“So over the subsequent months and years, it was really just all about creating a groundswell, so that our name was prominent, my name was prominent as their primary resource, and just continuing to invest in nurture that relationship.” – Carson Heady in today’s Tip 1336
What’s your thought about this?
Join the conversation below and check the full conversation with Carson!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got a clip from a unique bonus episode on the Sales Success Stories podcast that we just released that is actually a reshare of an episode from Carson Heady’s Salesman on Fire podcast. In this conversation that’s just over 30 minutes Carson, who’s a perennial top performer at Microsoft, talks through how he both created and managed a 9-Figure deal. Here’s a taste:
Carson Heady: For me, social selling was the door opener here, but as we’ll unpack in this conversation, a lot of sales fundamentals still applied.
Tom Burton: Well, and I assume to get that meeting right, it wasn’t what we see all the time. You connect and then, hey, can I get you 15 minutes on a call? I would assume there was probably a lot of value and a lot of back-and-forth conversation that occurred prior to even getting to that meeting, I assume, right? To get to that point.
Carson Heady: I’m so glad you said that. Using intel that you have, whether it’s things that you can see on their website or in company reports or in industry trade magazines or even things that you’re hearing from other people in their organization that may work for them or in different lines of business, not using all of that as intel is only going to enhance your probability of success. I also very often use a counterintuitive approach when I first reach out because oftentimes we might have some level of investment with the organization today, but we’re likely not working directly with the person that I’m reaching out to in this case. So making sure that to your point, we’re showing up with some kind of value and that we have a very targeted ask that we’re trying to make. Now, in this case, my approach typically is, hey, you are likely entitled to some resources as a result of our pre-existing relationship. I’d love to make sure that you and your team are aware of those resources, privy to those resources that you’re entitled to, and I found often that will at least get some interest and in this case, I utilize that as the door opener to get in the door and then at which time all of the usual sales fundamentals apply.
Now the other element of social here for me, Tom, somebody told me this years ago, utilize it to stay top of mind. So the other component is not only does it serve as kind of that door opener or that initial touchpoint, but also over time, as people see posts or you invite them to events or you send them newsletters or surveys or things like that, you can continue to engage them over time. They’re not necessarily going to take that first meeting request, but over time, if you play the scale game and over the subsequent months, I sent over 500 connection requests within that one organization. I had 250 1st-degree connections in that organization. So over the subsequent months and years, it was really just all about creating a groundswell, so that our name was prominent, my name was prominent as their primary resource, and just continuing to invest in nurture that relationship.
Scott Ingram: For links to this full conversation, as well as a link to Carson’s Salesman on Fire podcast and more, just click over to DailySales.Tips/1336. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!