The Sales Transformation Podcast

We recently had the pleasure of hosting our third AMA webinar of the year where during the session, Phil addressed a wide range of questions from sales leaders and practitioners alike, touching on a variety of topics critical to sales success. One question that really stood out was, "Can a change in mindset guarantee more deals won and fewer losses?" This thought-provoking question allowed us to d...

When it comes to culture, businesses have different ways of defining it. From the brand of an organisation, right the way through to the employees who work for the organisation, many businesses struggle with understanding how to manage their corporate DNA. This week’s episode sees Vesna Mardonovic, Co-Founder of Business Genome, discuss how organisations can begin to understand their own cultural...

How can companies retain their top talent in the sales profession?  Don’t miss out on this latest episode of The Sales Transformation Podcast, where Simon Wheeler, Account Executive for Transport at Salesforce, shares his insights on using Vision and Coaching as a winning strategy. Simon recently spoke at our Global Sales Transformation event last December 2022. Listen as we explore how this appro...

In celebration of 2023 International Women’s Day on the 8th of March, we have put together a special episode featuring some of the most stimulating conversations from our female guests since the inception of The Sales Transformation Podcast. Listen to snippets from our previous episodes: -       [5:53] Dr Carole Pemberton, Network Associate at Wondrous: What the word ‘Purpose’ means to a professor...

In this episode, we share highlights from our recent February AMA webinar featuring Dr Philip Squire and Will Squire, where these stimulating conversations are sure to provoke thoughts on how salespeople can better conduct their sales practice. With B2B buyers increasingly preferring a rep-free buying process, salespeople are faced with the challenge of adapting to this changing landscape. Both sh...

In this episode, Dr Katie Bell, Chief Marketing Officer at UCAS presents “Sales as a Career: UCAS discusses student sentiment”, taken from our last Global Sales Transformation XVII event.   The career of sales is often not spoken about in secondary schools as much as other professions. That being said, what can employers do to change that through apprenticeships, given the current data that UCAS h...

Continuing from National Apprenticeship Week, this episode of The Sales Transformation Podcast focuses on a group panel discussion held last December at our 17th Global Sales Transformation event. Hosted by Dr Philip Squire, CEO of Consalia, the panel included: Pete Milsom, Partnerships Manager at UCAS Jason Holt CBE, Co-Founder at Metaverse Learning Kevin Kelly, Managing Director at PACE Digital...

It’s National Apprenticeship Week 2023!  Today’s episode is taken from our Global Sales Transformation event back in December 2022 where the focus was around Talent to Thrive: Inspiring Cultural Change. How can companies best attract, retain and engage their sales talent? Louise Sutton, Academy Director at Consalia and Patrick Joiner, Managing Director at The Institute of Sales Professionals took...

We hosted our first Ask Me Anything (AMA) webinar of 2023 and what a stimulating conversation we had. Phil and Will were joined by attendees of the event and answered a host of different burning questions that were on the mind of salespeople. Some of the interesting areas discussed were: -       [5:13] How will AI tools like ChatGPT change the way salespeople work? -       [12:35] How should you s...

In today’s episode, Phil is joined by both Will Squire, Head of Sales and Louise Sutton, Academy Director at Consalia. The group discuss some of the critical factors that sales leaders need to consider going into the rest of the year.    With many global factors that will impact a sales leader’s world, this is one episode not to miss!   Topics explored were:: -       [12:42] The importance of refl...

Rainer Stern, Global VP Customer Success Transformation at SAP recently joined us for a talk on Sales Leadership in a Digital Future.  This talk was especially interesting as Rainer also takes listeners through the impact that the MSc in Leading Sales Transformation journey has had on his career and attitudes towards continuous learning and finding new levels of mastery within the Sales profession...

Dr Philip Squire is joined on today’s episode of The Sales Transformation Podcast by Will Squire, Head of Sales at Consalia. This episode is not one to miss – especially if you want to learn about how to use the Sales Mindsets to be successful in 2023. The Sales Mindsets were brought to light as a result of Phil’s doctoral research on “How do customers want to be sold to?”: the result being the 4...

In the first episode of 2023, we are joined by Laura Valerio, Principal Consultant at Highspot and an influential figure within the Sales Enablement world. Laura is passionate about supporting customers in their go-to-market digital transformation, co-creating strategy and translating it into action to enhance productivity at scale and improve customer success through innovation. The Sales Enablem...

News of a recession is growing more and more every day. So, what can sales professionals do to help prepare for this? There’s no doubt that a recession will affect the way salespeople do their jobs. In this episode, Dr Phil Squire and Will Squire go through some of the ways sales leaders can plan ahead. From necessary attributes to the kind of sales culture that’s going to survive through these ti...

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 sellin...

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 Busine...

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 care...

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,...

In this special episode of The Sales Transformation Podcast, Luke Bowles and Will Squire of the Consalia Sales team, revisit their campaign for Mental Health Awareness Week.   In their discussion, they rewatch the 5 videos from a recent campaign "Five Salespeople Discuss Five Ways to Wellbeing". This campaign highlights being active, connecting, giving time, learning and taking notice. How can sal...

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 kno...

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, Ma...

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 P...

In this episode of The Sales Transformation Podcast, Dr. Phil speaks with Grant Van Ulbrich, Global Director of Sales Transformation for Royal Caribbean. Listen as they deep dive into Grant’s final year thesis titled, Including ‘Choice’ into Change Models via SCARED SO WHAT™ , buying based on emotion, how his research lead him to create Scared So What and more. Gain valuable insights and find out...

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 comfo...

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 coachin...