— Content featuring Carson V Heady's insights into sales strategies, B2B sales techniques, and revenue generation. —
The pace of change in customer engagement has accelerated to the point where sales approaches that worked five weeks ago — not five years ago — may already be obsolete. Buyers now arrive at conversations having researched products deeply enough to understand how they fit their own business better th
The sales book most worth reading right now, according to Carson Heady, is 'The JOLT Effect' by Matt Dixon and Ted McKenna — and its central argument upends a long-standing assumption. Customers don't stall on decisions because they fear missing an opportunity; they stall because they fear making a
The reality is that a CEO or COO receives dozens of near-identical outreach messages daily, which means generic networking is indistinguishable from spam. Heady argues that tools like LinkedIn Sales Navigator, company annual reports, industry trade publications, and targeted email alerts generate th
On a first call with a new executive, Carson Heady set aside the instinct to probe for sales opportunities and instead asked a single question: what motivated this person to join their organization, and what legacy did they want to leave? The executive talked for nearly ten minutes, handing Heady ev