The Sales Transformation Podcast

Todays' episode is taken from the latest Sales Shaker event where Dr. Phil Squire discusses the ideas of embracing change and looking at what the new normal of today's working world looks like emerging from the Pandemic.  The guests are Isabel Guerreiro, Executive Board Member at Santander, Victor Antunes, Managing Director of Manpower, and Marcelo Nico, General Manager at Tabaqueira.   The key po...

In the lead up to the Global Sales Transformation event on the 7th October, we have revisited the GST event in 2019 to bring you a talk from David Norris, Sales Director of SKF    He shared his insights on what it takes to align the sales organisation with a new value proposition based on the digital transformation that is taking place with SKF. David gives an overview of the history of SKF and wh...

In the lead up to the Global Sales Transformation event on the 7th October, we have revisited the GST event in 2019 to bring you a talk from Baz Gray, a modern-day explorer, formerly a regimental Sergeant Major for the Royal Marine Commanders.    He spoke about how he became a Royal Marine, the various expeditions he has completed to the South Pole, following in the footsteps of Sir Henry Ernest S...

In the lead up to the Global Sales Transformation event on the 7th October, we have revisited the GST event in 2019 to bring you a talk from Dr Samuel West, a licensed psychologist with a PhD in Organizational Psychology.    He spoke about Failure and how that idea of failure could be embraced. He was fed up with a narrative of success, tired of worshipping success and innovation and sales, and de...

What type of effect can coaching have when transforming an entire organisation? This is a question that is asked by many senior leaders in high-ranking roles.    Dr Phil Squire is joined by Bianca Portulan, an Executive and Organisational Coach for Versum Consulting to discuss the impact that a coaching approach can have on organisational transformation.   Bianca brings over 20 years of internatio...

Relationship Capitalisation: Is there a way to put a financial and balance sheet value on the relationships we hold with our key accounts?    Back in October 2020, Dr Phil Squire, alongside, Ryan O’Sullivan, Industry Head for Professional Services at Introhive took part in the Key Account Management Forum webinar hosted by Cranfield School of Management. The KAM Forum is the leading centre for res...

The efficiency in the way in which we train salespeople is a topic that has been up for much discussion throughout the years. With most companies opting for a sales training approach, Dr Phil and our latest guest, Axel Ferreyrolles, believes in something different – something more transformative.   Axel is the Head of Digital Innovation and Digital Strategy, Global Sales Learning at SAP and is one...

How can sales teams leverage the technology that exists to better predict future sales revenues?    Ofer Zilberman, Senior Director for Business Insights and Productivity at ServiceNow joins Dr Phil Squire, as the two discuss the interesting topic of Predictive Analytics within Sales and how the subject has always been a challenge for organisations to manage.    Ofer has had various roles in Sales...

This podcast episode contains not one, but three academics who have all completed a Doctorate in the topic of sales! What they all share in common is their vision for the professionalisation of the sales role.   Dr Phil Squire is joined by both Dr Beth Rogers and Dr Jeremy Noad to discuss their recently published book, “Selling Professionally”. The book has been designed to equip early career prof...

The second part of this Emotional Intelligence series sees Dr Phil speak to Simon Quinton in more detail about his final year project.  Emotional Intelligence is a topic which is relevant now more than ever in today’s covid world we are all living.    Simon further explores:   -       Why the topic of Emotional Intelligence stood out to him -       The type of culture that Emotional Intelligence c...

In this first part of our dive into Emotional Intelligence within sales, we look back at a talk which Simon Quinton, now UKI General Manager of Tableau (formerly Managing Director of Infor) presented at our last Global Sales Transformation event in 2019. He gives us an introduction into the world of Emotional Intelligence and how this drives high performing sales teams.   Simon touches upon:   - ...

Mohammed AlKhotani, now Managing Director of SAP Saudi Arabia, made history when he became one of the company’s youngest ever leaders.    Mohammed joins Dr Phil on this podcast where the pair discuss the role that coaching plays on perceptions of sales leaders and how this contributed to earning the trust of his team. We dive deeper into his final year dissertation on the Executive Masters in Lead...

At one of our previous Global Sales Transformation events, Consalia Alumnus, Paul Devlin, now Chief Operating Officer at software giants SUSE, spoke about the impact the Executive Masters programme, in particular the Coaching module, has had on his approach to sales.   In particular, he highlights the importance of coaching and describes how coaching helped dramatically turn around the performance...

How many of us practice ‘Purpose-led Account Planning’ or even know what it is?   Dr Phil Squire is joined by Alf Janssen, Sales Director Strategic Accounts for SAP NL and Darragh Power, Sales Acceleration and Leadership Programs for SAP. The three discuss the idea of purpose-led account planning and how this notion connects with a company’s purpose and profitability.   They explore:   -       The...

Back in 2020 at the start of the pandemic, Ian Helps, Director at Consalia, ran an insightful webinar to over 5,000+ sales professionals around the world about what they could be doing to continue to thrive in sales during this time.   Almost a year on, the contents of this webinar are still relevant to today. With most of the world still in some form of lockdown, salespeople will still need to fi...

The final episode of our Resiliency trilogy.    How can sales leaders develop their own resiliency and pass this onto their own sales teams?   In the last episode of our Resiliency trilogy, Dr Philip Squire discusses the notion of teaching resiliency with Dr Carole Pemberton, a professor who has dedicated her doctorate to the topic of resiliency. The pair explore whether or not resiliency can trul...

In the lead up to the launch of the Selling Transformed book, Dr Philip Squire will be talking about these chapters, giving you a brief look into what the book is about.   The fourth and final episode of the Selling Transformed preview series is titled, “How to Professionalise Sales”. In the last episode of this short preview series, Dr Philip Squire talks about the future of the sales role and th...

In the lead up to the launch of the Selling Transformed book, Dr Philip Squire will be talking about these chapters, giving you a brief look into what the book is about.   The third episode of the Selling Transformed preview series is titled, “Values, Professionalism and Ethics”. Dr Philip Squire explores the values that can be used to help create positive or negative selling experiences, as well...

In the lead up to the launch of the Selling Transformed book, Dr Philip Squire will be talking about these chapters, giving you a brief look into what the book is about.   The second episode of the Selling Transformed preview series is titled, “Sources of Competitive Advantage” where Dr Philip Squire explores the various sources of competitive advantage when selling in the industrial era, knowledg...

In the lead up to the launch of the Selling Transformed book, Dr Philip Squire will be talking about these chapters, giving you a brief look into what the book is about.   The first episode is titled, “The Burning Platform” and looks at the spark that ignited the research that Philip conducted where he found that 95% of salespeople were perceived as a waste of time, as well as taking a brief look...

In the current world that we’re living in, how can sales professionals develop personal resilience?   With the current climate that companies face, organisations will be required to be more resilient than ever before. Pressures that sales teams face have either stayed the same or in some cases increased, despite the world pandemic we’re in.   The second episode of the Resiliency trilogy features B...

With the current climate that companies face, organisations will be required to be more resilient than ever before. Pressures that sales teams face have either stayed the same or in some cases increased, despite the world pandemic we’re in.   In the first of the Resiliency trilogy, Dr Philip Squire speaks to Sir Graeme Lamb KBE, CMG, DSO, a former 3-star general of the British Army and former Dire...

The second episode of the Sales Transformation Podcast sees our guest Roger Steare, British ethicist and corporate philosopher, discuss some of the ethical perspectives that can be used in sales to transform sales performance.   Philip and Roger touch upon the drivers of misselling as well as drawing on ethical principles from Roger’s book, “Ethicability” which can help change sales performance to...

In this episode, Dr Philip Squire talks to Louise Sutton, Academy Director at Consalia where they explore the journey that they’ve experienced so far in setting up the Consalia Sales Business School. Philip and Louise discuss what the lay of the land was like before the Level 6 B2B Sales Degree Apprenticeships was set up and what was required to officially launch a degree that is dedicated to the...

Welcome to the Sales Transformation Podcast! Our very first episode introduces Dr Philip Squire, one of just a handful of sales professionals internationally to have a research doctorate in the topic of sales.  We explore his background, Consalia Ltd, as well as why we created the Sales Transformation podcast in the first place. Show notes: Consalia Ltd LinkedIn - Like us on LinkedIn! Twitter - Fo...