128 episodes
The Sales Transformation Podcast Consalia Ltd
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- Business
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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#122 – How do we address the challenge of professionalising sales? w/ John Barrows
Today on The Sales Transformation Podcast we have a reupload of a conversation that originally took place earlier this year on the Make It Happen Mondays podcast with John Barrows, CEO of JB Sales.
John is on a mission to professionalise sales, so naturally Phil was delighted to join him to discuss his own work toward the goal of elevating our industry. Together they talk about the importance of authenticity, whether sales has less of a stigma in the US, and more.
You can find the original episode along with tons of other insightful interviews on the Make It Happen Mondays podcast here: https://open.spotify.com/show/3hOlXZtuaSnD1tHJXZU0FX
Connect with Philip Squire on LinkedIn
https://www.linkedin.com/in/philipsquire/
Connect with John Barrows on LinkedIn
https://www.linkedin.com/in/johnbarrows/
Connect with John Barrows on Instagram
https://www.instagram.com/johnmbarrows/
Check out John's Membership
https://go.jbarrows.com/pages/individual-membership?ref=3edab1
For more info visit www.jbarrows.com
Sign up for our Sales Transformation community –
https://info.consalia.com/consalia-community
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 -
https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 -
#121 – From door-to-door to social selling w/ Alex Abbott
This week on The Sales Transformation Podcast Phil is joined by Alex Abbott, Conversation Creation Specialist at Supero and co-founder and presenter at SalesTV.live.
Alex walks us through his varied career, in which he has run the gamut of different sales roles from knocking on doors selling vacuum cleaners to SAAS deals with an average order value of £200k. Alex’s latest evolution has been to become an expert in social selling, after 30 years in sales taught him that the quality of relationships and conversations is paramount.
Highlights include:
[27:44] – Relationships are the biggest performance driver in sales [32:08] – Alex’s “aha” moment for social selling [34:40] – Most companies are measuring the wrong things with social selling
Connect with Philip Squire on LinkedIn
https://www.linkedin.com/in/philipsquire/
Connect with Alex Abott on LinkedIn
https://www.linkedin.com/in/beardedsalesguy/
Sign up for our Sales Transformation community –
https://info.consalia.com/consalia-community
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 -
https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23
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#120 – Writing the book on Transformational Sales Leadership (Part 1) w/ Grant van Ulbrich & Barbara Crane
It’s the first part of a very special series of podcasts this week as we celebrate the release of a new book: Transformational Sales Leadership: Sales Leader Perspectives.
The book is an anthology of chapters each written by an alumnus of Consalia’s master’s programme. Each one takes a fresh look at sales issues old and new, bringing new insights from their own experience of sales leadership.
In this episode Phil sits down with two of the contributors to discuss their chapters. Grant van Ulbrich, examines if better change management could have shifted the outcome of Arthur Miller’s play Death of a Salesman. Meanwhile Barbara Crane discusses how different types of fear can interfere with change and how we need to learn to respond to those emotions as signals.
Highlights include:
[06:31] – How to coach for resilience and change: lessons from literature [18:02] – People cling to the familiar when faced with change [19:15] – Three fears that get in the way of change
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
Connect with Philip Squire on LinkedIn
https://www.linkedin.com/in/philipsquire/
Connect with Grant van Ulbrich on LinkedIn
https://www.linkedin.com/in/grantvanulbrich/
Connect with Barbara Crane on LinkedIn
https://www.linkedin.com/in/barbara-crane-a293b8a/
Sign up for our Sales Transformation community –
https://info.consalia.com/consalia-community
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 -
https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23
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#119 – Five Ways to Wellbeing: James Talbot
It’s time to join Luke Bowles for another episode of our Five Ways to Wellbeing series! This week Luke is speaking to his old school friend James Talbot, UK Managing Director at Sozio.
As always, they go through the Five Ways to Wellbeing, exploring the different methods we can all use to keep ourselves mentally healthy. James also explains why he thinks vulnerability is not something to be feared in sales and how he tries to take mental health into account in his management style.
Highlights include:
[02:43] – Being vulnerable isn't a weakness [05:34] – It's always important to check you're happy doing what you're doing [29:00] – There's no limit to learning
Connect with Luke Bowles on LinkedIn
https://www.linkedin.com/in/lukebowles1/
Connect with James Talbot on LinkedIn
https://www.linkedin.com/in/james-talbot-399220a6/
Sign up for our Sales Transformation community –
https://info.consalia.com/consalia-community
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 -
https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23
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#118 – Mapping out challenges through coaching w/ Claudia Filsinger
This week on The Sales Transformation Podcast Phil speaks to Claudia Filsinger, the Founder and Managing Director of coaching and consultancy firm Moving Maps.
Having lectured in business, career management and coaching at Oxford Brookes Business School and become an accredited executive coach herself, Claudia founded Moving Maps to help clients problem-solve using systemic coaching methods.
Highlights include:
[11:08] – Both sides must define what they want to get out of coaching [31:14] – How to use systemic coaching to map out challenges and opportunities[43:07] – Critical reflection is a coach's superpower
Connect with Philip Squire on LinkedIn
https://www.linkedin.com/in/philipsquire/
Connect with Claudia Filsinger on LinkedIn
https://www.linkedin.com/in/claudiafilsinger/
Find out more about Moving Maps
https://moving-maps.com
If you’d like to find out more about Claudia’s coaching methodologies, you can find some of the articles she has written below:
Questions, questions, questions
https://www.journalofsalestransformation.com/questions-questions-questions/
Creating an effective coaching culture
https://www.journalofsalestransformation.com/creating-an-effective-coaching-culture/
Mapping out the Solutions
https://www.journalofsalestransformation.com/mapping-out-the-solution/
The gift of anxiety
https://www.journalofsalestransformation.com/the-gift-of-anxiety/
The remote line manager as a coach
https://www.futureofworkhub.info/comment/2016/5/25/the-remote-line-manager-as-coach-how-to-square-the-triangle-of-coaching-direct-reports-across-geographies-and-cultures
Sign up for our Sales Transformation community –
https://info.consalia.com/consalia-community
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 -
https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23
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#117 – Mastercast: Do business leaders still underestimate the importance of mindset? w/ Jesper Illum (2024)
It’s time for another episode in our Mastercast series on The Sales Transformation Podcast! This time Phil sat down with Jesper Illum, Country Manager at IFS Denmark, to discuss his master’s dissertation.
Jesper chose to focus his studies on an area close to Phil’s heart: mindset. Specifically, he wanted to find out if, despite decades of research, business leaders weren’t taking the mindsets of their staff, and themselves, seriously enough.
Highlights include:
[10:27] – You can't achieve true transformation by just buying a new IT system [24:53] – Why aren't companies investing in developing the right mindsets? [40:30] – How to empower people to solve their own problems through coaching Connect with Philip Squire on LinkedIn
https://www.linkedin.com/in/philipsquire/
Connect with Jesper Illum on LinkedIn
https://www.linkedin.com/in/jesper-illum-5360732/
Sign up for our Sales Transformation community –
https://info.consalia.com/consalia-community
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 -
https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23