The Sales Transformation Podcast

It’s the second part of Phil’s interview with Carl Day, Chief Sales Officer at Apogee, this week on The Sales Transformation Podcast. If you haven’t listened to Part 1, please go back to last week’s episode and check it out!    This time the discussion turns to how Carl addressed the challenges of covid, the importance of middle-management, and managing multi-service pipelines.    Highlights inclu...

It’s the first part of a two-episode discussion this week on The Sales Transformation Podcast as Phil speaks to Carl Day, Chief Sales Officer at Apogee.    When Carl joined Apogee in early 2020 the office print industry was in decline, and Covid only made matters worse. Carl saw that transformation was needed, and began the shift towards a more client-centric sales force. He tells Phil about the c...

Join us this week on The Sales Transformation Podcast for a look back at some of the best clips from Q3, with guests including Mark Cox, Rainer Stern, and Lindsey Rowe.    Connect with Philip Squire on LinkedIn       Join the discussion in our Sales Transformation Forum group.    Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Sur...

Phil is joined this week on The Sales Transformation Podcast by Jeffrey Hatchell, Vice President, Head of US Sales Enablement & Global Leadership at American Express and founder of Over The Top Coaching.    Jeffrey’s career has taken him across the spectrum of the sales industry: from an initial exposure to cross-selling working in McDonalds as a teenager (“Do you want fries with that?”), to B...

We’re talking Global Sales Transformation XIX this week on The Sales Transformation Podcast, as Phil and Will sit down to discuss the theme for this year’s event: Cracking the Code of Key Account Management.    Phil talks through why we choose this topic, why key account management is more important than ever, and what to expect from some of this year’s speakers.    Highlights include:   [00:34] –...

We have something new for you this week on The Sales Transformation Podcast: the first in a new series of roundtable discussions featuring members of the Consalia team discussing the issues of the day.    Our first roundtable features Head of Sales Will Squire, Head of Marketing Eddie Guevarra, and Senior Business Development Manager Luke Bowles. Together they discuss AI and the impact they think...

Today on the Sales Transformation Podcast it’s a brand new episode of our Five Ways to Wellbeing series with Luke Bowles and special guest Rachel Baker, Business Manager at Autoglass.    Together they discuss Rachel’s personal mental health journey, including how counselling not only helped her but enabled her to help others as well. Rachel also outlines the ways in which she uses the five ways to...

Good news for fans of our Five Ways to Wellbeing series with Luke Bowles – a brand new episode is on its way soon!    In the meantime, we’re taking a look back at some of the highlights from the show so far. How many of the five ways have you incorporated into your daily life?    Connect with Luke Bowles on LinkedIn       Join the discussion in our Sales Transformation Forum group.    Make sure yo...

On this episode of The Sales Transformation Podcast Phil is joined by Lindsey Rowe, UKI Head of Purpose Programmes & Sustainability GTM at SAP, to discuss their sales apprenticeship programme.    In just 11 months SAP have already been named number 13 on RateMyApprenticeship’s list of the best 100 apprenticeship employers. Lindsey takes us through how the programme came about and the benefits...

We’ve got one more episode of The Sales Transformation Podcast to revisit in celebration of the announcement of Global Sales Transformation XIX: Cracking the Code of Key Account Management!    This time we’re looking back at a dinner hosted by Introhive where Consalia Programme Director Brian Tilley spoke about how Relationship Capitalisation can unlock the potential of your key accounts.      Ori...

This week on The Sales Transformation Podcast we’re revisiting another early episode on key account management ahead of GST XIX in November. In this episode Phil sat down with Alf Janssen and Darragh Power from SAP to talk about how “purpose” can play a key role in account planning.      Original episode description:   How many of us practice ‘Purpose-led Account Planning’ or even know what it is?...

With the recent announcement that the theme for GST XIX is “Cracking the Code of Key Account Management”, we thought we’d dig through the archives and revisit a talk from GST XVI from Phil and Introhive’s Ryan O’Sullivan this week on The Sales Transformation Podcast!      Original episode description:  After a long 2 year wait, our beloved GST Event returned in the early half of October 2021. The...

It’s time to hear from two more contributors to the Transformational Sales Leadership: Sales Leader Perspectives book on today’s episode of the Sales Transformation Podcast. This time it’s the turn of Rainer Stern and Sakis Tassoudis.    The book is an anthology, with each chapter by a different author bringing new insights from both their academic studies and practical industry experience.    Rai...

Today on The Sales Transformation Podcast we have a recording of our recent live webinar with Siemens exploring their sales degree apprenticeship journey.    Consalia’s Academy Director, Dr Louise Sutton, hosts three guests from Siemens: Sales Apprentices Lucas Laurie and Mike Eastham, and Early Career Professionals Manager Johnny Mathieson. Together they discuss the experience of both running and...

Today on The Sales Transformation Podcast Phil is joined by Mark Cox, founder of In The Funnel and host of the Selling Well podcast.    Ahead of the release of Mark’s new book, Learn to Love Selling – The Universal B2B Sales Playbook , he discusses his aims for the book and some of the key areas it covers. The discussion also turns to the importance of sales literature and why the continued profes...

It’s been a while since our last “best of” episode on The Sales Transformation Podcast, so this week we’re bringing you some of the highlights from the year so far.    Connect with Philip Squire on LinkedIn     Join the discussion in our Sales Transformation Forum group.    Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey an...

In this Mastercast episode Phil is joined by Sakis Tassoudis, Managing Director at SAP Fioneer to discuss his master’s dissertation on ethical sales leadership.    Having been born in Greece, Sakis looked to the ancient greek philosophers for inspiration during his studies. What he found was that many of their ideas remain relevant even in the modern world of sales. In particular, he found that a...

This week on The Sales Transformation Podcast Phil is joined by Frank V. Cespedes, Senior Lecturer of Business Administration at Harvard Business School.     Frank has authored several books on sales and marketing, with his most recent work focussing on sales management. In this episode he and Phil explore at two of the most important skills for any sales manager: how to hire great salespeople and...

Today on The Sales Transformation Podcast Phil is joined by Consalia’s own Academy Director, Dr Louise Sutton, whose contributions to both Consalia and the sales profession as a whole cannot be overstated.     Louise talks about her completion of a Doctorate in Professional Studies by Public Works and the creation of the Level 6 Business-to-Business Sales Professional apprenticeship standard that...

Today on the Sales Transformation Podcast Phil sits down with Consalia master’s graduate Barbara Crane for a Mastercast episode.    Barbara chose to focus on transformation and change management for her dissertation, specifically looking at how it is frequently people, not processes, that get in the way of progress. She and Phil also discuss differing approaches to change in different cultures, as...

Today on The Sales Transformation Podcast it’s the second part of Phil’s discussion with Dr Philip Styrlund and Dr James Robertson from The Summit Group.    The conversation picks up right when the last episode left off, so if you haven’t listened to that one yet please go and check it out first!    This time the three doctors discuss the work of Dr Fred Kiel as well as the “fluencies” sales organ...

The discussion on today’s episode of The Sales Transformation Podcast was so expansive it needs two episodes to hold it all! It’s no surprise with not one but two amazing guests: Dr Philip Styrlund, CEO & Owner of The Summit Group, and Dr James Robertson, President at The Summit Group.    Together they discuss their experience of gaining doctorates in sales, and the search for what the future...

Today on The Sales Transformation Podcast we have a reupload of a conversation that originally took place earlier this year on the Make It Happen Mondays podcast with John Barrows, CEO of JB Sales.    John is on a mission to professionalise sales, so naturally Phil was delighted to join him to discuss his own work toward the goal of elevating our industry. Together they talk about the importance o...

This week on The Sales Transformation Podcast Phil is joined by Alex Abbott, Conversation Creation Specialist at Supero and co-founder and presenter at SalesTV.live.    Alex walks us through his varied career, in which he has run the gamut of different sales roles from knocking on doors selling vacuum cleaners to SAAS deals with an average order value of £200k. Alex’s latest evolution has been to...

It’s the first part of a very special series of podcasts this week as we celebrate the release of a new book: Transformational Sales Leadership: Sales Leader Perspectives.     The book is an anthology of chapters each written by an alumnus of Consalia’s master’s programme. Each one takes a fresh look at sales issues old and new, bringing new insights from their own experience of sales leadership. ...