138 episodes
The Sales Transformation Podcast Consalia Ltd
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- Business
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5.0 • 8 Ratings
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The Sales Transformation Podcast is brought to you by Consalia. Led by Dr Philip Squire, Consalia is the UK’s only Sales Business School, providing Masters, Postgraduate & Undergraduate Apprenticeship programmes in Sales, dedicated to the improvement of sales performance. For over 20 years he has provided sales consulting education services and training to brands including Apple, AT&T, Ford, Hertz, HP, Pirelli, Royal Caribbean, SAP and Zurich Financial Services.
He is one of just a handful of sales professionals internationally to have a research doctorate in sales. Philip is a subject matter expert for the UK TrailBlazer undergraduate apprenticeship degree in sales and his passion for professionalising sales led him to create the world’s first sales consultancy delivering university-accredited undergraduate and postgraduate degrees in sales.
Consalia's vision is to make sales the world's most sought-after profession and this podcast has been created to provide sales professionals with inspiring and educational advice, as well as tips on relevant topics within the industry that will improve your knowledge, your careers and your sales teams.
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#132 – Writing the book on Transformational Sales Leadership (Part 2) w/ Rainer Stern & Sakis Tassoudis
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.
Rainer talks to Phil about how leaders can deal with the disruption and uncertainty brought about by technology. Sakis then introduces us to his chapter around “humanifying” leadership – and why that is different to “humanising” it.
Highlights include:
[08:02] – The three types of leaders Rainer investigated [11:16] – Trust is the ultimate currency in leadership [37:08] – Ethical leadership can make the world a better place for our children
Stay tuned for more interviews with the other contributors!
Transformational Sales Leadership: Sales Leader Perspectives is out now and available to purchase at Routledge: https://www.routledge.com/Transformational-Sales-Leadership-Sales-Leader-Perspectives/Eastman-McGowan-Rogers/p/book/9781032361406
You can read more about Sakis’s work on the Humanified Leadership website: https://humleads.org/
Connect with Philip Squire on LinkedIn
Connect with Rainer Stern on LinkedIn
Connect with Sakis Tassoudis 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 and find out if you are selling to customers the way they want to be sold to today.
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#131 – Transforming sales careers with degree apprenticeships: insights from Siemens
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 studying a degree apprenticeship in sales, as well as the impact it has had on themselves and Siemens as a whole.
Highlights include:
[16:22] – What it’s like to study an apprenticeship alongside people from other companies [29:43] – What organisational benefits are there to running a sales apprenticeship programme? [32:14] – How sales apprenticeships have helped Siemens address the challenge of recruiting and developing talent
Connect with Louise Sutton on LinkedIn
Connect with Johnny Mathieson on LinkedIn
Connect with Lucas Laurie on LinkedIn
Connect with Mike Eastham 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 and find out if you are selling to customers the way they want to be sold to today. -
#130 – Making sales a profession you can love w/ Mark Cox
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 professionalisation of sales is so necessary.
Highlights include:
[11:15] – Salespeople should love what they do [25:36] – Too many companies don’t understand their own value proposition [52:31] – What does the future hold for sales?
Mark’s new book, Learn to Love Selling – The Universal B2B Sales Playbook, will be released on 16th July.
You can also listen to Mark on the Selling Well podcast.
Connect with Philip Squire on LinkedIn
Connect with Mark Cox 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 and find out if you are selling to customers the way they want to be sold to today.
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#129 – Best of H1 2024
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 and find out if you are selling to customers the way they want to be sold to today.
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#128 – Mastercast: What can we learn from philosophers about ethical sales leadership? w/ Sakis Tassoudis (2021)
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 modified version of Aristotle’s Rhetorical Triangle of Ethos, Pathos, and Logos could hold to key to what makes an effective (and moral) sales leader.
Highlights include:
[19:46] – Ethos, Telos, and Logos in leadership [24:59] – Sales leaders should serve as a filter for pressure for their team [39:39] – Doing a master’s is like putting on a pair of glasses for the first time
Connect with Philip Squire on LinkedIn
Connect with Sakis Tassoudis 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 and find out if you are selling to customers the way they want to be sold to today. -
#127 – An academic lens on sales hiring and compensation w/ Frank V. Cespedes
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 how to keep the ones you’ve got.
Highlights include:
[09:14] – Why write another book on sales management when so many already exist? [17:26] – The unique challenges of hiring for sales roles [42:02] – Salespeople need recognition as well as compensation
Frank’s latest book, Sales Management That Works, is available to buy on Amazon.
You can find out more about Frank and his previous books on his website.
Connect with Philip Squire on LinkedIn
Connect with Frank Cespedes 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 and find out if you are selling to customers the way they want to be sold to today.
Customer Reviews
Superb
Excellent insight into the sales profession.
Inspirational words
Great to hear the comments and reflections from all those being interviewed. Some really inspirational comments that make you think and you can relate to, not just for those in sales but for anyone leading teams.