Carson Heady, one of Microsoft's top sellers, shares his expert insights on navigating the complex world of major account sales. He emphasizes that building relationships and leveraging personal connections often trumps technical know-how. The conversation dives into innovative AI applications for outreach and the significance of introducing key stakeholders to streamline deals. Carson stresses the importance of a proactive sales mindset that adds value through genuine relationships while balancing client needs with team dynamics.

Carson Heady, an expert in creating 9-figure deals, shares insights on social selling, scalability of sales processes, and the crucial role of social media in enterprise sales. He discusses securing high-level meetings through quality outreach, leveraging social media for multi-million dollar deals, and key lessons from successful deals.

In this podcast, Carson Heady and Mike Weinberg discuss the evolution and critique of social selling, highlighting the importance of integrating it with traditional sales techniques. They also discuss the flaws in a sales team composed mainly of project managers instead of salespeople.

Carson Heady, recognized as the #1 Social Seller globally at Microsoft, shares insights on setting the foundation for a successful deal. He emphasizes the importance of involving the right people and understanding their motivations. Key topics include effective communication, uncovering customer motivators, and leveraging network connections in negotiations.

Carson Heady, Director of Health Services at Microsoft and author of Salesman on Fire & Birth of a Salesman, discusses culture, leadership, building teams, and building your business. Other topics include the value of process, finding your fuel, and a mistake most leaders make with how they use data.