Episode 167: Constantly Iterating, Crafting Messaging & Avoiding Burnout with Dingus & Zazzy’s Carter Davey

Today, Scott welcomes Carter Davey to the show to discuss messaging, consistency, and the importance of storytelling. Carter is the top seller at Dingus & Zazzy, a full-service marketing organization that brings creativity, passion and experience to every client. In short, Carter helps businesses and agencies to scale, support, or accelerate their marketing abilities. Carter is a seasoned sales professional who values building relationships and finding common ground with those he works with. It is just one of the many reasons he’s achieved such incredible results at Dingus & Zazzy.

Carter and Scott talk about the three things Carter attributes to his success in Sales, including the importance he places on physical and mental health, crafting messaging that cuts through the noise, and storytelling with a purpose. Carter talks about his discovery process, the tools and apps that have become critical to his success, and perhaps most importantly, what he is doing now to avoid burnout. Carter continues and reflects on his proudest accomplishment, the biggest obstacles and challenges he currently faces, and his sales philosophy and style.

Scott and Carter spend some time talking about culture and why it is such an important thing for Carter and his team. In fact, Carter values culture so much that he’s actually turned away business in instances where the prospective client did not fit the culture or would be difficult to work with. Carter shares his thoughts on motivation, his philosophy behind discounting, and tips and best practices for organization. Finally, Carter issues an actionable challenge to the audience. He urges them to look at the routine you set for yourself daily and tweak something that isn’t perfect. When we constantly look to improve, iterate, and make changes to our habits and routines, we can help to put ourselves on the right path.

What We Covered:

00:00 – Scott thanks today’s sponsor, Vidyard
00:35 – Scott welcomes to the show Carter Davey
00:47 – The top three things Carter attributes to his success today
00:57 – Number One: Physical & Mental Health
01:56 – Number Two: Crafting messaging that cuts through the noise
02:38 – Scott takes a moment to thank today’s sponsor, Vidyard
02:56 – Number Three: Storytelling with a Purpose
03:54 – Carter expounds on his role at Dingus & Zazzy
05:20 – Carter quantifies his sales results
07:13 – Carter’s sales origin story
08:31 – What Carter would do differently if given the chance
10:06 – Carter’s favorite sales story
11:46 – The discovery process
13:59 – Carter’s proudest accomplishment
15:08 – The biggest obstacles and challenges Carter has faced
16:38 – Carter takes the audience through a typical day in the life
19:42 – Avoiding burnout
22:10 – Carter’s evening routine
23:42 – Carter’s information diet
24:30 – Other habits and routines that are critical to Carter’s success
25:12 – Carter’s sales philosophy and style
27:29 – Carter’s tech stack
28:32 – What motivates and drives Carter
29:44 – The culture at Dingus & Zazzy
31:26 – One of Carter’s beliefs that the average sales professional would think is crazy
32:25 – The philosophy behind discounting
35:53 – An average sales professional’s belief that Carter thinks is crazy
36:49 – The most important lessons of Carter’s career
37:46 – Advice Carter would give to an upstart sales professional
38:56 – Advice Carter would give to a seasoned sales professional who is on the cusp of burnout
41:36 – Organization tips and best practices
43:26 – Carter issues an actionable challenge to the audience

Tweetables:

“I’m with a company called ‘Dingus & Zazzy,’ so everything that we do is a little bit away from the norm. But, I’ve found that one of my biggest successes has been crafting messaging that really cuts through noise.” (02:01)

“I think the biggest thing I’m proud of was that you go through so many iterations of what a sales team should look like, and I’ve really been the common denominator in a lot of ways of consistency. I’ve consistently been able to bring in results when we couldn’t figure out how to replicate that as a team.” (14:16)

“I think for myself it was more important to stay consistent and reduce burnout.” (20:48)

“My information is actually quite outside of Sales. I do try to absorb as much as I can when I can, but I find that that home time is very specific for me just on a personal level.” (24:19)

“I really think the core [of my sales philosophy] has been centered around building those relationships. Whether it’s in a very short window or not, finding a common ground is crucial.” (26:02)

“I’ve definitely, from a culture standpoint, to touch on that because I think it’s relevant, I’ve turned away business based on even just personality. If somebody is not going to be good to work with from our team’s standpoint, I don’t want to put that on my project manager to work with someone who is going to be difficult or rude.” (32:42)

Sponsors Mentioned:

Vidyard

What We Covered:

Tweetables:

Links Mentioned:

Sponsors Mentioned: