Interview with Cary Carlton

I had the chance to chat with Cary about The Hinesight Group—its mission, his unique background and expertise, and how he enhances our ability to support and grow alongside our clients.

• Can you share a bit about your background and what inspired you to join the Hinesight Group?
  
  • My background is rooted in building and leading sales organizations, but as the founder and CEO of PloomSocial, I also know firsthand what it takes to keep a business alive , from scaling revenue to managing the day-to-day challenges of growth. I was drawn to Hinesight because they don’t just give advice; they step in as real partners to help businesses grow strategically and sustainably. I’m excited to bring both my sales leadership and founder experience to help companies rethink and drive their revenue.
• What aspects of the Hinesight Group’s mission and culture resonated with you the most?
  
  • What resonated with me most is the people behind Hinesight. I’ve known RJ for over 30 years, and I have tremendous respect for his ability to listen first and then build an actionable plan , something that’s rare. I’ve also worked directly with RJ and Brett through HineSight to support PloomSocial, and they brought both experience and creative thinking that helped move my business forward. Their approach is thoughtful, collaborative, and always focused on real results, which is why their mission and culture align so well with how I work.
• How do you envision your unique skills and experiences enhancing the services we offer to clients?
  
  • I'm a process-driven sales leader who believes that a clear, articulated, and measurable process is the foundation for building high-performing teams. But I also believe that process doesn't remove individual personality — instead, it gives sales leaders a playbook they can use to train and develop their team, no matter where someone is in their growth. A strong process creates consistency while still allowing people to sell in a way that’s authentic to them, which is critical for scaling revenue and building a sustainable culture.
• What are your top priorities as you begin this new role, and how do you plan to make an immediate impact?
  
  • My first priority is to understand before being understood. That means listening, asking questions, observing, and really experiencing the client’s environment before offering solutions. Every organization is unique — selling in one environment is never the same as selling in the next. Each engagement has its own culture, goals, and market position, and it’s important to honor that. My second priority is to bring clients into the broader Hinesight ecosystem, where RJ, Brett, and the team can collaborate to support them in reaching their goals.

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• In your view, what trends or challenges in business should clients and colleagues be most aware of, and how will your expertise help navigate them?
  
  • The biggest challenge companies face today is the pace at which the marketplace changes. What worked a year ago  or even a month ago might be completely irrelevant today. That's why having a strong customer feedback loop is critical. Companies need to be constantly listening and adjusting to meet their clients’ evolving needs, not just for today but for what’s coming next. If you’re not adapting as fast as your customers or your competition, you won’t be leading — you’ll be left behind!

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