The Sales Transformation Podcast

Consalia Ltd
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The Sales Transformation Podcast

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.

  1. 4 DAYS AGO

    #154 – Meet Consalia’s new Head of Consulting w/ Jesus Llamazares

    We’re introducing a new member of the team this week on The Sales Transformation Podcast: Jesus Llamazares, who recently joined us as our new Head of Consulting.    Phil sat down with Jesus to discuss his background and what led him to Consalia, as well as what his plans are for growing the consultancy practice and finding new synergies with the business school side of the organisation.     Highlights include:   [04:48] – A blend of corporate and entrepreneurial experience is really beneficial [20:16] – Consalia is in a unique position [30:37] – When you build trust is when magic happens   Connect with Philip Squire on LinkedIn  Connect with Jesus Llamazares 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.

    39 min

  2. 20 FEB

    #153 – Webinar – The Network Effect: How collaboration will drive growth in your key accounts w/ Dr Ryan O'Sullivan & Julia Munn

    We have a webinar recording for you this week on the Sales Transformation Podcast. In ‘The Network Effect’ Phil was joined by Introhive’s Dr Ryan O’Sullivan and NTT’s Julia Munn to discuss how account managers can leverage their networks to generate more value.    The conversation focuses on three types of network: your network of contacts within your client’s organisation, the people you know from other departments in your own company, and everyone else you know externally. When nurtured and deployed correctly all these networks can help to massively grow your accounts.     Highlights include:   [13:26] – Identifying the relationships you need to build is as important as nurturing existing ones [20:23] – Mapping people in your client’s business to people in your own [43:58] – Look to connect with Analysts who know about your client   You can find a recording of Ryan's talk from Global Sales Transformation XIX, which was mentioned during the webinar, on our YouTube channel. Ryan's book, Building B2B Relationships, is available to buy on Amazon. You can find out more about how Introhive can help you map and foster relationships with your clients on their website.    Connect with Philip Squire on LinkedIn  Connect with Ryan O'Sullivan on LinkedIn  Connect with Julia Munn 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.

    1 hr

  3. 14 FEB

    #152 – Apprenticeship insights on the ISP NextGen podcast

    The Sales Transformation Podcast

    23 min

  4. 6 FEB

    #151 – GST XIX: Panel session – How to unlock a competitive advantage in your key accounts

    This week we’re taking a look back at the panel session from GST XIX, featuring Birgitte Pingel, Vice President – Business Development Leader Consumer Goods & Retail, Europe, at Genpact and David Mines, Commercial Director at Worldpack. They were also joined by a last-minute guest Phil plucked from the audience to give a client’s perspective: Michael Pearson, former Group Head of Procurement and Vendor Management at OSB Group and founder of insidetheprocurementmind.     Together they discuss what the essential ingredients are for success in today’s key account management landscape. Discussion with the audience particularly focuses in on the impact of AI, as well as stories of successful deals the panel have been involved in.     Highlights include:   [07:51] – Salespeople should connect with procurement and vice-versa  [11:48] – AI can’t replicate everything a salesperson does [30:16] – Levergaging the agility that comes from being small   NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience!  https://youtu.be/-qIpI-ftIJo       Connect with Philip Squire on LinkedIn  Connect with Birgitte Pingel on LinkedIn  Connect with David Mines on LinkedIn  Connect with Michael Pearson 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.

    38 min

  5. 30 JAN

    #150 – GST XIX: How effectively mapping relationships is central to growing revenue within your key accounts w/ Dr Ryan O’Sullivan

    This week on The Sales Transformation Podcast we have Dr Ryan O’Sullivan’s talk from Global Sales Transformation XIX – his second time speaking at a GST event!    Ryan, Global Account Manager at Introhive, explains how he came to be interested in the subject of relationship mapping, which eventually led to writing his new book: Building B2B Relationships. Understanding the full network of relationships in both your and a client’s organisations, he argues, can lead to exponential revenue growth via discovering new ways to multi-thread different service lines.  If you’d like to hear more from Ryan, he will be joining NTT’s Julia Munn and our own Dr Phil Squire for a free webinar at 16:00 GMT on 13th February. Sign up below:  https://us02web.zoom.us/webinar/register/2317382540925/WN_Eq8wVcBbRDu8atp_iJrG2w     Highlights include:   [00:43] – A rude awakening to neglecting relationships with senior management [04:21] – The key stats behind the importance of existing relationships [22:15] – Outperform your competitors with multi-threading   NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience!  https://youtu.be/BlJe6Kt7xR4    Ryan’s book, Building B2B Relationships: How to Identify, Map and Develop Key Relationships to Win More Business, is available to buy on Amazon.    Connect with Philip Squire on LinkedIn  Connect with Ryan O'Sullivan 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.

    35 min

  6. 23 JAN

    #149 – GST XIX: What makes a great Global Account Manager? w/ Luke Skinner

    We have another talk from GST XIX this week on The Sales Transformation Podcast! This time it’s Luke Skinner, VP of Global Strategic Initiatives at SAP, discussing the key attributes a Global Account Manager needs to address the unique challenges they face.    Drawing on the research he conducted while studying for his master’s with Consalia, Luke splits the traits a GAM needs into foundational and leading characteristics. Above all, he stresses the fact that they need to be able to work effectively with people from all levels of both their own and their clients’ organisations.    Highlights include:   [03:00] – Global Account Management is a boundary spanning role [12:35] – The leading characteristics of an exceptional Global Account Manager [21:56] – As a Global Account Manager you are an expert in your customer   NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience!  https://youtu.be/oOImd9Olhl0   Connect with Philip Squire on LinkedIn  Connect with Luke Skinner 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.

    28 min

  7. 9 JAN

    #147 – Looking back and ahead as we enter 2025

    As a new year begins Phil sat down with Will to discuss his reflections on 2024 and predictions for 2025 on this week’s Sales Transformation Podcast.    As well as talking about big issues like ongoing conflicts and the rise of AI, Phil also takes the time to share his thoughts on the state of Consalia as a business and the kinds of bold decisions the company needs to take going forward.    Highlights include:   [11:03] – What is Phil excited for in 2025?[16:58] – Are salespeople still feeling the effects of the pandemic? [22:29] – Consalia’s new global research project   Connect with Philip Squire on LinkedIn  Connect with Will 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.

    41 min

  8. 12/12/2024

    #146 – Best of Q4 2024

    As we come towards the end of the year let’s take a look back at some of the highlights from Q4 on The Sales Transformation Podcast, including clips from Jeffrey Hatchell, Carl Day, and our Sales Transformation Forum Hangouts.      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.

    46 min
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About

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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