The Sales Transformation Podcast – Détails, épisodes et analyse

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. 

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 Ulbrich

Also, don't forget to secure your tickets for this year's GST using the link below:

https://www.eventbrite.co.uk/e/gst-xix-cracking-the-code-of-key-account-management-tickets-934261881437?aff=oddtdtcreator 

Join the discussion in our Sales Transformation Forum group.

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 the first episode of 2023, 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 role

Connect with Philip Squire on LinkedIn

Connect 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.

News of a recession is growing more and more every day. So, what can sales professionals do to help prepare for this?

There’s no doubt that a recession will affect the way salespeople do their jobs. In this episode, Dr Phil Squire and Will Squire go through some of the ways sales leaders can plan ahead.

From necessary attributes to the kind of sales culture that’s going to survive through these times, this is not an episode to miss!

Phil and Will also touch on:

• [7:58] – The defining characteristics of extraordinary sales leaders
• [23:21] – What is generative leadership and why will this be useful during a recession?
• [34:56] – How a sales leader can help support their teams during this time

Connect with Philip Squire on LinkedIn

Connect with Will Squire 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.

The Mastercast you’ve all been waiting for.

Dr Phil Squire has hosted many Mastercast episodes where he dives deeper into the final-year dissertations of our MSc Alumni students, to explore their project titles in more detail. This time, the spotlight is on him. 

This Mastercast episode is centred around the work of Dr Phil Squire’s doctorate – “How can a 'client-centric values' approach to selling lead to the 'co-creation' of a new global selling mindset (Philip Squire, 2009)” and how this project was a fundamental catalyst for developing Consalia into the Sales Business School it is today.

Phil talks about:

• [8:07] – The major revelation: less than 10% of salespeople sell to customers in a way that they want
• [17:54] – The standout customer conversations that shaped the perceptions of salespeople
• [38:15] – How the findings of the doctorate led to the birth of the Sales Mindsets

Connect with Philip Squire 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.

Here at Consalia, we are always interested in learning how to further develop the sales industry and connecting with Sales leaders to spread key knowledge to our audience.

On this week's episode of the Sales Transformation podcast, Dr Phil speaks with longtime friend George Pastidis, Head of Sales Enablement Programs at Ericsson, about storytelling and his book "90 Short Stories for Better Business".

Having his book recently published, "90 Short Stories for Better Business", George is also a sales trainer, sales coach, sales enablement practitioner and learning & development consultant. Using the knowledge he gained over his career, George relates his experience to sales leadership through short stories within his book.  

In this episode of the Sales Transformation podcast, George and Phil have a great conversation about the inspiration behind "90 Short Stories for Better Business", the development of the sales industry over the years, the importance of good management to gain confidence and more.

Look forward to:

• [10:50] What planted the seed to write "90 Short Stories for Better Business", and what inspired its structure?
• [24:26] Discussion on particular stories that may have had an impact on George on a personal level as a salesperson  
• [38:55] George's perspective on leaders as a coach and if coaching is an integral part of leadership
• [41:06] The current state of the Sales Industry and in what direction it seems to be heading

Connect with George Pastidis on LinkedIn
Buy "90 Short Stories for Better Business" on Amazon

Connect with Philip Squire 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.

What steps do you need to take with your leadership team in order to create an entirely new business unit?

This Mastercast episode features Steve Gaskell, former Sony Ecommerce Director, who has joined Consalia as a Management Consultant for Online. 

Whilst at Sony, Steve was selected to join the Sony Master’s Leadership programme where he graduated with an MSc in Sales Transformation. With a career spanning 12 years at Sony Mobile, and in combination with the Master’s journey, Steve led the Ecommerce division of Sony Mobile and talked about how his dissertation led to the creation of a new business unit within the company that ultimately led to double-digit growth per annum.

His final year project was titled “Navigating leadership within Sony Mobile to create a Global Distribution and Retail Business Unit”.

The pair discussed:

-       [18:15] The impact of Machiavelli on Steve’s final year project as well as his sales career.

-       [34:56] What key stakeholders within Sony Mobile noticed as a result of Steve’s Master’s journey

-       [41:33] How Steve will be helping to further the learning of Consalia to the wider masses

Connect with Steve Gaskell

Connect with Dr Philip Squire

MSc in Sales Transformation programme

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 in The Sales Transformation Podcast Studio, we’re joined by Cathy Ward, Chief Operating Officer for Asian Pacific and Japan at SAP who talks about the interesting transformation that the Chief Operating Officer role is going through. 

Cathy describes that today’s business leaders need to build resilience and agility for the future, focusing squarely on how to serve customers, how to operate, and how to work amid disruption and change—all while keeping the business running right now. But there’s no one way to anticipate the changes the future will bring. 

Along with her team at SAP, Cathy is developing a future-focused movement towards the Chief Anticipation Officer. This moment in time is an incredible opportunity for businesses to look to the future across three critical areas: how people will work, how we will do business, and how we will operate our organisations which will be important in breaking away from traditional methods and driving new outcomes.

Listen as Cathy and Phil discuss:

• [12:20] How to enable an organisation to adapt to where the future is
• [21:09] The work that was conducted with the Harvard Business Review that validates the need for C-suite leaders to have a Chief Anticipation Officer mindset
• [39:15] What the future of the Chief Anticipation Officer role looks like

Connect with Cathy Ward

Connect with Dr Philip Squire

Read “Anticipating the Future for Growth and Innovation: Companies in Asia Pacific and Beyond Are Building Prescience into Their Plans” – Harvard Business Review
 
 

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 special episode of The Sales Transformation Podcast, Luke Bowles and Will Squire of the Consalia Sales team, revisit their campaign for Mental Health Awareness Week.

In their discussion, they rewatch the 5 videos from a recent campaign "Five Salespeople Discuss Five Ways to Wellbeing". This campaign highlights being active, connecting, giving time, learning and taking notice. How can salespeople apply these important principles to their work life?

During their conversation, hear their own interpretation for each video, how it relates to them and what they took away from salespeople that were interviewed in each video.

Here at Consalia, we take mental health very seriously, as we know our colleagues can only do their best when they are feeling their best. 

Discussion points:

[3:03] What are the 5 Ways to Wellbeing and why is it important we revisit this campaign?

[17:43] Discussion around the importance of connecting with others around you and how it can affect your mental wellbeing in the workplace

[25:41] Discussion on how being active can complement mental agility in your personal and work life

[30:52] How can taking notice of yourself and others benefit mental health? How do Luke and Will take notice?

[40:00] How can learning help improve mental wellbeing? Luke and Will discuss how learning has improved their way of working.

[43:43] Discussion on the importance of "giving" and what Luke and Will have changed to be more aware of how they incorporate giving in their life.

At the end of the episode, find out what Consalia does to ensure all of our colleagues are well supported and what changing have been implemented to ensure a better work environment.

Connect with Luke Bowles on Linkedin

Connect with Will Squire on Linkedin

Interview participants: Carl Day on Linkedin, Siri George on Linkedin, Dylan Sidhu on Linkedin, LeAnne Foley on Linkedin, Chris Woodhead

Watch the 5 Ways to Wellbeing videos playlist on Youtube now
Visit the website: Consalia Ltd

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.