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.

In this episode of The Sales Transformation Podcast, hear from Nick De Cent, Managing Director and Editor-In-Chief at The International Journal of Sales Transformation. Learn more about the Journal and its many different hubs that cater to specific interests within the sales industry, the challenges he believes the industry will face in the future and more.

Nick De Cent and Dr Phil Squire have known each other for many years. In this episode, enjoy the back-and-forth conversation, and hear their opinions on important aspects of the sales industry. Additionally, get a clear understanding of what The International Journal of Sales is and how it can be used as a source to quickly find any information regarding sales.

Look forward to:

• [8:18] What are the current key trends and challenges that sales and sales organisations face today, and how do you create a suitable pipeline of growing talent today?
• [22:22] What are some challenges the sales profession faces in terms of attracting great talent? 
• [35:04] What are the steps reputation management needs to improve on in order to change audience perception of the sales industry?
• [38:23] Discover how you can use The International Journal of Sales Transformation are a source for all sales information, and how it has adapted to today's consumer: Information on-demand in different formats

Visit The International Journal of Sales on their website and get the insights you need. Also, look forward to the next issue of The International Journal of Sales, where you will read about the personal experiences, good and bad, of salespeople. 

Connect with Nick De Cent on LinkedIn

Connect with Dr Phil Squire on LinkedIn
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.

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, Masters 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.
 
 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 

How does your business measure its relationships with customers?

Connect with Brian Tilley on LinkedIn

Connect with John Smit on LinkedIn
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.

Recently, Dr Phil had the pleasure of being invited to share his expertise in the sales industry in a special TedTalk hosted by Waldemar Adams, Global SVP, SAP Customer Success COO Office. 

Look forward to:

[8:10] Culture and strategy 

[13:30] The top 10% and their values and belief systems

[19:27] The hierarchy of values

[27:38] Is it possible to change someone's values and belief systems?

Dr Phil leads an insightful presentation on transforming sales to sales leaders in a TedTalk organised by Steffen Sajonz, and Moderated by Waldemar Adams.

Using a quote from Dr Wilkinson on the negative effect forcibly changing the habitat of Ascension Island has had, Dr Phil seamlessly connects this to sales culture and the role culture plays in sales performance.

“In the sales world, if we're making the connection, rather than trying to improve sales environment by force, by the way in which we manage and target and count and stick people, the best approach might be to work with salespeople to help them find their own way.”

Dr Phil also talks about culture and strategy and how they may link together. Are sales leaders looking for change or do they want to transform? This, according to Dr Phil, really starts with the problem that they want to solve. Does it require quick changes or long-term transformation?

Listen to the full episode to get some great insight and understanding of the list of negative and positive mindsets of salespeople, and well as some background details on Dr Phil's doctoral research.

So, what do you think is more important, culture or strategy? Do you think a salesperson’s values and beliefs can be changed?

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 in "The Winner's Circle" of salespeople - the top 10% of salespeople who sell to their customers in a way they want to be sold to.

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. 

In this episode of The Sales Transformation Podcast, Dr. Phil speaks with Grant Van Ulbrich, Global Director of Sales Transformation for Royal Caribbean.
Listen as they deep dive into Grant’s final year thesis titled, Including ‘Choice’ into Change Models via SCARED SO WHAT™, buying based on emotion, how his research lead him to create Scared So What and more.

Gain valuable insights and find out Grant's future plans such as preparing to publish his book, Transforming Sales Management: Lead your sales teams through change.

Look forward to:

• [1:20] Transformation in a new role
• [25:47] The idea behind Scared So What
• [39:55] Buying decisions based on emotion

Take the SCARED quiz today and discover where you are in a change process.

ScaredSoWhat.com/scared-quiz

Connect with Grant Van Ulbrich on Linkedin
Connect with Philip Squire on Linkedin
Consalia Ltd
LinkedIn - Like us on LinkedIn!
Twitter - Follow us on Twitter! 

Also, take our Mindset Survey and find out if you are in "The Winner's Circle" of salespeople - the top 10% of salespeople who sell to their customers in a way they want to be sold to.

In this episode of The Sales Transformation Podcast, Dr. Phil talks with Nicolas Biltgen about his Master thesis project titled "A new approach to change management: Enabling better value for people".

This episode touches on various topics around transformation. Listen as Dr Phil and Nicolas Biltgen have an open discussion about this particular Master thesis and touch on topics such as being comfortable with ambiguity and accepting change.

Get a better understanding of why Nicolas chose this topic for his final project and join the conversation about transformation in sales through a different lens.

Look forward to:

[18:03] - Influences for Nicolas in terms of transformation?

[23:37] - The different variables of culture and strategy in transformation projects.

[40:19] - What are the key resistances to change and transformation?

[46:08] - How Nicolas has applied his learnings to his new role.

Show notes:

Consalia Ltd
Phil Squire LinkedIn profile
Nicolas Biltgen Linkedin profile
Consalia Mindset Survey
LinkedIn - Like us on LinkedIn!
Twitter - Follow us on Twitter! 

We hosted our fourth Ask Me Anything (AMA) webinar with Dr Phil Squire where he answers pressing questions submitted to Consalia and explores important topics in sales today.

In this episode of the Transformation Podcast, we hear a discussion between Dr Phil Squire and Luke Bowles. Not only do they answer submitted questions for this episode of the AMA, but they also explore topics such as coaching vs training, businesses setting up their own academy and more.

Here are some questions you can look forward to: 

·      [17:42] What sales leaders need to do to get ahead of the curve

·      [24:46] The Mindset Survey as a source of reflection for Salespeople

·      [32:07] Sales education vs Sales training

·      [37:45] Steps to developing a sales academy within an organisation

Join us on our next AMA to hear Dr Phil discuss Transformation Through Coaching.

Show notes: 

· Consalia Ltd 

· Phil Squire LinkedIn profile 

· Luke Bowles on Linkedin

· Consalia Mindset Survey 

· LinkedIn - Like us on LinkedIn! 

· Twitter - Follow us on Twitter! 

In this episode of The Sales Transformation Podcast, Dr Phil has an in-depth discussion with author and "Master podcaster" Andy Paul, about his book, Selling Without Selling Out", and the many important factors that he sees are causing a roadblock in the way salespeople sell today.

Look forward to great discussions about mental health in the workplace, working as a team and more:

[14:40] A fundamental issue within the sales industry today

[19:00] Sell without selling out

[35:29] Andy’s four pillars in sales

[39:52] Generosity in sales

Also, make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes!

Show Notes:

· Consalia Ltd

· Dr Philip Squire on LinkedIn

· Andy Paul on LinkedIn

Want your project turned into a Mastercast episode? Email us at podcast@consalia.com.

In this episode of the Sales Transformation Podcast, Dr. Phil hosts a panel discussing resilience and mental health in the workplace. Hear how some of the panel members overcame their hardships, what they learned that helped them become better salespeople and their opinions on how organisations can create a better work environment.

Panel includes:
Carl Day - Director of Sales & Marketing at Apogee Corporation
Andrew Hough - CEO & Director at Institute of Sales Professionals
Dr Mobasher Butt - Chief Medical Officer at Babylon
Monic van Aarle - Vice President Applications Benelux at Oracle.

Look forward to:

[16:35] What companies can do to support their employees

[23:27] Organisations embracing “Mental Health First Aid”

[28:20] Programs that have been implemented in the workplace to manage stress and achieve good results

[31:49] Not only focusing on the negatives but also celebrating wins

Throughout this episode, the panel are also asked various questions about the given topic and comments made during to discussion.

Show Notes:

• Consalia Ltd
• Dr Philip Squire on LinkedIn
• Carl Day on LinkedIn
• Andrew Hough on LinkedIn
• Dr Mobasher Butt on LinkedIn
• Monica van Aarle on LinkedIn

Want your project turned into a Mastercast episode? Email us at podcast@consalia.com.

We hosted our third Ask Me Anything (AMA) webinar with Dr Phil Squire where he answers pressing questions submitted to Consalia, and explores important topics in sales today.

In this episode of The Sales Transformation Podcast, Dr Phil Squire and Will Squire not only answer audience questions but explore topics such as the different approaches to sales coaching.

Here are some questions you can look forward to: 

· [1:11] What steps can be taken in order to develop a sales academy within an organization to help salespeople grow in their roles?

· [20:52] Ways to ask a gatekeeper in a business for an introduction to their Director/VP level manager

· [37:36] What is the number one attribute of a top-performing salesperson?

To be notified of the next AMA, simply sign up for our newsletter below: 

https://newsletter.consalia.com/subscribe

Show notes: 

• Consalia Ltd 
• Phil Squire LinkedIn profile 
• Will Squire on Linkedin
• Consalia Mindset Survey 
• LinkedIn - Like us on LinkedIn! 
• Twitter - Follow us on Twitter! 
• Sign up for our newsletter to stay up to date with the latest podcast episodes. 

In this episode of the Transformation Podcast, we hear from Louise Sutton, Academy Director at Consalia, about Consalia Sales Business School, their students and the topic of pushing boundaries.

Immediately Louise sets the tone of this episodes by discussing three different types of boundaries, and VUCA: voluntell, uncertain, complex and ambiguous.

“…Things are changing all of the time. So we have to think about boundaries and we have to think about this, sort of era of constant change.” – Louis Sutton

Look forward to exploring insightful examples: 

· [8:56] How cultures can push boundaries, and the importance of having a various

· [14:16] Recognising habits that need to be changed

· [17:02] The purpose of the Master's programme

Also, Dr Phil discusses next year’s GST and its theme.

 Show Notes:

· Consalia Ltd

· Dr Philip Squire on LinkedIn

· Louise Sutton on LinkedIn

Want your project turned into a Mastercast episode? Email us at podcast@consalia.com.

Enjoy this presentation with Stuart Leven at GST, on how thinking like a challenger brand has lead to multiple successes for his company. In this podcast, Stuart also speaks about the importance of changing the sales mindset within his team, and the importance of standing out from your competitors.
 
Look forward:

[6:06] Taking the lighthouse position
[14:29] Changing the mindset of the team
[18:09] Learning from other successful companies 

Also, enjoy a short Q&A at the end of the podcast with Stuart Leven.

Show Notes:
· Consalia Ltd
· Dr Philip Squire on LinkedIn
· Stuart Leven on LinkedIn

Want your project turned into a Mastercast episode? Email us at podcast@consalia.com.  

Interview with Axel Ferreyrolles on his final thesis on ways to best get transformation from training and developing initiatives.

In this episode of the Transformation Podcast, Dr. Philip Squire, CEO of Consalia, speaks with Axel Ferreyrolles, Head of Innovation & Digital Strategy, Global Sales Learning at SAP,  who was part of the first cohort group that started the Executive Masters in Leading Sales Transformation programme.

Look forward to exploring topics around: 

·  [18:37] Why do most of today's sales training fail? 

·  [29:20] The importance of his Executive Masters's degree after 10 years in the industry

·  [40:15] Axel Ferreyrolles pillar framework on training and developing initiatives 

 Show Notes:

• Consalia Ltd
• Dr Philip Squire on LinkedIn
• Axel Ferreyrolles on Linkedin
• Consalia Mindset Survey 
• LinkedIn - Like us on LinkedIn! 
• Twitter - Follow us on Twitter! 
• Sign up for our newsletter to stay up to date with the latest podcast episodes. 

Want your project turned into a Mastercast episode? Email us at podcast@consalia.com.

Waldemar Adams - Global Senior Vice President at SAP:
 "How storytelling can help bridge the gap between management and teams" (2020) 

In this Mastercast episode, Philip Squire, CEO of Consalia, speaks with Waldermar Adams, who graduated from the Executive Masters in Leading Sales Transformation programme in 2020.

“Where's the missing piece? Where's the piece which tells your employees they deserve to have the same attention as your customers? They shouldn't be forgotten.” – Waldermar Adams

In this episode, look forward to:

[25:30] The importance of not forgetting about the employees of a company

[28:50] Adam’s key findings during his research for his final project

[45:20] Making sure there is purpose in the communication, and not just empty motivation

Also, make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes!

Show Notes:

• Consalia Ltd 
• Phil Squire LinkedIn profile 
• Waldemar Adams on LinkedIn
• Our Postgraduate courses
• Consalia Mindset Survey 
• Sign up for our newsletter to stay up to date with the latest podcast episodes. 

Want your project turned into a Mastercast episode? Email us at podcast@consalia.com.

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. 

We hosted our second Ask Me Anything (AMA) webinar with Dr Phil Squire where he dived into the topics at the heart of our communities’ minds.
 
Some of the questions asked: 

·       Are salespeople naturally born or are they made? [22:19]

·       How to deal with losing opportunities you’ve worked on for months/years [27:57] 

·       The values that are key to face-to-face networking [35:10]

To be notified of the next AMA, simply sign up for our newsletter below: 

https://newsletter.consalia.com/subscribe

Show notes: 

• Consalia Ltd 
• Phil Squire LinkedIn profile 
• Luke Bowles LinkedIn profile
• Consalia Mindset Survey 
• LinkedIn - Like us on LinkedIn! 
• Twitter - Follow us on Twitter! 
• Sign up for our newsletter to stay up to date with the latest podcast episodes. 

This Mastercast episode features Simon Quinton, UKI Country Manager at Tableau (Salesforce). Simon graduated from the Executive Masters in Leading Sales Transformation in 2020.
 
His final year project is called “The role of Emotional Intelligence in driving high performing sales teams" (2020). 
 
Simon joins Dr Phil on this podcast where the pair speak in-depth and explore different levels of emotional intelligence, emotional agility and the power of a positive mindset.

Look forward to: 

·       The relevance on emotional intelligence in a rapidly changing environment, while still meeting KPI goals [11:14]

·       The five different domains of emotional intelligence [28:30] 

·       Simon’s model based around individuals, their behaviour type and culture [46:42]

Show notes: 

• Consalia Ltd 
• Phil Squire LinkedIn profile 
• Simon Dale LinkedIn profile 
• Consalia Mindset Survey 
• LinkedIn - Like us on LinkedIn! 
• Twitter - Follow us on Twitter! 
• Sign up for our newsletter to stay up to date with the latest podcast episodes. 

This Mastercast episode features Mohammed AlKhotani, Area Vice President for the Middle East and Africa region for Sitecore. Mohammed graduated from the MSc Leading Sales Transformation programme in 2020.

His final year project is called “How can systemic coaching for success be further embedded in our sales teams”.

Mohammed 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. They also explore:

-       Testing the theory of coaching in a cultural environment that was not accustomed to the idea [7:23]

-       The real-life coaching case studies from different parts of his leadership that proves coaching works [15:28]

-       The key research about the importance of spending time with salespeople [37:30]

 
(Note: This episode was recorded whilst Mohammed was still in his role at SAP)

Show notes:

• Consalia Ltd
• Phil Squire LinkedIn profile
• Mohammed AlKhotani LinkedIn profile
• Consalia Coaching for Sales Transformation programme
• Consalia Mindset Survey
• LinkedIn - Like us on LinkedIn!
• Twitter - Follow us on Twitter!
• Sign up for our newsletter to stay up to date with the latest podcast episodes.

Picking up from the conversation at the start of the year, the Consalia leadership team dive deeper into some of the latest events in the world and how it is affecting salespeople today.

The Consalia leadership team covered:

-       The changing notion of control and processes within the Sales Leader role [11:16]

-       The impact of Values of a sales leader and how it contributes to a management style [17:06]

-       How can a Sales Leader prepare for the unexpected [30:24]

Show notes:

• Consalia Ltd
• Phil Squire LinkedIn profile
• Simon Dale LinkedIn profile
• Consalia Mindset Survey
• LinkedIn - Like us on LinkedIn!
• Twitter - Follow us on Twitter!
• Sign up for our newsletter to stay up to date with the latest podcast episodes.

The next Mastercast episode features Simon Dale, Managing Director, South East Asia & Korea for Adobe. Simon graduated from the Executive Masters in Leading Sales Transformation programme in 2015.

His final year project was titled, “Impacting salesperson performance by engaging them on their own learning journey to transform their own practice”

Dr Phil Squire and Simon spoke about:

-       How Coaching impacts sales performance by engaging them on their own learning journey [7:53]

-       The go-to Coaching books that will help any Sales Manager in their career [15:06]

-       The cultural implications that Coaching brings to organisations [25:51]

Show notes:

• Consalia Ltd
• Phil Squire LinkedIn profile
• Simon Dale LinkedIn profile
• Consalia Mindset Survey
• LinkedIn - Like us on LinkedIn!
• Twitter - Follow us on Twitter!
• Sign up for our newsletter to stay up to date with the latest podcast episodes.

Our very first AMA (Ask Me Anything) session!

We hosted our very own AMA session where attendees posted their burning questions to Dr Philip Squire. Questions included:

-       How Sales Leaders can attract and retain the best talent at their organisation [2:14]

-       How you should approach your sales leadership team when you think your targets are overly ambitious [20:09]

-       Some of Dr Phil’s key decisions that were pivotal to his success as CEO of Consalia [30:52]

-       How to drive your salespeople to believe that this is a great profession to be in [42:34]

Sign up for our newsletter below and make sure you’re following us on LinkedIn and Twitter to be notified of the next AMA session.

Show notes:

• Consalia Ltd
• Phil Squire LinkedIn profile
• Will Squire LinkedIn profile
• Consalia Mindset Survey
• LinkedIn - Like us on LinkedIn!
• Twitter - Follow us on Twitter!
• Sign up for our newsletter to stay up to date with the latest podcast episodes.

Next up on the Mastercast series is Dante Ricci, Global Industries Marketing at SAP, whose final year project is titled: “Helping cross-functional team leaders achieve better results” (2019).

Dr Phil Squire and Dante spoke about many topics, including:

-       The purpose of investigating cross-functional teams to drive better results [4:01]

-       The five factors that influence cross-functional teams and their ability to lead and have their teams perform [11:36]

-       The important soft skills that are required to make a cross-functional team work well [34:52]

Show notes:

• Consalia Ltd
• Phil Squire LinkedIn profile
• Dante Ricci LinkedIn profile
• Consalia Mindset Survey
• LinkedIn - Like us on LinkedIn!
• Twitter - Follow us on Twitter!
• Sign up for our newsletter to stay up to date with the latest podcast episodes.

The first guest of the Mastercast series is Rainer Stern, Global Vice President - Sales Acceleration and Leadership at SAP, whose final year project is titled: "Leadership in the Digital Future - A model for moving forward" (2020).

A truly insight deep dive into Rainer’s research where the pair discussed:

-       Why the topic of leadership in the digital future [5:18]

-       The required behaviours to help leaders succeed in the digital age and the extent to which leaders they need to change [22:26]

-       What leaders need to be doing on the innovation topic [36:48]

Show notes:

• Consalia Ltd
• Phil Squire LinkedIn profile
• Rainer Stern LinkedIn profile
• Consalia Mindset Survey
• LinkedIn - Like us on LinkedIn!
• Twitter - Follow us on Twitter!
• Sign up for our newsletter to stay up to date with the latest podcast episodes.

For those that may or may not know, Consalia's vision is to help make sales the world's most sought-after profession. To realise this, we believe that education is the foundation required and thus came up with the idea of having a Masters degree in Leading Sales Transformation (in partnership with Middlesex University): a programme designed to equip sales leaders with the thought leadership required to help manage their sales teams more effectively.

As many students have now attended the programme, there has been a large amount of amazing research that sales managers and sales leaders have conducted into the way in which they manage their sales operations.

Rather than having final year projects and dissertations being left on the shelf, we decided to interview these students and help make their research more explicit for the benefit of the sales sector.

Show notes:

Consalia Ltd

Phil Squire LinkedIn profile
MSc in Sales programme

Consalia Mindset Survey

LinkedIn - Like us on LinkedIn!

Twitter - Follow us on Twitter!

Sign up for our newsletter to stay up to date with the latest podcast episodes.

The final part of the GSSI research hosted by Dr Phil Squire is with Monic van Aarle, who at the time, was Director of Sales at SAP (now Vice President Applications Benelux at Oracle).

The pair discussed some of the challenges of adapting to selling digitally in a pandemic, as well as:

-       What are the top five determinants of success for when selling [19:24]

-       The role that procurement is playing in these diversified decision-making units [22:47]

-       The impact of COVID on mental wellbeing and health [35:37]

Show notes:

Consalia Ltd

Phil Squire LinkedIn profile

Monic van Aarle LinkedIn profile
Consalia Mindset Survey

LinkedIn - Like us on LinkedIn!

Twitter - Follow us on Twitter!

Sign up for our newsletter to stay up to date with the latest podcast episodes.

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. 

The second part of the GSSI conference that Dr Phil Squire hosted was a conversation with Consalia Alumni Carl Day, Sales & Marketing Director at Apogee Corporation.

The pair dove into how Carl is managing his salesforce at Apogee, as well as:

-       The changes they’ve made from traditional sales leadership approaches to a new coaching-led experience

-       The current opportunities and challenges that their sales organisation faces

-       Views on how long it takes for a sales organisation to undergo a truly transformative process for the long-term

Show notes:

• Consalia Ltd
• Phil Squire LinkedIn profile
• Carl Day LinkedIn profile
• Consalia Mindset Survey
• LinkedIn - Like us on LinkedIn!
• Twitter - Follow us on Twitter!
• Sign up for our newsletter to stay up to date with the latest podcast episodes.

Towards the end of 2021, Dr Phil Squire hosted a session with several sales leaders from many recognisable organisations, as part of the Global Sales Science Institute conference, a non-for-profit body of academic institutions from around the world that collaborate with the latest research and sales techniques.

All sales leaders discussed how they’ve managed their sales teams and the challenges they have faced during the pandemic, and how sales behaviours have been changing as a result. 

Dr Phil Squire was joined by:

-       Michael Crean, Sales & Marketing Director at SKF Group

-       Samantha Wessels, VP of EMEA Sales at Elastic (at time of recording)

-       Sarah Edge, Sales & Marketing Director at SOTI

-       Paul Devlin, Chief Customer Officer at SUSE

-       Jon Nicholson, UK Sales Director at Royal Mail Group 

Show notes:

• Consalia Ltd
• Phil Squire LinkedIn profile
• Michael Crean LinkedIn profile
• Samantha Wessels LinkedIn profile
• Sarah Edge LinkedIn profile
• Paul Devlin LinkedIn profile
• Jon Nicholson LinkedIn profile
• Consalia Mindset Survey
• LinkedIn - Like us on LinkedIn!
• Twitter - Follow us on Twitter!
• Sign up for our newsletter to stay up to date with the latest podcast episodes.

What topics should be front of mind for Sales Leaders going into 2022? Hint: It’s not what you’d expect

The last episode of The Sales Transformation Podcast in 2021 sees the Consalia leadership team come together to discuss their thoughts on what they believe should be at the front of every Sales leader’s mind as they go into 2022.

The trio also reflect on their own learnings of 2021, from the Consalia Sales Business School to the interactions with clients over the course of the year, as well as:

-       The Great Resignation in Salespeople

-       Balancing AI with Emocracy

-       Exhibiting the right behaviours and values for your sales team

Show notes:

• Consalia Ltd
• Phil Squire LinkedIn profile
• Louise Sutton LinkedIn profile
• Ian Helps LinkedIn profile
• Consalia Mindset Survey
• LinkedIn - Like us on LinkedIn!
• Twitter - Follow us on Twitter!
• Sign up for our newsletter to stay up to date with the latest podcast episodes.

Is pipeline a leading or lagging indicator of sales performance?

In the final talk of our GST XVI event at the London Stock Exchange in October of 2021 is from Ofer Zilberman, Sales Director, Global Sales Excellence at ServiceNow and is focused on Predictive Analytics for Sales Forecasting.

The talk was a masterclass on how Sales Directors should be approaching their sales forecasting for 2022, and how predictive analytics can forecast, with 90%+ accuracy, what your sales budget will be at the end of every quarter. 

Ofer covers a range of topics, including:

-       A holistic framework for pipeline health

-       The beauty of projection mechanisms in sales forecasting

-       Why every sales organisation needs a “Dentist” on their team

Show notes: 

• Consalia Ltd 
• Phil Squire LinkedIn profile 
• Ofer Zilberman LinkedIn profile 
• Consalia Mindset Survey
• LinkedIn - Like us on LinkedIn! 
• Twitter - Follow us on Twitter! 
• Sign up to our newsletter to stay up to date with the latest podcast episodes. 

The third talk of our GST XVI event at the London Stock Exchange in October of 2021 is from Alf Janssen, Sales Director Strategic Accounts at SAP and is focused on Purpose Driven Partnerships. 

But how do Purpose Driven Partnership help capture the hearts of your customers? 

Alf covers a range of topics, including: 

• How to explore the alignment between your purpose statement and your customers’ 
• Examples of purpose led campaigns from well-known brands 
• The correlation between purpose and talent retention 

Show notes: 

• Consalia Ltd 
• Phil Squire LinkedIn profile 
• Alf Janssen LinkedIn profile 
• Consalia Mindset Survey
• LinkedIn - Like us on LinkedIn! 
• Twitter - Follow us on Twitter! 
• Sign up to our newsletter to stay up to date with the latest podcast episodes.

Following on from Dr. Philip Squire and Ryan O’Sullivan discussing the predictability of Key Account Sales Performance. We have Richard Haigh, Managing Director at Brand Finance going into an interesting talk about Accounting. 

He investigates the Science of valuing Intangible Assets and goes on to explain that there is much more to them than just “Goodwill.” Using real-world examples and brands, he does a fantastic job of contextualising the process. 

Richard discuss: 

• Understanding Intangible Assets 
• Tangible vs Intangible Assets 
• Customer Relationships 
• How to value Intangible Assets 

Show notes: 

• Consalia Ltd 
• Phil Squire LinkedIn profile 
• Richard Haigh LinkedIn profile 
• Consalia Mindset Survey
• Brand Finance 
• LinkedIn - Like us on LinkedIn! 
• Twitter - Follow us on Twitter! 
• Sign up to our newsletter to stay up to date with the latest podcast episodes. 

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 

Show notes: 

• Consalia Ltd 
• Phil Squire LinkedIn profile 
• Ryan O’Sullivan LinkedIn profile 
• Consalia Mindset Survey
• Introhive 
• LinkedIn - Like us on LinkedIn! 
• Twitter - Follow us on Twitter! 
• Sign up to our newsletter to stay up to date with the latest podcast episodes. 

In this latest episode of The Sales Transformation Podcast, we bring to you a recording of Dr Phil Squire who recently featured on the In The Funnel webinar hosted by Mark Cox. 

Mark Cox is the CEO of In The Funnel. He has sold, structured and negotiated some of the largest single-sale transactions in North America, including a billion-dollar transaction with a top-10 U.S. bank. The “In The Funnel” webinars that he hosts are open to the entire community of B2B sales professionals with the intent of the webinars to educate and motivate B2B communities to maximize sales performance.  

Dr Phil and Mark spoke about: 

• A brief summary of the Global Sales Transformation XVI event 
• A dabble into Dr Phil’s history 
• How the book “Selling Transformed” came about 
• Exploring the 4 positive sales mindsets in more detail (Authenticity, Client-Centricity, Proactive Creativity and Tactful Audacity) 

Show notes: 

• Consalia Ltd 
• Phil Squire LinkedIn profile 
• Mark Cox LinkedIn profile 
• Consalia Mindset Survey
• In The Funnel 
• LinkedIn - Like us on LinkedIn! 
• Twitter - Follow us on Twitter! 
• Sign up to our newsletter to stay up to date with the latest podcast episodes. 

Todays' episode is taken from the latest Sales Shaker event where Dr. Phil Squire discusses the ideas of embracing change and looking at what the new normal of today's working world looks like emerging from the Pandemic. 

The guests are Isabel Guerreiro, Executive Board Member at Santander, Victor Antunes, Managing Director of Manpower, and Marcelo Nico, General Manager at Tabaqueira.

The key point that is discussed is how to embrace the changing world and identify what issues may arise in the new working world. 

 They discuss several topics: 

• The SPACE Curve
• How to add value to new and existing employees.
• A digitalisation of companies and the use of technology.
• How Emocracy and Adhocracy fit into today's working environment.

 
Show notes: 

• Consalia Ltd 
• Phil Squire LinkedIn profile 
• Isabel Guerreiro LinkedIn profile 
• Victor Antunes LinkedIn profile
• Marcelo Nico LinkedIn profile
• Consalia Mindset Survey
• LinkedIn - Like us on LinkedIn! 
• Twitter - Follow us on Twitter! 
• Sign up to our newsletter to stay up to date with the latest podcast episodes. 

In the lead up to the Global Sales Transformation event on the 7th October, we have revisited the GST event in 2019 to bring you a talk from David Norris, Sales Director of SKF 

He shared his insights on what it takes to align the sales organisation with a new value proposition based on the digital transformation that is taking place with SKF. David gives an overview of the history of SKF and what the company does as well as how they are transforming the business model. He later discusses the impact that the MSc in Leading Sales Transformation has had on him and his work output.

The key point that he alludes to is the importance of finding a new value proposition for your business. 

Samuel Discusses several topics: 

• What is “Rotating Equipment Performance”?   
• The introduction of AI at SKF and how it has added to the Value Proposition. 
• The benefits of the MSc Professional Practice in Leading Sales Transformation 

 
Show notes: 

• Consalia Ltd 
• Phil Squire LinkedIn profile 
• David Norris LinkedIn profile 
• Consalia Mindset Survey
• SKF 
• LinkedIn - Like us on LinkedIn! 
• Twitter - Follow us on Twitter! 
• Sign up to our newsletter to stay up to date with the latest podcast episodes. 

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. 

In the lead up to the Global Sales Transformation event on the 7th October, we have revisited the GST event in 2019 to bring you a talk from Baz Gray, a modern-day explorer, formerly a regimental Sergeant Major for the Royal Marine Commanders. 
 
He spoke about how he became a Royal Marine, the various expeditions he has completed to the South Pole, following in the footsteps of Sir Henry Ernest Shackleton. Baz later discusses how salespeople can mentally prepare for when things aren’t going well, as well as how to focus yourself and draw upon your mental resolve. 

The key points that he alludes to is the importance of mental resolve in trying conditions and how to recruit the perfect person for the roles you need. 

Baz discusses several topics: 

• How to mentally prepare for situations that aren’t going your way 
• How to create a reliable support network to help in these situations 
• The art of hiring the right person, that they might not be perfect or the best in that field but they are the right person for the business, team, and role. 

 
Show notes: 

• Consalia Ltd 
• Phil Squire LinkedIn profile 
• Baz Gray LinkedIn profile 
• Consalia Mindset Survey
• LinkedIn - Like us on LinkedIn! 
• Twitter - Follow us on Twitter! 
• Sign up to our newsletter to stay up to date with the latest podcast episodes. 

In the lead up to the Global Sales Transformation event on the 7th October, we have revisited the GST event in 2019 to bring you a talk from Dr Samuel West, a licensed psychologist with a PhD in Organizational Psychology. 

He spoke about Failure and how that idea of failure could be embraced. He was fed up with a narrative of success, tired of worshipping success and innovation and sales, and decided to curate a museum based around failure. 

The key point that he alludes to is the importance of creating a space of psychological space and embracing failure as a means of leading to success. 

Samuel discusses several topics: 

• Why is failure such an issue?   
• Why is it such a sensitive topic?  
• Why is Psychological Safety important to help learn from failure?  
• How can we generate Psychological Safety for ourselves?  
• How do we change the culture around failure in our organisations? 

Show notes: 

• Consalia Ltd 
• Phil Squire LinkedIn profile 
• Samuel West LinkedIn profile 
• Consalia Mindset Survey
• Museum of Failure 
• LinkedIn - Like us on LinkedIn! 
• Twitter - Follow us on Twitter! 

Sign up to our newsletter to stay up to date with the latest podcast episodes and information on our upcoming Global Sales Transformation event. 

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?

Remember, we’re hosting our annual Global Sales Transformation event in October at the London Stock Exchange where the topic for the event is Relationship Capitalisation. For more information on tickets when they are released, sign up to our newsletter using the link in the show notes.

 Show notes:

• Consalia Ltd
• Phil Squire LinkedIn profile
• Bianca Portulan LinkedIn profile
• Consalia Mindset Survey
• LinkedIn - Like us on LinkedIn!
• Twitter - Follow us on Twitter!

Sign up to our newsletter to stay up to date with the latest podcast episodes and information on our upcoming Global Sales Transformation event.