EP159: Join the Band - How Sales Professionals Are Like Lyricists

A company’s leadership – the lead singer, picks up the pieces and fills in the holes in a performance. Their drummers keep the rhythm of the deal moving forward so everyone can stay in time. But what about the sale professional making the calls – the lyricist? The correct tone of a single syllable can make or break a conversation before it starts. Corey and Chris continue their conversation with Paula S. White of Side B Consulting. They compare the ways different cultures start a cold call. We have more in common with all of our varying cultures than you may think when we start the call admitting we are an interruption and that we have never met the prospect on the other end. Paula takes us through the skill of being an unexpected listener and where that is valuable in every business encounter. The good news is it can be learned, like a memorable piece of music or a favorite song that takes us back to a favorite memory. Join these sales musicians in this episode, “Join the Band – How Sales Professionals Are like Lyricists.”

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About Our GuestPaula S. White is the Leadership DJ of Side B Consulting in New Albany, Ohio. Side B Consulting helps leaders combine their business-minded skills with their relationship-based people skills to more effectively lead their teams.

Full Transcript here:

A company’s leadership – the lead singer, picks up the pieces and fills in the holes in a performance. Their drummers keep the rhythm of the deal moving forward so everyone can stay in time. But what about the sale professional making the calls – the lyricist? The correct tone of a single syllable can make or break a conversation before it starts. Corey and Chris continue their conversation with Paula S. White of Side B Consulting. They compare the ways different cultures start a cold call. We have more in common with all of our varying cultures than you may think when we start the call admitting we are an interruption and that we have never met the prospect on the other end. Paula takes us through the skill of being an unexpected listener and where that is valuable in every business encounter. The good news is, it can be learned, like a memorable piece of music or a favorite song that takes us back to a favorite memory. Join these sales musicians in this episode, “Join the Band – How Sales Professionals Are like Lyricists.”

Corey Frank(00:00):

So what are these challenges that you see in companies? Cuz I would bet that there are folks maybe at the C level who wanna be more in touch with side B to communicate, to retain talent, to inspire more creativity. And you probably have folks who say, Hey listen, I didn't sign on for this. I thought you hired me for my resume. I thought you hired me for my experience. How do you help workshop that out? So they do sing the same song. 

Paula White (00:29):

So interestingly enough, it again all comes down to culture and you're gonna see resumes changing very, very shortly where some of those things, those side B traits are starting to show up on resumes. They're looking for cultures of accountability, they're looking for cultures that are going to give back. They're looking for cultures who believe in their people. So how do you take what you have now and ensure that everyone is singing on the same page? I think it's just getting in the studio. We have to get all ideas out on the paper or the whiteboard and start coming together as a band and making sure each instrument is represented for their own strengths. 

Corey Frank( Pay again