Paul invites sales leader and best-selling author Carson V. Heady to share his perspective on common challenges facing the sales community and provide powerful solutions to apply in any marketplace.  SHOW NOTES “One small win doesn't mean all that much, but when you combine all of those small wins, it leads to big change.” -Carson Engaging key stakeholders as part of the process is instrumental in the success of a relationship or deal. “You can’t feast until you set the table.” - Carson Success in sales means sometimes learning to live with uncomfortable or ambiguous situations.   “There is no seller more confident than the seller that walks into a deal that they don't need.” - Paul Don’t become a prisoner of hope; take control of the controllable elements of a deal. Connect with Carson at carsonvheady.wordpress.com Purchase Salesman on Fire and Birth of a Salesman on Amazon or at your local bookseller. ALSO MENTIONED The Q and A Sales Podcast: What is a Go-Giver? with Bob Burg *** Learn more: https://www.theqandasalespodcast.com. Pre-order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.