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The Sales Transformation Podcast#170 – Consalia Roundtable: Review of the year so farAs we’re now over halfway through 2025 Will, Phil, and Jesus sat down to discuss the year so far in this week’s Roundtable episode of The Sales Transformation Podcast. How has Jesus found his first six months at Consalia? Have the predictions Will and Phil made back in January come to pass? And what do the team think the rest of the year will have in store for the company, the sales sector, and the economy? Highlights include: [03:22] – Making bold decisions in tough times [19:38] – Consalia is becoming more agile [25...2025-07-2453 minThe Sales Transformation Podcast#160 – Consalia Roundtable: Selling in uncertain timesIn this week’s Consalia Roundtable edition of The Sales Transformation Podcast, Will Squire and Jesus Llamazares, Our Heads of Sales and Consulting respectively, explore how the modern sales landscape is being shaped by economic, political, and global instability. From tariffs and Brexit to AI and shifting buyer behaviours, they dive deep into how salespeople and organisations can adapt, stay resilient, and turn volatility into opportunity. Highlights include: [05:52] – It’s now key to understand your client’s whole ecosystem [14:42] – Like it or not, uncertainty is here to stay [32:55] – Listening is more important than...2025-04-1734 minThe Sales Transformation Podcast#154 – Meet Consalia’s new Head of Consulting w/ Jesus LlamazaresWe’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: [04:48] – A blend of corporate and entrepreneurial experience is really beneficial [20:16] – Consalia is in a unique position [30:37] – When you build trust is when magic happe...2025-02-2738 minThe Sales Transformation Podcast#145 – Consalia Roundtable: GST XIX roundupIt’s time for another Consalia Roundtable this week on The Sales Transformation Podcast as Phil, Will, and Eddie discuss our recent Global Sales Transformation XIX event. The team share some of their highlights from the event and talk about some big Consalia announcements that we unveiled: our new app, Phoebe, and Phil’s major research project that will be starting in 2025. Highlights include: [04:35] – Who were the speakers at GST XIX? [13:44] – Introducing Phoebe [22:31] – A new study into how customers want to be sold to Connect with Philip Squire on LinkedIn ...2024-12-0527 minThe Sales Transformation Podcast#136 – Consalia Roundtable: How will AI change sales?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: [03:03] – Customers still value emotional connection [15:50] – AI presents an opportunit...2024-09-1932 minThe Sales Transformation Podcast#120 – Writing the book on Transformational Sales Leadership (Part 1) w/ Grant van Ulbrich & Barbara CraneIt’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...2024-05-0229 minThe Sales Transformation Podcast#113 – How a master's qualification in sales can transform your selling w/ Fred DiamondThis week on The Sales Transformation Podcast it’s Phil’s turn to be interviewed by Fred Diamond, in a chat that originally appeared on his Sales Game Changers Podcast last year. Phil discusses what drove him to work with Middlesex University to create the Consalia sales master’s, as well as what to expect when applying and studying for your qualification. You can find more interviews from Fred, including his previous episode with Phil, over on the Sales Game Changers Podcast. https://www.salesgamechangerspodcast.com/ Connect with...2024-03-0730 minThe Sales Transformation Podcast#111 – Five Ways to Wellbeing: Eddie GuevarraIn 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: [02:57] – Becoming a parent can shift your perspective on mental health [08:59] – Exercise gives us a release from constant stress [26:21] – Studying provides a chance for profound self-reflection 2024-02-2241 minThe Sales Transformation Podcast#105 – GST XVIII: When the future gets here, will you know how to sell it? w/ Cathy WardWelcome 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: [14:28] – Why do organisations struggle so much with change? [16:45] – Organisations and employees need to work together on transformati...2024-01-1140 minThe Sales Transformation PodcastREVISITED: #1 – What’s the difference between Sales Training and Sales Education?We’ve had lots of new listeners join us over the past year, so we thought it would be a good idea to go all the way back and revisit our very first full episode! Original episode description: In this episode, Dr Philip Squire talks to Louise Sutton, Academy Director at Consalia where they explore the journey that they’ve experienced so far in setting up the Consalia Sales Business School. We also take a trip down memory lane where, at one of our Global Sales Transformation events held in the Lond...2024-01-0438 minThe Sales Transformation Podcast#104 – Making New Year’s resolutions stick: December AMA w/ Grant Van UlbrichThis 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 [30:09] – Does addressing your emotions help you to achieve better discipline?[34:26] – Don’t resist talking about your feelings when going through ch...2023-12-2145 minThe Sales Transformation Podcast#103 – Best of Leading Sales Transformation MasterclassesAs 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...2023-12-1435 minThe Sales Transformation Podcast#102 – A sneak peek at some of the GST XVIII highlightsThis week we held our 18th annual Global Sales Transformation event, so we’re giving you all a sneak peek into this year’s speaker sessions! Have a listen and keep your eye out for the full recordings on our social channels. 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 Mindse...2023-12-0730 minThe Sales Transformation Podcast#101 – We’ve launched Consalia Online!We’re very excited to announce the arrival of Consalia Online – our e-learning solution based on the Consalia values-led philosophy of sales education. On this special episode of the Sales Transformation Podcast, Phil sits down with Will to discuss how Consalia Online came about and why we’re so excited about the possibilities it opens up for transforming the sales industry. Highlights include: [14:20] – Why did we launch Consalia Online? [31:40] – What's Consalia Online's "North Star"? [34:39] – Consalia Online is creating a flywheel Click below to find out more about Consalia Online and get 30% off the...2023-11-3039 minThe Sales Transformation Podcast#100 – GST XVIII Preview: What is the "Future Readiness Framework"? w/ Cathy WardOur upcoming Global Sales Transformation event this year is Consalia’s 18th and what a topic we have in store for attendees! This year, we are thrilled to announce Cathy Ward, Operating Partner at Keensight Capital and the visionary founder of The Future Ready Agency, as our keynote speaker. Cathy will guide our attendees through the nuances of her innovative Future Readiness Framework—a blueprint for thriving amidst the evolving business landscape. In an era marked by extraordinary challenges, including the global pandemic and geopolitical shifts exemplified by the Russia-Ukraine conflict, the impe...2023-11-1647 minThe Sales Transformation Podcast#99 – How to generate sales-ready leads: October AMA w/ Kevin KellyIt has been a while since our last AMA, so we were very excited to host the October Ask Me Anything webinar all around the topic of generating sales-ready leads. It’s a topic that we know is on the top of both sales leaders and enablement professionals’ minds and was also the most-voted option on a recent LinkedIn poll that we ran. Phil was joined by Managing Director and Founder of PACE Digital Sales, Kevin Kelly. PACE DIGITAL SALES is a cutting-edge professional services company specializing in providing human & digital sales prospecting solutions to busine...2023-11-0251 minThe Sales Transformation Podcast#98 – Swimming against the current to champion a values-led sales culture w/ Alan VersteegThis week on The Sales Transformation Podcast Phil is joined by Alan Versteeg, Global Chief Revenue Officer at Growth Matters. Alan had a rough start in sales – he was fired from his first four jobs! It wasn’t until he completely transformed his mindset that success started to follow: he realised that successful salespeople are successful because of their values, not because of learned behaviours. Highlights of the discussion include: [01:29] – Fired from your first four sales jobs? Maybe you're not treating it as a profession [14:11] – Using tactful audacity to challenge a client's RFP...2023-10-2647 minThe Sales Transformation Podcast#97 - Winning Large Complex Deals Trilogy pt. 3: The role of culture and collaboration in securing wins with Jan LarosAfter a short hiatus this week we conclude our “Winning Large Complex Deals” trilogy of episodes examining the unique challenges and opportunities that major deals hold for salespeople. On this episode Phil is joined by Jan Laros, Sales Director at McCoy, who has achieved major deals by deploying the Consalia Sales Mindsets in his own selling. Jan also discusses collaborating with consortiums during the bidding process as well as the vital importance of cultural fit with the customer. Highlights include: [17:57] – Cultural click is a key component of closing deals [27:43] – Rising to the challen...2023-10-1959 minThe Sales Transformation Podcast#96 – What is the future of sales enablement and how can company culture support it?Phil is joined this week by Arup Chakravarti, Director of Sales Excellence at Equifax. Having previously worked at American Express and Elavon, Arup has amassed a wealth of experience in the sales leadership and enablement spaces. Describing his career as being “located at the confluence of people, process, technology and data”, Arup discusses both culture and technology as he looks to what the future holds for sales. Highlights include: [08:39] – Are we going to start seeing more sales enablement positions at board-level? [28:34] – Are salespeople sometimes too pessimistic? [40:23] – Outstanding salespeople don't fear new technology ...2023-10-1252 minThe Sales Transformation Podcast#95 – Leadership, culture, and how the internal is as important as the external in sales – The Best of Q3This 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:[04:40] – The importance of salespeople knowing business acumen[30:42] – The CEO needs to believe in enablement in order to be successful[37:54] – Culture + strategy, a recipe for success?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 o...2023-10-0557 minThe Sales Transformation Podcast#94 – The growing need for organisations to adopt AI governance frameworks (Lennie Monteiro, 2022)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: [04:15] - Realising you've been talking to an AI s...2023-09-2954 minThe Sales Transformation Podcast#93 – What are the essential mindsets required by sales leaders to achieve success?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:[08:12] - The problem with sales leaders focusing too much on targets [14:51] - The mindsets required by successful sales leaders [31:19] - Why you should empower your salespeople to instil confiden...2023-09-211h 06The Sales Transformation Podcast#92 – Winning Large Complex Deals Trilogy pt. 2: The human aspect of bidding with Mike HurleyIn the second part of our “Winning Large Complex Deals” series Phil is joined by Mike Hurley, Consalia alumnus and Founder of Ghostarm Ltd. Mike helps organisations improve sales effectiveness through team mind-set change. He is a subject matter expert for strategic and tactical revenue generation, having worked across a range of industries at companies including IBM, HP, and Atos. 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 Pac...2023-09-1455 minThe Sales Transformation Podcast#91 – Winning Large Complex Deals Trilogy pt. 1: How to increase your win rates to 84%, with David Mines, Business Development Director at Bunzl plcWe are so excited to bring you the first part of a trilogy of episodes, all centred around the subject of Winning Large Complex deals! If you’re a sales professional who operates in this space, this episode is for you. The topic of large bid pursuits is one that is particularly close to Dr Philip Squire’s heart, given his doctoral research into how customers want to be sold to, back in 2009. This trilogy series will host special guests who have all been responsible for deals worth over £2+ million. Our first gue...2023-09-071h 06The Sales Transformation Podcast#90 – Start the transformation of your sales mindsets in 55 minutes: Best of Consalia AMA WebinarsAs 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: [07:03] - Why do companies still focus on skills training in sales? [28:20] - Can a change in mindsets guarantee more won deals and fewer losses? [41:24] - Can commission and bonus structures lead to sales transformation? Connect with Philip Squ...2023-08-3054 minThe Sales Transformation Podcast#89 - Is psychological safety the key to unlocking potential and improving sales performance in salespeople?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? - [18...2023-08-2357 minThe Sales Transformation Podcast#88 - Navigating Sales, Culture, and HR Leadership: What Needs To Be Considered?In the latest episode of The Sales Transformation Podcast Dr. Phil is joined by the Executive Vice President, CHRO at GRUNDFOS, Mirjam Baijens. During the episode, Mirjam describes her journey from working in the sales enablement arena to becoming a Global HR director of GRUNDFOS. The pair also discuss the topic of culture and how its role within an organisation differs to the role of strategy. Mirjam further highlights the main challenges that organisations have faced when inciting change as well as the key learnings that have enabled her to navigate her way in a highly competitive environment. 2023-08-1650 minThe Sales Transformation Podcast#87 - How do you transform the mindsets of experienced sales leaders to sell in a way that their customers want?Episode 87 of The Sales Transformation Podcast presents a discussion from The Exceptional Sales Leader Podcast, which is hosted by Darren Mitchell, who is the Founder of Potential Unleashed Coaching and Development Pty Ltd. During this episode, Darren is joined by Consalia’s very own CEO, Dr. Philip Squire to discuss the Sales Mindsets – what customers want to see from salespeople when being sold to. Their conversation begins by linking the most recent Ashes cricket match with sales by mentioning how the right leadership can influence a positive outcome within a team environment. Dr. Phil then provid...2023-08-101h 04The Sales Transformation Podcast#86 – Unlocking Sales Success: Empowering Inclusive Change Management – Leading Sales Transformation Masterclass w/ Grant Van UlbrichIn 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 tit...2023-08-011h 13The Sales Transformation Podcast#85 – Unveiling the Intersection of Relationships, Business Acumen, and Sales EnablementIn 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...2023-07-2753 minThe Sales Transformation Podcast#84 - Transformative Sales Mindsets for Unprecedented SuccessEpisode 84 of The Sales Transformation Podcast showcases a conversation from the Sales Game Changers Podcast which is hosted by Fred Diamond, the President and Co-Founder of the Institute for Excellence in Sales (IES). During this episode, Fred is joined by an esteemed panel consisting of Consalia’s very own Dr. Philip Squire, as well as the Global Sales Transformation Director at Royal Caribbean, Dr. Grant Ulbrich and the Head of Innovation & Digital Strategy, Global Sales Learning at SAP, Axel Ferreyrolles. The discussion revolves around the transformation of the sales profession. Dr. Philip shares his vision of m...2023-07-1933 minThe Sales Transformation Podcast#83 - Key Learnings of a Sales Enablement Leader: What Does The Future Of The Sales Enablement Role Look Like?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 - [29:35] The right way to look at metrics in sales enablement - [35:26] The sales challenge you face is usual...2023-07-1355 minThe Sales Transformation Podcast#82 - Values and Emotional Intelligence in Sales, Sales Enablement 3.0 and Leading Sales teams with a heart - The best of Q2 2023As we bid farewell to Q2 of 2023, we have curated a selection of the best bits from the Sales Transformation podcast. Our intention is to equip you, as a skilled sales professional, with the necessary knowledge and insights needed to succeed in Q3. With these valuable takeaways, we hope to empower you to excel and continue to elevate your sales performance. Listen to: - [1:34] Valuable selling lessons from the godfather of sales enablement - [6:13] Values and emotional intelligence: a recipe for sales success - [10:46] Sales teams can only transform if there is a shi...2023-07-061h 00The Sales Transformation Podcast#81 – How can salespeople learn to manage change? Transforming Sales Management book launch eventEpisode 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...2023-06-291h 01The Sales Transformation Podcast#80 – How does belonging contribute to a successful launch of a community of practice (Will Squire, 2021)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, sh...2023-06-2254 minThe Sales Transformation Podcast#79 – How do you address the issue of salespeople not meeting targets? – May AMAOur fifth AMA of 2023 was a deep dive into the topic of transforming a sales organisation that has been failing to make targets. What are the right strategies to put in place that will allow senior leadership to believe in the process of sales transformation?Can it be achieved in the time frames the executive team is putting in place? Dr Philip Squire and Will Squire tackled questions that were sent in prior to the webinar that touched upon a number of relevant ideas: - [5:11] Are there proven, affordable sol...2023-06-0152 minThe Sales Transformation Podcast#78 - Inspire To Transform: How do you start the process of Sales Transformation - Leading Sales Transformation Masterclass w/ Axel FerreyrollesAre you seeking a profound shift in your salesforce, a true transformation?The second instalment of the Leading Sales Transformation Masterclasses featured the remarkable Axel Ferreyrolles. As the Head of Innovation and Transformation, Global CS Field Enablement at SAP, Axel brought his expertise to deliver a captivating Masterclass on the art of transformation.In our conversations with clients and students, many are hesitant to take the first step towards transformation due to the fear of the unknown. Transformation can be scary, and the idea of transforming something as integral to a business as its salesforce...2023-05-241h 03The Sales Transformation Podcast#77 - Anxiety in Sales: Mental Health Awareness Week 2023It's #MentalHealthAwarenessWeek!Last year we had the opportunity to interview some amazing salespeople about their thoughts on well-being, and the focus for this year is all around #anxiety.As we kick off this week, we have a special podcast featuring Will Squire, Head of Sales and Luke Bowles, Business Development Manager at Consalia. They discussed the topic of anxiety in sales from the perspective of a sales leader, the role of sales leaders in reducing anxiety for their salesforce, and the impact of communities in combatting anxiety.2023-05-151h 02The Sales Transformation Podcast#76 - Leading with Heart: Can a happy team achieve better business results? (Cristina Ricaurte, 2020) Part 2We’re excited to bring to you part 2 of the Mastercast episode with Cristina Ricuarte, Global Director - Industries and Strategy at SAP. Cristina is a Consalia Alumni student from the MSc in Leading Sales Transformation programme. If you haven’t yet listened to the first part of this episode, you can find it just before this one (Episode 75).This half of the episode sees Dr Philip Squire and Cristina discuss:- [02:03] What does it mean to “Lead with Heart?”- [33:15] Are there any invisible barriers for women in sales?- [40:12...2023-05-1145 minThe Sales Transformation Podcast#75 - Leading with Heart: Can a happy team achieve better business results? (Cristina Ricaurte, 2020) Part 1Today’s episode is part 1 of a very special Mastercast series where Dr Philip Squire is joined by Cristina Ricuarte, Global Director - Industries and Strategy at SAP. Cristina is a Consalia Alumni student from the MSc in Leading Sales Transformation programme. The pair come together to discuss Cristina’s final year project in more detail: “Leadership with a heart: Can a happy team achieve better business results?”Often, we come across managers who will shape the way that we grow in our careers. Each with their own leadership style, they, one way or another...2023-05-0445 minThe Sales Transformation Podcast#74 - Are annual compensation plans the best way to motivate your sales team throughout the year? - April AMAIn this latest episode, we held our first AMA session of Q2, and what an in-depth conversation it turned out to be! Co-host Will Squire joined Dr. Philip Squire as they delved into some of the industry's most pressing questions, with participation and insights from our audience to make for a truly fascinating conversation.The pair went on to explore with the audience:- [09:53] Commission plans vs Purpose: what drives long-term motivation for salespeople?- [22:35] Why sales teams can only truly transform if there is a shift in Mindset- ...2023-04-2759 minThe Sales Transformation Podcast#73 - Transforming your company with the Strategic Narrative w/ Andy RaskinDr 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 strate...2023-04-2053 minThe Sales Transformation Podcast#72 - What is Sales Enablement 3.0? From the Godfather of Sales Enablement, Roderick JeffersonThis 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 Enable...2023-04-1350 minThe Sales Transformation Podcast#71 - Operating in a VUCA world, AI tools in Sales and reflection for sales leaders - The best of Q1 2023How 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 le...2023-04-0648 minThe Sales Transformation Podcast#52 - Reflecting on the Five Ways to WellbeingIn 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 i...2022-08-0253 minThe Sales Transformation Podcast#51 - The International Journal of Sales Transformation and The Future of SalesIn 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...2022-07-2748 minThe Sales Transformation Podcast#50 - Drive the Performance of Your Key Accounts: An intimate dinner with IntrohiveStarting 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. clients.Including questions from the audience and an overview of...2022-07-1924 minThe Sales Transformation Podcast#48 - Including ‘Choice’ into Change Models via SCARED SO WHAT™ (Grant Van Ulbrich, 2020)In this episode of The Sales Transformation Podcast, Dr. Phil speaks with Grant Van Ulbrich, Global Director of Sales Transformation for Royal Caribbean.Listen as they deep dive into Grant’s final year thesis titled, Including ‘Choice’ into Change Models via SCARED SO WHAT™, buying based on emotion, how his research lead him to create Scared So What and more.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:[1:20] Transformation in a new role[25:47] The idea...2022-06-3049 minThe Sales Transformation Podcast#47 - A new approach to change management: Enabling better value for people (Nicolas Biltgen, 2019)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.2022-06-2349 minThe Sales Transformation Podcast#46 - Why Sales Education is the longer-term solution for increased sales performanceWe hosted our fourth 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 Transformation Podcast, we hear a discussion between Dr Phil Squire and Luke Bowles. Not only do they answer submitted questions for this episode of the AMA, but they also explore topics such as coaching vs training, businesses setting up their own academy and more.Here are some questions you can look forward to: · [17:42] What sales...2022-06-1055 minThe Sales Transformation Podcast#45 - Sell Without Selling Out with Andy Paul, host of The Sales Enablement PodcastIn this episode of The Sales Transformation Podcast, Dr Phil has an in-depth discussion with author and "Master podcaster" Andy Paul, about his book, Selling Without Selling Out", and the many important factors that he sees are causing a roadblock in the way salespeople sell today. Look forward to great discussions about mental health in the workplace, working as a team and more: [14:40] A fundamental issue within the sales industry today[19:00] Sell without selling out[35:29] Andy’s four pillars in sales[39:52] Generosity in sales 2022-05-2758 minThe Sales Transformation Podcast#44 - Resilience and Mental Health Awareness in the workplace - Panel SessionIn 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:Carl Day - Director of Sales & Marketing at Apogee CorporationAndrew Hough - CEO & Director at Institute of Sales ProfessionalsDr Mobasher Butt - Chief Medical Officer at BabylonMonic van Aarle - Vice President Applications Benelux at Oracle.2022-05-1933 minThe Sales Transformation Podcast#43 - Transforming Salespeople To Achieve Positive Results – Consalia April AMAWe 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?2022-05-0645 minThe Sales Transformation Podcast#41 - Pushing the Boundaries at Consalia's Sales Business School - Louise Sutton, Academy Director, ConsaliaIn 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 SuttonLook forward to exploring insightful examples: · [8:56] How cultures can...2022-04-2833 minThe Sales Transformation Podcast#42 - How thinking like a challenger brand will lead to success - Stuart LevenEnjoy this presentation with Stuart Leven at GST, on how thinking like a challenger brand has lead to multiple successes for his company. In this podcast, Stuart also speaks about the importance of changing the sales mindset within his team, and the importance of standing out from your competitors. Look forward:[6:06] Taking the lighthouse position [14:29] Changing the mindset of the team [18:09] Learning from other successful companies Also, enjoy a short Q&A at the end of the podcast with Stuart Leven.Show Notes: · Consalia Ltd · Dr Philip Squi...2022-04-2125 minThe Sales Transformation Podcast#40 - Towards a transformative enablement model for salespeople: from learning to effective practicing (Axel Ferreyrolles, 2015)Interview with Axel Ferreyrolles on his final thesis on ways to best get transformation from training and developing initiatives.In this episode of the Transformation Podcast, Dr. Philip Squire, CEO of Consalia, speaks with Axel Ferreyrolles, Head of Innovation & Digital Strategy, Global Sales Learning at SAP, who was part of the first cohort group that started the Executive Masters in Leading Sales Transformation programme.Look forward to exploring topics around: · [18:37] Why do most of today's sales training fail? · [29:20] The importance of his Executive Masters's degree after 10 years in the industry· ...2022-04-141h 06The Sales Transformation Podcast#39 - How storytelling can help bridge the gap between management and teams (Waldermar Adams, 2020)Waldemar Adams - Global Senior Vice President at SAP: "How storytelling can help bridge the gap between management and teams" (2020) 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 AdamsIn this episode, look forward to:[25:30] The importance of not forg...2022-04-081h 02The Sales Transformation Podcast#38 - How to ensure customer loyalty during times of uncertainty – Consalia AMA MarchWe 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. Some of the questions asked: · 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: Consalia L...2022-03-3141 minThe Sales Transformation Podcast#37 - The role of Emotional Intelligence in driving high performing sales teams (Simon Quinton, 2018)This Mastercast episode features Simon Quinton, UKI Country Manager at Tableau (Salesforce). Simon graduated from the Executive Masters in Leading Sales Transformation in 2020. His final year project is called “The role of Emotional Intelligence in driving high performing sales teams" (2020). Simon joins Dr Phil on this podcast where the pair speak in-depth and explore different levels of emotional intelligence, emotional agility and the power of a positive mindset.Look forward to: · The relevance on emotional intelligence in a rapidly changing environment, while still meeting KPI goals [11:14]· The five different do...2022-03-2451 minThe Sales Transformation Podcast#36 – How can systemic coaching for success be further embedded in our sales teams (Mohammed AlKhotani, 2020)This Mastercast episode features Mohammed AlKhotani, Area Vice President for the Middle East and Africa region for Sitecore. Mohammed graduated from the MSc Leading Sales Transformation programme in 2020. His final year project is called “How can systemic coaching for success be further embedded in our sales teams”. 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. They also explore: - Testing the theory of coaching in...2022-03-1645 minThe Sales Transformation Podcast#35 – The undeniable importance of values for Sales Leaders in an ever-changing worldPicking up from the conversation at the start of the year, the Consalia leadership team dive deeper into some of the latest events in the world and how it is affecting salespeople today. The Consalia leadership team covered: - The changing notion of control and processes within the Sales Leader role [11:16]- The impact of Values of a sales leader and how it contributes to a management style [17:06]- How can a Sales Leader prepare for the unexpected [30:24] Show notes:Consalia LtdPhil Squire LinkedIn...2022-03-1037 minThe Sales Transformation Podcast#34 – Impacting salesperson performance by engaging them on their own learning journey to transform their own practice (Simon Dale, 2015)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 c...2022-03-0335 minThe Sales Transformation Podcast#32 – What behaviours do salespeople need to adopt to be successful in the post-pandemic era? – Consalia AMA FebruaryOur very first AMA (Ask Me Anything) session! We hosted our very own AMA session where attendees posted their burning questions to Dr Philip Squire. Questions included: - How Sales Leaders can attract and retain the best talent at their organisation [2:14]- How you should approach your sales leadership team when you think your targets are overly ambitious [20:09]- Some of Dr Phil’s key decisions that were pivotal to his success as CEO of Consalia [30:52]- How to drive your salespeople to believe that this is a great prof...2022-02-2357 minThe Sales Transformation Podcast#31 – Helping cross-functional team leaders achieve better results (Dante Ricci, 2019)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:Consalia LtdPhil Squire Lin...2022-02-1745 minThe Sales Transformation Podcast#30 - Leadership in the Digital Future A model for moving forward (Rainer Stern, 2020)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...2022-02-0952 minThe Sales Transformation PodcastWe're Launching The Consalia Mastercast Series - but what is it all about?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...2022-02-0902 minThe Sales Transformation Podcast#29 – How Does A Director of Sales Adapt To Selling Digitally? - GSSI conference pt. 3The 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] 2022-02-0341 minThe Sales Transformation Podcast#28 – Transforming A Sales Organisation; What Needs To Be Considered? - GSSI conference pt. 2The second part of the GSSI conference that Dr Phil Squire hosted was a conversation with Consalia Alumni Carl Day, Sales & Marketing Director at Apogee Corporation. The pair dove into how Carl is managing his salesforce at Apogee, as well as: - The changes they’ve made from traditional sales leadership approaches to a new coaching-led experience- The current opportunities and challenges that their sales organisation faces- Views on how long it takes for a sales organisation to undergo a truly transformative process for the long-term...2022-01-2449 minThe Sales Transformation Podcast#27 - How Have Senior Sales Leaders Adapted During The Pandemic - The GSSI conference pt. 1Towards the end of 2021, Dr Phil Squire hosted a session with several sales leaders from many recognisable organisations, as part of the Global Sales Science Institute conference, a non-for-profit body of academic institutions from around the world that collaborate with the latest research and sales techniques. All sales leaders discussed how they’ve managed their sales teams and the challenges they have faced during the pandemic, and how sales behaviours have been changing as a result. Dr Phil Squire was joined by: - Michael Crean, Sales & Marketing Director a...2022-01-101h 32The Sales Transformation Podcast#26 - What Does 2022 Look Like For Sales Leaders?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: - ...2021-12-2935 minThe Sales Transformation Podcast#25 - GST XVI - Predictive Analytics for Sales ForecastingIs pipeline a leading or lagging indicator of sales performance? In the final talk of our GST XVI event at the London Stock Exchange in October of 2021 is from Ofer Zilberman, Sales Director, Global Sales Excellence at ServiceNow and is focused on Predictive Analytics for Sales Forecasting. The talk was a masterclass on how Sales Directors should be approaching their sales forecasting for 2022, and how predictive analytics can forecast, with 90%+ accuracy, what your sales budget will be at the end of every quarter. Ofer covers a range of t...2021-12-2352 minThe Sales Transformation Podcast#24 - GST XVI – Purpose Driven PartnershipsThe 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: How to explore the alignment between your purpose statement and your customers’ Examples of purpose led campaigns from well-known brands The correlation between purpose and talent retention Show notes: Consalia Ltd Phil Squire Li...2021-12-1358 minThe Sales Transformation Podcast#23 - GST XVI - The Science of Valuing Intangible Assets (Customer Relationships)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: Understanding Intangible Assets Tangible vs Intangible Assets Customer Relationships How to value Intangible Assets Show notes: ...2021-12-0623 minThe Sales Transformation Podcast#22 - GST XVI - Key Accounts: “Where Value and Values Intersect”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 d...2021-11-3054 minThe Sales Transformation Podcast#21 – In The Funnel w/ Mark CoxIn 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 co...2021-11-2258 minThe Sales Transformation Podcast#20 - Sales Shaker - Embracing Change and The New NormalTodays' 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: 2021-11-111h 01The Sales Transformation Podcast#19 - A New Value Proposition Based on Digital Transformation with David NorrisIn 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 Le...2021-10-0526 minThe Sales Transformation Podcast#18 - How to Build a Positive Mindset in Difficult Times with Baz GrayIn 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 Baz Gray, a modern-day explorer, formerly a regimental Sergeant Major for the Royal Marine Commanders. He spoke about how he became a Royal Marine, the various expeditions he has completed to the South Pole, following in the footsteps of Sir Henry Ernest Shackleton. Baz later discusses how salespeople can mentally prepare for when things aren’t going well, as well as how to focus yourself and draw upon your mental reso...2021-09-2346 minThe Sales Transformation Podcast#17 - Embracing Failure in Our Organisations: The Museum of FailureIn 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 Dr Samuel West, a licensed psychologist with a PhD in Organizational Psychology. He spoke about Failure and how that idea of failure could be embraced. He was fed up with a narrative of success, tired of worshipping success and innovation and sales, and decided to curate a museum based around failure. The key point that he alludes to is the importance of creating a spac...2021-09-1329 minThe Sales Transformation Podcast#16 – How can coaching help achieve Organisational Transformation?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 Cha...2021-08-0652 minThe Sales Transformation Podcast#15 – An introduction to Relationship CapitalisationRelationship 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 f...2021-07-2759 minThe Sales Transformation Podcast#14 – How to create a transformative enablement model for salespeopleThe 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...2021-06-171h 07The Sales Transformation Podcast#13 – Predictive Analytics in Sales with Ofer Zilberman, Service NowHow 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 t...2021-06-0859 minThe Sales Transformation Podcast#12 – ‘Selling Professionally’ with Dr Beth Rogers and Dr Jeremy NoadThis 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...2021-04-1539 minThe Sales Transformation Podcast#11 – A deeper dive into Emotional Intelligence with Simon QuintonThe second part of this Emotional Intelligence series sees Dr Phil speak to Simon Quinton in more detail about his final year project. Emotional Intelligence is a topic which is relevant now more than ever in today’s covid world we are all living. Simon further explores: - Why the topic of Emotional Intelligence stood out to him- The type of culture that Emotional Intelligence can thrive in- Simon Quinton’s model for Emotional Intelligence in the workplace Show notes:Consalia LtdPhil Sq...2021-04-0653 minThe Sales Transformation Podcast#10 – The role of Emotional Intelligence in driving high performing sales teamsIn 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 Inte...2021-03-2634 minThe Sales Transformation Podcast#9 – The role that Coaching plays on perceptions of sales leadersMohammed 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- ...2021-03-2244 minThe Sales Transformation Podcast#8 - The impact of Coaching on sales performanceAt one of our previous Global Sales Transformation events, Consalia Alumnus, Paul Devlin, now Chief Operating Officer at software giants SUSE, spoke about the impact the Executive Masters programme, in particular the Coaching module, has had on his approach to sales. In particular, he highlights the importance of coaching and describes how coaching helped dramatically turn around the performance of his sales team. He discusses: - Why coaching for sales leaders is the key to maximising performance- The 3 main questions that helped transform the way his sal...2021-02-2629 minThe Sales Transformation Podcast#7 – What is Purpose-led Account Planning?How many of us practice ‘Purpose-led Account Planning’ or even know what it is? Dr Phil Squire is joined by Alf Janssen, Sales Director Strategic Accounts for SAP NL and Darragh Power, Sales Acceleration and Leadership Programs for SAP. The three discuss the idea of purpose-led account planning and how this notion connects with a company’s purpose and profitability. They explore: - The difference between purpose and objectives- What the current pandemic is doing to purpose-led account planning strategies right now- The level...2021-02-1253 minThe Sales Transformation Podcast#6 - Thriving in Sales in 2021Back 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:...2021-01-3143 minThe Sales Transformation Podcast#5 – Resiliency trilogy pt. III: Can resiliency be taught?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: ...2020-12-1451 min
The Sales Transformation PodcastSelling Transformed Preview pt. IV: How to Professionalise SalesIn 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:Pre-order Selling TransformedConsalia LtdPhil Squire LinkedIn profile2020-11-2207 min
The Sales Transformation PodcastSelling Transformed Preview pt. III: Values, Professionalism and EthicsIn 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.Show notes:Pre-order Selling TransformedConsalia LtdPhil Squire LinkedIn profile2020-11-2207 min
The Sales Transformation PodcastSelling Transformed Preview pt. II: Sources of Competitive AdvantageIn 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 second episode of the Selling Transformed preview series is titled, “Sources of Competitive Advantage” where Dr Philip Squire explores the various sources of competitive advantage when selling in the industrial era, knowledge era and post-knowledge era.Show notes:Pre-order Selling TransformedConsalia LtdPhil Squire LinkedIn profile2020-11-2206 min
The Sales Transformation PodcastSelling Transformed Preview pt. I: The Burning PlatformIn 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 first episode is titled, “The Burning Platform” and looks at the spark that ignited the research that Philip conducted where he found that 95% of salespeople were perceived as a waste of time, as well as taking a brief look at some of the findings from the research.Show notes:Pre-order Selling TransformedConsalia LtdPhil Squire LinkedIn profile2020-11-2206 minThe Sales Transformation Podcast#4 – Resiliency trilogy pt. II: How do you build personal resiliency?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...2020-11-181h 05The Sales Transformation Podcast#3 – Resiliency trilogy pt. I: How do you build organisational resiliency?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. In the first of the Resiliency trilogy, Dr Philip Squire speaks to Sir Graeme Lamb KBE, CMG, DSO, a former 3-star general of the British Army and former Director of the SAS. The pair tackle a number of topics on organisational resiliency and draw on experiences from Graeme’s chapter in the ar...2020-11-0647 minThe Sales Transformation Podcast#2 - Ethics in sales: thought-provoking perspectives from one of the UK’s leading experts on integrity policiesThe 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. S...2020-10-2953 minThe Sales Transformation Podcast#1 - What's the difference between Sales Training and Sales Education?In this episode, Dr Philip Squire talks to Louise Sutton, Academy Director at Consalia where they explore the journey that they’ve experienced so far in setting up the Consalia Sales Business School.Philip and Louise discuss what the lay of the land was like before the Level 6 B2B Sales Degree Apprenticeships was set up and what was required to officially launch a degree that is dedicated to the sales profession. The pair also dive into some of the details behind what the differences are between Sales Training and Sales Edu...2020-10-1938 minThe Sales Transformation PodcastWhat is The Sales Transformation podcast?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:Consalia LtdLinkedIn - Like us on LinkedIn!Twitter - Follow us on Twitter!2020-09-2504 min