In this episode of SaaS Therapy, host Todd Kirk and co-host Casey Trujillo welcome Carson Heady, a sales expert from Microsoft. They discuss Carson's extensive sales background, the transition from hardware to SaaS, and the essential skills for successful selling. Carson emphasizes the importance of building trust with customers, understanding their needs, and navigating the complexities of AI in sales. The conversation also covers the significance of expanding relationships beyond IT, the best and worst sales advice, and strategies for preparing for executive conversations. Carson shares insights on collaboration with team members and finding opportunities in point solutions, concluding with actionable homework for listeners to enhance their sales success.
Takeaways
Your network is your net worth.
Building relationships is key to successful sales.
Trust is earned by understanding customer needs.
AI should be used meaningfully, not just for the sake of it.
Focus on making your customer the hero of the story.
Control the controllables in your sales process.
Small tweaks can lead to significant improvements.
Don't be afraid to reach out to multiple contacts in an organization.
Understand the motivations of your team members for better collaboration.
Sometimes, doing the opposite of your instincts can lead to success.
Contents
00:00 Introduction to SaaS Therapy and Guest Introduction
00:59 Carson Heady's Sales Journey and Background
02:40 Transitioning from Hardware to SaaS Sales
04:20 Key Qualities for Successful Selling
05:38 Building Trust and Understanding Customer Needs
07:28 Navigating AI in Sales Conversations
10:51 Differentiating in a Competitive AI Landscape
14:42 Leveraging AI for Efficiency and Productivity
19:34 Advice for New Sellers and Building Relationships
25:20 Closing Deals with Transparency
27:32 Navigating Tough Conversations
32:05 Collaborating with Team Members
37:20 Building Relationships for Success
41:14 Finding Opportunities in Point Solutions
44:59 Challenging the Status Quo
Resources
Credits
Show manager: Jenna Mollinet