The Sales Transformation Podcast

We have an episode from The Sales Transformation Podcast archives for you this week as we look back to episode 12, featuring Dr Beth Rogers and Dr Jeremy Noad. They joined Phil on the show back in 2021 to discuss their book Selling Professionally , and this year will see the release of their follow-up The Sales Professional’s Handbook . We’re hoping to get them back on the show soon to discuss tha...

This week on The Sales Transformation Podcast it’s the second part of Phil’s conversation with Frank Cespedes! If you haven’t listened to last week’s episode yet please make sure to go and check it out before this one.  They begin by finishing their discussion of sales models before moving on to performance management and coaching, as well as why many managers need to shift away from “good words”...

This week on The Sales Transformation Podcast we’ve got the first part of an interview with Harvard Business School Senior Lecturer and returning guest Frank Cespedes.  Phil and Frank had previously spoken about Frank’s book Sales Management That Works. This time Phil wanted to explore some different chapters from the book, with the conversation focussing around the importance of having a sales mo...

This week on The Sales Transformation Podcast we have a conversation that originally aired over on The Selling Well Podcast hosted by Mark Cox.  Phil joined Mark to discuss the Sales Mindsets and how our research last year led to “Authenticity” being upgraded to “Intellectual Authenticity”. They were also joined by Mike Sparling, who brought his tech expertise to help examine how AI can help or hi...

As sales organisations face growing pressure to align performance, productivity, and reward, this archive episode with Dr Phil Squire and Frank V. Cespedes feels more relevant than ever. Together, they explore what really drives effective sales hiring and compensation, and why pay alone is never enough to create the right sales behaviours. ORIGINAL SHOW NOTES: This week on The Sales Transformation...

In this episode from the archives, Dr Phil Squire, CEO of Consalia, speaks with Laura Valerio, now Global Evangelist for GTM Performance, about the evolving role of sales enablement. As AI-driven buying, tighter budgets, and rising buyer expectations reshape sales, we revisit how many of the core enablement fundamentals still hold true today. ORIGINAL SHOW NOTES: In this episode, we are joined by...

We have our youngest ever guest on The Sales Transformation Podcast this week, as Phil welcomes 15-year-old Johannes Hasselbalch together with returning-guest Jesper Illum to the show!  While most salespeople fall into the profession, Johannes had a passion for sales inspired by his father, leading him to go on a work experience placement with Jesper. Together they explain what this involved, how...

This week on the Sales Transformation Podcast we have the latest episode of Sales Frequency, featuring Maxim Tarasevich, EVP of Sales at Aviso. Max joined Jesus and Will to discuss the imminent launch of Aviso and Consalia’s new Sales Mindsets Intelligence studio, and how each company is going to approach selling a product that is unchartered territory for both.   Highlights include:  [12:09] Beha...

We’ve got a compilation for you this week on The Sales Transformation Podcast, as we look back at some of the highlights from 2026 so far!  The Sales Mindsets Intelligence Studio is launching on 21st May! You can find out more about this exciting new tool and register your interest here: https://www.consalia.com/sales-mindsets-intelligence-studio/     Connect with Philip Squire on LinkedIn     Joi...

This week on the Sales Transformation Podcast we’re bringing you the final session from Global Sales Transformation XX: the panel featuring Samantha Wessels, President EMEA at Box, Samantha George Head of CRM Development & Deployment at Royal Mail, and Gareth Abel, former CMO at Circles. They bring three distinct perspectives on sales transformation and how it’s evolving with AI: those of sale...

This week on The Sales Transformation Podcast we have a recording from our most recent Sales Frequency LinkedIn Live session, featuring Consalia’s Jesus Llamazares and Aviso’s Ofer Zilberman discussing our new joint project: Sales Mindsets Intelligence Studio.   Together they discuss the new AI tool and how it can support teams, but also the kinds of problems they see in the sales industry that le...

Over the years Phil has taught a lot of people about The Sales Mindsets,  but recently he’s embarked on a new challenge... teaching an AI!  This week on The Sales Transformation Podcast Phil tells Jesus about his experience working with Aviso to train our upcoming digital tool: the Sales Mindsets Intelligence Studio. Where do you begin teaching 15 years of research and experience to a computer, an...

We’ve reached 200 episodes of The Sales Transformation Podcast! Eddie and Phil sat down to look back at why they started the show and what they think have been some of the highlights. Thank you to everyone who has supported us in reaching this milestone, including everyone from Consalia who has hosted or appeared on an episode, all our fantastic guests from the world of sales, our amazing master’s...

This week on The Sales Transformation Podcast it’s an episode that originally appeared on The Exceptional Sales Leader Podcast, with host Darren Mitchell talking to Phil about The Sales Mindsets and why “Authenticity” is evolving into “Intellectual Authenticity”.  Highlights include:  [14:54] Very few salespeople enjoy being sold to themselves  [34:56] Most sales methodologies are supplier-centric...

This week we’ve got an episode from the archives for you on The Sales Transformation Podcast, and since we’ve been looking at the relationship between Sales and Marketing recently, what better time to take a look back at an episode featuring Andy Raskin that centres around something vital for both: strategic narratives.    ORIGINAL SHOW NOTES:  Dr Phil is joined by Andy Raskin, most well-known for...

This week on The Sales Transformation Podcast we have the second episode in our series on the relationship of marketing and sales, this time welcoming Consalia’s very own Head of Marketing Eddie Guevarra back onto the show. Eddie takes the opportunity to give his views on the 95% theory that Gareth Abel discussed on his episode, and even takes the opportunity to try and convince Phil to increase C...

This week on The Sales Transformation Podcast we have a talk from a returning guest to Global Sales Transformation: Dr Ryan O’Sullivan from Introhive!  If you heard Ryan’s talk from the previous GST you’ll know that he’s an expert in relationship mapping for sales teams, and this time he’s applying that technique to address a serious issue: declining customer retention rates.  Salespeople and acco...

This week on The Sales Transformation Podcast it’s the first in a series of three episodes exploring the relationship between sales and marketing. Or, asks our first guest Gareth Abel, should that be marketing and sales?  Gareth is a proven Chief Marketing Officer with truly international experience. Specialising in delivering Sustainable Profit Growth, he has worked for a range of businesses incl...

It’s another talk from Global Sales Transformation XX this week on the Sales Transformation Podcast, this week featuring Jessica Guihard from SAP, a graduate of the Consalia master’s degree. Jessica’s research for her dissertation centred around leadership in sales, and during her presentation she explained that a great sales leader should be like a conductor of an orchestra, bringing out the best...

This week on The Sales Transformation Podcast we have another talk from Global Sales Transformation XX back in November, this time from Professor Julian Birkinshaw, Dean at Ivey Business School.    Julian joined us to discuss how companies, especially large ones, can respond to the massive changes being brought about by AI. Fortunately, he reassures us not to panic: in a “high tech” world the dema...

It’s National Apprenticeship Week 2026, so on this week’s episode of The Sales Transformation Podcast Phil sat down with Consalia’s Academy Director Dr Louise Sutton to discuss the latest developments in our Sales Business School.    Louise talks about some of the great milestones we hit last year with our Level 6 Apprenticeship, as well as some of the upcoming developments in the wider world of a...

This week’s episode of The Sales Transformation Podcast is the second part of Phil’s conversation with Mike Lander on Higgle: The B2B Sales Club Podcast.    This time Phil describes how he initially tested the Sales Mindsets, before moving on to discussing how they have evolved after last year’s Global Research Project.    Highlights include:  [03:43] Massively increasing win-rates with the Sales...

This week on The Sales Transformation Podcast we have the first part of an interview with Phil that first appeared on Higgle: The B2B Sales Club Podcast, hosted by Mike Lander.    Mike was one of the people who very kindly supported us with our Global Sales Research project last year, and invited Phil on his show to ask him about how The Sales Mindsets were developed.     Tune in next week for the...

Over the coming weeks on The Sales Transformation Podcast we’re going to be periodically releasing recordings of the talks from Global Sales Transformation XX back in November. We’re kicking things off with our very own Dr Phil Squire!    At GST Phil presented the results of the Global Research Project he conducted throughout 2025 looking into how customers like to be sold to. It was a refresh of...

To mark the start of 2026 Will, Phil, and Jesus sat down this week to record an episode of The Sales Transformation Podcast looking back at the challenges and highlights of 2025, as well as discussing some of what’s coming this year.    From potential new Sales Business School programmes to continuing to work on our AI Sales Mindset Coach with Aviso, 2026 is looking very exciting indeed!      High...