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. 2 DAYS AGO

    #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

  2. 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

  3. 16 JAN

    #148 – GST XIX: Transforming key accounts with empathy w/ David Beare

    For the next few weeks on The Sales Transformation Podcast we’ll be uploading the sessions from Global Sales Transformation XIX, all focusing on the theme of Cracking The Code of Key Account Management. First up is David Beare, Global Practice Leader at Mott MacDonald.    David talks us through his relationship with major client Heathrow Airport through big projects and tough times, emphasising that humanity can be the key to nurturing strong partnerships. Sometimes that means empathy, and sometimes that means getting on “the fun bus” together!    Highlights include:   [08:50] – Becoming the fun bus to attract new talent [11:37] – Going above and beyond during covid [26:02] – What are some of the key characteristics to look for when hiring a Key Account Manager?  NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience!  https://youtu.be/JW9Oqr6c8N8    Connect with Philip Squire on LinkedIn  Connect with David Beare 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.

    33 min

  4. 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

  5. 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

  6. 05/12/2024

    #145 – Consalia Roundtable: GST XIX roundup

    It’s time for another Consalia Roundtable this week on The Sales Transformation Podcast as Phil, Will, and Eddie discuss our recent Global Sales Transformation XIX event.    The team share some of their highlights from the event and talk about some big Consalia announcements that we unveiled: our new app, Phoebe, and Phil’s major research project that will be starting in 2025.    Highlights include:   [04:35] – Who were the speakers at GST XIX? [13:44] – Introducing Phoebe [22:31] – A new study into how customers want to be sold to   Connect with Philip Squire on LinkedIn  Connect with Will Squire on LinkedIn Connect with Eddie Guevarra 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. 22/11/2024

    #144 – The best of last year’s Global Sales Transformation event

    Our Global Sales Transformation XIX event is right around the corner! In this episode, we revisit some of the best talks from last year's Global Sales Transformation VIII event, themed around making organisations future-ready, discussions which covered the importance of involving both the organisation and its people in transformation journeys.  Additionally, insights on maintaining a growth mindset, the management shift model for leadership, and strategies for enhancing customer relationships post-contract are shared by various experts.    Highlights include: [00:44] - Embarking on Change and Transformation with Cathy Ward, Future Ready Agency[16:10] - Growth Mindset and Continuous Learning with Paul Devlin[24:03] - Future Proofing and Customer Retention with Dr. Grant van Ulbrich Also, don't forget to secure your tickets for this year's GST using the link below: https://www.eventbrite.co.uk/e/gst-xix-cracking-the-code-of-key-account-management-tickets-934261881437?aff=oddtdtcreator    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.

    33 min

  8. 08/11/2024

    #143 - What do we speak about inside the Sales Transformation Forum?

    In this latest episode, we’ve put together segments from recent conversations at our Zoom Hangouts, part of Consalia’s online community of sales practitioners dedicated to sales transformation.  The discussion covers the core values of salespeople and the urgent need for transformation within organisations, the role of AI in a salesperson's world, and the impact of geographical and cultural considerations when selling across borders.    Highlights include:  ·      [02:42] Discussing Sales Values and Mindsets  ·      [16:16] The Role of AI in Sales  ·      [31:02] Geographical and Cultural Considerations in Sales    Enjoy what you hear? Use the link below to join our online community. We look forward to seeing you at the next hangout.    Join the discussion in our Sales Transformation Forum group - https://www.facebook.com/groups/462059083052379    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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