The Sales Transformation Podcast

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.  

Join us for another revisiting of a coaching episiode from the archives this week on The Sales Transformation Podcast, with Phil interviewing Bianca Portulan.   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 Connect with Bianca Portulan 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're revisiting another coaching-themed episode of The Sales Transformation Podcast this week, as we rewind back to episode #9, featuring Mohammed AlKhotani, who has since gone on to become Senior Vice President at Salesforce ME.   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 Connect with Mohammed AlKhotani 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 week's Consalia Roundtable edition of The Sales Transformation Podcast, Will Squire and Jesus Llamazares, Our Heads of Sales and Consulting respectively, explore how the modern sales landscape is being shaped by economic, political, and global instability.  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 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. 

Ahead of new cohort of our Level 5 ILM Coaching for Sales Transformation programme in the Autumn we're going to be revisiting a few coaching-themed episodes of the podcast in the coming months!   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 Connect with Carole Pemberton 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're taking a look back and some of the best moments from Q1 on The Sales Transformation Podcast, including highlights from GST XIX, our Network Effect webinar, and more.   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 Dr Phil Squire is joined by Michael Pearson, founder of insidetheprocurementmind. After decades of experience working in procurement, Michael has now turned his attention to helping sales teams understand how to effectively engage with procurement.  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 Connect with Michael Pearson 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 is joined by someone he first met when they were both at the graduation ceremony for their respective doctorates: Dr John “Jas” Ardis.  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 Connect with Jas Ardis 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.  

Since it was International Women's day on Saturday we're taking a look back at some of the incredible female guests we've had on The Sales Transformation Podcast with a special “Best of” episode this week!   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.  

We finally return to GST XIX this week on The Sales Transformation Podcast as we revisit our keynote talk from Professor Elizabeth Stokoe from the Department of Psychological and Behavioural Science of The London School of Economics and Political Science.  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   Connect with Philip Squire on LinkedIn Connect with Elizabeth Stokoe 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're introducing a new member of the team this week on The Sales Transformation Podcast: Jesus Llamazares, who recently joined us as our new Head of Consulting.  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 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 have a webinar recording for you this week on the Sales Transformation Podcast. In ‘The Network Effect' Phil was joined by Introhive's Dr Ryan O'Sullivan and NTT's Julia Munn to discuss how account managers can leverage their networks to generate more value.  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.  Connect with Philip Squire on LinkedIn Connect with Ryan O'Sullivan on LinkedIn Connect with Julia Munn 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're taking a look back at the panel session from GST XIX, featuring Birgitte Pingel, Vice President – Business Development Leader Consumer Goods & Retail, Europe, at Genpact and David Mines, Commercial Director at Worldpack. They were also joined by a last-minute guest Phil plucked from the audience to give a client's perspective: Michael Pearson, former Group Head of Procurement and Vendor Management at OSB Group and founder of insidetheprocurementmind.   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   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 Dr Ryan O'Sullivan's talk from Global Sales Transformation XIX – his second time speaking at a GST event!  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 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.  

We have another talk from GST XIX this week on The Sales Transformation Podcast! This time it's Luke Skinner, VP of Global Strategic Initiatives at SAP, discussing the key attributes a Global Account Manager needs to address the unique challenges they face.  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 Connect with Luke Skinner 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.  

For the next few weeks on The Sales Transformation Podcast we'll be uploading the sessions from Global Sales Transformation XIX, all focusing on the theme of Cracking The Code of Key Account Management. First up is David Beare, Global Practice Leader at Mott MacDonald.  David talks us through his relationship with major client Heathrow Airport through big projects and tough times, emphasising that humanity can be the key to nurturing strong partnerships. Sometimes that means empathy, and sometimes that means getting on “the fun bus” together!  Highlights include:  [08:50] – Becoming the fun bus to attract new talent [11:37] – Going above and beyond during covid [26:02] – What are some of the key characteristics to look for when hiring a Key Account Manager?  NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! https://youtu.be/JW9Oqr6c8N8  Connect with Philip Squire on LinkedIn Connect with David Beare 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 a new year begins Phil sat down with Will to discuss his reflections on 2024 and predictions for 2025 on this week's Sales Transformation Podcast.  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 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. 

As we come towards the end of the year let's take a look back at some of the highlights from Q4 on The Sales Transformation Podcast, including clips from Jeffrey Hatchell, Carl Day, and our Sales Transformation Forum Hangouts.   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 time for another Consalia Roundtable this week on The Sales Transformation Podcast as Phil, Will, and Eddie discuss our recent Global Sales Transformation XIX event.  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 Connect with Will 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.  

Our Global Sales Transformation XIX event is right around the corner!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 UlbrichAlso, 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. 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 latest episode, we've put together segments from recent conversations at our Zoom Hangouts, part of Consalia's online community of sales practitioners dedicated to sales transformation. 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. 

It's a pre-GST special this week on The Sales Transformation Podcast as Phil is joined by Dr Ryan O'Sullivan, Global Account Manager at Introhive.  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 Connect with Dr 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.  

It's the second part of Phil's interview with Carl Day, Chief Sales Officer at Apogee, this week on The Sales Transformation Podcast. If you haven't listened to Part 1, please go back to last week's episode and check it out!  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.  Connect with Philip Squire on LinkedIn Connect with Carl Day 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 first part of a two-episode discussion this week on The Sales Transformation Podcast as Phil speaks to Carl Day, Chief Sales Officer at Apogee.  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!  Connect with Philip Squire on LinkedIn Connect with Carl Day 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 us this week on The Sales Transformation Podcast for a look back at some of the best clips from Q3, with guests including Mark Cox, Rainer Stern, and Lindsey Rowe.  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. 

Phil is joined this week on The Sales Transformation Podcast by Jeffrey Hatchell, Vice President, Head of US Sales Enablement & Global Leadership at American Express and founder of Over The Top Coaching.  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   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're talking Global Sales Transformation XIX this week on The Sales Transformation Podcast, as Phil and Will sit down to discuss the theme for this year's event: Cracking the Code of Key Account Management.  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.  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. 

We have something new for you this week on The Sales Transformation Podcast: the first in a new series of roundtable discussions featuring members of the Consalia team discussing the issues of the day.  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   Connect with Will Squire on LinkedIn Connect with Luke Bowles 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.

Today on the Sales Transformation Podcast it's a brand new episode of our Five Ways to Wellbeing series with Luke Bowles and special guest Rachel Baker, Business Manager at Autoglass.  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   Connect with Luke Bowles on LinkedIn Connect with Rachel Baker 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. 

Good news for fans of our Five Ways to Wellbeing series with Luke Bowles – a brand new episode is on its way soon!  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?  Connect with Luke Bowles 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 episode of The Sales Transformation Podcast Phil is joined by Lindsey Rowe, UKI Head of Purpose Programmes & Sustainability GTM at SAP, to discuss their sales apprenticeship programme.  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   Connect with Philip Squire on LinkedIn Connect with Lindsey Rowe 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 one more episode of The Sales Transformation Podcast to revisit in celebration of the announcement of Global Sales Transformation XIX: Cracking the Code of Key Account Management!  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. 

This week on The Sales Transformation Podcast we're revisiting another early episode on key account management ahead of GST XIX in November. In this episode Phil sat down with Alf Janssen and Darragh Power from SAP to talk about how “purpose” can play a key role in account planning.   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   Connect with Philip Squire on LinkedIn Connect with Alf Janssen on LinkedIn Connect with Darragh Power 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. 

With the recent announcement that the theme for GST XIX is “Cracking the Code of Key Account Management”, we thought we'd dig through the archives and revisit a talk from GST XVI from Phil and Introhive's Ryan O'Sullivan this week on The Sales Transformation Podcast!   Original episode description: After a long 2 year wait, our beloved GST Event returned in the early half of October 2021. The theme of this year's event was “Relationship Capitalisation”; is there is a way to put a financial and balance sheet value on the relationships you hold with key accounts?     Dr Philip Squire and Ryan O'Sullivan discuss the predictability of Key Account Sales Performance and provide understanding on why this is important. With the use of real-life examples throughout the talk, the pair provide contextual evidence of the importance of ‘Relationship Capitalisation.'   Dr Phil and Ryan discuss:    What is ‘Relationship Capitalisation'? The Science (or lack of) in how relationships are measured  The introduction of software and AI to help understand relationships    Connect with Philip Squire on LinkedIn Connect with Ryan O'Sullivan on LinkedIn  Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. 

It's time to hear from two more contributors to the Transformational Sales Leadership: Sales Leader Perspectives book on today's episode of the Sales Transformation Podcast. This time it's the turn of Rainer Stern and Sakis Tassoudis.  The book is an anthology, with each chapter by a different author bringing new insights from both their academic studies and practical industry experience.  Rainer talks to Phil about how leaders can deal with the disruption and uncertainty brought about by technology. Sakis then introduces us to his chapter around “humanifying” leadership – and why that is different to “humanising” it.   Highlights include: [08:02] – The three types of leaders Rainer investigated [11:16] – Trust is the ultimate currency in leadership [37:08] – Ethical leadership can make the world a better place for our children  Stay tuned for more interviews with the other contributors!  Transformational Sales Leadership: Sales Leader Perspectives is out now and available to purchase at Routledge: https://www.routledge.com/Transformational-Sales-Leadership-Sales-Leader-Perspectives/Eastman-McGowan-Rogers/p/book/9781032361406   You can read more about Sakis's work on the Humanified Leadership website: https://humleads.org/   Connect with Philip Squire on LinkedIn Connect with Rainer Stern on LinkedIn Connect with Sakis Tassoudis on LinkedIn   Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.  

Today on The Sales Transformation Podcast we have a recording of our recent live webinar with Siemens exploring their sales degree apprenticeship journey.  Consalia's Academy Director, Dr Louise Sutton, hosts three guests from Siemens: Sales Apprentices Lucas Laurie and Mike Eastham, and Early Career Professionals Manager Johnny Mathieson. Together they discuss the experience of both running and studying a degree apprenticeship in sales, as well as the impact it has had on themselves and Siemens as a whole. Highlights include: [16:22] – What it's like to study an apprenticeship alongside people from other companies [29:43] – What organisational benefits are there to running a sales apprenticeship programme? [32:14] – How sales apprenticeships have helped Siemens address the challenge of recruiting and developing talent  Connect with Louise Sutton on LinkedIn Connect with Johnny Mathieson on LinkedIn Connect with Lucas Laurie on LinkedIn Connect with Mike Eastham on LinkedIn   Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. 

Today on The Sales Transformation Podcast Phil is joined by Mark Cox, founder of In The Funnel and host of the Selling Well podcast.  Ahead of the release of Mark's new book, Learn to Love Selling – The Universal B2B Sales Playbook, he discusses his aims for the book and some of the key areas it covers. The discussion also turns to the importance of sales literature and why the continued professionalisation of sales is so necessary.   Highlights include: [11:15] – Salespeople should love what they do [25:36] – Too many companies don't understand their own value proposition [52:31] – What does the future hold for sales?  Mark's new book, Learn to Love Selling – The Universal B2B Sales Playbook, will be released on 16th July.  You can also listen to Mark on the Selling Well podcast.  Connect with Philip Squire on LinkedIn Connect with Mark Cox on LinkedIn   Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.  

It's been a while since our last “best of” episode on The Sales Transformation Podcast, so this week we're bringing you some of the highlights from the year so far.  Connect with Philip Squire on LinkedIn  Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.  

In this Mastercast episode Phil is joined by Sakis Tassoudis, Managing Director at SAP Fioneer to discuss his master's dissertation on ethical sales leadership.  Having been born in Greece, Sakis looked to the ancient greek philosophers for inspiration during his studies. What he found was that many of their ideas remain relevant even in the modern world of sales. In particular, he found that 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, Pathos, and Logos in leadership [24:59] – Sales leaders should serve as a filter for pressure for their team [39:39] – Doing a master's is like putting on a pair of glasses for the first time   Connect with Philip Squire on LinkedIn Connect with Sakis Tassoudis on LinkedIn  Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. 

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.

Today on The Sales Transformation Podcast Phil is joined by Consalia's own Academy Director, Dr Louise Sutton, whose contributions to both Consalia and the sales profession as a whole cannot be overstated.   Louise talks about her completion of a Doctorate in Professional Studies by Public Works and the creation of the Level 6 Business-to-Business Sales Professional apprenticeship standard that led to it. The discussion also turns to the importance of having a learning culture within an organisation if apprenticeships are to be successful.    Highlights include: [11:29] – Four key themes from Louise's doctorate [27:21] – How do you assess a sales apprenticeship? [51:55] – What does the future hold for academic sales programmes?   Connect with Philip Squire on LinkedIn  Connect with Louise Sutton on LinkedIn  Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.  

Today on the Sales Transformation Podcast Phil sits down with Consalia master's graduate Barbara Crane for a Mastercast episode.  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 Connect with Barbara Crane 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.  

Today on The Sales Transformation Podcast it's the second part of Phil's discussion with Dr Philip Styrlund and Dr James Robertson from The Summit Group.  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    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  

The discussion on today's episode of The Sales Transformation Podcast was so expansive it needs two episodes to hold it all! It's no surprise with not one but two amazing guests: Dr Philip Styrlund, CEO & Owner of The Summit Group, and Dr James Robertson, President at The Summit Group.  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