The Sales Transformation Podcast (Consalia Ltd)
Explorez tous les épisodes de The Sales Transformation Podcast
| Date | Titre | Durée | |
|---|---|---|---|
| 15 Aug 2024 | REVISITED: #50 – Drive the Performance of Your Key Accounts: An intimate dinner with Introhive | 00:24:37 | |
We’ve got one more episode of The Sales Transformation Podcast to revisit in celebration of the announcement of Global Sales Transformation XIX: Cracking the Code of Key Account Management!
This time we’re looking back at a dinner hosted by Introhive where Consalia Programme Director Brian Tilley spoke about how Relationship Capitalisation can unlock the potential of your key accounts.
Original episode description: Starting off with a short introduction from John Smit, Senior Channel Sales Manager at Introhive, this episode of the Sales Transformation Podcast gives listeners a more in-depth understanding of how Consalia transforms a salesperson's mindset through our Mindset Survey, and the importance of understanding the value of relationships within sales. This episode, Brian Tilley, Programme Director, Master’s Programme in Sales Transformation, gives an insightful presentation to a group of sales leaders on understanding the true value of relationships between a salesperson and their clients. Including questions from the audience and an overview of the Mindset Survey, this short episode is a great opportunity to think about the values of your own business relationships, how to cultivate and measure them, as well as keeping them strong.
Look forward to:
Connect with Philip Squire on LinkedIn Connect with Brian Tilley on LinkedIn Connect with John Smit on LinkedIn
Secure your ticket for Global Sales Transformation XIX today!
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 31 Jan 2021 | #6 - Thriving in Sales in 2021 | 00:43:10 | |
Back in 2020 at the start of the pandemic, Ian Helps, Director at Consalia, ran an insightful webinar to over 5,000+ sales professionals around the world about what they could be doing to continue to thrive in sales during this time.
Almost a year on, the contents of this webinar are still relevant to today. With most of the world still in some form of lockdown, salespeople will still need to find ways of maximising their sales performance, whilst at the same time, looking after their physical and mental well-being.
Ian talks through:
- How to thrive in sales when working from home - How to manage your own change during the pandemic - How to apply positive Sales Mindsets into your own sales practice
Sign up to our newsletter to stay up to date with the latest podcast episodes. | |||
| 02 May 2024 | #120 – Writing the book on Transformational Sales Leadership (Part 1) w/ Grant van Ulbrich & Barbara Crane | 00:29:43 | |
It’s the first part of a very special series of podcasts this week as we celebrate the release of a new book: Transformational Sales Leadership: Sales Leader Perspectives.
The book is an anthology of chapters each written by an alumnus of Consalia’s master’s programme. Each one takes a fresh look at sales issues old and new, bringing new insights from their own experience of sales leadership.
In this episode Phil sits down with two of the contributors to discuss their chapters. Grant van Ulbrich, examines if better change management could have shifted the outcome of Arthur Miller’s play Death of a Salesman. Meanwhile Barbara Crane discusses how different types of fear can interfere with change and how we need to learn to respond to those emotions as signals.
Highlights include:
Stay tuned for more interviews with the other contributors!
Transformational Sales Leadership: Sales Leader Perspectives is out now and available to purchase at Routledge: https://www.routledge.com/Transformational-Sales-Leadership-Sales-Leader-Perspectives/Eastman-McGowan-Rogers/p/book/9781032361406
Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/
Connect with Grant van Ulbrich on LinkedIn https://www.linkedin.com/in/grantvanulbrich/
Connect with Barbara Crane on LinkedIn https://www.linkedin.com/in/barbara-crane-a293b8a/
Sign up for our Sales Transformation community – https://info.consalia.com/consalia-community
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23
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| 30 Jun 2022 | #48 - Including ‘Choice’ into Change Models via SCARED SO WHAT™ (Grant Van Ulbrich, 2020) | 00:49:05 | |
In this episode of The Sales Transformation Podcast, Dr. Phil speaks with Grant Van Ulbrich, Global Director of Sales Transformation for Royal Caribbean. Gain valuable insights and find out Grant's future plans such as preparing to publish his book, Transforming Sales Management: Lead your sales teams through change. Look forward to:
Take the SCARED quiz today and discover where you are in a change process. Connect with Grant Van Ulbrich on Linkedin Also, take our Mindset Survey and find out if you are in "The Winner's Circle" of salespeople - the top 10% of salespeople who sell to their customers in a way they want to be sold to. | |||
| 14 Feb 2025 | #152 – Apprenticeship insights on the ISP NextGen podcast | 00:22:37 | |
| 20 Feb 2025 | #153 – Webinar – The Network Effect: How collaboration will drive growth in your key accounts w/ Dr Ryan O'Sullivan & Julia Munn | 00:59:55 | |
We have a webinar recording for you this week on the Sales Transformation Podcast. In ‘The Network Effect’ Phil was joined by Introhive’s Dr Ryan O’Sullivan and NTT’s Julia Munn to discuss how account managers can leverage their networks to generate more value.
The conversation focuses on three types of network: your network of contacts within your client’s organisation, the people you know from other departments in your own company, and everyone else you know externally. When nurtured and deployed correctly all these networks can help to massively grow your accounts.
Highlights include:
You can find a recording of Ryan's talk from Global Sales Transformation XIX, which was mentioned during the webinar, on our YouTube channel. Ryan's book, Building B2B Relationships, is available to buy on Amazon. You can find out more about how Introhive can help you map and foster relationships with your clients on their website.
Connect with Philip Squire on LinkedIn Connect with Ryan O'Sullivan on LinkedIn Connect with Julia Munn on LinkedIn
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 25 Jul 2024 | #132 – Writing the book on Transformational Sales Leadership (Part 2) w/ Rainer Stern & Sakis Tassoudis | 00:52:24 | |
It’s time to hear from two more contributors to the Transformational Sales Leadership: Sales Leader Perspectives book on today’s episode of the Sales Transformation Podcast. This time it’s the turn of Rainer Stern and Sakis Tassoudis.
The book is an anthology, with each chapter by a different author bringing new insights from both their academic studies and practical industry experience.
Rainer talks to Phil about how leaders can deal with the disruption and uncertainty brought about by technology. Sakis then introduces us to his chapter around “humanifying” leadership – and why that is different to “humanising” it.
Highlights include:
Stay tuned for more interviews with the other contributors!
Transformational Sales Leadership: Sales Leader Perspectives is out now and available to purchase at Routledge: https://www.routledge.com/Transformational-Sales-Leadership-Sales-Leader-Perspectives/Eastman-McGowan-Rogers/p/book/9781032361406
You can read more about Sakis’s work on the Humanified Leadership website:
Connect with Philip Squire on LinkedIn Connect with Rainer Stern on LinkedIn Connect with Sakis Tassoudis on LinkedIn
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.
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| 05 Oct 2021 | #19 - A New Value Proposition Based on Digital Transformation with David Norris | 00:26:04 | |
In the lead up to the Global Sales Transformation event on the 7th October, we have revisited the GST event in 2019 to bring you a talk from David Norris, Sales Director of SKF
He shared his insights on what it takes to align the sales organisation with a new value proposition based on the digital transformation that is taking place with SKF. David gives an overview of the history of SKF and what the company does as well as how they are transforming the business model. He later discusses the impact that the MSc in Leading Sales Transformation has had on him and his work output.
The key point that he alludes to is the importance of finding a new value proposition for your business.
Samuel Discusses several topics:
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| 02 Feb 2023 | #62 – Will AI tools like ChatGPT enable salespeople or make the sales role redundant? - Consalia January AMA | 00:49:55 | |
We hosted our first Ask Me Anything (AMA) webinar of 2023 and what a stimulating conversation we had. Phil and Will were joined by attendees of the event and answered a host of different burning questions that were on the mind of salespeople. Some of the interesting areas discussed were: - [5:13] How will AI tools like ChatGPT change the way salespeople work? - [12:35] How should you split account management teams and new business development teams to optimise the sales function? - [33:27] Why do organisations still focus primarily on skills-based training? Connect with Philip Squire on LinkedIn Connect with Will Squire on LinkedIn Want to join the next one? We’ll be hosting our AMA sessions at the end of every month. Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 13 Jun 2024 | #126 – Professionalising sales education standards w/ Dr Louise Sutton | 00:56:38 | |
Today on The Sales Transformation Podcast Phil is joined by Consalia’s own Academy Director, Dr Louise Sutton, whose contributions to both Consalia and the sales profession as a whole cannot be overstated.
Louise talks about her completion of a Doctorate in Professional Studies by Public Works and the creation of the Level 6 Business-to-Business Sales Professional apprenticeship standard that led to it. The discussion also turns to the importance of having a learning culture within an organisation if apprenticeships are to be successful.
Highlights include:
Connect with Philip Squire on LinkedIn
Connect with Louise Sutton on LinkedIn
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.
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| 27 Jul 2021 | #15 – An introduction to Relationship Capitalisation | 00:59:59 | |
Relationship Capitalisation: Is there a way to put a financial and balance sheet value on the relationships we hold with our key accounts?
Back in October 2020, Dr Phil Squire, alongside, Ryan O’Sullivan, Industry Head for Professional Services at Introhive took part in the Key Account Management Forum webinar hosted by Cranfield School of Management. The KAM Forum is the leading centre for research and best practice in key account management and strategic sales.
The pair took participants through an introduction to Relationship Capitalisation and what this could potentially mean for the future of sales and how salespeople view relationships as a means for future business growth. Dr Phil and Ryan talk about:
- Why Relationship Capitalisation will be an important topic in the future, not just for sales, but for the whole organisation - The metrics that can be used to measure relationships - How to start looking at your key accounts through a different lens
Interested in hearing more? We’re hosting our annual Global Sales Transformation event in October at the London Stock Exchange where the topic for the event is Relationship Capitalisation. For more information on tickets when they are released, sign up to our newsletter using the link in the show notes.
Sign up to our newsletter to stay up to date with the latest podcast episodes and information on our upcoming Global Sales Transformation event. | |||
| 04 Jul 2024 | #129 – Best of H1 2024 | 00:48:20 | |
It’s been a while since our last “best of” episode on The Sales Transformation Podcast, so this week we’re bringing you some of the highlights from the year so far.
Connect with Philip Squire on LinkedIn
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.
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| 14 Mar 2024 | #114 – GST XVIII: Panel session – Cultivating Tomorrow's Sales Leaders: Navigating the Evolving Landscape of Sales and Leadership | 00:39:09 | |
It’s the final recording from GST XVIII on The Sales Transformation Podcast this week: the panel session featuring Paul Devlin, COO of Causeway, Professor Vlatka Hlupic, CEO of Management Shift Solutions Limited, and Dr Grant Van Ulbrich, Sales Transformation Director at Royal Caribbean Cruises.
Together they discuss what being “future ready” means to them, the importance of building client relationships, how to maintain them during contract negotiations, and more.
We hope you’ve enjoyed all the talks from GST XVIII, whether you’ve been listening to them for the first time or revisiting after joining us at the London Stock Exchange in December. Stay tuned for news about this year’s Global Sales Transformation later this year!
Highlights include:
NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience!
Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/
Connect with Grant Van Ulbrich on LinkedIn https://www.linkedin.com/in/grantvanulbrich/
Connect with Vlatka Hlupic on LinkedIn https://www.linkedin.com/in/vlatkahlupic/
Connect with Paul Devlin on LinkedIn https://www.linkedin.com/in/pauldevlin/
Sign up for our Sales Transformation community – https://info.consalia.com/consalia-community
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23
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| 13 Jul 2023 | #83 - Key Learnings of a Sales Enablement Leader: What Does The Future Of The Sales Enablement Role Look Like? | 00:55:54 | |
In this episode of The Sales Transformation Podcast Dr Phil is joined by Adriana Romero who is the current Senior Manager of Products and Cloud Enablement at OpenText. The episode takes a look into Adriana’s path from living in Venezuela to moving to Canada to become an expert in sales enablement. Adriana discusses the main key learnings from her experience in sales enablement: - [21:30] The CEO needs to believe in enablement in order to be successful
Connect with Philip Squire on LinkedIn - https://www.linkedin.com/in/philipsquire/ Connect with Adriana Romero on LinkedIn - https://www.linkedin.com/in/adrianaromero/ Sign up for our Sales Transformation community - https://info.consalia.com/consalia-community Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 | |||
| 19 Jul 2022 | #50 - Drive the Performance of Your Key Accounts: An intimate dinner with Introhive | 00:24:32 | |
Starting off with a short introduction from John Smit, Senior Channel Sales Manager at Introhive, this episode of the Sales Transformation Podcast gives listeners a more in-depth understanding of how Consalia transforms a salesperson's mindset through our Mindset Survey, and the importance of understanding the value of relationships within sales. This episode, Brian Tilley, Programme Director, Masters Programme in Sales Transformation, gives an insightful presentation to a group of sales leaders on understanding the true value of relationships between a salesperson and their clients. Including questions from the audience and an overview of the Mindset Survey, this short episode is a great opportunity to think about the values of your own business relationships, how to cultivate and measure them, as well as keeping them strong.
Look forward to: [3:00] Overview and definition of Relationship Capitalisation. What are the values and how do you measure relationships?
How does your business measure its relationships with customers? Connect with Brian Tilley on LinkedIn Connect with John Smit on LinkedIn Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 22 Nov 2024 | #144 – The best of last year’s Global Sales Transformation event | 00:33:29 | |
Our Global Sales Transformation XIX event is right around the corner! In this episode, we revisit some of the best talks from last year's Global Sales Transformation VIII event, themed around making organisations future-ready, discussions which covered the importance of involving both the organisation and its people in transformation journeys. Additionally, insights on maintaining a growth mindset, the management shift model for leadership, and strategies for enhancing customer relationships post-contract are shared by various experts.
Highlights include:
Also, don't forget to secure your tickets for this year's GST using the link below:
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 26 Mar 2021 | #10 – The role of Emotional Intelligence in driving high performing sales teams | 00:34:32 | |
In this first part of our dive into Emotional Intelligence within sales, we look back at a talk which Simon Quinton, now UKI General Manager of Tableau (formerly Managing Director of Infor) presented at our last Global Sales Transformation event in 2019. He gives us an introduction into the world of Emotional Intelligence and how this drives high performing sales teams.
Simon touches upon:
- How he carried out his research on the topic - What his findings were from the research - Which competencies are crucial for Emotional Intelligence
Sign up to our newsletter to stay up to date with the latest podcast episodes. | |||
| 01 Aug 2023 | #86 – Unlocking Sales Success: Empowering Inclusive Change Management – Leading Sales Transformation Masterclass w/ Grant Van Ulbrich | 01:13:52 | |
In this Mastercast episode, Dr. Phil is joined by Dr. Grant Van Ulbrich who is the Global Sales Transformation Director at Royal Caribbean and is the Founder of SCARED SO WHAT Ltd. Grant is a recent Consalia Alumnus who, like Consalia, is on a mission to professionalise the sales career path. He is one of the first to complete the master’s in Leading Sales Transformation and to become a Doctor in Sales Transformation, as well as a Certified Sales Transformation Coach within the travel and hospitality industry. Grant is also an author of the new book titled ‘’Transforming Sales Management: Lead Sales Teams Through Change’’. During this episode, various organisational change models are discussed, but more importantly, Grant introduces the SCARED SO WHAT model as a method for empowering sales leaders and their teams to apply inclusive personal change management individually and within their organisations.
Grant also focuses on topics such as:
Connect with Philip Squire on LinkedIn - https://www.linkedin.com/in/philipsquire/ Connect with Grant Van Ulbrich on LinkedIn - https://www.linkedin.com/in/grantvanulbrich/
Sign up for our Sales Transformation community - https://info.consalia.com/consalia-community
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 | |||
| 11 Apr 2024 | #118 – Mapping out challenges through coaching w/ Claudia Filsinger | 00:55:40 | |
This week on The Sales Transformation Podcast Phil speaks to Claudia Filsinger, the Founder and Managing Director of coaching and consultancy firm Moving Maps.
Having lectured in business, career management and coaching at Oxford Brookes Business School and become an accredited executive coach herself, Claudia founded Moving Maps to help clients problem-solve using systemic coaching methods.
Highlights include:
Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/
Connect with Claudia Filsinger on LinkedIn https://www.linkedin.com/in/claudiafilsinger/
Find out more about Moving Maps
If you’d like to find out more about Claudia’s coaching methodologies, you can find some of the articles she has written below:
Questions, questions, questions https://www.journalofsalestransformation.com/questions-questions-questions/
Creating an effective coaching culture https://www.journalofsalestransformation.com/creating-an-effective-coaching-culture/
Mapping out the Solutions https://www.journalofsalestransformation.com/mapping-out-the-solution/
The gift of anxiety https://www.journalofsalestransformation.com/the-gift-of-anxiety/
The remote line manager as a coach
Sign up for our Sales Transformation community – https://info.consalia.com/consalia-community
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23
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| 08 Feb 2024 | #109 – GST XVIII: Ethical AI in Sales Technology: Navigating Data Privacy, Bias, and Transparency w/ Lennie Monteiro | 00:31:31 | |
Is your company ready for the AI revolution? This week on the Sales Transformation Podcast it’s another talk from Global Sales Transformation XVIII by Lennie Monteiro, Director of Sales Performance at Sysco Canada.
A lot of organisations are excited about the potential of AI, but have they addressed the ethical concerns? In this session Lennie guides us through some of the risks this new technology poses and how companies can mitigate them through proper governance.
Highlights include:
NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience!
Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/
Connect with Lennie Monteiro on LinkedIn https://www.linkedin.com/in/lenniemonteiro/
Sign up for our Sales Transformation community – https://info.consalia.com/consalia-community
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 | |||
| 06 Apr 2023 | #71 - Operating in a VUCA world, AI tools in Sales and reflection for sales leaders - The best of Q1 2023 | 00:48:56 | |
How has Q1 of 2023 been for you as a sales professional? We certainly hope it has been a great one with all your targets being met! This episode of the Sales Transformation podcast brings to you a collection of the best snippets from all our episodes in Q1 2023 so that you can take these actionable thought-provoking insights into Q2 of this year for further success. Listen to: - [01:35] How can sales leaders navigate through this VUCA world? - [06:00] Not enough sales leaders give themselves time to reflect - [09:53] How can sales leaders create space for themselves under pressure? - [13:19] Values will influence an organisation’s culture - [20:37] How will AI tools like ChatGPT impact salespeople and the way they work? - [27:28] How should you split account management and new business development teams? - [32:42] What high value activities do the most successful people spend their time on? - [37:07] If more B2B buyers want a rep-free buying process, how should salespeople adapt? - [42:05] Can a change in mindsets guarantee more deals won and fewer losses? Connect with Philip Squire on LinkedIn - https://www.linkedin.com/in/philipsquire/ Connect with Will Squire on LinkedIn - https://www.linkedin.com/in/will-squire-40074b66/ Sign up for our Sales Transformation community - https://info.consalia.com/consalia-community Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 | |||
| 12 Jan 2023 | #58 - The Effectiveness of Sales Enablement in Today's World with Laura Valerio | 00:49:17 | |
In the first episode of 2023, we are joined by Laura Valerio, Principal Consultant at Highspot and an influential figure within the Sales Enablement world. Laura is passionate about supporting customers in their go-to-market digital transformation, co-creating strategy and translating it into action to enhance productivity at scale and improve customer success through innovation. The Sales Enablement role has been one that has been adopted within many sales organisations to enhance sales productivity and ultimately sales performance. After an extensive experience in sales, Laura built out a Global Sales Enablement function for a fast-growing B2B company, meaning that she understands what truly drives sales productivity, motivation, and passion – as well as the tools that support them. She brings a wealth of knowledge and experience from companies such as Vodafone, Deliveroo and Expedia. Laura believes that helping sales teams to be the best is driven by how well you connect with the hearts of the people you’re trying to help, and how effectively you communicate with them and coach them. Fuelled by a passion for working with sales on delivering results, Laura thinks creatively about strategy and effectively plans its execution. She is thrilled by agile, fast-paced environments where she can make things happen. Topics discussed were:
- [12:11] Understanding what true Sales Enablement really means - [32:42] Exploring what a ‘Strategic Enablement Framework’ is and how important it is to the Sales Enablement role
Connect with Laura Valerio on LinkedIn
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 30 Aug 2023 | #90 – Start the transformation of your sales mindsets in 55 minutes: Best of Consalia AMA Webinars | 00:54:49 | |
As we come close to the end of the Summer holidays, we’ve put together an episode of the best Q&A clips from our "Ask Me Anything" sessions with Dr Philip Squire.
Listen in on the golden nuggets of information that will provoke questions about your sales practice in your own organisation:
Connect with Philip Squire on LinkedIn - https://www.linkedin.com/in/philipsquire/
Connect with Will Squire on LinkedIn - https://www.linkedin.com/in/will-squire-40074b66/
Sign up for our Sales Transformation community -
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 | |||
| 18 Jan 2024 | #106 – Five Ways to Wellbeing: Carly Ford | 00:49:52 | |
It’s a very special week on the Sales Transformation Podcast as we kick off a brand-new series hosted by Luke Bowles - “Five Ways to Wellbeing”. The Five Ways were originally outlined in a report from the New Economics Foundation, and are designed to be key actions everyone can take to improve their mental welfare. They are:
Connect Be active Take notice Keep learning Give
In each episode of this series Luke will welcome a new guest, from the world of Sales and beyond, to have an open and honest discussion about their mental health, and the ways in which they employ the Five Ways.
Luke’s first guest is Carly Ford, Account Director at Speedy Services. Together they talk about their experiences with mental health problems, how the pandemic affected them both personally and professionally, and the importance of empathy and understanding in the workplace.
Highlights include:
Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/
Connect with Carly Ford on LinkedIn https://www.linkedin.com/in/carly-ford-2b0959aa/
Sign up for our Sales Transformation community – https://info.consalia.com/consalia-community
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 | |||
| 06 Mar 2025 | #155 – GST XIX: How Small Words Have Big Impacts in Negotiation and What This Means for Sales w/ Professor Elizabeth Stokoe | 00:39:57 | |
We finally return to GST XIX this week on The Sales Transformation Podcast as we revisit our keynote talk from Professor Elizabeth Stokoe from the Department of Psychological and Behavioural Science of The London School of Economics and Political Science.
Professor Stokoe is an expert in conversation analysis, and in this session guides us through some of the results of her research and how it can relate back to sales. If tiny word choices can have big effects on crisis negotiations, can how we talk have an impact on sales conversations as well?
Please note that during this talk Professor Stokoe played clips from real conversations, including those with people in distress. Although they were anonymised we have taken the extra step of completely distorting them to protect the people in question’s privacy. We hope this does not disrupt your enjoyment of this episode too much, and you can see transcripts of these sections on the YouTube version of this episode.
Highlights include:
NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience!
Connect with Philip Squire on LinkedIn Connect with Elizabeth Stokoe on LinkedIn
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 13 Apr 2023 | #72 - What is Sales Enablement 3.0? From the Godfather of Sales Enablement, Roderick Jefferson | 00:50:24 | |
This episode of The Sales Transformation podcast welcomes Roderick Jefferson, otherwise known in the industry as “The Godfather of Sales Enablement”. Roderick is an internationally recognized, business-focused speaker. Over the past 20+ years, Roderick has shared his dynamic and energetic voice globally in a variety of events including keynotes, guest lectures, and domain expertise panels, with companies including Oracle, Salesforce.com, NetApp, PayPal, AT&T and others. In addition to a highly successful speaking career, Roderick is an acknowledged thought leader in the sales enablement space and author of the Amazon bestselling book, Sales Enablement 3.0: The Blueprint to Success. Hear insights about: - [11:28] Valuable selling lessons from Roderick’s long-spanning career - [16:19] Values and Emotional Intelligence: A recipe for sales success - [23:47] What salespeople need to remember when using sales tools Connect with Philip Squire on LinkedIn - https://www.linkedin.com/in/philipsquire/ Connect with Roderick Jefferson on LinkedIn - https://www.linkedin.com/in/roderickjefferson/ Sign up for our Sales Transformation community - https://info.consalia.com/consalia-community Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 | |||
| 30 Mar 2023 | #70 – Will a change in mindset guarantee more deals won and fewer losses? – March AMA | 00:57:37 | |
We recently had the pleasure of hosting our third AMA webinar of the year where during the session, Phil addressed a wide range of questions from sales leaders and practitioners alike, touching on a variety of topics critical to sales success. One question that really stood out was, "Can a change in mindset guarantee more deals won and fewer losses?" This thought-provoking question allowed us to delve deep into the power of mindset in sales.
Phil also covered questions around: - [22:13] Why salespeople need to reconsider giving their customers discounts - [35:26] The importance of aligning your values and beliefs to those of your organisation - [42:36] Proof that a change in mindset will guarantee more won deals …and much more!
Connect with Philip Squire on LinkedIn - https://www.linkedin.com/in/philipsquire/ Connect with Will Squire on LinkedIn - https://www.linkedin.com/in/will-squire-40074b66/ Sign up for our Sales Transformation community - https://info.consalia.com/consalia-community Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 24 Mar 2022 | #37 - The role of Emotional Intelligence in driving high performing sales teams (Simon Quinton, 2018) | 00:51:51 | |
This Mastercast episode features Simon Quinton, UKI Country Manager at Tableau (Salesforce). Simon graduated from the Executive Masters in Leading Sales Transformation in 2020. Look forward to:
· The relevance on emotional intelligence in a rapidly changing environment, while still meeting KPI goals [11:14] · The five different domains of emotional intelligence [28:30] · Simon’s model based around individuals, their behaviour type and culture [46:42]
Show notes:
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| 02 Aug 2022 | #52 - Reflecting on the Five Ways to Wellbeing | 00:53:35 | |
In this special episode of The Sales Transformation Podcast, Luke Bowles and Will Squire of the Consalia Sales team, revisit their campaign for Mental Health Awareness Week.
In their discussion, they rewatch the 5 videos from a recent campaign "Five Salespeople Discuss Five Ways to Wellbeing". This campaign highlights being active, connecting, giving time, learning and taking notice. How can salespeople apply these important principles to their work life? During their conversation, hear their own interpretation for each video, how it relates to them and what they took away from salespeople that were interviewed in each video. Here at Consalia, we take mental health very seriously, as we know our colleagues can only do their best when they are feeling their best. Discussion points: [3:03] What are the 5 Ways to Wellbeing and why is it important we revisit this campaign? [17:43] Discussion around the importance of connecting with others around you and how it can affect your mental wellbeing in the workplace [25:41] Discussion on how being active can complement mental agility in your personal and work life [30:52] How can taking notice of yourself and others benefit mental health? How do Luke and Will take notice? [40:00] How can learning help improve mental wellbeing? Luke and Will discuss how learning has improved their way of working. [43:43] Discussion on the importance of "giving" and what Luke and Will have changed to be more aware of how they incorporate giving in their life. At the end of the episode, find out what Consalia does to ensure all of our colleagues are well supported and what changing have been implemented to ensure a better work environment.
Connect with Luke Bowles on Linkedin Connect with Will Squire on Linkedin Interview participants: Carl Day on Linkedin, Siri George on Linkedin, Dylan Sidhu on Linkedin, LeAnne Foley on Linkedin, Chris Woodhead
Watch the 5 Ways to Wellbeing videos playlist on Youtube now Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.
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| 11 Nov 2021 | #20 - Sales Shaker - Embracing Change and The New Normal | 01:01:10 | |
Todays' episode is taken from the latest Sales Shaker event where Dr. Phil Squire discusses the ideas of embracing change and looking at what the new normal of today's working world looks like emerging from the Pandemic. The guests are Isabel Guerreiro, Executive Board Member at Santander, Victor Antunes, Managing Director of Manpower, and Marcelo Nico, General Manager at Tabaqueira.
The key point that is discussed is how to embrace the changing world and identify what issues may arise in the new working world.
They discuss several topics:
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| 12 Dec 2024 | #146 – Best of Q4 2024 | 00:46:20 | |
As we come towards the end of the year let’s take a look back at some of the highlights from Q4 on The Sales Transformation Podcast, including clips from Jeffrey Hatchell, Carl Day, and our Sales Transformation Forum Hangouts.
Connect with Philip Squire on LinkedIn
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 23 Aug 2023 | #89 - Is psychological safety the key to unlocking potential and improving sales performance in salespeople? | 00:57:52 | |
This episode of The Sales Transformation podcast welcomes the Managing Director of SAP CR, Hana Souckova. This instalment takes a deep dive into Hana’s journey from studying civil engineering at university to becoming a board member on the Czech-German Chamber of Commerce. Since Hana is also a current student on Consalia’s Executive Master's programme, she briefly discusses her final topic of psychological safety as well as the challenges that a woman faces when navigating the sales world.
Other engaging talking points include: - [14:51] What makes the DNA of a great leader?
Connect with Philip Squire on LinkedIn - https://www.linkedin.com/in/philipsquire/ Connect with Hana Souckova on LinkedIn - https://www.linkedin.com/in/hanasouckova/
Sign up for our Sales Transformation community -
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 | |||
| 23 Jan 2025 | #149 – GST XIX: What makes a great Global Account Manager? w/ Luke Skinner | 00:27:46 | |
We have another talk from GST XIX this week on The Sales Transformation Podcast! This time it’s Luke Skinner, VP of Global Strategic Initiatives at SAP, discussing the key attributes a Global Account Manager needs to address the unique challenges they face.
Drawing on the research he conducted while studying for his master’s with Consalia, Luke splits the traits a GAM needs into foundational and leading characteristics. Above all, he stresses the fact that they need to be able to work effectively with people from all levels of both their own and their clients’ organisations.
Highlights include:
NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! https://youtu.be/oOImd9Olhl0
Connect with Philip Squire on LinkedIn Connect with Luke Skinner on LinkedIn
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.
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| 14 Sep 2023 | #92 – Winning Large Complex Deals Trilogy pt. 2: The human aspect of bidding with Mike Hurley | 00:55:38 | |
In the second part of our “Winning Large Complex Deals” series Phil is joined by Mike Hurley, Consalia alumnus and Founder of Ghostarm Ltd.
Mike is also an early graduate of Consalia’s master’s programme and a Founding Fellow of the Institute of Sales Professionals. During Mike’s time working for Hewlett Packard he worked with Phil to implement Consalia’s Winning Value Proposition™ system for large bids with staggering results. Listen now for the full story along with plenty more wisdom, including:
Connect with Philip Squire on LinkedIn - https://www.linkedin.com/in/philipsquire/
Connect with Mike Hurley on LinkedIn - https://www.linkedin.com/in/mikehurley1/
Sign up for our Sales Transformation community -
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 | |||
| 23 Feb 2023 | #65 - Sales as a career: UCAS discusses student sentiment | 00:34:47 | |
In this episode, Dr Katie Bell, Chief Marketing Officer at UCAS presents “Sales as a Career: UCAS discusses student sentiment”, taken from our last Global Sales Transformation XVII event.
The career of sales is often not spoken about in secondary schools as much as other professions. That being said, what can employers do to change that through apprenticeships, given the current data that UCAS has collected on student sentiments around the sales profession? In the presentation, she explores: - [8:09] Understanding student choices and pathways available to them - [19:19] What potential students are looking to get out of a sales role when it comes to salary expectations - [32:58] How employers can use UCAS as a service to source apprenticeship talent Connect with Philip Squire on LinkedIn Connect with Dr Katie Bell on LinkedIn Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 09 Mar 2023 | #67 – Celebrating International Women’s Day 2023: The best of women on The Sales Transformation Podcast | 01:01:58 | |
In celebration of 2023 International Women’s Day on the 8th of March, we have put together a special episode featuring some of the most stimulating conversations from our female guests since the inception of The Sales Transformation Podcast. Listen to snippets from our previous episodes: - [5:53] Dr Carole Pemberton, Network Associate at Wondrous: What the word ‘Purpose’ means to a professor specialising in Resiliency (#5 – Resiliency trilogy pt. III: Can resiliency be taught?) - [16:54] Dr Beth Rogers, Visiting Fellow at Cranfield School of Management: The role that sales apprenticeships play in providing opportunities to salespeople (#12 – ‘Selling Professionally’ with Dr Beth Rogers and Dr Jeremy Noad) - [22:39] Bianca Portulan, Executive Coach and Programme Director for the MSc in Leading Sales Transformation programme at Consalia: How people’s attitudes to coaching are now changing (#16 – How can coaching help achieve Organisational Transformation?) - [35:19] Cathy Ward, Chief Operating Officer Asian Pacific Japan at SAP: The evolution of the Chief Anticipation Role (#53 - The Transformation of the Chief Operating Officer role – The Chief Anticipation Officer) - [43:40] Laura Valerio, Principal Consultant at Highspot: Overcoming the challenges of perception to sales enablement - How sales enablement helps sellers sell better (#58 - The Effectiveness of Sales Enablement in Today's World) - [54:31] Louise Sutton, Academy Director at Consalia: How will sales leaders support their sales teams in 2023? (#61 – What do sales leaders need to consider going into 2023?) Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 27 Feb 2025 | #154 – Meet Consalia’s new Head of Consulting w/ Jesus Llamazares | 00:38:46 | |
We’re introducing a new member of the team this week on The Sales Transformation Podcast: Jesus Llamazares, who recently joined us as our new Head of Consulting.
Phil sat down with Jesus to discuss his background and what led him to Consalia, as well as what his plans are for growing the consultancy practice and finding new synergies with the business school side of the organisation.
Highlights include:
Connect with Philip Squire on LinkedIn Connect with Jesus Llamazares on LinkedIn
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 29 Sep 2023 | #94 – The growing need for organisations to adopt AI governance frameworks (Lennie Monteiro, 2022) | 00:54:19 | |
In this Mastercast episode Phil speaks to Lennie Monteiro, Director, Sales Enablement & Performance at Sysco Canada about the thesis he wrote when studying for his master’s with Consalia.
After a few experiences with AI during his work in sales enablement, Lennie became fascinated with both the possibilities and the dangers this new technology presents. He set about outlining some of the checks and balances that organisations need to implement to ensure that their use of AI is ethical.
Highlights of the discussion include:
Connect with Philip Squire on LinkedIn - https://www.linkedin.com/in/philipsquire/
Connect Lennie Moneteiro with on LinkedIn - https://www.linkedin.com/in/lenniemonteiro/
Sign up for our Sales Transformation community -
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 | |||
| 22 Nov 2020 | Selling Transformed Preview pt. IV: How to Professionalise Sales | 00:07:51 | |
In the lead up to the launch of the Selling Transformed book, Dr Philip Squire will be talking about these chapters, giving you a brief look into what the book is about.
The fourth and final episode of the Selling Transformed preview series is titled, “How to Professionalise Sales”. In the last episode of this short preview series, Dr Philip Squire talks about the future of the sales role and the emerging Cx focus on purpose-driven value-creation.
Show notes: | |||
| 30 Nov 2021 | #22 - GST XVI - Key Accounts: “Where Value and Values Intersect” | 00:54:13 | |
After a long 2 year wait, our beloved GST Event returned in the early half of October 2021. The theme of this year’s event was “Relationship Capitalisation”; is there is a way to put a financial and balance sheet value on the relationships you hold with key accounts?
Dr Philip Squire and Ryan O’Sullivan discuss the predictability of Key Account Sales Performance and provide understanding on why this is important. With the use of real-life examples throughout the talk, the pair provide contextual evidence of the importance of ‘Relationship Capitalisation.’
Dr Phil and Ryan discuss:
Show notes:
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| 05 Oct 2023 | #95 – Leadership, culture, and how the internal is as important as the external in sales – The Best of Q3 | 00:57:22 | |
This week we’re bringing you another selection of the best clips from the last three months, with a focus on how companies often need to look inward to improve sales performance. Highlights include:
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| 06 Oct 2022 | #56 – How can a ‘client-centric values’ approach to selling lead to the ‘co-creation’ of a new global selling mindset (Philip Squire, 2009) | 00:57:15 | |
The Mastercast you’ve all been waiting for. Dr Phil Squire has hosted many Mastercast episodes where he dives deeper into the final-year dissertations of our MSc Alumni students, to explore their project titles in more detail. This time, the spotlight is on him. This Mastercast episode is centred around the work of Dr Phil Squire’s doctorate – “How can a 'client-centric values' approach to selling lead to the 'co-creation' of a new global selling mindset (Philip Squire, 2009)” and how this project was a fundamental catalyst for developing Consalia into the Sales Business School it is today. Phil talks about:
Connect with Philip Squire on LinkedIn Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 09 Feb 2022 | #30 - Leadership in the Digital Future A model for moving forward (Rainer Stern, 2020) | 00:52:08 | |
The first guest of the Mastercast series is Rainer Stern, Global Vice President - Sales Acceleration and Leadership at SAP, whose final year project is titled: "Leadership in the Digital Future - A model for moving forward" (2020).
A truly insight deep dive into Rainer’s research where the pair discussed:
- Why the topic of leadership in the digital future [5:18] - The required behaviours to help leaders succeed in the digital age and the extent to which leaders they need to change [22:26] - What leaders need to be doing on the innovation topic [36:48]
Show notes:
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| 04 Apr 2024 | #117 – Mastercast: Do business leaders still underestimate the importance of mindset? w/ Jesper Illum (2024) | 00:47:31 | |
It’s time for another episode in our Mastercast series on The Sales Transformation Podcast! This time Phil sat down with Jesper Illum, Country Manager at IFS Denmark, to discuss his master’s dissertation.
Jesper chose to focus his studies on an area close to Phil’s heart: mindset. Specifically, he wanted to find out if, despite decades of research, business leaders weren’t taking the mindsets of their staff, and themselves, seriously enough. Highlights include:
Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/
Connect with Jesper Illum on LinkedIn https://www.linkedin.com/in/jesper-illum-5360732/
Sign up for our Sales Transformation community – https://info.consalia.com/consalia-community
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 | |||
| 09 Feb 2022 | We're Launching The Consalia Mastercast Series - but what is it all about? | 00:02:33 | |
For those that may or may not know, Consalia's vision is to help make sales the world's most sought-after profession. To realise this, we believe that education is the foundation required and thus came up with the idea of having a Masters degree in Leading Sales Transformation (in partnership with Middlesex University): a programme designed to equip sales leaders with the thought leadership required to help manage their sales teams more effectively. As many students have now attended the programme, there has been a large amount of amazing research that sales managers and sales leaders have conducted into the way in which they manage their sales operations. Rather than having final year projects and dissertations being left on the shelf, we decided to interview these students and help make their research more explicit for the benefit of the sales sector. Show notes: Phil Squire LinkedIn profile LinkedIn - Like us on LinkedIn! Twitter - Follow us on Twitter! Sign up for our newsletter to stay up to date with the latest podcast episodes. | |||
| 11 Jan 2024 | #105 – GST XVIII: When the future gets here, will you know how to sell it? w/ Cathy Ward | 00:40:33 | |
Welcome to the first of our uploads of talks from Global Sales Transformation XVIII! First up it’s an introduction by Consalia CEO Phillip Squire, followed by our keynote talk from Cathy Ward, Founder of the Future Ready Agency.
In this session Cathy discusses why organisations find change so hard, and how adopting a common language for talking about the future could be the key to preparing for the issues of tomorrow.
Highlights include:
NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience!
Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/
Connect with Cathy Ward on LinkedIn https://www.linkedin.com/in/cathy-ward-5456aa1/
Sign up for our Sales Transformation community – https://info.consalia.com/consalia-community
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 | |||
| 14 Dec 2023 | #103 – Best of Leading Sales Transformation Masterclasses | 00:35:35 | |
As we head towards the end of the year join us this week as we look back on some of the best moments from our Leading Sales Transformation Masterclasses with Rainer Stern, Axel Ferreyolles, and Dr Grant Van Ulbrich.
We’re excited to do more of these sessions in the future, so watch this space in 2024 for news of the next Masterclass!
Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/
Sign up for our Sales Transformation community – https://info.consalia.com/consalia-community
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 | |||
| 21 Sep 2023 | #93 – What are the essential mindsets required by sales leaders to achieve success? | 01:06:51 | |
We’re taking a short break from the Winning Complex Deals trilogy!
In this episode of The Sales Transformation Podcast, Phil once again joins Darren Mitchell on The Exceptional Sales Leader podcast as a follow-on from their initial conversation around the Sales Mindsets.
This time, the pair dive into the essential mindsets for success that are required by sales leaders. Highlights include:
Connect with Philip Squire on LinkedIn - https://www.linkedin.com/in/philipsquire/
Connect with Darren Mitchell on LinkedIn - https://www.linkedin.com/in/sales-leadership-coach/
Sign up for our Sales Transformation community -
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 | |||
| 06 May 2022 | #43 - Transforming Salespeople To Achieve Positive Results – Consalia April AMA | 00:45:20 | |
We hosted our third Ask Me Anything (AMA) webinar with Dr Phil Squire where he answers pressing questions submitted to Consalia, and explores important topics in sales today.
In this episode of The Sales Transformation Podcast, Dr Phil Squire and Will Squire not only answer audience questions but explore topics such as the different approaches to sales coaching. Here are some questions you can look forward to: · [1:11] What steps can be taken in order to develop a sales academy within an organization to help salespeople grow in their roles? · [20:52] Ways to ask a gatekeeper in a business for an introduction to their Director/VP level manager · [37:36] What is the number one attribute of a top-performing salesperson?
To be notified of the next AMA, simply sign up for our newsletter below: https://newsletter.consalia.com/subscribe
Show notes:
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| 27 Sep 2022 | #55 - Relating Sales Leadership Through Short Stories With George Pastidis | 00:49:35 | |
Here at Consalia, we are always interested in learning how to further develop the sales industry and connecting with Sales leaders to spread key knowledge to our audience.
Having his book recently published, "90 Short Stories for Better Business", George is also a sales trainer, sales coach, sales enablement practitioner and learning & development consultant. Using the knowledge he gained over his career, George relates his experience to sales leadership through short stories within his book. In this episode of the Sales Transformation podcast, George and Phil have a great conversation about the inspiration behind "90 Short Stories for Better Business", the development of the sales industry over the years, the importance of good management to gain confidence and more.
Connect with George Pastidis on LinkedIn Connect with Philip Squire on LinkedIn Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 18 Nov 2020 | #4 – Resiliency trilogy pt. II: How do you build personal resiliency? | 01:05:18 | |
In the current world that we’re living in, how can sales professionals develop personal resilience?
With the current climate that companies face, organisations will be required to be more resilient than ever before. Pressures that sales teams face have either stayed the same or in some cases increased, despite the world pandemic we’re in.
The second episode of the Resiliency trilogy features Baz Gray, modern-day explorer who specialises in extreme cold climates. Baz is a former Regimental Sergeant Major of the Royal Marine Commandos and talks about how to build personal resilience and how this links with the sales world.
The pair discuss a number of topics:
- Baz’s experiences and how he developed personal resilience as a Royal Marine Commando - How personal resilience can be applied to the sales world - How you can be resilient in this new Covid world
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| 15 Apr 2021 | #12 – ‘Selling Professionally’ with Dr Beth Rogers and Dr Jeremy Noad | 00:39:33 | |
This podcast episode contains not one, but three academics who have all completed a Doctorate in the topic of sales! What they all share in common is their vision for the professionalisation of the sales role.
Dr Phil Squire is joined by both Dr Beth Rogers and Dr Jeremy Noad to discuss their recently published book, “Selling Professionally”. The book has been designed to equip early career professionals with the knowledge, skills and behaviours needed to succeed in sales. Using a blend of robust research and real-life examples, Selling Professionally will be an invaluable guide in a salesperson’s learning journey.
The group further explores:
- The Genesis of the ‘Selling Professionally’ - Why the pair decided to write the book - The value that both Sales Executives and senior Sales Leaders will find in the book
Sign up to our newsletter to stay up to date with the latest podcast episodes. | |||
| 08 Jun 2021 | #13 – Predictive Analytics in Sales with Ofer Zilberman, Service Now | 00:59:17 | |
How can sales teams leverage the technology that exists to better predict future sales revenues?
Ofer Zilberman, Senior Director for Business Insights and Productivity at ServiceNow joins Dr Phil Squire, as the two discuss the interesting topic of Predictive Analytics within Sales and how the subject has always been a challenge for organisations to manage.
Ofer has had various roles in Sales Operations, Sales Excellence and Productivity roles for a variety of global software companies such as Mercury, SAP, CommVault and, of course, ServiceNow, collaborating with sales management at all levels of the organisation to establish the right productivity-enhancing programmes that drive actionable insights via advanced analytics that not only predict business outcomes but secures them.
The pair discuss:
- What are the right mindsets to have when looking at predictive analytics? - What type of programmes can help drive more pipeline? - How to produce data in a way that people will act on it and react to it?
Sign up to our newsletter to stay up to date with the latest podcast episodes. | |||
| 10 Oct 2024 | #139 – Best of Q3 2024 | 00:30:19 | |
Join us this week on The Sales Transformation Podcast for a look back at some of the best clips from Q3, with guests including Mark Cox, Rainer Stern, and Lindsey Rowe.
Connect with Philip Squire on LinkedIn
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 22 Sep 2022 | #54 - Navigating leadership within Sony Mobile to create a Global Distribution and Retail Business Unit (Steve Gaskell, 2016) | 00:48:22 | |
What steps do you need to take with your leadership team in order to create an entirely new business unit? This Mastercast episode features Steve Gaskell, former Sony Ecommerce Director, who has joined Consalia as a Management Consultant for Online. Whilst at Sony, Steve was selected to join the Sony Master’s Leadership programme where he graduated with an MSc in Sales Transformation. With a career spanning 12 years at Sony Mobile, and in combination with the Master’s journey, Steve led the Ecommerce division of Sony Mobile and talked about how his dissertation led to the creation of a new business unit within the company that ultimately led to double-digit growth per annum. His final year project was titled “Navigating leadership within Sony Mobile to create a Global Distribution and Retail Business Unit”. The pair discussed: - [18:15] The impact of Machiavelli on Steve’s final year project as well as his sales career. - [34:56] What key stakeholders within Sony Mobile noticed as a result of Steve’s Master’s journey - [41:33] How Steve will be helping to further the learning of Consalia to the wider masses Connect with Steve Gaskell Connect with Dr Philip Squire MSc in Sales Transformation programme Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 16 May 2024 | #122 – How do we address the challenge of professionalising sales? w/ John Barrows | 01:05:33 | |
Today on The Sales Transformation Podcast we have a reupload of a conversation that originally took place earlier this year on the Make It Happen Mondays podcast with John Barrows, CEO of JB Sales.
John is on a mission to professionalise sales, so naturally Phil was delighted to join him to discuss his own work toward the goal of elevating our industry. Together they talk about the importance of authenticity, whether sales has less of a stigma in the US, and more.
You can find the original episode along with tons of other insightful interviews on the Make It Happen Mondays podcast here:
Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/
Connect with John Barrows on LinkedIn https://www.linkedin.com/in/johnbarrows/
Connect with John Barrows on Instagram https://www.instagram.com/johnmbarrows/
Check out John's Membership https://go.jbarrows.com/pages/individual-membership?ref=3edab1
For more info visit www.jbarrows.com
Sign up for our Sales Transformation community – https://info.consalia.com/consalia-community
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 | |||
| 29 Dec 2021 | #26 - What Does 2022 Look Like For Sales Leaders? | 00:35:20 | |
What topics should be front of mind for Sales Leaders going into 2022? Hint: It’s not what you’d expect
The last episode of The Sales Transformation Podcast in 2021 sees the Consalia leadership team come together to discuss their thoughts on what they believe should be at the front of every Sales leader’s mind as they go into 2022.
The trio also reflect on their own learnings of 2021, from the Consalia Sales Business School to the interactions with clients over the course of the year, as well as:
- The Great Resignation in Salespeople - Balancing AI with Emocracy - Exhibiting the right behaviours and values for your sales team
Show notes:
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| 11 Jul 2024 | #130 – Making sales a profession you can love w/ Mark Cox | 00:57:03 | |
Today on The Sales Transformation Podcast Phil is joined by Mark Cox, founder of In The Funnel and host of the Selling Well podcast.
Ahead of the release of Mark’s new book, Learn to Love Selling – The Universal B2B Sales Playbook, he discusses his aims for the book and some of the key areas it covers. The discussion also turns to the importance of sales literature and why the continued professionalisation of sales is so necessary.
Highlights include:
Mark’s new book, Learn to Love Selling – The Universal B2B Sales Playbook, will be released on 16th July.
You can also listen to Mark on the Selling Well podcast.
Connect with Philip Squire on LinkedIn Connect with Mark Cox on LinkedIn
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.
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| 20 Apr 2023 | #73 - Transforming your company with the Strategic Narrative w/ Andy Raskin | 00:53:57 | |
Dr Phil is joined by Andy Raskin, most well-known for his work in helping venture-backed CEOs and their leadership teams align around a high-level story that powers success—in sales, marketing, fundraising, product development and recruiting—by getting everyone on the same page about strategy and differentiation through what’s known as The Strategic Narrative. In this episode, Phil and Andy discuss the importance of the strategic narrative in sales and how it can emotionally engage buyers and challenge their own status quo. They explore how storytelling can create a stronger connection with customers and how the strategic narrative has evolved into much more than just a sales deck. They also discuss: - [08:26] How the strategic narrative is actually the company’s strategic position in the market - [24:27] The 5 steps to creating a Strategic Narrative - [36:20] How you can use the Strategic Narrative to emotionally engage with your buyers
Connect with Philip Squire on LinkedIn - https://www.linkedin.com/in/philipsquire/ Connect with Andy Raskin on LinkedIn - https://www.linkedin.com/in/andyraskin/ Sign up for our Sales Transformation community - https://info.consalia.com/consalia-community Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 | |||
| 03 Feb 2022 | #29 – How Does A Director of Sales Adapt To Selling Digitally? - GSSI conference pt. 3 | 00:41:56 | |
The final part of the GSSI research hosted by Dr Phil Squire is with Monic van Aarle, who at the time, was Director of Sales at SAP (now Vice President Applications Benelux at Oracle).
The pair discussed some of the challenges of adapting to selling digitally in a pandemic, as well as:
- What are the top five determinants of success for when selling [19:24] - The role that procurement is playing in these diversified decision-making units [22:47] - The impact of COVID on mental wellbeing and health [35:37]
Show notes: Monic van Aarle LinkedIn profile LinkedIn - Like us on LinkedIn! Twitter - Follow us on Twitter! Sign up for our newsletter to stay up to date with the latest podcast episodes. | |||
| 25 Sep 2020 | What is The Sales Transformation podcast? | 00:04:50 | |
Welcome to the Sales Transformation Podcast! Our very first episode introduces Dr Philip Squire, one of just a handful of sales professionals internationally to have a research doctorate in the topic of sales. We explore his background, Consalia Ltd, as well as why we created the Sales Transformation podcast in the first place. Show notes:
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| 06 Dec 2021 | #23 - GST XVI - The Science of Valuing Intangible Assets (Customer Relationships) | 00:23:24 | |
Following on from Dr. Philip Squire and Ryan O’Sullivan discussing the predictability of Key Account Sales Performance. We have Richard Haigh, Managing Director at Brand Finance going into an interesting talk about Accounting.
He investigates the Science of valuing Intangible Assets and goes on to explain that there is much more to them than just “Goodwill.” Using real-world examples and brands, he does a fantastic job of contextualising the process.
Richard discuss:
Show notes:
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| 21 Dec 2023 | #104 – Making New Year’s resolutions stick: December AMA w/ Grant Van Ulbrich | 00:45:48 | |
This week on The Sales Transformation Podcast it’s our final AMA session of the year, with special guest Dr Grant Van Ulbrich, Sales Transformation Director at Royal Caribbean! Grant is a Consalia alumnus and Founder of SCARED SO WHAT, a new framework for managing personal change. Who better to guide us through some of the changes we’ll be making in sales in 2024? Highlights include: [15:36] – Positive changes have to be managed too
Connect with Grant Van Ulbrich on LinkedIn https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 | |||
| 06 Aug 2021 | #16 – How can coaching help achieve Organisational Transformation? | 00:52:44 | |
What type of effect can coaching have when transforming an entire organisation? This is a question that is asked by many senior leaders in high-ranking roles.
Dr Phil Squire is joined by Bianca Portulan, an Executive and Organisational Coach for Versum Consulting to discuss the impact that a coaching approach can have on organisational transformation.
Bianca brings over 20 years of international business experience to her role as an executive coach. With an early career in Banking, Bianca held multiple senior positions in Business Operations and Sales, later becoming a Transformation and Change Management Lead, working directly with board members to support and advise on global transformational strategies. She is a highly regarded executive and organizational coach certified by Columbia University, a member of the International Coaching Federation and Fellow of the Institute of Coaching at Mclean, Harvard Medical School.
Dr Phil and Bianca discuss:
- The reason why some transformation projects fail - The perception of coaching within organisations following the pandemic - Generic coaching vs specific coaching: which is best?
Remember, we’re hosting our annual Global Sales Transformation event in October at the London Stock Exchange where the topic for the event is Relationship Capitalisation. For more information on tickets when they are released, sign up to our newsletter using the link in the show notes.
Sign up to our newsletter to stay up to date with the latest podcast episodes and information on our upcoming Global Sales Transformation event. | |||
| 09 Jan 2025 | #147 – Looking back and ahead as we enter 2025 | 00:40:55 | |
As a new year begins Phil sat down with Will to discuss his reflections on 2024 and predictions for 2025 on this week’s Sales Transformation Podcast.
As well as talking about big issues like ongoing conflicts and the rise of AI, Phil also takes the time to share his thoughts on the state of Consalia as a business and the kinds of bold decisions the company needs to take going forward.
Highlights include:
Connect with Philip Squire on LinkedIn Connect with Will Squire on LinkedIn
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 19 Jan 2023 | #59 – How Important Will The Sales Mindsets Be In 2023? | 01:02:47 | |
Dr Philip Squire is joined on today’s episode of The Sales Transformation Podcast by Will Squire, Head of Sales at Consalia. This episode is not one to miss – especially if you want to learn about how to use the Sales Mindsets to be successful in 2023. The Sales Mindsets were brought to light as a result of Phil’s doctoral research on “How do customers want to be sold to?”: the result being the 4 key values that customers have said they want to see in salespeople when being sold to: 1) Authenticity 2) Client-centricity 3) Proactive Creativity 4) Tactful Audacity But how do you transform your sales practice to display the mindsets when selling to your customers? We dive into: - [31:05] Why sales professionals REALLY need to embed the sales mindsets into the way they sell in 2023 - [20:10] Whether you can change your values to become a better salesperson - [48:54] The importance of values over behaviour when it comes to selling And so much more! You won’t want to miss this episode – it could transform the way you sell this year. Connect with Philip Squire on LinkedIn Connect with Will Squire on LinkedIn
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 13 Dec 2021 | #24 - GST XVI – Purpose Driven Partnerships | 00:58:44 | |
The third talk of our GST XVI event at the London Stock Exchange in October of 2021 is from Alf Janssen, Sales Director Strategic Accounts at SAP and is focused on Purpose Driven Partnerships.
But how do Purpose Driven Partnership help capture the hearts of your customers?
Alf covers a range of topics, including:
Show notes:
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| 28 Apr 2022 | #41 - Pushing the Boundaries at Consalia's Sales Business School - Louise Sutton, Academy Director, Consalia | 00:33:12 | |
In this episode of the Transformation Podcast, we hear from Louise Sutton, Academy Director at Consalia, about Consalia Sales Business School, their students and the topic of pushing boundaries.
Immediately Louise sets the tone of this episodes by discussing three different types of boundaries, and VUCA: voluntell, uncertain, complex and ambiguous.
“…Things are changing all of the time. So we have to think about boundaries and we have to think about this, sort of era of constant change.” – Louis Sutton Look forward to exploring insightful examples: · [8:56] How cultures can push boundaries, and the importance of having a various · [14:16] Recognising habits that need to be changed · [17:02] The purpose of the Master's programme
Also, Dr Phil discusses next year’s GST and its theme.
· Dr Philip Squire on LinkedIn · Louise Sutton on LinkedIn
Want your project turned into a Mastercast episode? Email us at podcast@consalia.com. | |||
| 29 Aug 2024 | #134 – Best of Five Ways to Wellbeing | 00:31:04 | |
Good news for fans of our Five Ways to Wellbeing series with Luke Bowles – a brand new episode is on its way soon!
In the meantime, we’re taking a look back at some of the highlights from the show so far. How many of the five ways have you incorporated into your daily life?
Connect with Luke Bowles on LinkedIn
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.
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| 23 Mar 2023 | #69 - Decode, Design And Manage Corporate DNA: Building And Growing Businesses In Line With Values | 00:55:10 | |
When it comes to culture, businesses have different ways of defining it. From the brand of an organisation, right the way through to the employees who work for the organisation, many businesses struggle with understanding how to manage their corporate DNA. This week’s episode sees Vesna Mardonovic, Co-Founder of Business Genome, discuss how organisations can begin to understand their own cultural DNA. Vesna has worked for many organisations with inspiring leaders and has also managed and led her own teams for over 30 years.
- [16:14] How values influence a company’s culture - [23:31] The difference in transforming strategy and culture - [35:04] Why company values must be displayed in every function of an organisation Connect with Vesna Mardonovic on LinkedIn Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 19 Oct 2022 | #57 – What can sales professionals do to prepare for a recession? | 00:48:08 | |
News of a recession is growing more and more every day. So, what can sales professionals do to help prepare for this? There’s no doubt that a recession will affect the way salespeople do their jobs. In this episode, Dr Phil Squire and Will Squire go through some of the ways sales leaders can plan ahead. From necessary attributes to the kind of sales culture that’s going to survive through these times, this is not an episode to miss! Phil and Will also touch on:
Connect with Philip Squire on LinkedIn Connect with Will Squire on LinkedIn Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 12 Sep 2024 | #135 – Five Ways to Wellbeing: Rachel Baker | 00:40:27 | |
Today on the Sales Transformation Podcast it’s a brand new episode of our Five Ways to Wellbeing series with Luke Bowles and special guest Rachel Baker, Business Manager at Autoglass.
Together they discuss Rachel’s personal mental health journey, including how counselling not only helped her but enabled her to help others as well. Rachel also outlines the ways in which she uses the five ways to look after her mind – including the benefits of horse riding!
Highlights include:
Connect with Luke Bowles on LinkedIn Connect with Rachel Baker on LinkedIn
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 27 Jul 2023 | #85 – Unveiling the Intersection of Relationships, Business Acumen, and Sales Enablement | 00:53:25 | |
In this edition of The Sales Transformation Podcast Dr. Phil is joined by Ashton Williams, who is a Senior Manager, Global Enablement - Sales Strategy, Methodology and Leadership at Slack. The episode provides a detailed insight into Ashton’s journey from studying art at university to becoming involved in the sales enablement world for one of the world’s largest instant messaging platforms. Ashton also touches upon the challenges she has faced along the way and the biggest lessons she has learnt from them.
The pair also discuss: - [23:55] The importance of salespeople knowing business acumen. Connect with Philip Squire on LinkedIn - https://www.linkedin.com/in/philipsquire/ Connect with Ashton Williams on LinkedIn - https://www.linkedin.com/in/williamsashton/ Sign up for our Sales Transformation community - https://info.consalia.com/consalia-community
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 | |||
| 29 Oct 2020 | #2 - Ethics in sales: thought-provoking perspectives from one of the UK’s leading experts on integrity policies | 00:53:28 | |
The second episode of the Sales Transformation Podcast sees our guest Roger Steare, British ethicist and corporate philosopher, discuss some of the ethical perspectives that can be used in sales to transform sales performance.
Philip and Roger touch upon the drivers of misselling as well as drawing on ethical principles from Roger’s book, “Ethicability” which can help change sales performance to get the best out of your sales teams.
We also take a look at the link between an ethics-led approach and financial performance and success of a company.
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| 02 Mar 2023 | #66 - How salespeople can adapt to B2B buyers' desire for a rep-free buying process - February AMA | 00:50:07 | |
In this episode, we share highlights from our recent February AMA webinar featuring Dr Philip Squire and Will Squire, where these stimulating conversations are sure to provoke thoughts on how salespeople can better conduct their sales practice. With B2B buyers increasingly preferring a rep-free buying process, salespeople are faced with the challenge of adapting to this changing landscape. Both share insights on how salespeople can conduct themselves to succeed in this environment, as well as discuss other topics such as: - [14:31] What high-value activities do the most successful salespeople spend their time on? - [19:06] What sales tools are out there that can enable salespeople to do their job more effectively? - [34:38] Will Inside Sales be a more prevalent role in the future? Connect with Philip Squire on LinkedIn Connect with Will Squire on LinkedIn Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 29 Jun 2023 | #81 – How can salespeople learn to manage change? Transforming Sales Management book launch event | 01:01:31 | |
Episode 81 of the Sales Transformation podcast features a panel discussion from a recent webinar in which Dr. Philip Squire participated. The webinar was to celebrate the book launch of "Transforming Sales Management", written by Dr. Grant Van Ulbrich, who is the Global Sales Transformation Director at Royal Caribbean and is the Founder of Scared So What Ltd. Dr. Van Ulbrich is not only a recent doctoral graduate but also an alumnus of the MSc in Leading Sales Transformation programme. Also present was Theresa Moulton, Editor-in-chief at The Change Management Review and Willy Bolander, Ph.D., Professor at Texas A&M University. The webinar was hosted by Patrick Joiner, Managing Director at The Institute of Sales Professionals. Following his graduation from the MSc in Leading Sales Transformation program, Dr. Grant Van Ulbrich has achieved remarkable accomplishments. Apart from being the first individual to hold a Doctorate in Sales Transformation within the travel and hospitality industry, he has also authored a book, adding to his list of achievements. Transforming Sales Management begins with an overview of sales management, sales transformation and change management. Showcasing the issues of organisation-focused frameworks in today's current sales atmosphere, the book makes a case for a bottom-up change management model: SCARED SO WHAT.
The panel discuss: - [14:42] The burning question that sparked off Grant’s journey, tying together transformation and change - [22:52] How Grant managed massive amounts of change during the pandemic - [29:02] Who is the SCARED SO WHAT app designed for and how does it help people manage change?
Connect with Philip Squire on LinkedIn - https://www.linkedin.com/in/philipsquire/ Connect with Grant Van Ulbrich – https://www.linkedin.com/in/grantvanulbrich/ Connect with Patrick Joiner on LinkedIn – https://www.linkedin.com/in/patrick-joiner-94578b19/ Connect with Theresa Moulton on LinkedIn – https://www.linkedin.com/in/theresamoulton/ Connect with Dr. Willy Bolander on LinkedIn - https://www.linkedin.com/in/wbolander/ Sign up for our Sales Transformation community - https://info.consalia.com/consalia-community Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 | |||
| 22 Nov 2020 | Selling Transformed Preview pt. III: Values, Professionalism and Ethics | 00:07:01 | |
In the lead up to the launch of the Selling Transformed book, Dr Philip Squire will be talking about these chapters, giving you a brief look into what the book is about.
The third episode of the Selling Transformed preview series is titled, “Values, Professionalism and Ethics”. Dr Philip Squire explores the values that can be used to help create positive or negative selling experiences, as well as touching upon some of those values that can suggest a new paradigm of selling.
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| 03 Mar 2022 | #34 – Impacting salesperson performance by engaging them on their own learning journey to transform their own practice (Simon Dale, 2015) | 00:35:18 | |
The next Mastercast episode features Simon Dale, Managing Director, South East Asia & Korea for Adobe. Simon graduated from the Executive Masters in Leading Sales Transformation programme in 2015.
His final year project was titled, “Impacting salesperson performance by engaging them on their own learning journey to transform their own practice”
Dr Phil Squire and Simon spoke about:
- How Coaching impacts sales performance by engaging them on their own learning journey [7:53] - The go-to Coaching books that will help any Sales Manager in their career [15:06] - The cultural implications that Coaching brings to organisations [25:51]
Show notes:
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| 22 Nov 2021 | #21 – In The Funnel w/ Mark Cox | 00:58:19 | |
In this latest episode of The Sales Transformation Podcast, we bring to you a recording of Dr Phil Squire who recently featured on the In The Funnel webinar hosted by Mark Cox.
Mark Cox is the CEO of In The Funnel. He has sold, structured and negotiated some of the largest single-sale transactions in North America, including a billion-dollar transaction with a top-10 U.S. bank. The “In The Funnel” webinars that he hosts are open to the entire community of B2B sales professionals with the intent of the webinars to educate and motivate B2B communities to maximize sales performance.
Dr Phil and Mark spoke about:
Show notes:
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| 18 Jul 2024 | #131 – Transforming sales careers with degree apprenticeships: insights from Siemens | 00:59:59 | |
Today on The Sales Transformation Podcast we have a recording of our recent live webinar with Siemens exploring their sales degree apprenticeship journey.
Consalia’s Academy Director, Dr Louise Sutton, hosts three guests from Siemens: Sales Apprentices Lucas Laurie and Mike Eastham, and Early Career Professionals Manager Johnny Mathieson. Together they discuss the experience of both running and studying a degree apprenticeship in sales, as well as the impact it has had on themselves and Siemens as a whole. Highlights include:
Connect with Louise Sutton on LinkedIn Connect with Johnny Mathieson on LinkedIn Connect with Lucas Laurie on LinkedIn Connect with Mike Eastham on LinkedIn
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 24 Oct 2024 | #141 – Transforming sales in a declining market (Part 2) w/ Carl Day | 00:35:01 | |
It’s the second part of Phil’s interview with Carl Day, Chief Sales Officer at Apogee, this week on The Sales Transformation Podcast. If you haven’t listened to Part 1, please go back to last week’s episode and check it out!
This time the discussion turns to how Carl addressed the challenges of covid, the importance of middle-management, and managing multi-service pipelines.
Highlights include:
You can find Part 1 of the discussion here.
Connect with Philip Squire on LinkedIn Connect with Carl Day on LinkedIn
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 26 Sep 2024 | #137 – All about this year’s Global Sales Transformation event | 00:21:17 | |
We’re talking Global Sales Transformation XIX this week on The Sales Transformation Podcast, as Phil and Will sit down to discuss the theme for this year’s event: Cracking the Code of Key Account Management.
Phil talks through why we choose this topic, why key account management is more important than ever, and what to expect from some of this year’s speakers.
Highlights include:
GST XIX will take place on 28th November at The London Stock Exchange. You can get your ticket here.
Connect with Philip Squire on LinkedIn Connect with Will Squire on LinkedIn
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 22 Feb 2024 | #111 – Five Ways to Wellbeing: Eddie Guevarra | 00:41:18 | |
In the second episode of our Five Way to Wellbeing series, Luke Bowles sits down with Consalia’s very own Head of Marketing Eddie Guevarra to discuss the ways he maintains his mental wellbeing.
Eddie talks about how becoming a father, studying for a master’s, and throwing himself into CrossFit have all helped his mental health, even when they pose new challenges themselves.
Highlights include:
Connect with Luke Bowles on LinkedIn https://www.linkedin.com/in/lukebowles1/
Connect with Eddie Guevarra on LinkedIn https://www.linkedin.com/in/eddieguevarra/
Sign up for our Sales Transformation community – https://info.consalia.com/consalia-community
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23
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| 23 Jun 2022 | #47 - A new approach to change management: Enabling better value for people (Nicolas Biltgen, 2019) | 00:49:28 | |
In this episode of The Sales Transformation Podcast, Dr. Phil talks with Nicolas Biltgen about his Master thesis project titled "A new approach to change management: Enabling better value for people". This episode touches on various topics around transformation. Listen as Dr Phil and Nicolas Biltgen have an open discussion about this particular Master thesis and touch on topics such as being comfortable with ambiguity and accepting change. Get a better understanding of why Nicolas chose this topic for his final project and join the conversation about transformation in sales through a different lens. Look forward to: [18:03] - Influences for Nicolas in terms of transformation? [23:37] - The different variables of culture and strategy in transformation projects. [40:19] - What are the key resistances to change and transformation? [46:08] - How Nicolas has applied his learnings to his new role.
Consalia Ltd | |||
| 22 Jun 2023 | #80 – How does belonging contribute to a successful launch of a community of practice (Will Squire, 2021) | 00:54:29 | |
In this Mastercast episode, we’re joined by Consalia’s very own Head of Sales, Will Squire who undertook the MSc in Leading Sales Transformation programme, graduating in 2021. Will’s final project is titled “How does belonging contribute to a successful launch of a Community of Practice?” During the master’s, Will recognised an incredible opportunity within Consalia to construct a meaningful community of practice that went beyond conventional internal communication. Will's journey explored the significance of belonging and its impact on a community. Listen in as we delve into Will's research and insights, shedding light on the power of community, connection, and belonging during challenging times.
The pair discuss: - [12:10] How can companies create a Community of Practice for Sales? - [35:41] What could a community of chickens and salespeople have in common? - [45:38] The Consalia Sales Transformation Community – what is it and how you can join
Connect with Philip Squire on LinkedIn - https://www.linkedin.com/in/philipsquire/ Connect with Will Squire on LinkedIn - https://www.linkedin.com/in/will-squire-40074b66/ Sign up for our Sales Transformation community - https://info.consalia.com/consalia-community Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 | |||
| 25 Jan 2024 | #107 – GST XVIII: Royal Mail's Evolution: Navigating 500 Years of Change and Shaping a Resilient Workforce for the Future w/ Jon Nicholson | 00:31:13 | |
In the second of our talks from Global Sales Transformation XVIII Jon Nicholson, Sales Director at Royal Mail, explores the history of innovation at such a large legacy organisation.
How do organisations like Royal Mail prepare for the future? The answer, Jon argues, is more than just using the latest technology: it’s people.
Highlights include:
NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience!
Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/
Connect with Jon Nicholson on LinkedIn https://www.linkedin.com/in/jon-nicholson/
Sign up for our Sales Transformation community – https://info.consalia.com/consalia-community
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 | |||
| 09 May 2024 | #121 – From door-to-door to social selling w/ Alex Abbott | 00:56:00 | |
This week on The Sales Transformation Podcast Phil is joined by Alex Abbott, Conversation Creation Specialist at Supero and co-founder and presenter at SalesTV.live.
Alex walks us through his varied career, in which he has run the gamut of different sales roles from knocking on doors selling vacuum cleaners to SAAS deals with an average order value of £200k. Alex’s latest evolution has been to become an expert in social selling, after 30 years in sales taught him that the quality of relationships and conversations is paramount.
Highlights include:
Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/
Connect with Alex Abott on LinkedIn https://www.linkedin.com/in/beardedsalesguy/
Sign up for our Sales Transformation community – https://info.consalia.com/consalia-community
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23
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| 19 Sep 2024 | #136 – Consalia Roundtable: How will AI change sales? | 00:32:45 | |
We have something new for you this week on The Sales Transformation Podcast: the first in a new series of roundtable discussions featuring members of the Consalia team discussing the issues of the day.
Our first roundtable features Head of Sales Will Squire, Head of Marketing Eddie Guevarra, and Senior Business Development Manager Luke Bowles. Together they discuss AI and the impact they think it’s going to have on their roles and the sales industry as a whole.
Highlights include:
Connect with Will Squire on LinkedIn Connect with Luke Bowles on LinkedIn Connect with Eddie Guevarra on LinkedIn
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 17 Jun 2021 | #14 – How to create a transformative enablement model for salespeople | 01:07:55 | |
The efficiency in the way in which we train salespeople is a topic that has been up for much discussion throughout the years. With most companies opting for a sales training approach, Dr Phil and our latest guest, Axel Ferreyrolles, believes in something different – something more transformative.
Axel is the Head of Digital Innovation and Digital Strategy, Global Sales Learning at SAP and is one of the first-ever students to have completed the MSc in Leading Sales Transformation – a one of a kind, nowhere else to be found, Masters programme dedicated to the topic of Sales.
Dr Phil and Axel discuss:
- Axel’s findings on the efficiency in the way we train salespeople - His own personal experience of going on the MSc in Leading Sales Transformation programme and why transformation is so important to salespeople right now - What sales leaders need to remember when trying to get the best out of their sales team
Sign up to our newsletter to stay up to date with the latest podcast episodes. | |||
| 19 May 2022 | #44 - Resilience and Mental Health Awareness in the workplace - Panel Session | 00:33:11 | |
In this episode of the Sales Transformation Podcast, Dr. Phil hosts a panel discussing resilience and mental health in the workplace. Hear how some of the panel members overcame their hardships, what they learned that helped them become better salespeople and their opinions on how organisations can create a better work environment. Panel includes:
Look forward to:
[16:35] What companies can do to support their employees [23:27] Organisations embracing “Mental Health First Aid” [28:20] Programs that have been implemented in the workplace to manage stress and achieve good results [31:49] Not only focusing on the negatives but also celebrating wins
Throughout this episode, the panel are also asked various questions about the given topic and comments made during to discussion.
Show Notes:
Want your project turned into a Mastercast episode? Email us at podcast@consalia.com. | |||
| 27 Jul 2022 | #51 - The International Journal of Sales Transformation and The Future of Sales | 00:48:26 | |
In this episode of The Sales Transformation Podcast, hear from Nick De Cent, Managing Director and Editor-In-Chief at The International Journal of Sales Transformation. Learn more about the Journal and its many different hubs that cater to specific interests within the sales industry, the challenges he believes the industry will face in the future and more. Nick De Cent and Dr Phil Squire have known each other for many years. In this episode, enjoy the back-and-forth conversation, and hear their opinions on important aspects of the sales industry. Additionally, get a clear understanding of what The International Journal of Sales is and how it can be used as a source to quickly find any information regarding sales. Look forward to:
Visit The International Journal of Sales on their website and get the insights you need. Also, look forward to the next issue of The International Journal of Sales, where you will read about the personal experiences, good and bad, of salespeople. Connect with Nick De Cent on LinkedIn Connect with Dr Phil Squire on LinkedIn Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 30 Jan 2025 | #150 – GST XIX: How effectively mapping relationships is central to growing revenue within your key accounts w/ Dr Ryan O’Sullivan | 00:34:48 | |
This week on The Sales Transformation Podcast we have Dr Ryan O’Sullivan’s talk from Global Sales Transformation XIX – his second time speaking at a GST event!
Ryan, Global Account Manager at Introhive, explains how he came to be interested in the subject of relationship mapping, which eventually led to writing his new book: Building B2B Relationships. Understanding the full network of relationships in both your and a client’s organisations, he argues, can lead to exponential revenue growth via discovering new ways to multi-thread different service lines. https://us02web.zoom.us/webinar/register/2317382540925/WN_Eq8wVcBbRDu8atp_iJrG2w
Highlights include:
NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience!
Ryan’s book, Building B2B Relationships: How to Identify, Map and Develop Key Relationships to Win More Business, is available to buy on Amazon.
Connect with Philip Squire on LinkedIn Connect with Ryan O'Sullivan on LinkedIn
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.
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| 08 Apr 2022 | #39 - How storytelling can help bridge the gap between management and teams (Waldermar Adams, 2020) | 01:02:22 | |
Waldemar Adams - Global Senior Vice President at SAP: In this Mastercast episode, Philip Squire, CEO of Consalia, speaks with Waldermar Adams, who graduated from the Executive Masters in Leading Sales Transformation programme in 2020. “Where's the missing piece? Where's the piece which tells your employees they deserve to have the same attention as your customers? They shouldn't be forgotten.” – Waldermar Adams In this episode, look forward to: [25:30] The importance of not forgetting about the employees of a company [28:50] Adam’s key findings during his research for his final project [45:20] Making sure there is purpose in the communication, and not just empty motivation Also, make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes!
Want your project turned into a Mastercast episode? Email us at podcast@consalia.com. | |||
| 31 Mar 2022 | #38 - How to ensure customer loyalty during times of uncertainty – Consalia AMA March | 00:41:27 | |
We hosted our second Ask Me Anything (AMA) webinar with Dr Phil Squire where he dived into the topics at the heart of our communities’ minds.
· Are salespeople naturally born or are they made? [22:19] · How to deal with losing opportunities you’ve worked on for months/years [27:57] · The values that are key to face-to-face networking [35:10]
To be notified of the next AMA, simply sign up for our newsletter below: https://newsletter.consalia.com/subscribe
Show notes:
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| 27 Jun 2024 | #128 – Mastercast: What can we learn from philosophers about ethical sales leadership? w/ Sakis Tassoudis (2021) | 00:43:34 | |
In this Mastercast episode Phil is joined by Sakis Tassoudis, Managing Director at SAP Fioneer to discuss his master’s dissertation on ethical sales leadership.
Having been born in Greece, Sakis looked to the ancient greek philosophers for inspiration during his studies. What he found was that many of their ideas remain relevant even in the modern world of sales. In particular, he found that a modified version of Aristotle’s Rhetorical Triangle of Ethos, Pathos, and Logos could hold to key to what makes an effective (and moral) sales leader.
Highlights include:
Connect with Philip Squire on LinkedIn Connect with Sakis Tassoudis on LinkedIn
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 20 Jun 2024 | #127 – An academic lens on sales hiring and compensation w/ Frank V. Cespedes | 00:57:46 | |
This week on The Sales Transformation Podcast Phil is joined by Frank V. Cespedes, Senior Lecturer of Business Administration at Harvard Business School.
Frank has authored several books on sales and marketing, with his most recent work focussing on sales management. In this episode he and Phil explore at two of the most important skills for any sales manager: how to hire great salespeople and how to keep the ones you’ve got.
Highlights include:
Frank’s latest book, Sales Management That Works, is available to buy on Amazon.
You can find out more about Frank and his previous books on his website.
Connect with Philip Squire on LinkedIn
Connect with Frank Cespedes on LinkedIn
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 14 Dec 2020 | #5 – Resiliency trilogy pt. III: Can resiliency be taught? | 00:51:13 | |
The final episode of our Resiliency trilogy.
How can sales leaders develop their own resiliency and pass this onto their own sales teams?
In the last episode of our Resiliency trilogy, Dr Philip Squire discusses the notion of teaching resiliency with Dr Carole Pemberton, a professor who has dedicated her doctorate to the topic of resiliency. The pair explore whether or not resiliency can truly be taught to people and how this can be applied to sales teams.
The pair discuss a number of topics:
- Carole’s background as to how and why she focused her doctorate on the topic of resiliency - The types of themes found in her doctorate that can help build up resilience - If and how resiliency can be taught and how to apply this to sales teams.
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| 03 Oct 2024 | #138 – How the right mindset can inspire both your selling and your career w/ Jeffrey Hatchell | 00:48:11 | |
Phil is joined this week on The Sales Transformation Podcast by Jeffrey Hatchell, Vice President, Head of US Sales Enablement & Global Leadership at American Express and founder of Over The Top Coaching.
Jeffrey’s career has taken him across the spectrum of the sales industry: from an initial exposure to cross-selling working in McDonalds as a teenager (“Do you want fries with that?”), to B2B sales, sales leadership, and sales enablement. He and Phil discuss the power of sales leaders coaching individuals on their team before moving on to discuss Jeffrey’s book, The Inspired Career, and why he brings a positive, hopeful perspective to career development.
Highlights include:
You can find out more about Jeffrey’s book, The Inspired Career, on the Over The Top Coaching website.
Connect with Philip Squire on LinkedIn Connect with Jeffrey Hatchell on LinkedIn
Join the discussion in our Sales Transformation Forum group.
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. | |||
| 17 Feb 2022 | #31 – Helping cross-functional team leaders achieve better results (Dante Ricci, 2019) | 00:45:25 | |
Next up on the Mastercast series is Dante Ricci, Global Industries Marketing at SAP, whose final year project is titled: “Helping cross-functional team leaders achieve better results” (2019).
Dr Phil Squire and Dante spoke about many topics, including:
- The purpose of investigating cross-functional teams to drive better results [4:01] - The five factors that influence cross-functional teams and their ability to lead and have their teams perform [11:36] - The important soft skills that are required to make a cross-functional team work well [34:52] Show notes:
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| 22 Mar 2021 | #9 – The role that Coaching plays on perceptions of sales leaders | 00:44:51 | |
Mohammed AlKhotani, now Managing Director of SAP Saudi Arabia, made history when he became one of the company’s youngest ever leaders.
Mohammed joins Dr Phil on this podcast where the pair discuss the role that coaching plays on perceptions of sales leaders and how this contributed to earning the trust of his team. We dive deeper into his final year dissertation on the Executive Masters in Leading Sales Transformation programme and talk about:
- Testing the theory of coaching in a cultural environment that was not accustomed to the idea - The real-life coaching case studies from different parts of his leadership that proves coaching works - The impact the film “Moneyball” had on his final year project
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