The Sales Transformation Podcast

This week on The Sales Transformation Podcast we have a conversation that originally aired over on The Selling Well Podcast hosted by Mark Cox. Phil joined Mark to discuss the Sales Mindsets and how our research last year led to “Authenticity” being upgraded to “Intellectual Authenticity”. They were also joined by Mike Sparling, who brought his tech expertise to help examine how AI can help or hinder salespeople in showing the Sales Mindsets.  Highlights include: [04:18] Is Phil a unicorn? [14:04] Culture is intrinsically linked to values  [39:33] Sales mustn't let AI lead to intellectual laziness You can find more episodes of The Selling Well Podcast on the In The Funnel website. Connect with Philip Squire on LinkedIn  Connect with Mark Cox on LinkedIn Connect with Mike Sparling 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 sales organisations face growing pressure to align performance, productivity, and reward, this archive episode with Dr Phil Squire and Frank V. Cespedes feels more relevant than ever. Together, they explore what really drives effective sales hiring and compensation, and why pay alone is never enough to create the right sales behaviours.ORIGINAL SHOW NOTES: 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.

In this episode from the archives, Dr Phil Squire, CEO of Consalia, speaks with Laura Valerio, now Global Evangelist for GTM Performance, about the evolving role of sales enablement. As AI-driven buying, tighter budgets, and rising buyer expectations reshape sales, we revisit how many of the core enablement fundamentals still hold true today.ORIGINAL SHOW NOTES:In this episode, we are joined by Laura Valerio, Principal Consultant at Highspot and an influential figure within the Sales Enablement world. Laura is passionate about supporting customers in their go-to-market digital transformation, co-creating strategy and translating it into action to enhance productivity at scale and improve customer success through innovation.The Sales Enablement role has been one that has been adopted within many sales organisations to enhance sales productivity and ultimately sales performance.After an extensive experience in sales, Laura built out a Global Sales Enablement function for a fast-growing B2B company, meaning that she understands what truly drives sales productivity, motivation, and passion – as well as the tools that support them. She brings a wealth of knowledge and experience from companies such as Vodafone, Deliveroo and Expedia.Laura believes that helping sales teams to be the best is driven by how well you connect with the hearts of the people you're trying to help, and how effectively you communicate with them and coach them. Fuelled by a passion for working with sales on delivering results, Laura thinks creatively about strategy and effectively plans its execution. She is thrilled by agile, fast-paced environments where she can make things happen.Topics discussed were: -       [12:11] Understanding what true Sales Enablement really means-       [25:41] Two schools of thought to motivate your sales teams: fear vs support-       [32:42] Exploring what a ‘Strategic Enablement Framework' is and how important it is to the Sales Enablement roleConnect with Philip Squire on LinkedInConnect with Laura Valerio on LinkedIn 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.

We have our youngest ever guest on The Sales Transformation Podcast this week, as Phil welcomes 15-year-old Johannes Hasselbalch together with returning-guest Jesper Illum to the show! While most salespeople fall into the profession, Johannes had a passion for sales inspired by his father, leading him to go on a work experience placement with Jesper. Together they explain what this involved, how Johannes grew as a result, and his plans for the future going forward.  Highlights include: [03:59] What sparked Johannes' interest in sales [11:33] A surprising amount of dancing in the office! [20:22] Do young people still believe negative stereotypes about salespeople?  Connect with Philip Squire on LinkedIn  Connect with Jesper Illum 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 the latest episode of Sales Frequency, featuring Maxim Tarasevich, EVP of Sales at Aviso.Max joined Jesus and Will to discuss the imminent launch of Aviso and Consalia's new Sales Mindsets Intelligence studio, and how each company is going to approach selling a product that is unchartered territory for both. Highlights include: [12:09] Behaviours are important, but companies need to know what's driving them [25:27] Conversational intelligence is no longer a novelty [37:09] More metrics than ever can be quantified in data  If you're interested in being one of the first to see exactly what the Sales Mindsets Intelligence Studio can do, join us at our launch event tomorrow, Thursday 21st May! You can find all the details and sign up here: https://www.aviso.com/sales-mindsets-intelligence-launch-event   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.  

We've got a compilation for you this week on The Sales Transformation Podcast, as we look back at some of the highlights from 2026 so far! The Sales Mindsets Intelligence Studio is launching on 21st May! You can find out more about this exciting new tool and register your interest here: https://www.consalia.com/sales-mindsets-intelligence-studio/  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 week on the Sales Transformation Podcast we're bringing you the final session from Global Sales Transformation XX: the panel featuring Samantha Wessels, President EMEA at Box, Samantha George Head of CRM Development & Deployment at Royal Mail, and Gareth Abel, former CMO at Circles.They bring three distinct perspectives on sales transformation and how it's evolving with AI: those of sales leadership, sales operations, and buyers.Highlights include: [08:31] Salespeople need to find ways to differentiate themselves in the age of AI [24:53] A salesperson who didn't chase the final euro [33:33] AI message customisation is useless if you can't provide context  Connect with Samantha Wessels on LinkedIn Connect with Samantha George 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.  

This week on The Sales Transformation Podcast we have a recording from our most recent Sales Frequency LinkedIn Live session, featuring Consalia's Jesus Llamazares and Aviso's Ofer Zilberman discussing our new joint project: Sales Mindsets Intelligence Studio. Together they discuss the new AI tool and how it can support teams, but also the kinds of problems they see in the sales industry that led to us embarking on this journey together. Highlights include: [02:33] Your top performer might not be your best salesperson [16:00] Sales enablement struggle to get more than two days of attention span out of salespeople [37:44] Improving mindsets has more long-term benefits than artificially inflating pipeline The Sales Mindsets Intelligence Studio is launching on 21st May! You can find out more about this exciting new tool and register your interest here: https://www.consalia.com/sales-mindsets-intelligence-studio/   Connect with Jesus Llamazares 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.  

Over the years Phil has taught a lot of people about The Sales Mindsets,  but recently he's embarked on a new challenge... teaching an AI! This week on The Sales Transformation Podcast Phil tells Jesus about his experience working with Aviso to train our upcoming digital tool: the Sales Mindsets Intelligence Studio. Where do you begin teaching 15 years of research and experience to a computer, and what challenges does that pose? Highlights include: [00:30] Introducing the Sales Mindsets Intelligence Studio [05:26] What's the process for training an AI like this?  [22:06] The differences between teaching humans and AI Connect with Philip Squire on LinkedIn  Connect with Jesus Llamazares 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.  

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.  

It's National Apprenticeship Week 2026, so on this week's episode of The Sales Transformation Podcast Phil sat down with Consalia's Academy Director Dr Louise Sutton to discuss the latest developments in our Sales Business School.  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 week's episode of The Sales Transformation Podcast is the second part of Phil's conversation with Mike Lander on Higgle: The B2B Sales Club Podcast.  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.  

This week on The Sales Transformation Podcast we have the first part of an interview with Phil that first appeared on Higgle: The B2B Sales Club Podcast, hosted by Mike Lander.  Mike was one of the people who very kindly supported us with our Global Sales Research project last year, and invited Phil on his show to ask him about how The Sales Mindsets were developed.   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.

Over the coming weeks on The Sales Transformation Podcast we're going to be periodically releasing recordings of the talks from Global Sales Transformation XX back in November. We're kicking things off with our very own Dr Phil Squire!  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.  

To mark the start of 2026 Will, Phil, and Jesus sat down this week to record an episode of The Sales Transformation Podcast looking back at the challenges and highlights of 2025, as well as discussing some of what's coming this year.  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.  

Happy New Year! For the first episode of The Sales Transformation Podcast of 2026, we're bringing you some of the highlights from Q4 of 2025!   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 Phil sat down with Will to discuss some of their highlights from Global Sales Transformation XX a few weeks ago.  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.  

On this week's episode of the Sales Transformation Podcast we are joined by Dr Philip Styrlund and Shakeel Bharmal, who are CEO and Senior Vice President of the Summit Group, respectively.   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.  

This week on The Sales Transformation podcast Will, Phil, and Jesus sat down to discuss a few Consalia updates ahead of our Global Sales Transformation XX event next week.  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.  

This week on The Sales Transformation podcast we're bringing you a recording of our Sales Frequency episode from a few weeks ago with special guest Maxim Tarasevich, EVP of Sales at Aviso.  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.

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. 

We have another Mastercast episode for you this week on The Sales Transformation Podcast as Phil is joined by Sherry Nematalla, Global Accounts Manager at Vodafone.  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. 

This week on The Sales Transformation Podcast we're bringing you a recording of our recent webinar with our AI partners Aviso on the topic of cutting through coverage myths and KPI games.  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. 

We've officially entered Q4, so this week we're bringing you some of the best moments from July, August and September on The Sales Transformation Podcast!   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.

Following the announcement of our partnership with Revenue Intelligence platform, Aviso, hosts Jesús Llamazares and Will Squire welcome Ofer Zilberman, Chief Product Officer at Aviso, to mark a bold new partnership between Consalia and Aviso. Together, they explore how to integrate AI authentically into sales processes — and how to equip salespeople to work with intelligent agents, not be replaced by them.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 ROIFollow Jesus Llamazares on LinkedInFollow Will Squire on LinkedInFollow 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.

This week on The Sales Transformation Podcast we're bringing you a webinar recording from last week, where Dan Hodgetts from the Institute of Sales Professionals hosted Consalia's Dr Louise Sutton and Natalie Murray, along with current Level 6 Sales Apprentice Charlotte Smith from Experian.  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.  

We have another Mastercast episode for you this week on The Sales Transformation Podcast as Phil speaks to Rajesh Patil from Adobe.  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. 

This week on The Sales Transformation Podcast it's Dr Grant Van Ulbrich's turn to interview Phil in a conversation that originally appeared on Grant's Scared So What Podcast!  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.  

In this episode of the Sales Transformation Podcast's Mastercast series, Phil speaks to Joanna Hillman, Director of European Development at Reed & Mackay, about her Master's dissertation on leading cross-cultural teams.  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.  

This week on The Sales Transformation Podcast Phil speaks to Stacey Hughes, Vice President, Learning & Development at Medscape about some of the important traits of an excellent leader.  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.

It's the Academy team's turn to take to the microphones this week on The Sales Transformation Podcast as Dr Louise Sutton, Hilary Watkinson, and Natalie Murray discuss the power coaching has to transform careers.  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.  

Sales Frequency is on a break for the summer, so this week on The Sales Transformation Podcast we're bringing you some highlights from the series so far.  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.  

In this episode of the Sales Transformation Podcast's 'Mastercast' series, Phil welcomes Nick Rose, Sales Director at Sharp UK, to share insights from his master's dissertation on the impact of sales onboarding on business success.  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.  

As we're now over halfway through 2025 Will, Phil, and Jesus sat down to discuss the year so far in this week's Roundtable episode of The Sales Transformation Podcast.  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.

It's another Mastercast episode this week on the Sales Transformation Podcast as Phil is joined by another recent graduate of our master's programme: Ivano Fossati, Chief Revenue Officer EMEA at SAP Customer Experience.  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.

This week on The Sales Transformation Podcast we're taking a look back at some of the top moments from Q2 2025 on the show.   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. 

Later this year we're going to run a cohort of our Level 7 apprenticeship programme before the funding rules become far more restrictive in 2026. So, what better time to hear from someone who's been through the programme, as we revisit Phil's conversation with Simon Topley on The Sales Transformation Podcast!  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. 

Consalia's Head of Marketing Eddie Guevarra once again joins Phil on this week's episode of The Sales Transformation Podcast, but this time he's the one being interviewed!  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.  

It's the twentieth year of Global Sales Transformation, so this week Eddie and Phil sat down to discuss the history of the event and some of the highlights they've seen over the years.  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.

This week on The Sales Transformation podcast we have another episode of Sales Frequency for you. That's because this week's topic was particularly close to our hearts: the recently announced change in funding rules for Level 7 apprenticeships.  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. 

This week on The Sales Transformation Podcast we're revisiting another coaching episode from last year – Phil's interview with Claudia Filsinger.  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.  

This week on The Sales Transformation podcast it's another piece of coaching content from the archives, as we take a look back at Simon Wheeler's talk from Global Sales Transformation XVII.  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.  

This week on The Sales Transformation podcast we're bringing you the debut episode of Sales Frequency, our new LinkedIn Live show hosted by Consalia's Head of Consulting Jesus Llamazares exploring the latest issues in the world of sales.  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.  

It's another piece of coaching content from the archives for you this week on The Sales Transformation Podcast, but this time it's not a previous episode: it's a talk from Global Sales Transformation XI, all the way back in 2016!  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.