We’ve reached 200 episodes of The Sales Transformation Podcast!

Eddie and Phil sat down to look back at why they started the show and what they think have been some of the highlights.

Thank you to everyone who has supported us in reaching this milestone, including everyone from Consalia who has hosted or appeared on an episode, all our fantastic guests from the world of sales, our amazing master’s students who have presented their work on our Mastercast series, and of course every listener who has ever tuned in! Here’s to 200 more!

Highlights include:

• [01:28] Why did we decide to start the podcast?
• [23:54] A few messages of congratulations...
• [35:16] Some AI-powered analysis of the topics discussed on the show

You can find the episodes Phil and Eddie discussed here:

Andy Raskin:
https://share.transistor.fm/s/e234ad7e

The Resiliency Trilogy:
https://share.transistor.fm/s/a14678cd
https://share.transistor.fm/s/5ea28f6e
https://share.transistor.fm/s/3a4dd26f

Connect with Philip 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.

This week on The Sales Transformation Podcast it’s an episode that originally appeared on The Exceptional Sales Leader Podcast, with host Darren Mitchell talking to Phil about The Sales Mindsets and why “Authenticity” is evolving into “Intellectual Authenticity”.

Highlights include:

• [14:54] Very few salespeople enjoy being sold to themselves
• [34:56] Most sales methodologies are supplier-centric
• [44:28] Intellectual Authenticity is linked to reflective practice

You can find all the episodes of The Exceptional Sales Leader Podcast, including the two that Phil has featured on before, over on Darren’s website:
https://darrenmitchell.com.au/category/podcast/

Connect with Philip Squire on LinkedIn
Connect with Darren Mitchell 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.

This week we’ve got an episode from the archives for you on The Sales Transformation Podcast, and since we’ve been looking at the relationship between Sales and Marketing recently, what better time to take a look back at an episode featuring Andy Raskin that centres around something vital for both: strategic narratives.

ORIGINAL SHOW NOTES:

Dr Phil is joined by Andy Raskin, most well-known for his work in helping venture-backed CEOs and their leadership teams align around a high-level story that powers success—in sales, marketing, fundraising, product development and recruiting—by getting everyone on the same page about strategy and differentiation through what’s known as The Strategic Narrative.

In this episode, Phil and Andy discuss the importance of the strategic narrative in sales and how it can emotionally engage buyers and challenge their own status quo. They explore how storytelling can create a stronger connection with customers and how the strategic narrative has evolved into much more than just a sales deck.

They also discuss:

[08:26] How the strategic narrative is actually the company’s strategic position in the market

[24:27] The 5 steps to creating a Strategic Narrative

[36:20] How you can use the Strategic Narrative to emotionally engage with your buyers

Listen in to learn how to create a compelling narrative that resonates with your customers.

Also, take a look at Andy’s blog which has gained over 3 million views (between Medium and LinkedIn) - http://bit.ly/greatest-sales-deck

Connect with Philip Squire on LinkedIn - https://www.linkedin.com/in/philipsquire/

Connect with Andy Raskin on LinkedIn - https://www.linkedin.com/in/andyraskin/

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.

This week on The Sales Transformation Podcast we have the second episode in our series on the relationship of marketing and sales, this time welcoming Consalia’s very own Head of Marketing Eddie Guevarra back onto the show.

Eddie takes the opportunity to give his views on the 95% theory that Gareth Abel discussed on his episode, and even takes the opportunity to try and convince Phil to increase Consalia’s marketing budget!

Highlights include:

• [11:36] You can't push buyers down a funnel, only catch them when they fall
• [14:34] 95% of winning vendors are on the day one shortlist before sales even gets involved.
• [37:49] Marketing are not the arts and crafts department

Connect with Philip 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.

This week on The Sales Transformation Podcast we have a talk from a returning guest to Global Sales Transformation: Dr Ryan O’Sullivan from Introhive!

If you heard Ryan’s talk from the previous GST you’ll know that he’s an expert in relationship mapping for sales teams, and this time he’s applying that technique to address a serious issue: declining customer retention rates.

Salespeople and account managers cannot, Ryan argues, just leave project teams to manage all the relationships once a deal is done. Instead they need a clear plan on how they are going to keep stakeholders happy post-sale.

Highlights include:

• [03:02] Are we facing a crisis of retention?
• [15:35] You have to keep engaging with key stakeholders after a project has started
• [24:55] There are a lot of small things you can do to position yourself as credible

NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience!

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.

This week on The Sales Transformation Podcast it’s the first in a series of three episodes exploring the relationship between sales and marketing. Or, asks our first guest Gareth Abel, should that be marketing and sales?

Gareth is a proven Chief Marketing Officer with truly international experience. Specialising in delivering Sustainable Profit Growth, he has worked for a range of businesses including Orange, Samsung, e&, and Circles Life.

Highlights include:

• [13:18] Do sales teams focus too much on revenue?
• [20:29] Buyers, like everyone, are always looking for mental shortcuts
• [31:41] The 95% rule

Connect with Philip Squire on LinkedIn

Connect with Gareth Abel 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.

It’s another talk from Global Sales Transformation XX this week on the Sales Transformation Podcast, this week featuring Jessica Guihard from SAP, a graduate of the Consalia master’s degree.

Jessica’s research for her dissertation centred around leadership in sales, and during her presentation she explained that a great sales leader should be like a conductor of an orchestra, bringing out the best from the individual musicians in their team.

Jessica begins her talk with a video that isn’t featured in this recording, so we strongly recommend you go and check out this video from Improv Everywhere before you listen:

https://www.youtube.com/watch?v=5_cbnBak8RI

Highlights include:

• [10:47] When leadership is silent, culture speaks
• [16:18] Can you explain to your team why the metrics you use are important?
• [21:54] Could “trust” be a leading indicator for business outcomes?

NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience!

Connect with Jessica Guihard 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.

This week on The Sales Transformation Podcast we have another talk from Global Sales Transformation XX back in November, this time from Professor Julian Birkinshaw, Dean at Ivey Business School.

Julian joined us to discuss how companies, especially large ones, can respond to the massive changes being brought about by AI. Fortunately, he reassures us not to panic: in a “high tech” world the demand for “high touch” authentic experiences will mean that existing companies won’t all go the way of the dinosaur.

Highlights include:

• [06:03] Only 27 companies on the Fortune 500 didn’t exist 30 years ago
• [14:33] Three imperatives for leaders in the AI age
• [28:35] Sales jobs are likely to survive AI

NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience!

Connect with Julian Birkinshaw 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.