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. 

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. 

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. 

Louise talks about some of the great milestones we hit last year with our Level 6 Apprenticeship, as well as some of the upcoming developments in the wider world of apprenticeships. 

Highlights include: 

• [00:31] 2025 was a year of highs and lows for sales apprenticeships 
• [10:59] The stigma around apprenticeships is history 
• [20:33] Is sales a profession or a practice? 

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. 

This time Phil describes how he initially tested the Sales Mindsets, before moving on to discussing how they have evolved after last year’s Global Research Project. 

Highlights include: 

• [03:43] Massively increasing win-rates with the Sales Mindsets 
• [06:44] Pushing back on an RFP can lead to other conversations 
• [34:36] AI is changing buyers’ views of salespeople 

You can find more episodes of Higgle on the Piscari website. 

You can download the full State of Sales Mindsets white paper here. 

Connect with Philip Squire on LinkedIn  

Connect with Mike Lander 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. 

Tune in next week for the second part where the discussion will move on to last year’s research project and how things have changed! 

Highlights include: 

• [02:02] Phil’s favourite song (and how it relates to his career) 
• [13:24] Too many sales leaders still think “you’ve either got it or you haven’t” 
• [20:31] The block Phil experienced during his research 

You can find more episodes of Higgle on the Piscari website. 

You can download the full State of Sales Mindsets white paper here. 

Connect with Philip Squire on LinkedIn  

Connect with Mike Lander 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.

At GST Phil presented the results of the Global Research Project he conducted throughout 2025 looking into how customers like to be sold to. It was a refresh of his original doctorate thesis from which the Sales Mindsets emerged, and in this talk you’ll hear about an exciting update to one of those mindsets... 

Highlights include: 

• [10:52] How do salespeople self-report their values? 
• [25:56] An update to “Authenticity”? 
• [34:15] Introducing the AI Sales Mindset Coach 

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

You can download the full State of Sales Mindsets white paper here. 

You can register your interest in the Consalia x Aviso AI Sales Mindset Coach here. 

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. 

From potential new Sales Business School programmes to continuing to work on our AI Sales Mindset Coach with Aviso, 2026 is looking very exciting indeed! 

Highlights include: 

• [01:16] Some highlights from 2025 
• [19:20] What will make a salesperson stand out in 2026? 
• [50:49] Developing an AI mindset coaching agent  

Connect with Philip Squire on LinkedIn  

Connect with Jesus Llamazares 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. 

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. 

They also discuss Phil’s new White Paper, “The State of Sales Mindsets”, which contains the results of interviews and research conducted this year investigating how customers want to be sold to. There’s a particularly exciting development for one of the Sales Mindsets... 

Highlights include: 

• [12:08] Key takeaways from GST XX 
• [31:47] From Authenticity to Intellectual Authenticity 
• [38:55] Has there been any improvement in the perception of sales? 

You can download the full State of Sales Mindsets white paper here. 

You can register your interest in the Consalia x Aviso AI Sales Mindset Coach here. 

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. 

Their discussion with Phil Squire centres around how the critical interface between marketing and sales is more essential than ever. In particular, they focus on making marketing more relevant to sales to ensure that both teams are aligned in their strategic outlook. 

Highlights include: 

• [07:14] The new world of selling needs a marketing mindset 
• [09:56] Three pillars for the future of selling 
• [24:32] Ai will increase the value of “wisdom” in salespeople 

Connect with Philip Squire on LinkedIn  

Connect with Philip Styrlund on LinkedIn 

Connect with Shakeel Bharmal 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. 

As well as talking about GST (10 days away at time of recording but now less than a week away!), they also cover our new partnership with Aviso and Phil’s recent research project. 

Highlights include: 

• [10:54] Why we’ve partnered with Aviso 
• [27:04] What’s Phil most excited for at GST this year? 
• [33:40] A sneak peak at Phil’s research findings 

If you’d like to find out more about how Consalia and Aviso can help you build an AI-powered sales force, click here to request a meeting. 

There are still a few tickets remaining for GST XX on Thursday 27th November at the London Stock exchange! Click here to secure your spot. 

Connect with Philip Squire on LinkedIn  

Connect with Jesus Llamazares 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. 

He joined Jesus and Will to discuss how it’s more important than ever for salespeople to appeal to CFOs and finance teams during their pitches, and how they can build business cases that include that the stats that will help them overcome this common stalling point for deals. 

Highlights include: 

• [05:01] Find out what’s important to your client early 
• [32:51] Don’t assume that CFOs only care about financial metrics 
• [37:08] Every customer is different, so their numbers will be different too 

If you’d like to find out more about how Consalia and Aviso can help you build an AI-powered sales force, click here to request a meeting. 

Connect with Jesus Llamazares on LinkedIn 

Connect with Will Squire on LinkedIn 

Connect with Maxim Tarasevich 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.

Click here to buy tickets to GST XX on 27th November. 

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. 

Sherry explains how she came to write her dissertation, stressing the differences between mentoring and coaching and how embedding a coaching culture can transform sales teams as well as customer relationships. 

Highlights include: 

• [15:42] The difference between mentoring and coaching 
• [31:10] Creating a coaching culture 
• [39:52] Bringing coaching into customer engagement 

Connect with Philip Squire on LinkedIn 

Connect with Sherry Nematalla 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. 

Phil joins Aviso CPO Ofer Zilberman to discuss the ways in which many traditional pipeline stats can be misleading, and how the Sales Mindsets can help you stop putting energy into making the stats look good and start putting it into generating real value. 

Highlights include: 

• [05:09] KPI pressures can make people prioritise looking good 
• [18:01] The pipeline health pentagon 
• [37:47] Measuring pipeline discipline maturity 

Connect with Philip Squire on LinkedIn 

Connect with Ofer Zilberman 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. 

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.

From understanding the evolution of AI technologies to tackling last-mile adoption issues and the role of sales mindsets in coaching AI agents, this conversation is essential for sales leaders seeking to future-proof their teams in an era of exponential change.

Timestamps & Topics:

• [07:00–17:00] — How AI agents drive efficiency and effectiveness across the sales cycle (e.g. CRM automation, account planning, conversational insights)
• [33:00–41:00] — Embedding Consalia sales mindsets into AI agents to humanise adoption and scale coaching impact
• [24:00–33:00] & [44:00–49:00] — Why AI adoption fails, and how Aviso’s platform architecture solves for integration, scalability, and ROI

Follow Jesus Llamazares on LinkedIn

Follow Will Squire on LinkedIn

Follow Ofer Zilberman 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.

Louise and Natalie introduce the Level 6 degree apprenticeship in B2B sales that Consalia run in partnership with Middlesex University, before highlighting the recent launch of the L4 Advance pathway designed to allow Level 4 apprenticeship graduates to join the second year of the Level 6 programme. 

Charlotte then shares her experience as an apprentice, including the programme’s work-based learning format, the critical thinking it fosters, and how the second year built on the learnings from the first. 

Highlights include:  

• [03:44] – The apprenticeship pathway for junior sales professionals 
• [11:15] – The differences between university and apprenticeship learning 
• [22:31] – How the Level 6 Apprenticeship develops skills year-on-year  

Connect with Louise Sutton on LinkedIn  

Connect with Natalie Murray on LinkedIn 

Connect with Dan Hodgetts on LinkedIn 

Connect with Charlotte Smith on LinkedIn 

You can find out more about our L4 Advance apprenticeship pathway here. 

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. 

Rajesh’s Master’s dissertation explored leadership from an unusual point of view: that of mindfulness and spirituality. He explains how meditation and texts like the Bhagavad Gita have guided his leadership style, and the practical outcomes that this approach has had for his team. 

Highlights include:  

• [05:45] – Thinking about the “human angle” in leadership 
• [24:52] – “The purpose of life is to remember what needs to be remembered.” 
• [39:23] – Three useful questions for feedback on your leadership 

Connect with Philip Squire on LinkedIn  

Connect with Rajesh Patil 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. 

Grant and Phil discuss leadership, coaching, and transformation within the sales industry, including the critical role of leadership in managing change. There’s also discussion of the importance of managing personal change when trying to change an organisation, which lies at the heart of Scared So What. 

Connect with Philip Squire on LinkedIn  

Connect with Grant Van Ulbrich on LinkedIn 

You can find all the episodes of The Scared So What Podcast on Spotify, or wherever you get your podcasts. 

You can find out more about Grant at www.drgrant.com, and learn about Scared So What at www.scaredsowhat.com. 

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. 

Jo explains how her dissertation broadened her understanding of cultural nuances, and how taking these differences into account can make you a more effective communicator. She argues that cultural intelligence frameworks are underrepresented in sales training, and as teams grow increasingly global they need to feature more heavily. 

Highlights include:  

• [04:17] – The moment that flagged the need for better international leadership skills 
• [18:43] – There are major differences between countries when it comes to communication styles 
• [48:15] – Doing the master’s was a great anchor in times of uncertainty 

Connect with Philip Squire on LinkedIn  

Connect with Joanna Hillman 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. 

They talk about Medscape’s own podcast, Hear From Her, which highlights women in leadership roles within the healthcare industry, before moving on to the importance of having “north star” purpose and support network. They also discuss how leaders can elevate others through sponsorship, as well as some of the ways a leader can improve their own executive presence and charisma. 

Highlights include:  

• [14:49] – The importance of vision and purpose for women in leadership roles 
• [20:17] – The lesson to be learned from jigsaw pieces 
• [31:47] – Life’s too short to not be positive! 

You can listen to the Hear From Her podcast on Spotify, or wherever you get your podcasts. 

Connect with Philip Squire on LinkedIn  

Connect with Stacey Hughes 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.

The team discuss some of the misconceptions around coaching, and share their personal experiences with coaching including some of their favourite books, tools, and frameworks. They also emphasise the importance of creating a coaching culture within your wider organisation and how listening is an extremely important skill. 

Highlights include:  

• [02:29] – The difference between mentoring and coaching 
• [15:35] – Listening and coaching skills are useful outside of work, too 
• [28:58] – Coaching can take as little as 5 minutes 

Connect with Louise Sutton on LinkedIn  

Connect with Natalie Murray on LinkedIn 

Connect with Hilary Watkinson 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. 

Jesus and Will will be back in September for more episodes, so stay tuned! 

Connect with Jesus Llamazares 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. 

Nick discusses his personal journey into sales without structured training, the high attrition rate in sales, and the enormous costs associated with onboarding typical sales recruits. Through his master’s research he discovered key gaps in onboarding, which led to him overhauling the process with a Sales Academy programme. 

Highlights include:  

• [01:18] – Nick’s own onboarding into sales experience 
• [33:40] – Identifying a diversity issue in sales 
• [41:33] – Designing a Sales Academy based on master’s research 

Connect with Philip Squire on LinkedIn  

Connect with Nick Rose 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. 

How has Jesus found his first six months at Consalia? Have the predictions Will and Phil made back in January come to pass? And what do the team think the rest of the year will have in store for the company, the sales sector, and the economy? 

Highlights include:  

• [03:22] – Making bold decisions in tough times 
• [19:38] – Consalia is becoming more agile 
• [25:42] – How is AI affecting sales practices? 

Connect with Philip Squire on LinkedIn  

Connect with Jesus Llamazares 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.

Ivano shares insights from his Master's project on 'Value-Based Selling in the Age of Innovation', emphasising a shift from traditional ideas of Total Cost of Ownership to a model that focuses more on innovation. He discusses the importance of emotional intelligence, customer value, and internal collaboration, as well as how his ideas have been implemented within SAP. 

Highlights include:  

• [03:36] – Value-Based Selling in the Age of Innovation – what led to the title? 
• [19:13] – What drives emotions during selling can differ by stakeholder 
• [34:20] – Shifting to a listening mindset 

 Connect with Philip Squire on LinkedIn  

Connect with Ivano Fossati 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.

Tickets are now on sale for GST XX! Enter code GSTXXEARLY at checkout for £50 off your ticket. 

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. 

ORIGINAL SHOW NOTES: 

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: 

• [17:39] – Doing a master's can open your mind 
• [27:04] – Learning has a ripple effect in an organisation 
• [30:24] – How a culture of learning can improve sales performance 

To find out more about our Level 7 sales apprenticeship, click here. 

Connect with Philip Squire on LinkedIn  

Connect with Simon Topley 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. 

That’s because Eddie has recently completed his Master’s in Sales Transformation – unusual for a marketer! 

Together they discuss how Eddie took inspiration from his love of CrossFit, as well as Phil’s own Sales Mindsets, to examine the values that exceptional marketing leaders need to possess. 

Highlights include:  

• [01:17] – There’s no textbook that can tell you how to be the kind of marketing leader you want to be 
• [08:08] – CrossFit and leadership: more related than you might think 
• [25:53] – Sometimes getting insights from interviews requires reading between the lines 

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. 

They then move on to talk about this year’s theme, which will focus on how salespeople can keep selling in an ethical, human way while taking advantage of the latest developments in AI. 

Highlights include:  

• [05:41] – Looking back on two decades of GST 
• [09:56] – This year’s theme: Winning The Right Way 
• [15:13] – Refreshing Phil’s research into how companies want to be sold to 

Tickets are now on sale for GST XX! Enter code GSTXXEARLY at checkout for £50 off your ticket. 

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.

From January 2026 apprenticeship funding for all Level 7 programmes will no longer be available to anyone over the age of 21. This includes Consalia’s Level 7 sales apprenticeship. 

Jesus, Will, and Phil discuss the impact this is going to have on both individual sales leaders and organisations looking to upskill their management teams. 

Highlights include:  

• [04:36] – People need different skills training at different stages of their careers 
• [14:05] – What are now going to be the alternatives for sales leadership training? 
• [24:52] – There are benefits to choosing a programme without the restrictions associated with apprenticeship funding 

Follow us on LinkedIn to catch all future episodes of Sales Frequency, live on Thursday mornings at 8:30 AM UK time! 

Tickets are now on sale for GST XX! Enter code GSTXXEARLY at checkout for £50 off your ticket. 

Connect with Jesus Llamazares on LinkedIn 

Connect with Will Squire on LinkedIn 

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. 

ORIGINAL SHOW NOTES: 
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 Simon Wheeler on LinkedIn 

Connect with Claudia Filsinger on LinkedIn 

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 

If you’re interested in joining our Coaching Programme, you can find out more here:
https://www.consalia.com/coaching 

Tickets are now on sale for GST XX! Enter code GSTXXEARLY at checkout for £50 off your ticket. 

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. 

Simon explores how coaching, together with vision, could be the solution to high employee turnover rates in the sales sector. 

Highlights include:  

• [05:27] – Salary inflation isn’t a sustainable solution to  attrition 
• [15:35] – Vision can be an important factor for salespeople thinking of leaving your organisation 
• [18:30] – The V2GROW coaching method 

 
If you’re interested in joining our Coaching Programme, you can find out more here:
https://www.consalia.com/coaching 

Tickets are now on sale for GST XX! Enter code GSTXXEARLY at checkout for £50 off your ticket. 

Connect with Simon Wheeler on LinkedIn 

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. 

In this first episode Jesus is joined by Consalia’s Head of Sales Will Squire to dissect the evolving trade relationship between the UK and the US, exploring how geopolitical tensions, tariff policies, and supply chain disruptions are influencing modern sales strategies. 

Highlights include:  

• [10:00] – The tariff wars could create chaos in global supply chains 
• [17:34] – Could the Sales Mindsets help world leaders make trade deals? 
• [26:56] – We are joined by our South Korean correspondent... 

Follow us on LinkedIn to catch all future episodes of Sales Frequency, live on Thursday mornings at 8:30 AM UK time! 

Tickets are now on sale for GST XX! Enter code GSTXXEARLY at checkout for £50 off your ticket. 

Connect with Jesus Llamazares on LinkedIn 

Connect with Will Squire on LinkedIn 

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. 

Paul Devlin, then of SAP, now CEO of Causeway Technologies, talks us through how he used coaching to transform low-performing teams, the importance of leading indicators, and why if it talks like a duck and it walks like a duck, it probably isn’t a swan. 

Highlights include:  

• [07:23] – Too many salespeople receive zero coaching 
• [14:15] – Meetings are no use if you’re meeting with the wrong people 
• [25:39] – Coaching isn’t micromanaging 

If you’re interested in joining our Coaching Programme, you can find out more here:
https://www.consalia.com/coaching 

Tickets are now on sale for GST XX! Enter code GSTXXEARLY at checkout for £50 off your ticket.

Join us next Thursday at 08:30 AM BST for the first episode of our new LinkedIn Live show, Sales Frequency! 

Connect with Philip Squire on LinkedIn  

Connect with Paul Devlin 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. 

ORIGINAL SHOW NOTES: 

What type of effect can coaching have when transforming an entire organisation? This is a question that is asked by many senior leaders in high-ranking roles.   

Dr Phil Squire is joined by Bianca Portulan, an Executive and Organisational Coach for Versum Consulting to discuss the impact that a coaching approach can have on organisational transformation.  

Bianca brings over 20 years of international business experience to her role as an executive coach. With an early career in Banking, Bianca held multiple senior positions in Business Operations and Sales, later becoming a Transformation and Change Management Lead, working directly with board members to support and advise on global transformational strategies. She is a highly regarded executive and organizational coach certified by Columbia University, a member of the International Coaching Federation and Fellow of the Institute of Coaching at Mclean, Harvard Medical School.  

Dr Phil and Bianca discuss:  

• The reason why some transformation projects fail  
• The perception of coaching within organisations following the pandemic  
• Generic coaching vs specific coaching: which is best? 

If you’re interested in joining our Coaching Programme, you can find out more here:
https://www.consalia.com/coaching 

Connect with Philip Squire on LinkedIn 

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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. 

ORIGINAL SHOW NOTES: 

Mohammed AlKhotani, Managing Director, Saudi Arabia of SAP joins Dr Phil on this podcast where the pair discuss the role that coaching plays on perceptions of sales leaders and how this contributed to earning the trust of his team. 

If you’re interested in joining our Coaching Programme, you can find out more here:
https://www.consalia.com/coaching 

Connect with Philip Squire on LinkedIn 

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From tariffs and Brexit to AI and shifting buyer behaviours, they dive deep into how salespeople and organisations can adapt, stay resilient, and turn volatility into opportunity. 

Highlights include:  

• [05:52] – It’s now key to understand your client’s whole ecosystem 
• [14:42] – Like it or not, uncertainty is here to stay 
• [32:55] – Listening is more important than ever

Connect with Will Squire on LinkedIn 

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This week we’re going all the way back to before The Sales Transformation Podcast had video to revisit the fifth episode of the show, with special guest Dr Carole Pemberton. 

ORIGINAL SHOW NOTES: 

How can sales leaders develop their own resiliency and pass this onto their own sales teams?  

In the last episode of our Resiliency trilogy, Dr Philip Squire discusses the notion of teaching resiliency with Dr Carole Pemberton, a professor who has dedicated her doctorate to the topic of resiliency. The pair explore whether or not resiliency can truly be taught to people and how this can be applied to sales teams.  

The pair discuss a number of topics:  

• Carole’s background as to how and why she focused her doctorate on the topic of resiliency  
• The types of themes found in her doctorate that can help build up resilience  
• If and how resiliency can be taught and how to apply this to sales teams. 

If you’re interested in joining our Coaching Programme, you can find out more here:
https://www.consalia.com/sales-business-school/coaching-for-sales-transformation/ilm-coaching-for-sales-transformation/ 

Connect with Philip Squire on LinkedIn 

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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. 

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. 

This is a bit of a special episode as it also marks the kick-off of our Global Sales Research Project. This year Phil is revisiting the doctorate study that originally produced The Sales Mindsets and asking once again: How do customers want to be sold to? 

Over the coming months Phil will be interviewing buyers from across the globe to try and find out what it is they look for in a great salesperson. We’re putting this first interview on the podcast feed so you can get a flavour of the research! 

Highlights include:  

• [08:06] – Procurement has its own stigmas 
• [18:44] – Procurement people hate cold calls. But should they? 
• [29:44] – Account Managers have to fight in their customers’ corners 

If you’d like to participate in our research project or know someone who would, please send us a message at contact@consalia.com 

Connect with Philip Squire on LinkedIn 

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Jas is an expert in government and military intelligence, having worked for the MOD for 24 years and since moved into the private sector. Phil speaks to him about how his insights on how to influence people could help salespeople in their roles while still maintaining ethical integrity. 

Highlights include:  

• [14:27] – Telling lies isn’t a sustainable strategy 
• [20:12] – Buyers often make the mistake that being “dominant” will get them better outcomes 
• [37:27] –  AI can help us to process vast amounts of information that human analysts don’t have time to process 

Connect with Philip Squire on LinkedIn 

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Connect with Philip Squire on LinkedIn 

Join the discussion in our Sales Transformation Forum group. 

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Professor Stokoe is an expert in conversation analysis, and in this session guides us through some of the results of her research and how it can relate back to sales. If tiny word choices can have big effects on crisis negotiations, can how we talk have an impact on sales conversations as well? 

Please note that during this talk Professor Stokoe played clips from real conversations, including those with people in distress. Although they were anonymised we have taken the extra step of completely distorting them to protect the people in question’s privacy. We hope this does not disrupt your enjoyment of this episode too much, and you can see transcripts of these sections on the YouTube version of this episode. 

Highlights include:  

• [02:27] – Studying conversation “in the wild” 
• [18:15] – Is communication really mostly non-verbal? 
• [28:03] –  The surprising difference between “talk” and “speak” 

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

https://youtu.be/pHSa1iNoqI0  

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Phil sat down with Jesus to discuss his background and what led him to Consalia, as well as what his plans are for growing the consultancy practice and finding new synergies with the business school side of the organisation. 

Highlights include:  

• [04:48] – A blend of corporate and entrepreneurial experience is really beneficial 
• [20:16] – Consalia is in a unique position 
• [30:37] – When you build trust is when magic happens 

Connect with Philip Squire on LinkedIn 

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The conversation focuses on three types of network: your network of contacts within your client’s organisation, the people you know from other departments in your own company, and everyone else you know externally. When nurtured and deployed correctly all these networks can help to massively grow your accounts. 

Highlights include:  

• [13:26] – Identifying the relationships you need to build is as important as nurturing existing ones 
• [20:23] – Mapping people in your client’s business to people in your own 
• [43:58] – Look to connect with Analysts who know about your client 

You can find a recording of Ryan's talk from Global Sales Transformation XIX, which was mentioned during the webinar, on our YouTube channel. Ryan's book, Building B2B Relationships, is available to buy on Amazon. You can find out more about how Introhive can help you map and foster relationships with your clients on their website. 

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Together they discuss what the essential ingredients are for success in today’s key account management landscape. Discussion with the audience particularly focuses in on the impact of AI, as well as stories of successful deals the panel have been involved in. 

Highlights include:  

• [07:51] – Salespeople should connect with procurement and vice-versa  
• [11:48] – AI can’t replicate everything a salesperson does 
• [30:16] – Levergaging the agility that comes from being small 

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

https://youtu.be/-qIpI-ftIJo  

Connect with Philip Squire on LinkedIn 

Connect with Birgitte Pingel on LinkedIn 

Connect with David Mines on LinkedIn 

Connect with Michael Pearson on LinkedIn 

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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 

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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 

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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 

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Connect with Philip Squire on LinkedIn 

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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 

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Connect with Eddie Guevarra on LinkedIn 

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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.

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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. 

Ryan returns to the show to discuss his new book on B2B relationships and how relationship mapping can help to turn you into a trusted partner in the eyes of your customers. 

Highlights include:  

• [09:27] – Why do relationships matter? 
• [23:45] – Mutual disclosure can both you and your client build a stronger network 
• [41:11] – A three-step process for developing relationships 

Introhive are very kindly sponsoring Global Sales Transformation XIX on 28th November, and Ryan will be speaking at the event. There are still a small number of tickets left if you want to hear him and the rest of our amazing speakers! 

Ryan's new book, Building B2B Relationships, is available to pre-order at Kogan Page. 
 

Connect with Philip Squire on LinkedIn 

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This time the discussion turns to how Carl addressed the challenges of covid, the importance of middle-management, and managing multi-service pipelines. 

Highlights include:  

• [00:56] – How the pandemic wasn’t entirely bad for Apogee’s transformation 
• [08:14] – Hiring more salespeople isn’t always the answer 
• [16:58] – The evolving skillsets demands of sales 

You can find Part 1 of the discussion here. 

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When Carl joined Apogee in early 2020 the office print industry was in decline, and Covid only made matters worse. Carl saw that transformation was needed, and began the shift towards a more client-centric sales force. He tells Phil about the challenges he faced communicating the benefits of this new way of thinking to the sales team and to customers alike. 

Highlights include:  

• [07:40] – The initial challenges to sales transformation at Apogee 
• [12:36] – It’s difficult to shift customer thinking from short-term to long-term 
• [19:40] – The biggest mistake you can make is not training managers how to manage 

Make sure to tune in next week for Part 2! 

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Connect with Philip Squire on LinkedIn 

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Jeffrey’s career has taken him across the spectrum of the sales industry: from an initial exposure to cross-selling working in McDonalds as a teenager (“Do you want fries with that?”), to B2B sales, sales leadership, and sales enablement. He and Phil discuss the power of sales leaders coaching individuals on their team before moving on to discuss Jeffrey’s book, The Inspired Career, and why he brings a positive, hopeful perspective to career development. 

Highlights include:  

• [04:31] – Sales leaders shouldn’t assume what worked for them will work for their team 
• [17:12] – How having the right mindset will lead to success in other areas 
• [27:14] – The HOPE acronym for career development 

You can find out more about Jeffrey’s book, The Inspired Career, on the Over The Top Coaching website. 

Connect with Philip Squire on LinkedIn 

Connect with Jeffrey Hatchell on LinkedIn 

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Phil talks through why we choose this topic, why key account management is more important than ever, and what to expect from some of this year’s speakers. 

Highlights include:  

• [00:34] – What is GST? 
• [05:54] – Why is key account management getting more important? 
• [08:57] – Bringing together the art and science of selling 

GST XIX will take place on 28th November at The London Stock Exchange. You can get your ticket here. 

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Our first roundtable features Head of Sales Will Squire, Head of Marketing Eddie Guevarra, and Senior Business Development Manager Luke Bowles. Together they discuss AI and the impact they think it’s going to have on their roles and the sales industry as a whole. 

Highlights include:  

• [03:03] – Customers still value emotional connection 
• [15:50] – AI presents an opportunity to salespeople to differentiate themselves 
• [22:23] – AI can help with internal knowledge distribution 

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Together they discuss Rachel’s personal mental health journey, including how counselling not only helped her but enabled her to help others as well. Rachel also outlines the ways in which she uses the five ways to look after her mind – including the benefits of horse riding! 

Highlights include:  

• [13:01] – Horse riding keeps you learning and gets you out into nature 
• [16:54] – Switching off for just 10 minutes can make all the difference 
• [30:14] – Giving is great, but don’t lose sight of your own mental health 

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In the meantime, we’re taking a look back at some of the highlights from the show so far. How many of the five ways have you incorporated into your daily life? 

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In just 11 months SAP have already been named number 13 on RateMyApprenticeship’s list of the best 100 apprenticeship employers. Lindsey takes us through how the programme came about and the benefits it has had for the business so far – both expected and unexpected. 

Highlights include: 

• [02:27] – SAP’s sales apprenticeships are more business-led than HR-led 
• [17:09] – How hiring apprentices led to greater diversity 
• [25:47] – There’s still a stigma around apprenticeships 

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This time we’re looking back at a dinner hosted by Introhive where Consalia Programme Director Brian Tilley spoke about how Relationship Capitalisation can unlock the potential of your key accounts. 

Original episode description:  

Starting off with a short introduction from John Smit, Senior Channel Sales Manager at Introhive, this episode of the Sales Transformation Podcast gives listeners a more in-depth understanding of how Consalia transforms a salesperson's mindset through our Mindset Survey, and the importance of understanding the value of relationships within sales.  
 
 

This episode, Brian Tilley, Programme Director, Master’s Programme in Sales Transformation, gives an insightful presentation to a group of sales leaders on understanding the true value of relationships between a salesperson and their clients. 
 
 

Including questions from the audience and an overview of the Mindset Survey, this short episode is a great opportunity to think about the values of your own business relationships, how to cultivate and measure them, as well as keeping them strong.  

Look forward to: 

• [3:00] Overview and definition of Relationship Capitalisation. What are the values and how do you measure relationships? 
• [6:52] The S.P.A.C.E curve. When your business is under pressure, how do you survive, preserve, stay agile and emerge stronger? 
• [13:00] An In-depth explanation of Relationship Capitalisation and how to assess client relationships as well as its importance to an organisation 
• [20:36] The Mindset Survey explained: Get a full explanation, with examples, of how the Mindset Survey will help you build better customer relationships 

Connect with Philip Squire on LinkedIn 

Connect with Brian Tilley on LinkedIn 

Connect with John Smit on LinkedIn 

Secure your ticket for Global Sales Transformation XIX today! 

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. 

Original episode description:  

How many of us practice ‘Purpose-led Account Planning’ or even know what it is? 

Dr Phil Squire is joined by Alf Janssen, Sales Director Strategic Accounts for SAP NL and Darragh Power, Sales Acceleration and Leadership Programs for SAP. The three discuss the idea of purpose-led account planning and how this notion connects with a company’s purpose and profitability. 

They explore: 

• The difference between purpose and objectives 
• What the current pandemic is doing to purpose-led account planning strategies right now 
• The level of interest for purpose-led account planning from millennials and Gen Z 
• How salespeople can get into a purpose-driven mindset 

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Connect with Darragh Power on LinkedIn 

Secure your ticket for Global Sales Transformation XIX today! 

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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 

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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/  

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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 

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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. 

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Connect with Philip Squire on LinkedIn 

Join the discussion in our Sales Transformation Forum group. 

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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 

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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. 

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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 

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Barbara chose to focus on transformation and change management for her dissertation, specifically looking at how it is frequently people, not processes, that get in the way of progress. She and Phil also discuss differing approaches to change in different cultures, as well as the importance of adaptability and collaboration in today’s VUCA world. 

Highlights include: 

• [06:08] – People and their emotions are often what cause transformation to fail 
• [13:25] – The literary influences of Barbara’s dissertation 
• [31:56] – Is fear always a bad thing? 

Connect with Philip Squire on LinkedIn

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The conversation picks up right when the last episode left off, so if you haven’t listened to that one yet please go and check it out first! 

This time the three doctors discuss the work of Dr Fred Kiel as well as the “fluencies” sales organisations will need to possess to thrive in the future. 

Highlights include: 

• [01:50] – Dr Fred Kiel’s four character habits 
• [07:36] – Keeping humans in the loop in the age of AI 
• [31:05] – The top distinguishing fluencies for the future 

Connect with Philip Squire on LinkedIn 

https://www.linkedin.com/in/philipsquire/ 

Connect with Philip Styrlund on LinkedIn 

https://www.linkedin.com/in/philipstyrlund/  

Connect with James Robertson on LinkedIn 

https://www.linkedin.com/in/jamesrobertsoncustomervalue/  

Sign up for our Sales Transformation community –  

https://info.consalia.com/consalia-community  

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https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23 

Together they discuss their experience of gaining doctorates in sales, and the search for what the future of the sales world will look like that they undertook as part of their studies. 

Tune in next week for part 2! 

Highlights include: 

• [23:22] – Should more people in sales study doctorates? 
• [30:10] – Sales ideologies have shifted from “push” to “pull” 
• [43:39] – Today’s great sales leaders are focusing on their people first 

Connect with Philip Squire on LinkedIn 

https://www.linkedin.com/in/philipsquire/ 

Connect with Philip Styrlund on LinkedIn 

https://www.linkedin.com/in/philipstyrlund/  

Connect with James Robertson on LinkedIn 

https://www.linkedin.com/in/jamesrobertsoncustomervalue/  

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 

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/ 

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https://www.linkedin.com/in/johnbarrows/ 

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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 –  

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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