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Remixing Your Sales Strategy - Paula White - B2B EQ - Episode #5
Taking the stage today is a globally recognized sales leader with 30+ years experience who combines her passions for music and leadership. She helps leaders remix their own style so they can leave a positive legacy that their people won't forget and drive results effectively.
Joining us for this episode of B2B EQ is Author of the book “Side B: Remix Your Leadership Style”, CEO and Leadership DJ at Side B Consulting, Paula White. Paula is a sales superstar, and she shares her biggest tips for leaders looking to motivate their sales teams. In this episode, Tim and Paula talk about the science of music as a motivational tool, how to balance your side A and side B, and why the most important soft skill in b2b sales is communication.
Takeaways:
- The most important soft skill in B2B sales is communication. Without knowing how to communicate with others, your revenue won’t go anywhere.
- There are four stages of communication, canned, reflective, active, and unexpected.
- When it comes to motivating sales teams, you need to be able to find what truly drives them and inspire them along those lines.
- As people we need to balance our side A (hard skills) with our side B (soft skills). Too much of side A creates a rigorous, stressful experience. Too much side B can create an environment with not enough focus.
- Leading a sales team is all about emotional intelligence and self awareness. Those two attributes are what drive people, not data or results. At the end of the day, people want to be heard and listened to by their leaders.
- People buy on emotion, and justify it logically. People buy things because of the emotional feeling of what it could bring them, not just because it checks off all their boxes.
- Music can be a potent tool for increasing the happiness of sales reps. When you hear something energetic, your dopamine and serotonin levels rise, which boost your mood. A good mood is almost infectious, and can make clients feel happier on calls.
Quote of the Show:
- “Over the phone you can hear a smile.” - Paula White
Links:
- LinkedIn: https://www.linkedin.com/in/paula-s-white/
- Twitter: https://twitter.com/pswhite00
- Company website: https://paulaswhite.com/
- Book: https://www.amazon.com/Side-Remix-Your-Leadership-Style/dp/164146674X
Ways to Tune In:
- Apple Podcast - https://podcasts.apple.com/us/podcast/b2b-eq/id1672326834
- Spotify - https://open.spotify.com/show/1T2zlqNsSYATzXFPH1DquY
- Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly9mYXN0Lndpc3RpYS5jb20vY2hhbm5lbHMvajRuNnNjYmc2Ni9yc3M
- YouTube
View all episodes
Taking the stage today is a globally recognized sales leader with 30+ years experience who combines her passions for music and leadership. She helps leaders remix their own style so they can leave a positive legacy that their people won't forget and drive results effectively.
Joining us for this episode of B2B EQ is Author of the book “Side B: Remix Your Leadership Style”, CEO and Leadership DJ at Side B Consulting, Paula White. Paula is a sales superstar, and she shares her biggest tips for leaders looking to motivate their sales teams. In this episode, Tim and Paula talk about the science of music as a motivational tool, how to balance your side A and side B, and why the most important soft skill in b2b sales is communication.
Takeaways:
- The most important soft skill in B2B sales is communication. Without knowing how to communicate with others, your revenue won’t go anywhere.
- There are four stages of communication, canned, reflective, active, and unexpected.
- When it comes to motivating sales teams, you need to be able to find what truly drives them and inspire them along those lines.
- As people we need to balance our side A (hard skills) with our side B (soft skills). Too much of side A creates a rigorous, stressful experience. Too much side B can create an environment with not enough focus.
- Leading a sales team is all about emotional intelligence and self awareness. Those two attributes are what drive people, not data or results. At the end of the day, people want to be heard and listened to by their leaders.
- People buy on emotion, and justify it logically. People buy things because of the emotional feeling of what it could bring them, not just because it checks off all their boxes.
- Music can be a potent tool for increasing the happiness of sales reps. When you hear something energetic, your dopamine and serotonin levels rise, which boost your mood. A good mood is almost infectious, and can make clients feel happier on calls.
Quote of the Show:
- “Over the phone you can hear a smile.” - Paula White
Links:
- LinkedIn: https://www.linkedin.com/in/paula-s-white/
- Twitter: https://twitter.com/pswhite00
- Company website: https://paulaswhite.com/
- Book: https://www.amazon.com/Side-Remix-Your-Leadership-Style/dp/164146674X
Ways to Tune In:
- Apple Podcast - https://podcasts.apple.com/us/podcast/b2b-eq/id1672326834
- Spotify - https://open.spotify.com/show/1T2zlqNsSYATzXFPH1DquY
- Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly9mYXN0Lndpc3RpYS5jb20vY2hhbm5lbHMvajRuNnNjYmc2Ni9yc3M
- YouTube