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

    #161 – GST XI: Coaching and Leading Indicators w/ Paul Devlin

    It’s another piece of coaching content from the archives for you this week on The Sales Transformation Podcast, but this time it’s not a previous episode: it’s a talk from Global Sales Transformation XI, all the way back in 2016!    Paul Devlin, then of SAP, now CEO of Causeway Technologies, talks us through how he used coaching to transform low-performing teams, the importance of leading indicators, and why if it talks like a duck and it walks like a duck, it probably isn’t a swan.  Highlights include:   [07:23] – Too many salespeople receive zero coaching [14:15] – Meetings are no use if you’re meeting with the wrong people [25:39] – Coaching isn’t micromanaging   If you’re interested in joining our Coaching Programme, you can find out more here: https://www.consalia.com/coaching      Tickets are now on sale for GST XX! Enter code GSTXXEARLY at checkout for £50 off your ticket.     Join us next Thursday at 08:30 AM BST for the first episode of our new LinkedIn Live show, Sales Frequency!      Connect with Philip Squire on LinkedIn   Connect with Paul Devlin 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.

    30 min

  2. 2 MAY

    REVISITED: #16 – How can coaching help achieve Organisational Transformation? w/ Bianca Portulan

    Join us for another revisiting of a coaching episiode from the archives this week on The Sales Transformation Podcast, with Phil interviewing Bianca Portulan.      ORIGINAL SHOW NOTES:    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 international business experience to her role as an executive coach. With an early career in Banking, Bianca held multiple senior positions in Business Operations and Sales, later becoming a Transformation and Change Management Lead, working directly with board members to support and advise on global transformational strategies. She is a highly regarded executive and organizational coach certified by Columbia University, a member of the International Coaching Federation and Fellow of the Institute of Coaching at Mclean, Harvard Medical School.      Dr Phil and Bianca discuss:      The reason why some transformation projects fail  The perception of coaching within organisations following the pandemic  Generic coaching vs specific coaching: which is best?     If you’re interested in joining our Coaching Programme, you can find out more here: https://www.consalia.com/coaching    Connect with Philip Squire on LinkedIn  Connect with Bianca Portulan 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.

    51 min

  3. 25 APR · BONUS

    REVISITED: #9 – The role that Coaching plays on perceptions of sales leaders w/ Mohammed AlKhotani

    We’re revisiting another coaching-themed episode of The Sales Transformation Podcast this week, as we rewind back to episode #9, featuring Mohammed AlKhotani, who has since gone on to become Senior Vice President at Salesforce ME.      ORIGINAL SHOW NOTES:    Mohammed AlKhotani, Managing Director, Saudi Arabia of SAP 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.      If you’re interested in joining our Coaching Programme, you can find out more here: https://www.consalia.com/coaching    Connect with Philip Squire on LinkedIn  Connect with Mohammed AlKhotani 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

  4. 17 APR

    #160 – Consalia Roundtable: Selling in uncertain times

    In this week’s Consalia Roundtable edition of The Sales Transformation Podcast, Will Squire and Jesus Llamazares, Our Heads of Sales and Consulting respectively, explore how the modern sales landscape is being shaped by economic, political, and global instability.    From tariffs and Brexit to AI and shifting buyer behaviours, they dive deep into how salespeople and organisations can adapt, stay resilient, and turn volatility into opportunity.     Highlights include:   [05:52] – It’s now key to understand your client’s whole ecosystem [14:42] – Like it or not, uncertainty is here to stay [32:55] – Listening is more important than ever  Connect with Will 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.

    34 min

  5. 10 APR · BONUS

    REVISITED: #5 – Can resiliency be taught? w/ Dr Carole Pemberton

    Ahead of new cohort of our Level 5 ILM Coaching for Sales Transformation programme in the Autumn we’re going to be revisiting a few coaching-themed episodes of the podcast in the coming months!     This week we’re going all the way back to before The Sales Transformation Podcast had video to revisit the fifth episode of the show, with special guest Dr Carole Pemberton.      ORIGINAL SHOW NOTES:    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 truly be taught to people and how this can be applied to sales teams.      The pair discuss a number of topics:      Carole’s background as to how and why she focused her doctorate on the topic of resiliency  The types of themes found in her doctorate that can help build up resilience  If and how resiliency can be taught and how to apply this to sales teams.     If you’re interested in joining our Coaching Programme, you can find out more here: https://www.consalia.com/sales-business-school/coaching-for-sales-transformation/ilm-coaching-for-sales-transformation/    Connect with Philip Squire on LinkedIn  Connect with Carole Pemberton 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.

    49 min

  6. 3 APR

    #159 – Best of Q1 2025

    This week we’re taking a look back and some of the best moments from Q1 on The Sales Transformation Podcast, including highlights from GST XIX, our Network Effect webinar, and more.      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.

    31 min

  7. 27 MAR

    #158 – How do Procurement like to be sold to? w/ Michael Pearson

    This week on The Sales Transformation Podcast Dr Phil Squire is joined by Michael Pearson, founder of insidetheprocurementmind. After decades of experience working in procurement, Michael has now turned his attention to helping sales teams understand how to effectively engage with procurement.    This is a bit of a special episode as it also marks the kick-off of our Global Sales Research Project. This year Phil is revisiting the doctorate study that originally produced The Sales Mindsets and asking once again: How do customers want to be sold to?    Over the coming months Phil will be interviewing buyers from across the globe to try and find out what it is they look for in a great salesperson. We’re putting this first interview on the podcast feed so you can get a flavour of the research!     Highlights include:   [08:06] – Procurement has its own stigmas [18:44] – Procurement people hate cold calls. But should they? [29:44] –  Account Managers have to fight in their customers’ corners   If you’d like to participate in our research project or know someone who would, please send us a message at contact@consalia.com    Connect with Philip Squire 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.

    54 min

  8. 20 MAR

    #157 – Drawing connections between government intelligence and business intelligence w/ Dr Jas Ardis

    This week on The Sales Transformation Podcast Phil is joined by someone he first met when they were both at the graduation ceremony for their respective doctorates: Dr John “Jas” Ardis.    Jas is an expert in government and military intelligence, having worked for the MOD for 24 years and since moved into the private sector. Phil speaks to him about how his insights on how to influence people could help salespeople in their roles while still maintaining ethical integrity.       Highlights include:   [14:27] – Telling lies isn’t a sustainable strategy [20:12] – Buyers often make the mistake that being “dominant” will get them better outcomes [37:27] –  AI can help us to process vast amounts of information that human analysts don’t have time to process   Connect with Philip Squire on LinkedIn  Connect with Jas Ardis 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.

    1h 3m
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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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