The Sales Transformation Podcast

This week we’re bringing you another selection of the best clips from the last three months, with a focus on how companies often need to look inward to improve sales performance. Highlights include: [04:40] – The  importance of salespeople knowing business acumen [30:42] – The CEO needs to believe in enablement in order to be successful [37:54] – Culture + strategy, a recipe for success? Connect w...

In this Mastercast episode Phil speaks to Lennie Monteiro, Director, Sales Enablement & Performance at Sysco Canada about the thesis he wrote when studying for his master’s with Consalia.    After a few experiences with AI during his work in sales enablement, Lennie became fascinated with both the possibilities and the dangers this new technology presents. He set about outlining some of the ch...

We’re taking a short break from the Winning Complex Deals trilogy!    In this episode of The Sales Transformation Podcast, Phil once again joins Darren Mitchell on The Exceptional Sales Leader podcast as a follow-on from their initial conversation around the Sales Mindsets.     This time, the pair dive into the essential mindsets for success that are required by sales leaders. Highlights include:...

In the second part of our “Winning Large Complex Deals” series Phil is joined by Mike Hurley, Consalia alumnus and Founder of Ghostarm Ltd.    Mike helps organisations improve sales effectiveness through team mind-set change. He is a subject matter expert for strategic and tactical revenue generation, having worked across a range of industries at companies including IBM, HP, and Atos.     Mike is...

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. Th...

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 change in minds...

This episode of The Sales Transformation podcast welcomes the Managing Director of SAP CR, Hana Souckova. This instalment takes a deep dive into Hana’s journey from studying civil engineering at university to becoming a board member on the Czech-German Chamber of Commerce. Since Hana is also a current student on Consalia’s Executive Master's programme, she briefly discusses her final topic of psyc...

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. Mi...

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...

In this Mastercast episode, Dr. Phil is joined by Dr. Grant Van Ulbrich who is the Global Sales Transformation Director at Royal Caribbean and is the Founder of SCARED SO WHAT Ltd. Grant is a recent Consalia Alumnus who, like Consalia, is on a mission to professionalise the sales career path. He is one of the first to complete the master’s in Leading Sales Transformation and to become a Doctor in...

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...

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 consisting of Consalia’s very own Dr. Philip Squire, as well as the Global Sales Transformation Director at Royal Caribbean,...

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...

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 selli...

Episode 81 of the Sales Transformation podcast features a panel discussion from a recent webinar in which Dr. Philip Squire participated. The webinar was to celebrate the book launch of "Transforming Sales Management", written by Dr. Grant Van Ulbrich , who is the Global Sales Transformation Director at Royal Caribbean and is the Founder of Scared So What Ltd . Dr. Van Ulbrich is not only a recent...

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 commu...

Our fifth AMA of 2023 was a deep dive into the topic of transforming a sales organisation that has been failing to make targets.  What are the right strategies to put in place that will allow senior leadership to believe in the process of sales transformation? Can it be achieved in the time frames the executive team is putting in place?   Dr Philip Squire and Will Squire tackled questions that wer...

Are you seeking a profound shift in your salesforce, a true transformation? The second instalment of the Leading Sales Transformation Masterclasses featured the remarkable Axel Ferreyrolles. As the Head of Innovation and Transformation, Global CS Field Enablement at SAP, Axel brought his expertise to deliver a captivating Masterclass on the art of transformation. In our conversations with clients...

It's #MentalHealthAwarenessWeek ! Last year we had the opportunity to interview some amazing salespeople about their thoughts on well-being, and the focus for this year is all around #anxiety . As we kick off this week, we have a special podcast featuring Will Squire , Head of Sales and Luke Bowles , Business Development Manager at Consalia. They discussed the topic of anxiety in sales from the pe...

We’re excited to bring to you part 2 of the Mastercast episode with Cristina Ricuarte, Global Director - Industries and Strategy at SAP. Cristina is a Consalia Alumni student from the MSc in Leading Sales Transformation programme.  If you haven’t yet listened to the first part of this episode, you can find it just before this one (Episode 75). This half of the episode sees Dr Philip Squire and Cri...

Today’s episode is part 1 of a very special Mastercast series where Dr Philip Squire is joined by Cristina Ricuarte, Global Director - Industries and Strategy at SAP. Cristina is a Consalia Alumni student from the MSc in Leading Sales Transformation programme.   The pair come together to discuss Cristina’s final year project in more detail: “Leadership with a heart: Can a happy team achieve better...

In this latest episode, we held our first AMA session of Q2, and what an in-depth conversation it turned out to be!  Co-host Will Squire joined Dr. Philip Squire as they delved into some of the industry's most pressing questions, with participation and insights from our audience to make for a truly fascinating conversation. The pair went on to explore with the audience: -       [09:53] Commission...

Dr Phil is joined by Andy Raskin, most well-known for his work in helping venture-backed CEOs and their leadership teams align around a high-level story that powers success—in sales, marketing, fundraising, product development and recruiting—by getting everyone on the same page about strategy and differentiation through what’s known as The Strategic Narrative. In this episode, Phil and Andy discus...

This episode of The Sales Transformation podcast welcomes Roderick Jefferson, otherwise known in the industry as “The Godfather of Sales Enablement”. Roderick is an internationally recognized, business-focused speaker.  Over the past 20+ years, Roderick has shared his dynamic and energetic voice globally in a variety of events including keynotes, guest lectures, and domain expertise panels, with c...

How has Q1 of 2023 been for you as a sales professional? We certainly hope it has been a great one with all your targets being met! This episode of the Sales Transformation podcast brings to you a collection of the best snippets from all our episodes in Q1 2023 so that you can take these actionable thought-provoking insights into Q2 of this year for further success. Listen to: -       [01:35] How...