The Sales Transformation Podcast

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 f...

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 Ap...

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 l...

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

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 [18:0...

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 Leadi...

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 dese...

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]   T...

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 emo...

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 co...

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 manage...

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:   -   ...

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 D...

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-functi...

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 beh...

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 requir...

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 procurem...

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...

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...

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...

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...

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 custome...

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...

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 wh...

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 Funn...