Carson Heady | Leaders are Hero Makers
In the ever-evolving world of sales and leadership, few figures stand as prominently as Carson Heady. A seven-time CEO President’s Club winner at Microsoft and AT&T, a best-selling author, and a globally recognized sales guru, Heady has carved an illustrious career built on resilience, adaptability, and an unwavering commitment to empowering others. His recent appearance on the Bound for Greatness podcast with Scott Garvis offers a compelling look into his journey, his philosophies, and his vision for the future of sales and leadership.
An Accidental Entry into Sales
Heady’s path into the world of sales was, as he describes it, purely accidental. Aiming for a customer service role, he found himself in a high-pressure call center sales position at AT&T. Of the twelve people in his training class, only two remained after six months—Heady being one of them. His secret? An early recognition that success in sales wasn’t about aggressive pitching but about active listening.
“I really leaned into it,” Heady recounts. “It was all about understanding the needs of the person on the other end of the phone and matching our solutions to those needs.” This ability to listen, learn, and adapt became the foundation of a career that would see Heady rise through the ranks and become a transformational sales leader.
Leaders as Hero Makers
A core tenet of Heady’s leadership philosophy is that true leaders are “hero makers.” Instead of seeking personal accolades, he focuses on elevating those around him. “Leaders are not the hero,” Heady explains. “They are the hero maker. If you understand what drives your team, how to work with their ‘why,’ and put them in a position to win, everyone succeeds.”
For Heady, leadership isn’t just about guiding others—it’s about being a problem solver. He believes that great leaders eliminate obstacles and develop their personal brand by consistently adding value. Collaboration plays a crucial role in his approach. Instead of trying to do everything himself, Heady emphasizes teamwork and believes that success comes from working together and leveraging individual strengths. Just as a great sports team functions best when each player knows their role, a successful leader builds an ecosystem where every individual can shine.
Sharpening the Axe: Continuous Growth and Learning
One of Heady’s strongest beliefs is in the power of continuous learning. He considers himself a lifelong student, constantly studying the game of sales and leadership. Regardless of industry, he insists that leaders must stay updated, refining their skills and approaches. “Your experience matters,” Heady states. “The knowledge you’ve gained is valuable and can help others.” He encourages professionals to invest in self-improvement and understand that tough situations ultimately make them stronger. Just as a blade needs regular sharpening to stay effective, professionals need to consistently refine their craft.
Your Network is Your Net Worth
Heady places immense value on relationships, emphasizing that “your network is your net worth.” Building a strong professional circle opens doors, creating opportunities that may not have existed otherwise. He recommends leveraging social media to follow and engage with individuals you aspire to be like. By building authentic connections and learning from others, professionals can accelerate their growth. However, Heady cautions that networking isn’t just about collecting contacts—it’s about forming meaningful, mutually beneficial relationships.
Sales is Human-to-Human Interaction
In an age of increasing automation and AI-driven communication, Heady stresses that sales remains a human-to-human interaction. “Sales is done by people, for people,” he explains. Success doesn’t come from bombarding prospects with messages—it comes from listening. Heady insists that great salespeople listen to the ‘No’s’ just as much as the ‘Yes’s.’ Rejection isn’t failure; it’s feedback that can inform future strategies.
Rather than focusing solely on selling, Heady advocates for providing value first. He encourages sales professionals to show prospects the resources they can provide instead of pushing a product. “Helping and learning should always come before selling,” he advises. By focusing on adding value and positioning themselves as trusted advisors, sales professionals can build lasting relationships and become indispensable to their clients.
The Role of an Evangelist in Leadership
Heady believes that great leaders are also evangelists—passionate advocates for their vision and their team. Leadership is about creating and nurturing an environment where people feel empowered to succeed. “Making others heroes is your job as a leader,” Heady states. Instead of seeking the spotlight, true leaders aim to elevate those around them. He sees leadership as an opportunity to add value to people’s lives and help them unlock their full potential.
Aim for Perfection, Land on Excellence
One of Heady’s guiding principles is to aim for perfection and land on excellence. He understands that perfection may be unattainable, but striving for the highest standards ensures exceptional results. Heady’s approach is rooted in resilience. Challenges and failures are inevitable, but he views them as stepping stones to success. “Tough situations make you better,” he affirms, emphasizing the importance of perseverance in the face of adversity.
Targeting the Right Audience and Solving Their Problems
Effective leadership and sales require a strategic approach. Heady highlights the importance of targeting the right audience and understanding their unique challenges. Instead of adopting a one-size-fits-all mentality, he encourages professionals to take an intentional approach, solving problems for their clients rather than just selling to them. Heady compares this approach to the momentum of a snowball rolling downhill: small, consistent efforts accumulate over time, eventually turning into an unstoppable avalanche of success.
Embracing Technology and AI in Sales
Heady is not just a master of traditional sales tactics; he’s also at the forefront of leveraging technology to gain a competitive edge. He sees AI and automation not as threats but as tools that can elevate top sales professionals.
“The best sellers will use AI to reach more people with better messaging,” Heady states. “AI can help arm us with insights and talking points, but at the end of the day, humans buy from humans. The fundamentals of sales—relationships, trust, and communication—will never change.”
Leveraging Social Media for Thought Leadership
With over 330,000 followers, Heady has mastered the art of using social media to enhance his professional brand. His advice for those looking to do the same? Just start.
“Your experiences matter,” Heady emphasizes. “Share your insights. Engage with others in your field. Find your niche and be consistent. Social media is a tool that can open doors you never imagined.”
Final Thoughts
Carson Heady’s journey is a testament to the power of perseverance, adaptability, and the relentless pursuit of excellence. His insights offer invaluable lessons not just for those in sales but for anyone looking to elevate their career and leadership impact. His story, like his books, is one of resilience, transformation, and an unwavering commitment to greatness.
As sales and leadership continue to evolve, Heady’s approach—rooted in authenticity, problem-solving, and innovation—stands as a model for future generations. His belief that true leaders empower those around them is a principle that will always stand the test of time.
For anyone looking to follow in his footsteps, the message is clear: embrace challenges, stay committed to learning, and never stop striving for greatness.
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