Episodios

  • REVISITED: #22 – GST XVI - Key Accounts: Where Values and Value Intersect
    Aug 1 2024

    With the recent announcement that the theme for GST XIX is “Cracking the Code of Key Account Management”, we thought we’d dig through the archives and revisit a talk from GST XVI from Phil and Introhive’s Ryan O’Sullivan this week on The Sales Transformation Podcast!

    Original episode description:

    After a long 2 year wait, our beloved GST Event returned in the early half of October 2021. The theme of this year’s event was “Relationship Capitalisation”; is there is a way to put a financial and balance sheet value on the relationships you hold with key accounts?

    Dr Philip Squire and Ryan O’Sullivan discuss the predictability of Key Account Sales Performance and provide understanding on why this is important. With the use of real-life examples throughout the talk, the pair provide contextual evidence of the importance of ‘Relationship Capitalisation.’

    Dr Phil and Ryan discuss:

    • What is ‘Relationship Capitalisation’?
    • The Science (or lack of) in how relationships are measured
    • The introduction of software and AI to help understand relationships

    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.

    Más Menos
    54 m
  • #132 – Writing the book on Transformational Sales Leadership (Part 2) w/ Rainer Stern & Sakis Tassoudis
    Jul 25 2024

    It’s time to hear from two more contributors to the Transformational Sales Leadership: Sales Leader Perspectives book on today’s episode of the Sales Transformation Podcast. This time it’s the turn of Rainer Stern and Sakis Tassoudis.

    The book is an anthology, with each chapter by a different author bringing new insights from both their academic studies and practical industry experience.

    Rainer talks to Phil about how leaders can deal with the disruption and uncertainty brought about by technology. Sakis then introduces us to his chapter around “humanifying” leadership – and why that is different to “humanising” it.

    Highlights include:

    • [08:02] – The three types of leaders Rainer investigated
    • [11:16] – Trust is the ultimate currency in leadership
    • [37:08] – Ethical leadership can make the world a better place for our children

    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

    You can read more about Sakis’s work on the Humanified Leadership website:
    https://humleads.org/

    Connect with Philip Squire on LinkedIn

    Connect with Rainer Stern on LinkedIn

    Connect with Sakis Tassoudis 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.

    Más Menos
    52 m
  • #131 – Transforming sales careers with degree apprenticeships: insights from Siemens
    Jul 18 2024

    Today on The Sales Transformation Podcast we have a recording of our recent live webinar with Siemens exploring their sales degree apprenticeship journey.

    Consalia’s Academy Director, Dr Louise Sutton, hosts three guests from Siemens: Sales Apprentices Lucas Laurie and Mike Eastham, and Early Career Professionals Manager Johnny Mathieson. Together they discuss the experience of both running and studying a degree apprenticeship in sales, as well as the impact it has had on themselves and Siemens as a whole.


    Highlights include:

    • [16:22] – What it’s like to study an apprenticeship alongside people from other companies
    • [29:43] – What organisational benefits are there to running a sales apprenticeship programme?
    • [32:14] – How sales apprenticeships have helped Siemens address the challenge of recruiting and developing talent

    Connect with Louise Sutton on LinkedIn

    Connect with Johnny Mathieson on LinkedIn

    Connect with Lucas Laurie on LinkedIn

    Connect with Mike Eastham 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.

    Más Menos
    1 h
  • #130 – Making sales a profession you can love w/ Mark Cox
    Jul 11 2024

    Today on The Sales Transformation Podcast Phil is joined by Mark Cox, founder of In The Funnel and host of the Selling Well podcast.

    Ahead of the release of Mark’s new book, Learn to Love Selling – The Universal B2B Sales Playbook, he discusses his aims for the book and some of the key areas it covers. The discussion also turns to the importance of sales literature and why the continued professionalisation of sales is so necessary.

    Highlights include:

    • [11:15] – Salespeople should love what they do
    • [25:36] – Too many companies don’t understand their own value proposition
    • [52:31] – What does the future hold for sales?

    Mark’s new book, Learn to Love Selling – The Universal B2B Sales Playbook, will be released on 16th July.

    You can also listen to Mark on the Selling Well podcast.

    Connect with Philip Squire on LinkedIn

    Connect with Mark Cox 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.

    Más Menos
    57 m
  • #129 – Best of H1 2024
    Jul 4 2024

    It’s been a while since our last “best of” episode on The Sales Transformation Podcast, so this week we’re bringing you some of the highlights from the year so far.

    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.

    Más Menos
    48 m
  • #128 – Mastercast: What can we learn from philosophers about ethical sales leadership? w/ Sakis Tassoudis (2021)
    Jun 27 2024

    In this Mastercast episode Phil is joined by Sakis Tassoudis, Managing Director at SAP Fioneer to discuss his master’s dissertation on ethical sales leadership.

    Having been born in Greece, Sakis looked to the ancient greek philosophers for inspiration during his studies. What he found was that many of their ideas remain relevant even in the modern world of sales. In particular, he found that a modified version of Aristotle’s Rhetorical Triangle of Ethos, Pathos, and Logos could hold to key to what makes an effective (and moral) sales leader.

    Highlights include:

    • [19:46] – Ethos, Telos, and Logos in leadership
    • [24:59] – Sales leaders should serve as a filter for pressure for their team
    • [39:39] – Doing a master’s is like putting on a pair of glasses for the first time

    Connect with Philip Squire on LinkedIn

    Connect with Sakis Tassoudis 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.

    Más Menos
    44 m
  • #127 – An academic lens on sales hiring and compensation w/ Frank V. Cespedes
    Jun 20 2024

    This week on The Sales Transformation Podcast Phil is joined by Frank V. Cespedes, Senior Lecturer of Business Administration at Harvard Business School.

    Frank has authored several books on sales and marketing, with his most recent work focussing on sales management. In this episode he and Phil explore at two of the most important skills for any sales manager: how to hire great salespeople and how to keep the ones you’ve got.

    Highlights include:

    • [09:14] – Why write another book on sales management when so many already exist?
    • [17:26] – The unique challenges of hiring for sales roles
    • [42:02] – Salespeople need recognition as well as compensation

    Frank’s latest book, Sales Management That Works, is available to buy on Amazon.

    You can find out more about Frank and his previous books on his website.

    Connect with Philip Squire on LinkedIn

    Connect with Frank Cespedes 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.

    Más Menos
    58 m
  • #126 – Professionalising sales education standards w/ Dr Louise Sutton
    Jun 13 2024

    Today on The Sales Transformation Podcast Phil is joined by Consalia’s own Academy Director, Dr Louise Sutton, whose contributions to both Consalia and the sales profession as a whole cannot be overstated.

    Louise talks about her completion of a Doctorate in Professional Studies by Public Works and the creation of the Level 6 Business-to-Business Sales Professional apprenticeship standard that led to it. The discussion also turns to the importance of having a learning culture within an organisation if apprenticeships are to be successful.

    Highlights include:

    • [11:29] – Four key themes from Louise’s doctorate
    • [27:21] – How do you assess a sales apprenticeship?
    • [51:55] – What does the future hold for academic sales programmes?

    Connect with Philip Squire on LinkedIn

    Connect with Louise Sutton 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.

    Más Menos
    57 m