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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
Microsoft Fabric unifies what were previously separate Azure services — data engineering, data science, real-time analytics, business intelligence, and generative AI — into one platform with a single storage layer called OneLake. Rather than forcing organizations to coordinate across dozens of disco
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
Closing a deal cannot be the only metric of a successful day, and elite performers understand this distinction. Heady argues that distributing small victories throughout the day — landing a conversation no predecessor could secure, a meaningful exchange with a colleague, even personal moments at hom
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
After a difficult start to the year marked by a family bereavement, Jeff built a deliberate routine around four anchors: morning meditation to counter a self-described tendency toward distraction, audiobooks consumed during workouts and commutes, six-to-seven training sessions per week alternating b