The Sales Transformation Podcast: Recent Episodes

Consalia Ltd

The Sales Transformation Podcast is brought to you by Consalia. Led by Dr Philip Squire, Consalia is an organisation dedicated to the improvement of sales performance. For over 20 years he has provided sales consulting education services and training to brands including Apple, AT&T, Ford, Hertz, HP, Pirelli, Royal Caribbean, SAP and Zurich Financial Services.

He is one of just a handful of sales professionals internationally to have a research doctorate in sales. Philip is a subject matter expert for the UK TrailBlazer undergraduate apprenticeship degree in sales and his passion for professionalising sales led him to create the world’s first sales consultancy delivering university accredited undergraduate and postgraduate degrees in sales.

Consalia's vision is to make sales the world's most sought after profession and this podcast has been created to provide sales professionals with inspiring and educational advice, as well as tips on relevant topics within the industry that will improve your knowledge, your careers and your sales teams.

We 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 guest is David Mines, Business Development Director at Bunzl plc. David has over 27 years of sales experience, much of it at a leadership and Director level.

During this period, David has worked predominantly within the industrial and retail packaging sectors. For the past 12 years, he has had the pleasure of working within a number of Bunzl plc Operating Companies. David's skill set has always been focused on new business growth and his role has developed into a leadership position that proactively supports organic growth. In his current position, David has worked with Senior Management Team to grow a 23 million Euro business to 50 million Euro within a 4 year period.

David and Phil cover many topics, including:

[25:27] - How do you increase your win rates to 84%?
[34:36] - What are your organisation’s values and are they truly client-centric?
[57:21] - What are the critical skills needed to become a Business Development Director?

We hope you can take away actionable insights that will help you in your bid to sell to your customers in a way that they want. Stay tuned for part 2!

Connect with Philip Squire on LinkedIn -

https://www.linkedin.com/in/philipsquire/

Connect with David Mines on LinkedIn -

https://www.linkedin.com/in/david-mines-79490245/

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

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:

[07:03] - Why do companies still focus on skills training in sales?
[28:20] - Can a chance in mindsets guarantee more won deals and fewer losses?
[41:24] - Can commission and bonus structures lead to sales transformation?

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

This episode of The Sales Transformation podcast welcomes the Managing Director of SAP in the Czech Republic, 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 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?
[18:33] Serendipity, a product of the growth sales mindsets
[24:05] The challenges of managing different generations within an organisation

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 -
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

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.

Other key topics during the episode include:

[23:07] A sales team with the right mindset or a sales team with the right skills?
[28:02] What skills and competencies are required to survive in a changing world?
[42:35] Advice for salespeople wanting to pitch to a Senior HR Director

Connect with Philip Squire on LinkedIn -

https://www.linkedin.com/in/philipsquire/

Connect with Mirjam Baijens on LinkedIn -

https://www.linkedin.com/in/mirjam-baijens-892865/

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

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 provides an account of his journey from the formation of Consalia as the first sales business school within the UK to the importance of values and mindsets within the sales world.

The pair also discuss:

[24:25] Can you change a salesperson’s values and mindset?
[31:28] The huge difference between sales training and sales education
[52:41] How customers are the key to transforming the mindsets of sales leaders

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 -
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

In this Mastercast episode, Dr. Phil is joined by Dr. Grant Van Ulbrich who is the Global Sales Transformation Director at Royal Carribean 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:

[15:53] 70% of change management fails – what's the missing link?
[28:35] To what extent have you been taught to manage personal change?
[39:59] How do you start to manage personal change in your sales role?

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

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.
[36:04] Key agenda items for sales enablement professionals going forward.
[44:29] How critical reflection will help salespeople navigate a changing world.

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

Episode 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 consisiting 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 making sales the world’s most sought-after profession and discusses the mindsets and values that customers want to see from salespeople.

Dr. Grant and Axel also share their successful sales transformation journeys. Grant reveals how the cruise industry tackled the challenges posed by the pandemic by focusing on supporting B2B customers, while Axel highlights the shift to post-sales engagement and the importance of customer-centricity.

They also discuss:

[04:25] What is Sales Transformation?
[12:02] How do the sales mindsets work?
[15:17] How have the sales mindsets helped the likes of SAP and Royal Caribbean?
[19:51] Does every salesperson have the ability to ‘’transform’’?

Connect with Philip Squire on LinkedIn -

https://www.linkedin.com/in/philipsquire/

Connect with Fred Diamond on LinkedIn - https://www.linkedin.com/in/freddiamond/

Connect with Grant Van Ulbrich on LinkedIn - https://www.linkedin.com/in/grantvanulbrich/

Connect with Axel Ferreyrolles on LinkedIn -

https://www.linkedin.com/in/axel-ferreyrolles-6856b81/

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

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 usually much deeper than you think
- [43:32] Sales enablement needs a seat at the C-Level
- [53:17] The future of sales enablement: chief enablement officer

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

As 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 shift in mindset
- [16:11] Do you require change or transformation in sales?
- [18:47] Obstacles to overcome when thinking about driving sales transformation
- [21:15] What are some of the barriers to transforming your salesforce?
- [25:09] Vision + coaching + sales mindsets = a sales leader's recipe for success
- [28:57] If salespeople adopt the sales mindsets, they will be more successful in hitting their targets
- [32:29] Proactive creativity and tactful audacity mindsets increasing market share from 8% to 17%
- [35:47] What can salespeople do to manage anxiety at work?
- [39:44] Your sales deck is your company’s strategic position
- [42:09] 5 steps to creating a strategic narrative
- [47:56] What does it mean to ‘’lead with the heart’’?
- [50:00] What does ‘’leading with the heart’’ result in, for sales teams?
- [53:47] What is a community of practice?
- [56:38] What could chickens and salespeople have in common?

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

Episode 81 of the Sales Transformation podcast features a panel discussion from a recent webinar in which Dr. Philip Squire participated. The webinar was organised by Dr. Grant Van Ulbrich, who serves as 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.

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

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

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:

[8:07] – The major revelation: less than 10% of salespeople sell to customers in a way that they want
[17:54] – The standout customer conversations that shaped the perceptions of salespeople
[38:15] – How the findings of the doctorate led to the birth of the Sales Mindsets

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.

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.

On this week's episode of the Sales Transformation podcast, Dr Phil speaks with longtime friend George Pastidis, Head of Sales Enablement Programs at Ericsson, about storytelling and his book "90 Short Stories for Better Business".

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.

Look forward to:

[10:50] What planted the seed to write "90 Short Stories for Better Business", and what inspired its structure?
[24:26] Discussion on particular stories that may have had an impact on George on a personal level as a salesperson
[38:55] George's perspective on leaders as a coach and if coaching is an integral part of leadership
[41:06] The current state of the Sales Industry and in what direction it seems to be heading

Connect with George Pastidis on LinkedIn
Buy "90 Short Stories for Better Business" on Amazon

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.

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.

At Consalia, we regularly talk about how fundamental the Sales Mindsets are to a salesperson’s practice. But how do you exhibit these Mindsets in times of uncertainty?

If you own a copy of the ‘Selling Transformed’ book, you may be familiar with the name Natalya Whitfield, Head of Sales EMEA for International Representatives. She is the main person of interest in Chapter 11: Royal Caribbean International Case Study – Turning a potential disaster into an opportunity, where we discover the story of how she used the Sales Mindsets during a time when her market was heavily impacted by factors out of her control. Her application of the Mindsets resulted in a 200%+ growth within 18 months.

Natalya joined us on the Sales Transformation Podcast to discuss the case study in more detail; a timely subject for salespeople who may be going through times of uncertainty with a potential recession looming. An economics graduate from the Ural State University in Russia, Natalya has been working at Royal Caribbean for 12+ years and is responsible for the markets where RC does not have their own offices.

Natalya and Dr Philip Squire discuss:

[07:11] The power of Third Box Thinking when disaster looms in a market
[19:01] How to use the Sales Mindsets to achieve 200% growth in new markets
[23:55] Aligning your own purpose with your company’s to do the right thing

Connect with Natalya Whitfield

Connect with Dr Philip Squire

Buy ‘Selling Transformed’

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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Today in The Sales Transformation Podcast Studio, we’re joined by Cathy Ward, Chief Operating Officer for Asian Pacific and Japan at SAP who talks about the interesting transformation that the Chief Operating Officer role is going through.

Cathy describes that today’s business leaders need to build resilience and agility for the future, focusing squarely on how to serve customers, how to operate, and how to work amid disruption and change—all while keeping the business running right now. But there’s no one way to anticipate the changes the future will bring.

Along with her team at SAP, Cathy is developing a future-focused movement towards the Chief Anticipation Officer. This moment in time is an incredible opportunity for businesses to look to the future across three critical areas: how people will work, how we will do business, and how we will operate our organisations which will be important in breaking away from traditional methods and driving new outcomes.

Listen as Cathy and Phil discuss:

[12:20] How to enable an organisation to adapt to where the future is
[21:09] The work that was conducted with the Harvard Business Review that validates the need for C-suite leaders to have a Chief Anticipation Officer mindset
[39:15] What the future of the Chief Anticipation Officer role looks like

Connect with Cathy Ward

Connect with Dr Philip Squire

Read “Anticipating the Future for Growth and Innovation: Companies in Asia Pacific and Beyond Are Building Prescience into Their Plans” – Harvard Business Review

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.

In this special episode of The Sales Transformation Podcast, Luke Bowels 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
Visit the website: Consalia Ltd

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.

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:

[8:18] What are the current key trends and challenges that sales and sales organisations face today, and how do you create a suitable pipeline of growing talent today?
[22:22] What are some challenges the sales profession faces in terms of attracting great talent?
[35:04] What are the steps reputation management needs to improve on in order to change audience perception of the sales industry?
[38:23] Discover how you can use The International Journal of Sales Transformation are a source for all sales information, and how it has adapted to today's consumer: Information on-demand in different formats

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
Visit the website: Consalia Ltd

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.

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.

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?
[6:52] The S.P.A.C.E curve. When your business is under pressure, how do you survive, preserve, stay agile and emerge stronger?
[13:00] An In-depth explanation of Relationship Capitalisation and how to assess client relationships as well as its importance to an organisation
[20:36] The Mindset Survey explained: Get a full explanation, with examples, of how the Mindset Survey will help you build better customer relationships

How does your business measure its relationships with customers?

Connect with Brian Tilley on LinkedIn

Connect with John Smit on LinkedIn
Visit the website: Consalia Ltd

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.

Recently, Dr Phil had the pleasure of being invited to share his expertise in the sales industry in a special TedTalk hosted by Waldemar Adams, Global SVP, SAP Customer Success COO Office.

Look forward to:

[8:10] Culture and strategy

[13:30] The top 10% and their values and belief systems

[19:27] The hierarchy of values

[27:38] Is it possible to change someone's values and belief systems?

Dr Phil leads an insightful presentation on transforming sales to sales leaders in a TedTalk organised by Steffen Sajonz, and Moderated by Waldemar Adams.

Using a quote from Dr Wilkinson on the negative effect forcibly changing the habitat of Ascension Island has had, Dr Phil seamlessly connects this to sales culture and the role culture plays in sales performance.

“In the sales world, if we're making the connection, rather than trying to improve sales environment by force, by the way in which we manage and target and count and stick people, the best approach might be to work with salespeople to help them find their own way.”

Dr Phil also talks about culture and strategy and how they may link together. Are sales leaders looking for change or do they want to transform? This, according to Dr Phil, really starts with the problem that they want to solve. Does it require quick changes or long-term transformation?

Listen to the full episode to get some great insight and understanding of the list of negative and positive mindsets of salespeople, and well as some background details on Dr Phil's doctoral research.

So, what do you think is more important, culture or strategy? Do you think a salesperson’s values and beliefs can be changed?

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 in the winner's circle of salespeople.

Recently, Dr Phil had the pleasure of being invited to share his expertise in the sales industry in a special TedTalk hosted by Waldemar Adams, Global SVP, SAP Customer Success COO Office.

Look forward to:

[8:10] Culture and strategy

[13:30] The top 10% and their values and belief systems

[19:27] The hierarchy of values

[27:38] Is it possible to change someone's values and belief systems?

Recently, Dr Phil lead an insightful presentation on transforming sales.

Using a quote from Dr Wilkinson on the negative effect forcibly changing the habitat of Ascension Island has had, Dr Phil seamlessly connects this to sales culture and the role culture plays in sales performance.

“In the sales world, if we're making the connection, rather than trying to improve sales environment by force, by the way in which we manage and target and count and stick people, the best approach might be to work with salespeople to help them find their own way.”

Dr Phil also talks about culture and strategy and how they may link together. Are sales leaders looking for change or do they want to transform? This, according to Dr Phil, really starts with the problem that they want to solve. Does it require quick changes or long-term transformation?

Listen to the full episode to get some great insight and understanding of the list of negative and positive mindsets of salespeople, and well as some background details on Dr Phil's doctoral research.

So, what do you think is more important, culture or strategy? Do you think a salesperson’s values and beliefs can be changed?

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 in the winner's circle of salespeople.

In this episode of The Sales Transformation Podcast, Dr. Phil speaks with Grant Van Ulbrich, Global Director of Sales Transformation.
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 behind Scared So What
[39:55] Buying decisions based on emotion

Take the SCARED quiz today and discover where you are in a change process.

ScaredSoWhat.com/scared-quiz

Connect with Grant Van Ulbrich 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 in the winner's circle of salespeople.

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.

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Nicolas Biltgen Linkedin profile
Consalia Mindset Survey
LinkedIn - Like us on LinkedIn!
Twitter - Follow us on Twitter!

We 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 leaders need to do to get ahead of the curve

· [24:46] The Mindset Survey as a source of reflection for Salespeople

· [32:07] Sales education vs Sales training

· [37:45] Steps to developing a sales academy within an organisation

Join us on our next AMA to hear Dr Phil discuss Transformation Through Coaching.

Show notes:

· Consalia Ltd

· Phil Squire LinkedIn profile

· Luke Bowles on Linkedin

· Consalia Mindset Survey

· LinkedIn - Like us on LinkedIn!

· Twitter - Follow us on Twitter!

In 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

Also, make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes!

Show Notes:

· Consalia Ltd

· Dr Philip Squire on LinkedIn

· Andy Paul on LinkedIn

Want your project turned into a Mastercast episode? Email us at podcast@consalia.com.

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:
Carl Day - Director of Sales & Marketing at Apogee Corporation
Andrew Hough - CEO & Director at Institute of Sales Professionals
Dr Mobasher Butt - Chief Medical Officer at Babylon
Monic van Aarle - Vice President Applications Benelux at Oracle.

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:

Consalia Ltd
Dr Philip Squire on LinkedIn
Carl Day on LinkedIn
Andrew Hough on LinkedIn
Dr Mobasher Butt on LinkedIn
Monica van Aarle on LinkedIn

Want your project turned into a Mastercast episode? Email us at podcast@consalia.com.

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:

Consalia Ltd
Phil Squire LinkedIn profile
Will Squire on Linkedin
Consalia Mindset Survey
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.

In this episode of the Transformation Podcast, we hear from Louis Sutten, Academy Director at Consalia, about Consalia Sales Business School, their students and the topic of pushing boundaries.

Immediately Louis 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 Sutten

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 Masters programme

Also, Dr. Phil discusses next year’s GST and its theme.

Show Notes:

· Consalia Ltd

· Dr Philip Squire on LinkedIn

· Louise Sutton

Want your project turned into a Mastercast episode? Email us at podcast@consalia.com.

Enjoy 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 Squire on LinkedIn
· Stuart Leven on LinkedIn

Want your project turned into a Mastercast episode? Email us at podcast@consalia.com.

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:

· Why do most of today's sales training fail? [18:37]

· The importance of his Executive Masters's degree after 10 years in the industry [29:20]

· Axel Ferreyrolles pillar framework on training and developing initiatives [40:15]

Show Notes:

Consalia Ltd
Dr Philip Squire on LinkedIn
Axel Ferreyrolles on Linkedin
Consalia Mindset Survey
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.

Want your project turned into a Mastercast episode? Email us at podcast@consalia.com.

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 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!

Show Notes:

Consalia Ltd
Phil Squire LinkedIn profile
Waldemar Adams on LinkedIn
Our Postgraduate courses
Consalia Mindset Survey
Sign up for our newsletter to stay up to date with the latest podcast episodes.

Want your project turned into a Mastercast episode? Email us at podcast@consalia.com.

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.

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 Ltd
Phil Squire LinkedIn profile
Luke Bowles LinkedIn profile
Consalia Mindset Survey
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.

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 domains of emotional intelligence [28:30]

· Simon’s model based around individuals, their behaviour type and culture [46:42]

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Simon Dale LinkedIn profile
Consalia Mindset Survey
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.

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 a cultural environment that was not accustomed to the idea [7:23]
The real-life coaching case studies from different parts of his leadership that proves coaching works [15:28]
The key research about the importance of spending time with salespeople [37:30]

(Note: This episode was recorded whilst Mohammed was still in his role at SAP)

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Mohammed AlKhotani LinkedIn profile
Consalia Coaching for Sales Transformation programme
Consalia Mindset Survey
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.

Picking 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 Ltd
Phil Squire LinkedIn profile
Simon Dale LinkedIn profile
Consalia Mindset Survey
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.

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:

Consalia Ltd
Phil Squire LinkedIn profile
Simon Dale LinkedIn profile
Consalia Mindset Survey
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.

Our 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 profession to be in [42:34]

Sign up for our newsletter below and make sure you’re following us on LinkedIn and Twitter to be notified of the next AMA session.

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Will Squire LinkedIn profile
Consalia Mindset Survey
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.

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 Ltd
Phil Squire LinkedIn profile
Dante Ricci LinkedIn profile
Consalia Mindset Survey
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.

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:

Consalia Ltd
Phil Squire LinkedIn profile
Rainer Stern LinkedIn profile
Consalia Mindset Survey
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.

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:

Consalia Ltd

Phil Squire LinkedIn profile
MSc in Sales programme

Consalia Mindset Survey

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.

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:

Consalia Ltd

Phil Squire LinkedIn profile

Monic van Aarle LinkedIn profile
Consalia Mindset Survey

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.

The 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

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Carl Day LinkedIn profile
Consalia Mindset Survey
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.

Towards 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 at SKF Group
Samantha Wessels, VP of EMEA Sales at Elastic (at time of recording)
Sarah Edge, Sales & Marketing Director at SOTI
Paul Devlin, Chief Customer Officer at SUSE
Jon Nicholson, UK Sales Director at Royal Mail Group

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Michael Crean LinkedIn profile
Samantha Wessels LinkedIn profile
Sarah Edge LinkedIn profile
Paul Devlin LinkedIn profile
Jon Nicholson LinkedIn profile
Consalia Mindset Survey
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.

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:

Consalia Ltd
Phil Squire LinkedIn profile
Louise Sutton LinkedIn profile
Ian Helps LinkedIn profile
Consalia Mindset Survey
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.

Is 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 topics, including:

A holistic framework for pipeline health
The beauty of projection mechanisms in sales forecasting
Why every sales organisation needs a “Dentist” on their team

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Ofer Zilberman LinkedIn profile
Consalia Mindset Survey
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Twitter - Follow us on Twitter!
Sign up to our newsletter to stay up to date with the latest podcast episodes.

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:

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 LinkedIn profile
Alf Janssen LinkedIn profile
Consalia Mindset Survey
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Twitter - Follow us on Twitter!
Sign up to our newsletter to stay up to date with the latest podcast episodes.

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:

Consalia Ltd
Phil Squire LinkedIn profile
Richard Haigh LinkedIn profile
Consalia Mindset Survey
Brand Finance
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Twitter - Follow us on Twitter!
Sign up to our newsletter to stay up to date with the latest podcast episodes.

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:

What is ‘Relationship Capitalisation’?
The Science (or lack of) in how relationships are measured
The introduction of software and AI to help understand relationships

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Ryan O’Sullivan LinkedIn profile
Consalia Mindset Survey
Introhive
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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:

A brief summary of the Global Sales Transformation XVI event
A dabble into Dr Phil’s history
How the book “Selling Transformed” came about
Exploring the 4 positive sales mindsets in more detail (Authenticity, Client-Centricity, Proactive Creativity and Tactful Audacity)

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Mark Cox LinkedIn profile
Consalia Mindset Survey
In The Funnel
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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:

The SPACE Curve
How to add value to new and existing employees.
A digitalisation of companies and the use of technology.
How Emocracy and Adhocracy fit into today's working environment.

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Isabel Guerreiro LinkedIn profile
Victor Antunes LinkedIn profile
Marcelo Nico LinkedIn profile
Consalia Mindset Survey
LinkedIn - Like us on LinkedIn!
Twitter - Follow us on Twitter!
Sign up to our newsletter to stay up to date with the latest podcast episodes.

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:

What is “Rotating Equipment Performance”?
The introduction of AI at SKF and how it has added to the Value Proposition.
The benefits of the MSc Professional Practice in Leading Sales Transformation

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
David Norris LinkedIn profile
Consalia Mindset Survey
SKF
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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 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 resolve.

The key points that he alludes to is the importance of mental resolve in trying conditions and how to recruit the perfect person for the roles you need.

Baz discusses several topics:

How to mentally prepare for situations that aren’t going your way
How to create a reliable support network to help in these situations
The art of hiring the right person, that they might not be perfect or the best in that field but they are the right person for the business, team, and role.

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Baz Gray LinkedIn profile
Consalia Mindset Survey
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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 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 space of psychological space and embracing failure as a means of leading to success.

Samuel discusses several topics:

Why is failure such an issue?
Why is it such a sensitive topic?
Why is Psychological Safety important to help learn from failure?
How can we generate Psychological Safety for ourselves?
How do we change the culture around failure in our organisations?

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Samuel West LinkedIn profile
Consalia Mindset Survey
Museum of Failure
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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.

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Bianca Portulan LinkedIn profile
Consalia Mindset Survey
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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.

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Ryan O’Sullivan LinkedIn profile
Consalia Mindset Survey
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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

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Axel Ferreyrolles LinkedIn profile
Consalia Mindset Survey
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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?

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Ofer Zilberman LinkedIn profile
Consalia Mindset Survey
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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

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Beth Rogers LinkedIn profile
Jeremy Noad LinkedIn profile
Buy Selling Professionally on Amazon
Consalia Mindset Survey
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Selling Professionally: A guide to becoming a world-class sales executive

The 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 Ltd
Phil Squire LinkedIn profile
Simon Quinton LinkedIn profile
Coaching for Sales Transformation
Executive Masters in Leading Sales Transformation
Consalia Mindset Survey
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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

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Simon Quinton LinkedIn profile
Coaching for Sales Transformation
Executive Masters in Leading Sales Transformation
Consalia Mindset Survey
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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

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Mohammed AlKhotani LinkedIn profile
Coaching for Sales Transformation
Executive Masters in Leading Sales Transformation
Consalia Mindset Survey
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At 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 sales teams were performing
The right way to approach coaching with your sales team

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Paul Devlin LinkedIn profile
Coaching for Sales Transformation
Consalia Mindset Survey
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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 of interest for purpose-led account planning from millennials and Gen Z
How salespeople can get into a purpose-driven mindset

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Alf Janssen LinkedIn profile
Darragh Power LinkedIn profile
Consalia Mindset Survey
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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

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Ian Helps LinkedIn profile
Consalia Mindset Survey
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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.

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Carole Pemberton LinkedIn profile
Coaching to Solutions
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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:

Pre-order Selling Transformed
Consalia Ltd
Phil Squire LinkedIn profile

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.

Show notes:

Pre-order Selling Transformed
Consalia Ltd
Phil Squire LinkedIn profile

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 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 Transformed
Consalia Ltd
Phil Squire LinkedIn profile

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 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 Transformed
Consalia Ltd
Phil Squire LinkedIn profile

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

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Baz Gray LinkedIn profile
The Outdoor Athlete Podcast
Baz Gray: Ernest Shackleton video
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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 army:

How can companies develop resiliency at an organisational level rather than at a personal level?
What failure in the field has taught the former Director of the SAS, and how you can apply those teachings to your own circumstances
The importance of reflective practice and the connection between the ability to adapt and the ability to reflect: how do those two ideas co-exist?

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Sir Graeme Lamb Wikipedia page
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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.

Show notes:

Consalia Ltd
MoralDNA survey
Phil Squire LinkedIn profile
Roger Steare LinkedIn profile
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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 Education and how the latter is key to truly transforming sales professionals and their performance.

Show notes:

Consalia Ltd
Global Sales Transformation XIII - The Big Bang & Beyond of Sales
"Transitioning from Sales Training to Sales Education" – International Journal of Sales Transformation
Dr Philip Squire on LinkedIn
Louise Sutton on LinkedIn
Consalia LinkedIn - Like us on LinkedIn!
Consalia Twitter - Follow us on Twitter!
Subscribe to our newsletter to get the latest episodes

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 Ltd
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