The Sales Transformation Podcast

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: 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

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: 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

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: 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

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: 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

This week on The Sales Transformation Podcast it’s our latest AMA session, with special guest Axel Ferreyrolles, Head of Innovation and Transformation at SAP. Phil and Axel discuss how AI technology is going to affect the world of sales, and take questions from the audience on the reliability of AI analytics, how AI could bring sales and marketing together, and more. Highlights include: Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/ Connect with Axel Ferreyrolles on LinkedIn https://www.linkedin.com/in/axel-ferreyrolles-6856b81/ Access free learning from SAP https://learning.sap.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

It’s the next episode in our Five Ways to Wellbeing series this week, and Luke is joined by Inga Drabble, Business Development Executive at Sharp. Together they discuss charity, yoga, gratitude, and much more as they talk through how Inga uses the Five Ways to maintain her mental health in a stressful industry. Highlights include: Connect with Luke Bowles on LinkedIn https://www.linkedin.com/in/lukebowles1/ Connect with Inga Drabble on LinkedIn https://www.linkedin.com/in/inga-drabble-6aa266245/ 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

It’s the final recording from GST XVIII on The Sales Transformation Podcast this week: the panel session featuring Paul Devlin, COO of Causeway, Professor Vlatka Hlupic, CEO of Management Shift Solutions Limited, and Dr Grant Van Ulbrich, Sales Transformation Director at Royal Caribbean Cruises. Together they discuss what being “future ready” means to them, the importance of building client relationships, how to maintain them during contract negotiations, and more. We hope you’ve enjoyed all the talks from GST XVIII, whether you’ve been listening to them for the first time or revisiting after joining us at the London Stock Exchange in December. Stay tuned for news about this year’s Global Sales Transformation later this year! Highlights include: NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! https://youtu.be/WhUQ-Qigkyw 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 Vlatka Hlupic on LinkedIn https://www.linkedin.com/in/vlatkahlupic/ Connect with Paul Devlin on LinkedIn https://www.linkedin.com/in/pauldevlin/ 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

This week on The Sales Transformation Podcast it’s Phil’s turn to be interviewed by Fred Diamond, in a chat that originally appeared on his Sales Game Changers Podcast last year. Phil discusses what drove him to work with Middlesex University to create the Consalia sales master’s, as well as what to expect when applying and studying for your qualification. You can find more interviews from Fred, including his previous episode with Phil, over on the Sales Game Changers Podcast. https://www.salesgamechangerspodcast.com/ Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/ Connect with Fred Diamond on LinkedIn https://www.linkedin.com/in/freddiamond/ 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

It’s another talk from Global Sales Transformation XVIII this week on The Sales Transformation Podcast, this time from Ofer Zilberman, Global Head of Sales Operations at Board International. In this session, Ofer walks us through how he leveraged the ever-growing power of technology to build an ideal customer profile (ICP) for Board, leading to massive increases in revenue and win-rate. Highlights include: NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! https://youtu.be/1dUpVLpa6l8 Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/ Connect with Ofer Zilberman on LinkedIn https://www.linkedin.com/in/ofer-zilberman-3924451/ 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

In the second episode of our Five Way to Wellbeing series, Luke Bowles sits down with Consalia’s very own Head of Marketing Eddie Guevarra to discuss the ways he maintains his mental wellbeing. Eddie talks about how becoming a father, studying for a master’s, and throwing himself into CrossFit have all helped his mental health, even when they pose new challenges themselves. Highlights include: Connect with Luke Bowles on LinkedIn https://www.linkedin.com/in/lukebowles1/ Connect with Eddie Guevarra on LinkedIn https://www.linkedin.com/in/eddieguevarra/ 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

Join us on The Sales Transformation Podcast for another of our Mastercast episodes, spotlighting one of our amazing master’s programme graduates. This week it’s the turn of Simon Topley, Sales Centre Manager at Royal Mail. Simon began his career at Royal Mail as a postman before shifting into sales. Many years later he found himself on another transformational journey as managing some new sales apprentices inspired him to begin a level 7 apprenticeship himself, which included studying for his master’s degree. Highlights include: Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/ Connect with Simon Topley on LinkedIn https://www.linkedin.com/in/simon-topley-msc-l-isp-a41a447b/ 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

Is your company ready for the AI revolution? This week on the Sales Transformation Podcast it’s another talk from Global Sales Transformation XVIII by Lennie Monteiro, Director of Sales Performance at Sysco Canada. A lot of organisations are excited about the potential of AI, but have they addressed the ethical concerns? In this session Lennie guides us through some of the risks this new technology poses and how companies can mitigate them through proper governance. Highlights include: NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! https://youtu.be/oquRtptc9kU Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/ Connect with Lennie Monteiro on LinkedIn https://www.linkedin.com/in/lenniemonteiro/ 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

It’s our first AMA session of the year! This week join Phil Squire and Will Squire as they explore some of the big issues that are going to be impacting the world of sales in 2024. Is efficient, data-driven selling going to become more important than ever? Will AI change the RFP process? Are salespeople going to start putting green and ethical policies at the heart of their bids? Listen now to find out all Phil’s thoughts! Highlights include: Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/ Connect with Will Squire on LinkedIn https://www.linkedin.com/in/will-squire-40074b66/ 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

In the second of our talks from Global Sales Transformation XVIII Jon Nicholson, Sales Director at Royal Mail, explores the history of innovation at such a large legacy organisation. How do organisations like Royal Mail prepare for the future? The answer, Jon argues, is more than just using the latest technology: it’s people. Highlights include: NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! https://youtu.be/pVaUmyaLgDc Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/ Connect with Jon Nicholson on LinkedIn https://www.linkedin.com/in/jon-nicholson/ 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

It’s a very special week on the Sales Transformation Podcast as we kick off a brand-new series hosted by Luke Bowles - “Five Ways to Wellbeing”. The Five Ways were originally outlined in a report from the New Economics Foundation, and are designed to be key actions everyone can take to improve their mental welfare. They are: Connect Be active Take notice Keep learning Give In each episode of this series Luke will welcome a new guest, from the world of Sales and beyond, to have an open and honest discussion about their mental health, and the ways in which they employ the Five Ways. Luke’s first guest is Carly Ford, Account Director at Speedy Services. Together they talk about their experiences with mental health problems, how the pandemic affected them both personally and professionally, and the importance of empathy and understanding in the workplace. Highlights include: Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/ Connect with Carly Ford on LinkedIn https://www.linkedin.com/in/carly-ford-2b0959aa/ 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

Welcome to the first of our uploads of talks from Global Sales Transformation XVIII! First up it’s an introduction by Consalia CEO Phillip Squire, followed by our keynote talk from Cathy Ward, Founder of the Future Ready Agency. In this session Cathy discusses why organisations find change so hard, and how adopting a common language for talking about the future could be the key to preparing for the issues of tomorrow. Highlights include: NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! https://youtu.be/QWO7XXmWuNQ Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/ Connect with Cathy Ward on LinkedIn https://www.linkedin.com/in/cathy-ward-5456aa1/ 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

We’ve had lots of new listeners join us over the past year, so we thought it would be a good idea to go all the way back and revisit our very first full episode! Original episode description: In this episode, Dr Philip Squire talks to Louise Sutton, Academy Director at Consalia where they explore the journey that they’ve experienced so far in setting up the Consalia Sales Business School. We also take a trip down memory lane where, at one of our Global Sales Transformation events held in the London Stock Exchange 3 years ago, Philip shares the story about how the Level 6 Business-to-Business Sales Degree was first founded as well as the moment that the UK government recognised that sales was a profession from which a degree qualification could be built around. They also explore the differences in Sales Training and Sales Education and why the latter is key to professionalising the role of sales. Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/ Connect with Louise Sutton on LinkedIn https://www.linkedin.com/in/dr-louise-sutton-a19793/ 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

This week on The Sales Transformation Podcast it’s our final AMA session of the year, with special guest Dr Grant Van Ulbrich, Sales Transformation Director at Royal Caribbean! Grant is a Consalia alumnus and Founder of SCARED SO WHAT, a new framework for managing personal change. Who better to guide us through some of the changes we’ll be making in sales in 2024? Highlights include: [15:36] – Positive changes have to be managed too [30:09] – Does addressing your emotions help you to achieve better discipline? [34:26] – Don’t resist talking about your feelings when going through change 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/ 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

As we head towards the end of the year join us this week as we look back on some of the best moments from our Leading Sales Transformation Masterclasses with Rainer Stern, Axel Ferreyolles, and Dr Grant Van Ulbrich. We’re excited to do more of these sessions in the future, so watch this space in 2024 for news of the next Masterclass! Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/ 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

This week we held our 18th annual Global Sales Transformation event, so we’re giving you all a sneak peek into this year’s speaker sessions! Have a listen and keep your eye out for the full recordings on our social channels. Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/ 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