— Content featuring Carson V Heady's insights into sales strategies, B2B sales techniques, and revenue generation. —
Managing a cleanup crew of several hundred reps dialing campaigns with conversion rates as low as 0.01%, a young call center area manager built a deliberate lead-sequencing system — burning through the weakest prospects at the start of each month, then releasing higher-converting leads as momentum b
Having reached a point where he describes himself as having nothing left to prove, Carson Heady explains why he made his entire professional playbook public: to pay it forward and train the next generation of sales leaders. He is candid that the steps themselves are not the hard part — the barrier i
The core mechanics of selling — relationships, contact, trust — did not change when the pandemic hit, but everything surrounding them did. Sellers and sales leaders worldwide began reporting a distinct strain of exhaustion driven by back-to-back video calls, a fatigue that differed qualitatively fro
Asking for a referral immediately after a positive interaction is not courtesy — it is strategy. The reality is that a referred prospect arrives pre-loaded with trust borrowed from the person who made the introduction, which compresses the sales cycle and raises the probability of conversion well ab
The same principle that drives external stakeholder engagement — reaching multiple decision-makers simultaneously — applies with equal force inside a seller's own organization. Enterprise deals require coordinated input from sales engineers, product teams, customer success, and even marketing, parti