Carson V. Heady

Microsoft

Lead Americas team for Tech for Social Impact, the sales team for Corporate, External and Legal Affairs and Microsoft Philanthropies, supporting 462 nonprofits and 40+ account executives, account technology strategists and specialists. Create and promote global events, skilling and initiatives for 1,200+ nonprofit customers and partners in Enterprise Strategic, Majors and SMB.

•	FY25: 7-for-7 100% of AE team exceeded weighted attainment target. Weighted attainment 107%
•	Azure AI Services 170%, Low Code Copilot 133%, O365 – M365 Copilot 133%, MW & Security 109%,
Surface 117%, Unified 102%, Azure Consumption 102%, Dynamics 365 105%, AI + Copilot 134%, All MS Cloud 104%
•	FY24: 105% attainment, 154% Modern Work & Security, 165% Power Platform, 114% Hybrid Cloud, 100% Unified Support, 105% Surface, 788% Windows 365. 2X pipeline generated vs. rest of the globe. 12% ahead of commercial Americas counterparts in YoY growth.
•	Presented to CEO Satya Nadella and SLT including LinkedIn CEO Ryan Roslansky, Judson Althoff, to represent voice of the field on how tools and AI are successfully being leveraged to create better customer executive relationships
•	Implemented and co-created newsletter for nonprofits, webinar series, and proactive renewal planning strategy. Personally created 80+ new Board, C-Level nonprofit relationships and booked 158 Microsoft Partner workshops in Year One. Co-architected multiple of the largest strategic deals in TSI history.
•	Microsoft Copilot – Top segment in adoption, as a direct influence of webinar series. #1 business segment globally in pipeline creation.
•	Presented globally on numerous occasions to multiple organizations on demand generation and strategy mapping, prospecting, personal branding, and executive acumen.
•	Liaised with numerous others in Enterprise Commercial, Health & Life Sciences, and Small, Medium and Corporate to garner their support, insight and efforts in exemplary support of our nonprofit customers

Managing Director, Americas Enterprise Nonprofit | Microsoft Elevate

Lead #1 team in Microsoft Health Solutions, top 15% FRA and #1 team in MSFT HLS on net new Azure agreements. $300M annual business with an account team of Sr. Client Directors & Technology Strategists supporting Strategic and Major Health Solutions, EMR's, medical device organizations and biotechnology firms in the United States. Team's charter is to drive customer business outcomes, help customers to digitally transform, and accelerate revenue growth and usage to most effectively engage clients, collaborate and optimize their Microsoft investment.

• 100% Employee Signals survey favorability results on Manager Confidence, Manager Support, Manager Respect, Manager Prioritization Support, Inclusive Team, Business Integrity, Opportunity to Learn, Team Collaboration
• Formal Social Selling Lead for Microsoft Health & Life Sciences, organizing and marketing webinars and newsletters for all healthcare teams and customers. Have constructed 60+ events totaling 10,000+ customers
• Program Lead for HLS Leadership Development Program
• Champion Award FY22 for co-creation of successful pipeline-generating process that was adopted across the channel
• Awarded Gold Standard Excellence for Digital First Selling for National Account Team Unit Management
• Awarded Microsoft Worldwide Client Executive Best Practice Award, Q1 FY22 for sharing best practices through Modern Selling, Industry, and orchestration for how to optimize performance.
• Co-author of Modern Selling LinkedIn Learning course and Digital 1st Selling Initiative for all Microsoft global sellers and managers. Recognized as #1 social seller at Microsoft; have trained and coached thousands of MSFT employees across 11 countries
• Creator and Lead for "Coaches Corner" - manager community for 80+ MSFT Directors in HLS
• Partnering with Microsoft Always On Hiring leaders on best practices in recruitment and talent acquisition
• Leader of US Healthcare Change Champions initiative for high-functioning teams and culture

Managing Director, Pharma & MedTech; Digital Natives Lead - HLS; Social Selling Lead - HLS

Senior account team lead and owner of all-up relationship with several prominent provider and payer organizations in the Midwest. Social Selling Lead for Microsoft Health & Life Sciences-United States. #1 LinkedIn Elevate curator and contributor in engagements in all of Microsoft. Construct and promote webinars with partners and technical colleagues across Health & Life Sciences.

• Winner of FY2021 Platinum Club Achievement Award
• Winner of FY2021 Q2 Health & Life Sciences Champion Award & FY2020 Q2 Impact Award for significant wins with prominent health providers.
• Recognized as the #1 Social Seller at Microsoft and interviewed by Institute of Excellence in Sales
• 161.9% to weighted expectation in FY2021; 665.9% Business Applications. Exceeded 151.4% cloud consumption, 119% usage, 104.5% attainment first FY in role. 
• Selected for 2021 Leadership Development Program. Served as Interim Sales Director March-April 2021.
• Mentor a number of leaders and sellers from myriad divisions of the organization globally on leadership, prospecting and digital selling. Member of formal Microsoft Mentor Program. Contributor and presenter for The Prospecting Factory sales series for MSFT sellers across numerous channels. Asked to record training program for prospecting, social selling and engagement for Microsoft Sales Academy.
• Serve as LinkedIn Elevate Senior Curator for Microsoft. #1 in history of the platform of 160+ employees for garnering social media engagement. #1 of 508 Microsoft LinkedIn Elevate curators in engagement and influence. The top employee in the company for FY20 social engagement on LinkedIn Elevate based on clicks, likes, comments, and re-shares with 683K, 826.8M total reach, 
$1.02M earned media value.
• Coordinate, construct and promote webinars featuring industry executives, specialists and Gold Partners on a litany of topics pertinent to Microsoft tools in improvement of patient care and internal collaboration.

Sr. Enterprise Account Executive, Social Selling Lead - Health & Life Sciences

Leader of multi-cloud account team efforts for accounts in the North Central district for Microsoft's Corporate Premier accounts. Orchestrator of prospecting, marketing and technical initiatives, leading opportunities and managing internal and partner project activity in the region. Deal negotiator, including being brought in and asked to negotiate complex deals and be the face of Microsoft to C-Suite. Liaison with numerous divisions of the organization across intelligent cloud, business applications, modern workplace and hardware. Regarded as a top social seller in Microsoft and routinely the leader of social selling training across numerous departments and geographies. 

• Gold Club Winner: 180.35% goal FY2019 (158% Modern Workplace, 136% Azure, 356% Dynamics 365) 
• Interviewed by President of Microsoft US on podcast for best practices on prospecting, social selling techniques and customer adds. 
• Winner of 2018 USM&O and SMC Excellence Award: Creating a New and Effective Blue Print for Selling to All “Rooms of the House”
• 117% of FY2018 target, 29% year-over-year growth. 109% of FY2017 target, 14% YOY growth, top quartile on attach close rate of hero motion metrics. 111% to consumption goal, 202% hardware goal attainment in market. Signed 7th largest client in division worldwide.
• Recognized for top pipeline driven in role. 
• #1 companywide for FY2019 on LinkedIn Elevate with 584,376 clicks, likes, comments and reshares. 
• #1 companywide for 2018 on LinkedIn Elevate with 413,887 clicks, likes, comments, and reshares. 
• #1 in division for Azure Everywhere engagements. Appointed to serve as District Azure Ambassador. Signed, promoted 7 accounts (company leader) during FY2017.
• Co-host and drive attendance for weekly events and webinars with partners, business owners, and BDM's for region.
• Featured with three others as part of a company ebook on Social Selling best practices.

Sr. Corporate Territory Manager - Midwest - SMC

Regional Manager of Business Solutions Team, overseeing and building relationships in commercial, education and government across parts of Missouri, Kentucky, Illinois, Tennessee, Texas, Arkansas and Iowa. Responsibility for Business Captains in each Store, delivering business customer margin dollars, business customer satisfaction & partner collaboration, improving the Store’s team productivity and operational efficiency, supporting Microsoft sales executives, and generating new business from the market. Management interaction across many organizations and ensuring the team stays current and the proper discipline is in place for smooth business operations that are detailed, focused and crisp.

• Ranked #1 globally of 116 on business scorecard for fiscal year 2015, H1 2016 and all 8 quarters in role based on unique customer count, CRM pipeline management, lead acquisition and % to goal, exceeding 330% of revenue expectation. Named regional MVP for Fiscal Year 2015 exceeding goal by $3.3 million. Implemented strategies to increase business pipeline accrued from previous year by 72% within first 90 days. Oversee 8,100+ accounts.
• Regularly appear as featured speaker at nationwide events on impact of products and services in business, government and education. Liaise with business owners and Microsoft partners to co-host events, growing attendance by 450% in 9 months.
• Selected to mentor peers in this brand new role. Appointed channel mentor for 2015 responsible for training of new and current peers. Conduct training company-wide, interview prospective employees and coach and develop sales force.
• Developed and direct real time collaboration program and weekly conference for business channel and Market Managers to ensure organizational best practices are shared throughout.
• Active participant and driver of membership in IAMCP (International Association of Microsoft Channel Partners) and liaison with 80+ regional partners for collaborative efforts.

Regional Business Solutions Manager - Microsoft Direct Business Channel

Salesman on Fire LLC

• Authored "Unbeatable," a novel that chronicles the journey from a call center rookie to a top sales leader.  
• Captured the raw realities of the sales industry, emphasizing resilience and integrity in the face of adversity.  
• Engaged readers with a compelling narrative that serves as both inspiration and a call to action for sales professionals.

Author: "Unbeatable"

I launched Salesman on Fire LLC with one mission: to help sellers, leaders, and organizations reignite their passion, purpose, and performance through modern, authentic, and AI-powered strategies.

Drawing from my 25+ years of experience generating $1B+ in revenue and leading high-performing sales teams, I consult, coach, and speak on sales transformation, leadership, career and personal branding. I’ve seen what works in the trenches — and I bring that battle-tested insight to every engagement.

What I Do:

🎯 Consulting & Coaching: Advise entrepreneurs, sellers, and executives on building scalable sales engines, mastering internal influence, and igniting customer engagement.

🤖 AI-Powered Enablement: Deliver strategies to integrate tools and automation workflows to scale personalized outreach and close more deals.

🎤 Speaking & Workshops: Deliver keynotes, team trainings, and breakout sessions on social selling, mindset, modern prospecting, and becoming unstoppable in sales and life.

🧱 Content & Personal Brand Strategy: Help leaders and revenue teams create powerful messaging, thought leadership, and brand visibility that leads to trust and opportunity.

Highlights & Wins:
Closed over $130M in a single strategic deal by applying the exact social selling and internal influence model I now teach.

Delivered workshops and keynotes for global sales teams, nonprofit leaders, and executive forums across healthcare, tech, and education.

Built a multi-channel thought leadership platform, growing my audience to 300K+ and driving inbound consulting opportunities weekly.

I don’t just believe in sales. I live it. And through Salesman on Fire LLC, I help others find their voice, own their story, and set the world on fire with it.

Let’s talk if you're ready to transform your team, your revenue, or your career. 🔥

Founder and CEO

The Show Must Go On serves as the comprehensive follow-up to Salesman on Fire: an extensive guide on sales strategies, personal development, and leadership, authored by Carson V. Heady. It provides insights into building a successful sales career, overcoming obstacles, and achieving personal and professional growth en route to the story of how LinkedIn, AI and a Moneyball approach to sales has generated over $1B in revenue.

The author shares his journey of overcoming personal and professional setbacks, emphasizing the importance of resilience and continuous learning in achieving success. Effective sales strategies are highlighted, including the importance of understanding customer needs, building relationships, and using a diversified approach to prospecting.

Heady discusses the significance of personal branding and how it can differentiate a salesperson in a competitive market, the role of a leader in fostering a collaborative and empowering environment for team members, strategies for dealing with setbacks and failures, and methods for effective prospecting, including leveraging social media, AI and personalized messaging to connect with potential clients.

Author: The Show Must Go On

Podcast host for "Salesman on Fire." 100+ episodes. Guests have included Larry Levine, Patrick Tinney, Paul Reilly, Mareo McCracken, Julie Hansen, Joanne Black, Amanda Holmes, Elyse Archer, Nigel Green, Collin Mitchell, Liz Wendling, Bill McCormick, Jon Kronemeyer, Matt Berra, Jeff Ehrhardt, Marco Walker, Sasha Pete, Steve Winward, Alex Brockman, Jeff Kirchick, Pete Primeau, Charlotte Lloyd, Zeeshan Hafeez, Joe Fijol, Teressa Shone, Ray Makela, Tom Burton, Sheena Wildenhaus, Sarah Vilmain, Charlie Collins, Adam McChesney, Radhika Shukla, Annette Brackin, Alfred Ojukwu, Brandon Grieve, Randy Chaffee, Daniel Meyer, Justin Essner, Carlos Sousa, Tom Mintun.

Podcast Host

#1 Amazon Best Seller - Sales category
Penned sales/leadership books “Birth of a Salesman”, "The Salesman Against the World"​, "A Salesman Forever" and "Salesman on Fire" chronicling job search, interviewing, prospecting, fact-finding, pitching, closing, overcoming objections, professionalism, earning a promotion and managing. 
• Featured in "B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals" and "Sales Secrets: The World's Top Salespeople Share Their Secrets to Success"
• Consistently ranked in the Top 25 Sales Gurus in the World on Rise Global. Ranked in the top 50 sales authors on LinkedIn.
• Interviewed on 50+ podcasts by Jeffrey Gitomer & Jennifer Gluckow (Sell or Die), Jeb Blount, Tibor Shanto, Larry Levine & Darrell Amy (Selling From the Heart), Brian Burns, Brandon Bornancin, Sam Dunning, Thierry van Herwijnen, Scott Ingram (Top1/Sales Success), Jon Kronemeyer, Collin Mitchell (Sales Hustle), Jim Brown (Sales Tuners), Sam Jacobs (Sales Hackers), Luigi Prestinenzi (Sales IQ), Donald Kelly (The Sales Evangelist), Marylou Tyler (Predictable Prospecting), Brynne Tillman & Bill McCormick (Making Sales Social), Rob Liano, George Leith (Conquer Local), Pat Helmer (Sales Babble), Randy Chaffee, Pete Primeau, Ken Newhouse, Eric Nelson (Red Pill Sales), Ron Tunick, EG Marketing Radio's Smart Biz Show (Jeff Arthur & Scott Ragain), Audrey Lawrence (Sea Change), Mary Ann Samedi (Set to Lead), Engati Engage, Jean Oursler, Andre’ Harrell, Marlene Chism, Bill Crespo, Matt Tanguay (B2B Sales Geniuses), The Josh Wheeler Show and Chad Bostick's "Hello Tech Pros".  Have served as co-host of the Smart Biz Show for EG Marketing Radio.
• Founded LinkedIn Career Advice Network with 4K+ members and have grown and maintained Twitter account with 260K+ followers (5th most in St. Louis). 26K+ LinkedIn followers.
• Regular contributor for Sales Gravy, Baylor University's S3 sports sales division, Smash! Sales, Salesopedia, Examiner.com and other platforms

Author: "Salesman on Fire," "Birth of a Salesman" Series

Sales Hall of Fame

Inducted into the Sales Hall of Fame, September 2020.

Inductee

Dale Carnegie Training

Co-author and collaborator on "Modern Selling Program featuring Carson Heady" program and curriculum.

Sales Training Contributor

Mastering Modern Selling

Co-host of the #1 Social Selling Podcast. We interview luminaries of sales and talk about everything modern selling. Our vision is to help individual sales professionals, sales leaders and C-suite learning, applying and gaining experience with social selling.

Co-Host

Humantic AI

Strategic Advisor

Sales Community

Advisory Board Member

Connected Teamwork

Co-Founder/ Co-Host

Modern Seller HQ

Co-Founder

Growth Leaders Network

We are capable of so much more than our small but powerful reptilian brain want us to believe. How do we access our true potential and transform the parts of us that keep us small? Join leadership coach & award-winning author Hylke Faber and best-selling author & Microsoft #1 Social Seller Carson V. Heady for this monthly podcast in which they explore how we can use every challenge as an opportunity to get to know more of our best self and share that with others. Carson will bring live case examples and leadership lessons and Hylke will bring coaching insights leveraging his Taming Your Crocodiles approach and the truth that is available in this moment.

Co-host of The Crocodile School Podcast

Carson V. Heady is Managing Director for Microsoft Elevate, a bestselling author, top sales influencer, and podcast host who has built a career helping people and organizations win through technology, authenticity, and servant leadership.

With over 25 years in sales and leadership roles across Microsoft, AT&T, Verizon, and T-Mobile, Carson has mastered the art of selling in complex environments. At Microsoft, he leads the Americas Nonprofit team supporting over 400 named nonprofit organizations, delivering transformative outcomes by aligning customer missions with Microsoft’s cloud, AI, and security solutions. He has also created a replicable demand generation social selling model that has generated $1 billion+ in revenue that he has trained in 11 countries and presented to Microsoft CEO Satya Nadella and his leadership team. Carson's success is driven by a philosophy that fuses heart, hustle, and human connection.

Carson is the author of 6 books, including the "Birth of a Salesman" series and his latest releases "The Show Must Go On" and "UNBEATABLE" — modern sales playbooks for navigating reinvention, resilience, and growth in an evolving landscape. His books blend storytelling with strategic insights and are used by sales professionals, leaders, and organizations as practical guides to career advancement.

He is also the host of two successful podcasts: *Mastering Modern Selling* and *Connected Teamwork*, where he interviews top industry voices and explores topics like AI in sales, personal branding, emotional intelligence, and nonprofit digital transformation. His guests have included CEOs, bestselling authors, comedians, Microsoft executives, and healthcare experts.

Carson is an 8-time CEO/President’s Club winner, a frequent keynote speaker, and a recognized LinkedIn Top Voice in sales and leadership. He’s known for his high-energy delivery, candid storytelling, and tactical advice that inspires sellers to take bold action while staying grounded in purpose.

Rooted in Cape Girardeau, Missouri, and now based in St. Louis, Carson is a proud husband and father of three daughters. He believes success isn’t just about quota — it’s about showing up, staying true, and making a difference.

A true leader’s goal isn't to be the hero, but to be the hero maker. Many managers find themselves stuck in the mindset that their value lies in being indispensable.

However, the real impact of leadership comes when your team thrives without constant direction. 

Here are some ways to become a leader that empowers, instead of one who always needs to lead:

- Empower Ownership: Stop holding the reins so tightly. Let your team take responsibility, make decisions, and learn from their successes and failures.

- Create Open Dialogue: Foster an environment where feedback flows freely, making team members feel safe to share ideas and take risks.

- Teach, Don’t Just Tell: Focus on coaching. Equip your team with the tools and skills they need, so they can solve problems on their own.

- Promote Growth: Your team’s success is your success. Help them grow, even if it means they might eventually surpass you.

- Celebrate Independence: When your team no longer needs you, you’ve done your job. That’s leadership mastery.

True leadership isn’t about being the star of the show; it’s about developing others to shine brighter than you ever could.

There are moments in life and career when the horizon disappears. When every move feels like fog—chaotic, uncertain, and unfair.

I’ve lived those moments.

I remember the year I felt like I left it all on the field and still came up short.

The year I drove the most pipeline in the company and barely hit the number.

The year I watched deals crumble, roles shift, and my territory—everything I’d built—handed off “for parity.”

In 2018, my father-in-law invited me on a backpacking trip through Mount Rainier and the North Cascades.

At first, I said yes because I needed an escape from the noise—territory chaos, shifting quotas, endless meetings.

But what I found on that trail changed how I approach everything.

The long climbs were humbling. Forty pounds on my back. Thin air. Wet boots. Every step an act of will. Looking up at peaks I couldn't believe I had to scale. 

But somewhere along the ascent, something shifted.

When I narrowed my focus to the next single step—not the summit, not the pain, not the thousand things that could go wrong—something powerful happened.

I stopped drowning in the uncertainty.

I started moving through it.

That rhythm became everything.

When I returned home, the chaos was waiting:
Sixteen of my top accounts reassigned.
Major deals gone.

But I was different.

I had learned to land the step.

When everything around you is volatile—reorgs, politics, new faces, shrinking budgets—the only way forward is focus.

Land the next call.

The next meeting.

The next conversation that matters.

Nothing else.

That mindset carried me through my hardest fiscal year.

It grounded me when I was tempted to walk away.

It reminded me that control isn’t about outcomes—it’s about intentional motion.

Fast-forward: the same guy who once felt expendable became the one everyone called “The Deal Whisperer.”

I went from barely scraping quota to 186 % of goal.

I won Club.

And then, a week later, my job was eliminated.

And you know what?

I wasn’t broken.

Because the summit was never the point.

The lesson was.

You don’t climb mountains—or careers—to conquer them.

You climb to find out who you are when the terrain shifts under your feet.

So when things feel chaotic—when the pipeline dries up, when your title changes, when people you trusted move on—

Don’t look ten miles ahead.

Don’t obsess over what’s gone.

Just land the step in front of you.

It’s where resilience is built.

It’s where peace hides in plain sight.

And it’s how you’ll reach summits you never even knew were waiting.


#Leadership #Mindset #Resilience #SalesLife #Growth #Motivation #CareerAdvice #Faith #Unbeatable

Who's in your head? Which voices echo in your mind as you strive to reach your goals and push yourself to the next level? 

While shooting hoops on vacation, I could still hear the basketball coach who once cut me, claiming I had a "low percentage shot." 

Instead of giving up, I embraced the challenge and worked tirelessly. The next season, I averaged 20 points per game, with a high of 32 in one game. I knew I wouldn't go pro, but my love for the game never wavered.

Similarly, I recall the sales manager who doubted my abilities, stating I wasn't a fit for the role and lacked skills in pipeline development, advancing sales cycles, and closing deals. 

Despite positive feedback from customers and my team, their words held me back. I ended up on an improvement plan, and my bonus was withheld that year, leaving a lasting sting.

However, I found motivation in an unexpected place—a movie called "Invincible," featuring Mark Wahlberg as Vince Papale. 

Vince, a bartender down on his luck, made it to the Philadelphia Eagles and kept a note from his wife, calling him a loser, as a source of motivation. Inspired by his story, I transformed my appraisal into fuel for growth.

I analyzed my strengths and weaknesses, focused on creating a pipeline, and built a powerful social selling engine that now serves as a global training model. 

The results were astounding—I closed dozens of deals worth over $300 million. 

My hard work and determination paid off, earning me the company's biggest awards multiple years in a row. 

A colleague even nicknamed me "Man on Fire" because of my intense passion and drive.

So, I ask you, whose voices are in your head, and are they helping you win? 

Embrace those that fuel your ambition, and turn any doubts or criticisms into stepping stones toward success. 

It's time to unlock your potential, create meaningful relationships, and become the best version of yourself.

Nonprofits across the world are rethinking how they engage donors, personalize outreach, and maximize mission impact… and AI is leading the charge.

Join us for an exclusive session with Microsoft Elevate and threshold.world to explore how forward-thinking organizations are:

 🤖 Using AI to identify trends and donors faster than ever before

 📊 Turning data into action with Dynamics 365 Sales and Customer Insights Journeys

 ⚡ Lightening the load for portfolio managers with AI agents

 🌐 Going beyond CRM with Microsoft Fabric and Power Platform

You’ll walk away with:
 ✅ A blueprint to modernize your fundraising stack
 ✅ Inspiration from real nonprofit success stories
 ✅ A clear path to get started with Microsoft Elevate + threshold.world

📅 Wednesday, October 22 | 10:00–10:45 AM CDT
 🎟️ Reserve your spot: https://lnkd.in/grs-xHbp  

The rules of fundraising are being rewritten — and AI is holding the pen.

Are you ready to reimagine what’s possible?

Microsoft for Nonprofits Marc Spiotta Linda Mitchell Stephanie Kleiner Jen Senger Carlos McDonald Hasan J. Mik Ratzlaff Jorge Franco Kristina Decker Andrew Waters Jeff Haaven Hansel Moore II Toni Bollinger Ryan Dorrheim Andy Zbeeb Susan Steele Jon Drew Ryan Burns James Dereshinsky Rick Velasquez Paul Gallagher Dan Lammot Hugo Marques Mike Olson Parijat (Pari) Dalal Kares Vanderpuye


#Nonprofit #Fundraising #AI #MicrosoftElevate #TechForSocialImpact #Dynamics365 #PowerPlatform #MicrosoftCloud #Innovation #Leadership #DigitalTransformation

Grateful today to present to 35 Managing Directors across Microsoft on one of my favorite topics: Building High-Performing Teams.


Our conversation centered on how leaders can build movements, not just teams — especially in seasons of change, new structure, and high expectations.

Here’s what I shared 👇

💬 Start by Listening. Don’t walk in with a blueprint — walk in with a notepad. Understand before being understood.

🚀 Empower and hold accountable. The best leaders don’t micromanage; they give their teams context, clarity, and confidence to take ownership.

🤝 Build a culture of inclusion and trust. Create safe—but not soft—spaces. When people feel heard and challenged, they become unstoppable.

🎯 Co-create the plan. When your team helps design the map, they’ll run through walls to reach the destination.

🧭 Align to purpose. The north star never changes: customer obsession and mission impact. Strategy wins more than hustle.

💡 Invest in continuous learning. Match every team member with a mentor. Demystify comp and career paths. Remove friction and fuel their “why.”

🔥 Celebrate more than wins. Recognize effort, creativity, kindness — the hustle stats that never make the highlight reel but win the game.

I told them the story of a team that went from 78% to 141% in one month — not because I fixed them, but because I listened, co-created, and built belief.

I shared how we use team surveys, players only calls, and DJ of the Week recognition every team meeting to build a destination culture. 

Earning trust, being transparent and communicative, and demystifying the path to career success and maximum payouts has unlocked my best years ever.

You don’t fix people. You learn their why and their unique superpowers. You break down siloes. 

You build purpose, clarity, and culture.

You make your team a place where great people come from.

If you’re leading today — don’t just build a team.

Build a destination.

Build a movement.

Build something UNBEATABLE. 💪


#Leadership #Culture #Teamwork #Microsoft #Inspiration #GrowthMindset #Coaching #CustomerObsession #Resilience #Empowerment

Too many chase the flashy side of sales — the big deals, the fancy titles, the highlight reels. But customer loyalty isn’t something you buy, trick, or trap your way into.

It’s earned — through consistency, humility, and the quiet work that rarely makes the scoreboard.

Key Hustle Stats that Build Loyalty:

💡 “Customers have told me they’ve paid more to work with me — not because of price or features, but because they knew I’d show up.”

🤝 “You can’t fake advocacy. Customers can smell an agenda a mile away.”

🔍 “People don’t buy perfect. They buy honest. Transparency turns suspicion into trust.”

💪 “Loyalty begins where the transaction ends.”

⚙️ “You can’t control how customers shop you — but you can control how you show up for them.”

💬 “Loyalty isn’t a sprint. It’s a marathon run on consistency, reliability, and care.”

❤️ “The sale might end, but the relationship never should.”

The best sellers I’ve ever known weren’t the loudest or the flashiest — they were the ones who cared deeply, responded quickly, followed through relentlessly, and fought for their customers when no one was watching.

That’s what I call the hustle stats — the quiet, invisible metrics that win trust, earn loyalty, and build legacy.

If you want loyalty, don’t chase it. Deserve it.

Add value freely. Serve selflessly. Show up relentlessly.

What’s the most powerful way YOU’VE earned a customer’s loyalty — and kept it for life?


#sales #leadership #customersuccess #trust #relationships #transparency #growthmindset #servantleadership #salesexcellence

Customer loyalty isn’t something you buy, trick, or trap your way into. It’s something you earn — over time, through consistency, through the quiet wo

Open article: The Hustle Stats of Building Customer Loyalty: Why Responsiveness, Care, and Consistency Create Lifetime Customers by Carson V. Heady • 5 min read

The Hustle Stats of Building Customer Loyalty: Why Responsiveness, Care, and Consistency Create Lifetime Customers

Most people obsess over hitting quota. The greats obsess over controlling the controllables — mastering the game within the game...


Where relationships, resourcefulness, and ruthless consistency compound into unstoppable momentum.

In every sales role, I’ve learned the same truth: you win the game by mastering your odds.

You can’t control how many executives ghost you, when your customer reorganizes, or whether procurement wants to “circle back next quarter.” 

But you can control your quality of message, your quantity of outreach, and your consistency of execution — the three controllables that turned my outreach into over $1B in social-selling revenue.

Here’s the framework that works — every time:

 1️⃣ Quality: Lead with perceived value — not what you think is valuable. Frame every message around what matters to the customer.

 2️⃣ Quantity: Reach out to 10X the number of people you think you need. Selling is a game of probability — and persistence tips the odds.

 3️⃣ Consistency: You don’t water a garden once and expect it to grow. Prospect daily. Follow up relentlessly. Execute your non-negotiables like clockwork.

💡 Pro Tip: Before you chase your inbox, ask yourself: What are the top 3 controllables I can own today that will move my deals, my relationships, or my brand forward?

The reps who master these micro-controllables outperform the ones chasing magic bullets.

So stop scrolling for shortcuts.

Control the controllables — and the scoreboard will take care of itself.

#salesleadership #socialselling #mindset #growth #salesstrategy #leadershipdevelopment #salesexcellence #b2bsales #thecarsonator

The best sales advice I’ve ever received: Control the controllables.


It’s easy to get lost in the chaos of the day-to-day. 

Emails, meetings, pings, distractions — everyone wants a piece of you. 

But you can’t save every cat stuck in a tree.

I think of it like Superman hovering above Earth, eyes closed, listening to the world. He doesn’t react to every sound. He listens for where he can make the maximum impact.

That’s what top performers do.

 They don’t try to do it all. They prioritize what actually matters.

💡 Here’s how I apply it:

I pin only the chats that truly move the needle — my boss, my team, key deals.

I protect my calendar with ruthless discipline.

I focus on the fires that deserve my attention, not the noise.

Because success isn’t about doing more — it’s about doing what matters most.

Control what you can.

 Release what you can’t.

 And focus your superpowers where they’ll make the biggest difference.

Check out the full episode of SaaS therapy with 🗺️ Todd Kirk and Casey Trujillo here: https://lnkd.in/gE8sjtse 


#SalesLeadership #Mindset #Productivity #ControlTheControllables #SalesTips #Focus #Leadership #Discipline #Motivation

What’s your hype music? 🎧  I’ve got to have hype music. Especially on those marathon days — back-to-back presentations, endless calls, hours of talking, leading, motivating...

I can't pour every ounce of my energy into the mission every single day without every bit of fuel I can get my hands on. 

A few years back, my hype anthem was “The Show Must Go On” by Queen. 

That song took me somewhere else — to that place where you can do anything, push through anything, and rise above everything. It became the name of my fifth book for that very reason. 

But lately, as I’ve been studying legends of all kinds these past two years… my hype has a new heartbeat.

Elvis Presley. The King. The greatest voice and showman of all time.

I've crafted a playlist of live versions of “Also sprach Zarathustra” → “See See Rider” → “Tiger Man” → “Blue Suede Shoes” → “Hound Dog” → “Burning Love"... and I’m flying high — it could breathe life into a corpse.

Hype music gets my adrenaline pumping. 

It shifts my mindset. Distracts me from noise and doubt and the naysayers and any troubles. 

It's in that clarity I remember who I am, what I stand for, and why I show up every day ready to perform.

Because the show always must go on.

What’s your hype music — that song or artist that flips the switch and makes you feel unstoppable?


#Leadership #Motivation #SalesMindset #TheShowMustGoOn #ElvisPresley #MusicMotivation #HighPerformance #Sales #Inspiration

When all roads to a critical decision-maker feel blocked, do you press on or pull back? 


Sometimes, success doesn’t mean finding a new door but having the courage to knock harder on the ones already in front of you.

What is holding back your biggest opportunities? 

Once upon a time, I faced a situation where I’d been told repeatedly, “You won’t get a meeting with the CIO.” 

This CIO had become a dead-end for projects, with initiatives routinely stalling on their desk. 

He said he didn't like nor meet with vendors.

Instead of accepting defeat, I sought out relationships with the Board, CEO and CFO. 

They forced him to take a meeting with me, which was painful at first, but the deal happened.

Key Strategies That Made This a Win:

🔹 Identify Organizational Values and Synergies

When roadblocks arise, the first step is understanding what matters most to the organization. I worked with my team to pinpoint synergies that aligned with their goals and explored every angle for mutual benefit.

🔹 Leverage Influential Networks

I reached out to a contact who was connected to a board member of this organization, litmus testing ideas to uncover where we might bridge gaps. The board’s perspective added new insights and momentum.

🔹 Build Relationships Through LinkedIn

From there, I connected with the CEO and CFO on LinkedIn, solidifying a strategic approach to secure the conversation we needed with the CIO.

🔹 Face the Objections Head-On

When the CIO, visibly unimpressed, confronted me with “You forced me to say no in person,” I responded with empathy and purpose. I acknowledged their perspective, pivoting to show how we could turn this into a win. “Give us the trust of arming us with your pain points and allow us the chance to address them,” I said, emphasizing a partnership, not a sales pitch.

🔹 Demonstrate Value Immediately

The CIO’s guarded trust led to some initial projects—a chance to prove ourselves. We executed them with precision, establishing credibility and showing real value, one step at a time.

What if your next big opportunity isn’t a new lead or account but an existing relationship just waiting for a fresh approach? 

When faced with resistance, don’t pull back; push forward with purpose, empathy, and a genuine desire to create value.

Fresh off another presentation to hundreds of my colleagues on one of my favorite topics — how leveraging LinkedIn and Sales Navigator has completely transformed my career, my network, and my results.

I’ve said it before, and I’ll say it again: these platforms aren’t just tools — they’re career engines. 

They’ve helped me:

💡 Build relationships that never would’ve existed otherwise
 🎯 Turn cold screens into warm rooms and conversations that count
 📈 Unlock over $1B in results that started as single connection requests
 🧭 Create opportunity where there appeared to be none
 🔥 And most importantly — help others rise along the way

Every time I present on this topic, I’m reminded that relationships beget results, not the other way around. 

When you lead with curiosity, value, and consistency, you don’t have to chase success — you attract it.

If you haven’t yet, take a real look at how you’re showing up on LinkedIn.
 👉 Are you building your brand or waiting to be discovered?
 👉 Are you adding to the noise or creating value?
 👉 Are you connecting or just collecting?

Because one post, one connection, one message — can change everything.

What’s the most meaningful connection or opportunity you’ve ever created through LinkedIn?

LinkedIn for Sales 

#LinkedIn #SalesNavigator #SocialSelling #PersonalBranding #SalesLeadership #Networking #AI #SalesSuccess #CareerGrowth #RelationshipsMatter

I am honored to be asked to present to large organizations within my company on a regular basis, and this is one of the main topics I'm asked to prese

Open article: The Platform That Changed Everything: How I Use LinkedIn and Sales Navigator to Create Career Breakthroughs, Build Movements, and Win the Right Deals by Carson V. Heady • 11 min read

The Platform That Changed Everything: How I Use LinkedIn and Sales Navigator to Create Career Breakthroughs, Build Movements, and Win the Right Deals

There’s never been a more exciting—or more challenging—time to be in sales. LinkedIn has evolved from a digital résumé board into the most powerful sales, relationship, and personal branding platform on Earth.

Yet most sellers are still using it like it’s 2015—posting product updates, making transactional connections, and missing the deeper opportunity to create real, scalable impact.

Episode 149 of Mastering Modern Selling with Tom Burton and Carson V. Heady explores how to dominate your craft on LinkedIn—how to build authentic relationships that lead to revenue, how to leverage Sales Navigator as your digital radar, and how to use AI as your co-pilot, not your crutch.

It’s a comprehensive field manual for any seller who wants to master both their role and their career in the age of AI.

Fist Bump Brandon Lee LinkedIn for Sales

There’s never been a more exciting—or more challenging—time to be in sales. LinkedIn has evolved from a digital résumé board into the most powerful sa

Open article: LinkedIn in 2025: How to Master Relationships, Revenue, and Relevance in the Age of AI by Carson V. Heady • 6 min read

LinkedIn in 2025: How to Master Relationships, Revenue, and Relevance in the Age of AI

LinkedIn has changed — again. The algorithm’s tougher. Feeds are noisier. AI has flooded the platform.  And the free organic reach era? Gone. But here’s what hasn’t changed 👇


 💬 Value still wins.
 💡 Authentic voices still rise.
 🔥 Consistency still builds trust.

As Daniel Disney shared on Mastering Modern Selling: Episode 150 —
“LinkedIn didn’t get harder. The bar just got higher.”

If your engagement’s dropped or your posts have gone quiet, this episode breaks down:

 ✅ What the algorithm favors in 2025 (and beyond)
 ✅ How to mix organic + paid for real visibility
 ✅ The right way to use AI without sounding robotic
 ✅ Predictions for 2026 every sales leader should know


LinkedIn for Sales Tom Burton Brandon Lee Fist Bump

#LinkedIn #SocialSelling #ModernSelling #SalesLeadership #PersonalBrand #AI #B2BMarketing #MasteringModernSelling #DanielDisney #CarsonHeady

LinkedIn’s New Reality: How to Win in the Age of Noise, AI, and Pay-to-Play (Daniel Disney’s Blueprint for 2026) LinkedIn isn’t the same platform you 

Open article: LinkedIn’s New Era: How to Win in the Age of Noise, Algorithm Shifts, AI, and What Still Works in 2025 by Carson V. Heady • 6 min read

LinkedIn’s New Era: How to Win in the Age of Noise, Algorithm Shifts, AI, and What Still Works in 2025

Relationships are everything.



You can’t fake genuine recognition — and there is no greater investment in a relationship than positively acknowledging someone else’s impact.

I’ve learned over the years that people don’t go above and beyond for managers who try to control them — they do it for leaders who recognize them.

🙌 A quick thank you.
 🎯 A public shout-out.
 💬 A sincere “you made a difference.”

Those moments multiply your influence because they multiply someone else’s confidence.

Leadership isn’t a title — it’s a responsibility to elevate others. 

The best leaders don’t hoard the spotlight; they shine it on the greatness around them. 

When you invest in people — their goals, their growth, their story — they invest right back in you.

So today, look around your team, your network, your circle.

 Who needs to hear, “I see you. You matter. You’re making an impact.”

That one message might just be the spark that keeps their show going on.

Recognize others. Call out greatness. Build legacies — not hierarchies.


#Leadership #Recognition #GrowthMindset #SalesLeadership #Culture #Empowerment #ServantLeadership #RelationshipsMatter #TheShowMustGoOn

There’s a deep-seated trepidation about self-promotion, especially among good, humble, hard-working people who believe their results should speak for themselves. But results can’t speak if no one ever hears them.

The Fear of Self-Promotion—and Why It’s Holding So Many Back One of the most common things I hear from people I coach, mentor, and train—whether they’

Open article: From Invisible to Influential: Becoming the Voice That Opens Doors in Your Industry by Carson V. Heady • 7 min read

From Invisible to Influential: Becoming the Voice That Opens Doors in Your Industry

This is why I love what I get to do. When a mission-driven organization meets the right innovation, miracles can happen.

Elizabeth Glaser Pediatric AIDS Foundation has long been a lifeline for families impacted by HIV and AIDS — helping prevent mother-to-child transmission and providing critical care in 12 countries.

Recently, they teamed up with Microsoft and partner Squadra Digital through our Hack4Good initiative to build an AI-powered solution called glAIser — a groundbreaking Azure AI assistant that helps doctors and program leaders analyze billions of data points to identify risks, trends, and life-saving interventions.

This happened because of some strategic LinkedIn connecting Jorge Franco and I did to get connected, and learning of some impactful work Dr. William Brinson Weeks, MD, PhD, MBA was already discussing with them. They just needed support from Microsoft for Nonprofits.

Here’s what makes this story so powerful:

 💙 Predictive AI saves lives: glAIser identifies patients at risk of treatment lapses so clinicians can intervene in time.

 🧠 Data becomes insight: Azure AI mines petabytes of data across global systems — turning raw information into actionable knowledge.

 🌍 Faster, smarter care: Reports that once took months now take seconds, empowering clinicians to prevent HIV transmission and improve outcomes.

 🤝 Partnership with purpose: This collaboration began from a simple LinkedIn connection — proof that meaningful relationships start with authentic outreach and shared mission.

 🚀 Mission meets innovation: By uniting EGPAF’s expertise with Microsoft’s cloud and AI, the foundation is transforming pediatric AIDS prevention and treatment globally.


This is what happens when data meets compassion, and innovation meets intention.

AI is amplifying human care.

And when used with purpose, it becomes the most powerful tool for good on the planet.

https://lnkd.in/gAj2-M2z 

LinkedIn for Nonprofits LinkedIn for Sales Marc Spiotta Linda Mitchell Jon Drew Ryan Burns Colin Corbin Mark Ghazai Hugo Marques Ibi Wahab Parijat (Pari) Dalal Kacie Shapiro Agatha Patterson Tori Provenzano

#AIForGood #MicrosoftElevate #HealthcareInnovation #NonprofitImpact #AzureAI #Hack4Good #DataForGood #TechForSocialImpact #HIVAwareness #EndingAIDS

Open article: Elizabeth Glaser Pediatric AIDS Foundation speeds prevention and treatment with Azure AI solution | Microsoft Customer Stories by microsoft.com

Elizabeth Glaser Pediatric AIDS Foundation speeds prevention and treatment with Azure AI solution | Microsoft Customer Stories

WEEKEND CHALLENGE:  What if one book could reignite your fire, transform your sales game, guarantee improved results starting Monday, and give to charity?


📖 The Show Must Go On isn’t just another sales book — it’s a blueprint for resilience, reinvention, and results. And all proceeds go to The Michael J. Fox Foundation for Parkinson's Research.

It’s my most personal and powerful work yet — a story born from setback, faith, and the relentless pursuit of excellence.

This isn’t theory. It’s the real playbook behind more than $1B in sales, 19 #1 teams, and lessons earned from the trenches.

It’s about controlling the controllables, mastering the Moneyball of sales, and learning how to perform — even when life knocks you flat.

Readers call it:
 ⭐ “A gem for anyone in sales or leadership — about resilience, adaptability, and staying focused when the odds are against you.”
 ⭐ “A masterclass in modern selling, personal branding, and AI-driven strategy.”
 ⭐ “Not just a sales guide — a story of comeback and character.”
 ⭐ “Authentic. Inspiring. Worth $1T+ in wisdom.”


When the lights go out, the crowd fades, and you’ve got to dig deep… you remember:

The Show Must Go On.

📚 Pick it up for your weekend read. It’ll make you rethink how you sell, lead, and live.

And every copy helps fight Parkinson’s — proceeds go to The Michael J. Fox Foundation.

👇 Start your comeback here: https://lnkd.in/gde_8_Gg 


#SalesLeadership #PersonalGrowth #Motivation #AIinSales #Resilience #Mindset #Leadership #MoneyballForSales #TheShowMustGoOn

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