network, refining your process, or redefining your "why," this conversation will push you to show up stronger and stay in the game.

Want the playbook that’s helped generate over a billion in revenue? Pick up Carson’s The Show Must Go On and discover the tactics, mindset, and stories behind modern sales mastery.

Don't miss out—your next big idea could be just one episode away!

This Show is sponsored by Fist Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

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