Best Consalia Marketing Podcasts (2024)

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#127 – An academic lens on sales hiring and compensation w/ Frank V. Cespedes 57:46

8h ago57:46

57:46

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 sa…

1
#126 – Professionalising sales education standards w/ Dr Louise Sutton 56:38

7d ago56:38

56:38

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 Sa…

1
#125 – Mastercast: How emotions can make or break transformation w/ Barbara Crane (2020) 46:05

14d ago46:05

46:05

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…

1
#124 – A doctoral journey to find the future of sales (Part 2) w/ Philip Styrlund & James Robertson 49:02

21d ago49:02

49:02

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…

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#123 – A doctoral journey to find the future of sales (Part 1) w/ Philip Styrlund & James Robertson 48:25

28d ago48:25

48:25

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…

1
#122 – How do we address the challenge of professionalising sales? w/ John Barrows 1:05:33

1M ago1:05:33

1:05:33

Today on The Sales Transformation Podcast we have a reupload of a conversation that originally took place earlier this year on the Make It Happen Mondays podcast with John Barrows, CEO of JB Sales. John is on a mission to professionalise sales, so naturally Phil was delighted to join him to discuss his own work toward the goal of elevating our indu…

1
#121 – From door-to-door to social selling w/ Alex Abbott 56:00

1M ago56:00

56:00

This week on The Sales Transformation Podcast Phil is joined by Alex Abbott, Conversation Creation Specialist at Supero and co-founder and presenter at SalesTV.live. Alex walks us through his varied career, in which he has run the gamut of different sales roles from knocking on doors selling vacuum cleaners to SAAS deals with an average order value…

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#120 – Writing the book on Transformational Sales Leadership (Part 1) w/ Grant van Ulbrich & Barbara Crane 29:43

2M ago29:43

29:43

It’s the first part of a very special series of podcasts this week as we celebrate the release of a new book: Transformational Sales Leadership: Sales Leader Perspectives. The book is an anthology of chapters each written by an alumnus of Consalia’s master’s programme. Each one takes a fresh look at sales issues old and new, bringing new insights f…

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#119 – Five Ways to Wellbeing: James Talbot 45:59

2M ago45:59

45:59

It’s time to join Luke Bowles for another episode of our Five Ways to Wellbeing series! This week Luke is speaking to his old school friend James Talbot, UK Managing Director at Sozio. As always, they go through the Five Ways to Wellbeing, exploring the different methods we can all use to keep ourselves mentally healthy. James also explains why he …

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#118 – Mapping out challenges through coaching w/ Claudia Filsinger 55:40

2M ago55:40

55:40

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 pr…

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#117 – Mastercast: Do business leaders still underestimate the importance of mindset? w/ Jesper Illum (2024) 47:31

3M ago47:31

47:31

It’s time for another episode in our Mastercast series on The Sales Transformation Podcast! This time Phil sat down with Jesper Illum, Country Manager at IFS Denmark, to discuss his master’s dissertation. Jesper chose to focus his studies on an area close to Phil’s heart: mindset. Specifically, he wanted to find out if, despite decades of research,…

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#116 – March AMA: Cracking the Code of AI in Sales w/ Axel Ferreyrolles 58:58

3M ago58:58

58:58

This week on The Sales Transformation Podcast it’s our latest AMA session, with special guest Axel Ferreyrolles, Head of Innovation and Transformation at SAP. Phil and Axel discuss how AI technology is going to affect the world of sales, and take questions from the audience on the reliability of AI analytics, how AI could bring sales and marketing …

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#115 – Five Ways to Wellbeing: Inga Drabble 47:18

3M ago47:18

47:18

It’s the next episode in our Five Ways to Wellbeing series this week, and Luke is joined by Inga Drabble, Business Development Executive at Sharp. Together they discuss charity, yoga, gratitude, and much more as they talk through how Inga uses the Five Ways to maintain her mental health in a stressful industry. Highlights include: [05:33] – What a …

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#114 – GST XVIII: Panel session – Cultivating Tomorrow's Sales Leaders: Navigating the Evolving Landscape of Sales and Leadership 39:09

3M ago39:09

39:09

It’s the final recording from GST XVIII on The Sales Transformation Podcast this week: the panel session featuring Paul Devlin, COO of Causeway, Professor Vlatka Hlupic, CEO of Management Shift Solutions Limited, and Dr Grant Van Ulbrich, Sales Transformation Director at Royal Caribbean Cruises. Together they discuss what being “future ready” means…

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#113 – How a master's qualification in sales can transform your selling w/ Fred Diamond 30:59

4M ago30:59

30:59

This week on The Sales Transformation Podcast it’s Phil’s turn to be interviewed by Fred Diamond, in a chat that originally appeared on his Sales Game Changers Podcast last year. Phil discusses what drove him to work with Middlesex University to create the Consalia sales master’s, as well as what to expect when applying and studying for your qualif…

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#112 – GST XVIII: Crafting the Future of Sales Leadership: Unlocking ICP Insights, Cutting-Edge Tech, and Sales Excellence w/ Ofer Zilberman 39:10

4M ago39:10

39:10

It’s another talk from Global Sales Transformation XVIII this week on The Sales Transformation Podcast, this time from Ofer Zilberman, Global Head of Sales Operations at Board International. In this session, Ofer walks us through how he leveraged the ever-growing power of technology to build an ideal customer profile (ICP) for Board, leading to mas…

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#111 – Five Ways to Wellbeing: Eddie Guevarra 41:18

4M ago41:18

41:18

In the second episode of our Five Way to Wellbeing series, Luke Bowles sits down with Consalia’s very own Head of Marketing Eddie Guevarra to discuss the ways he maintains his mental wellbeing. Eddie talks about how becoming a father, studying for a master’s, and throwing himself into CrossFit have all helped his mental health, even when they pose …

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#110 – Mastercast: Awakening an unquenchable thirst for knowledge w/ Simon Topley (2021) 54:14

4M ago54:14

54:14

Join us on The Sales Transformation Podcast for another of our Mastercast episodes, spotlighting one of our amazing master’s programme graduates. This week it’s the turn of Simon Topley, Sales Centre Manager at Royal Mail. Simon began his career at Royal Mail as a postman before shifting into sales. Many years later he found himself on another tran…

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#109 – GST XVIII: Ethical AI in Sales Technology: Navigating Data Privacy, Bias, and Transparency w/ Lennie Monteiro 31:31

4M ago31:31

31:31

Is your company ready for the AI revolution? This week on the Sales Transformation Podcast it’s another talk from Global Sales Transformation XVIII by Lennie Monteiro, Director of Sales Performance at Sysco Canada. A lot of organisations are excited about the potential of AI, but have they addressed the ethical concerns? In this session Lennie guid…

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#108 – January AMA: What will be the hot sales topics to watch for 2024? 43:17

5M ago43:17

43:17

It’s our first AMA session of the year! This week join Phil Squire and Will Squire as they explore some of the big issues that are going to be impacting the world of sales in 2024. Is efficient, data-driven selling going to become more important than ever? Will AI change the RFP process? Are salespeople going to start putting green and ethical poli…

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#107 – GST XVIII: Royal Mail's Evolution: Navigating 500 Years of Change and Shaping a Resilient Workforce for the Future w/ Jon Nicholson 31:13

5M ago31:13

31:13

In the second of our talks from Global Sales Transformation XVIII Jon Nicholson, Sales Director at Royal Mail, explores the history of innovation at such a large legacy organisation. How do organisations like Royal Mail prepare for the future? The answer, Jon argues, is more than just using the latest technology: it’s people. Highlights include: [0…

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#106 – Five Ways to Wellbeing: Carly Ford 49:52

5M ago49:52

49:52

It’s a very special week on the Sales Transformation Podcast as we kick off a brand-new series hosted by Luke Bowles - “Five Ways to Wellbeing”. The Five Ways were originally outlined in a report from the New Economics Foundation, and are designed to be key actions everyone can take to improve their mental welfare. They are: Connect Be active Take …

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#105 – GST XVIII: When the future gets here, will you know how to sell it? w/ Cathy Ward 40:33

5M ago40:33

40:33

Welcome to the first of our uploads of talks from Global Sales Transformation XVIII! First up it’s an introduction by Consalia CEO Phillip Squire, followed by our keynote talk from Cathy Ward, Founder of the Future Ready Agency. In this session Cathy discusses why organisations find change so hard, and how adopting a common language for talking abo…

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REVISITED: #1 – What’s the difference between Sales Training and Sales Education? 38:06

6M ago38:06

38:06

We’ve had lots of new listeners join us over the past year, so we thought it would be a good idea to go all the way back and revisit our very first full episode! Original episode description: In this episode, Dr Philip Squire talks to Louise Sutton, Academy Director at Consalia where they explore the journey that they’ve experienced so far in setti…

1
#104 – Making New Year’s resolutions stick: December AMA w/ Grant Van Ulbrich 45:48

6M ago45:48

45:48

This week on The Sales Transformation Podcast it’s our final AMA session of the year, with special guest Dr Grant Van Ulbrich, Sales Transformation Director at Royal Caribbean! Grant is a Consalia alumnus and Founder of SCARED SO WHAT, a new framework for managing personal change. Who better to guide us through some of the changes we’ll be making i…

1
#103 – Best of Leading Sales Transformation Masterclasses 35:35

6M ago35:35

35:35

As we head towards the end of the year join us this week as we look back on some of the best moments from our Leading Sales Transformation Masterclasses with Rainer Stern, Axel Ferreyolles, and Dr Grant Van Ulbrich. We’re excited to do more of these sessions in the future, so watch this space in 2024 for news of the next Masterclass! Connect with P…

1
#102 – A sneak peek at some of the GST XVIII highlights 30:59

7M ago30:59

30:59

This week we held our 18th annual Global Sales Transformation event, so we’re giving you all a sneak peek into this year’s speaker sessions! Have a listen and keep your eye out for the full recordings on our social channels. Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/ Sign up for our Sales Transformation communi…

1
#101 – We’ve launched Consalia Online! 39:51

7M ago39:51

39:51

We’re very excited to announce the arrival of Consalia Online – our e-learning solution based on the Consalia values-led philosophy of sales education. On this special episode of the Sales Transformation Podcast, Phil sits down with Will to discuss how Consalia Online came about and why we’re so excited about the possibilities it opens up for trans…

1
#100 – GST XVIII Preview: What is the "Future Readiness Framework"? w/ Cathy Ward 47:18

7M ago47:18

47:18

Our upcoming Global Sales Transformation event this year is Consalia’s 18th and what a topic we have in store for attendees! This year, we are thrilled to announce Cathy Ward, Operating Partner at Keensight Capital and the visionary founder of The Future Ready Agency, as our keynote speaker. Cathy will guide our attendees through the nuances of her…

1
#99 – How to generate sales-ready leads: October AMA w/ Kevin Kelly 51:59

8M ago51:59

51:59

It has been a while since our last AMA, so we were very excited to host the October Ask Me Anything webinar all around the topic of generating sales-ready leads. It’s a topic that we know is on the top of both sales leaders and enablement professionals’ minds and was also the most-voted option on a recent LinkedIn poll that we ran. Phil was joined …

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#98 – Swimming against the current to champion a values-led sales culture w/ Alan Versteeg 47:54

8M ago47:54

47:54

This week on The Sales Transformation Podcast Phil is joined by Alan Versteeg, Global Chief Revenue Officer at Growth Matters. Alan had a rough start in sales – he was fired from his first four jobs! It wasn’t until he completely transformed his mindset that success started to follow: he realised that successful salespeople are successful because o…

1
#97 - Winning Large Complex Deals Trilogy pt. 3: The role of culture and collaboration in securing wins with Jan Laros 59:27

8M ago59:27

59:27

After a short hiatus this week we conclude our “Winning Large Complex Deals” trilogy of episodes examining the unique challenges and opportunities that major deals hold for salespeople. On this episode Phil is joined by Jan Laros, Sales Director at McCoy, who has achieved major deals by deploying the Consalia Sales Mindsets in his own selling. Jan …

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#96 – What is the future of sales enablement and how can company culture support it? 52:42

8M ago52:42

52:42

Phil is joined this week by Arup Chakravarti, Director of Sales Excellence at Equifax. Having previously worked at American Express and Elavon, Arup has amassed a wealth of experience in the sales leadership and enablement spaces. Describing his career as being “located at the confluence of people, process, technology and data”, Arup discusses both…

1
#95 – Leadership, culture, and how the internal is as important as the external in sales – The Best of Q3 57:22

9M ago57:22

57:22

This week we’re bringing you another selection of the best clips from the last three months, with a focus on how companies often need to look inward to improve sales performance. Highlights include: [04:40] – The importance of salespeople knowing business acumen [30:42] – The CEO needs to believe in enablement in order to be successful [37:54] – Cu…

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#94 – The growing need for organisations to adopt AI governance frameworks (Lennie Monteiro, 2022) 54:19

9M ago54:19

54:19

In this Mastercast episode Phil speaks to Lennie Monteiro, Director, Sales Enablement & Performance at Sysco Canada about the thesis he wrote when studying for his master’s with Consalia. After a few experiences with AI during his work in sales enablement, Lennie became fascinated with both the possibilities and the dangers this new technology pres…

1
#93 – What are the essential mindsets required by sales leaders to achieve success? 1:06:51

9M ago1:06:51

1:06:51

We’re taking a short break from the Winning Complex Deals trilogy! In this episode of The Sales Transformation Podcast, Phil once again joins Darren Mitchell on The Exceptional Sales Leader podcast as a follow-on from their initial conversation around the Sales Mindsets. This time, the pair dive into the essential mindsets for success that are requ…

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#92 – Winning Large Complex Deals Trilogy pt. 2: The human aspect of bidding with Mike Hurley 55:38

9M ago55:38

55:38

In the second part of our “Winning Large Complex Deals” series Phil is joined by Mike Hurley, Consalia alumnus and Founder of Ghostarm Ltd. Mike helps organisations improve sales effectiveness through team mind-set change. He is a subject matter expert for strategic and tactical revenue generation, having worked across a range of industries at comp…

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#91 – Winning Large Complex Deals Trilogy pt. 1: How to increase your win rates to 84%, with David Mines, Business Development Director at Bunzl plc 1:06:13

10M ago1:06:13

1:06:13

We are so excited to bring you the first part of a trilogy of episodes, all centred around the subject of Winning Large Complex deals! If you’re a sales professional who operates in this space, this episode is for you. The topic of large bid pursuits is one that is particularly close to Dr Philip Squire’s heart, given his doctoral research into how…

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#90 – Start the transformation of your sales mindsets in 55 minutes: Best of Consalia AMA Webinars 54:49

10M ago54:49

54:49

As we come close to the end of the Summer holidays, we’ve put together an episode of the best Q&A clips from our "Ask Me Anything" sessions with Dr Philip Squire. Listen in on the golden nuggets of information that will provoke questions about your sales practice in your own organisation: [07:03] - Why do companies still focus on skills training in…

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#89 - Is psychological safety the key to unlocking potential and improving sales performance in salespeople? 57:52

10M ago57:52

57:52

This episode of The Sales Transformation podcast welcomes the Managing Director of SAP CR, Hana Souckova. This instalment takes a deep dive into Hana’s journey from studying civil engineering at university to becoming a board member on the Czech-German Chamber of Commerce. Since Hana is also a current student on Consalia’s Executive Master's progra…

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#88 - Navigating Sales, Culture, and HR Leadership: What Needs To Be Considered? 50:51

10M ago50:51

50:51

In the latest episode of The Sales Transformation Podcast Dr. Phil is joined by the Executive Vice President, CHRO at GRUNDFOS, Mirjam Baijens. During the episode, Mirjam describes her journey from working in the sales enablement arena to becoming a Global HR director of GRUNDFOS. The pair also discuss the topic of culture and how its role within a…

1
#87 - How do you transform the mindsets of experienced sales leaders to sell in a way that their customers want? 1:04:13

11M ago1:04:13

1:04:13

Episode 87 of The Sales Transformation Podcast presents a discussion from The Exceptional Sales Leader Podcast, which is hosted by Darren Mitchell, who is the Founder of Potential Unleashed Coaching and Development Pty Ltd. During this episode, Darren is joined by Consalia’s very own CEO, Dr. Philip Squire to discuss the Sales Mindsets – what custo…

1
#86 – Unlocking Sales Success: Empowering Inclusive Change Management – Leading Sales Transformation Masterclass w/ Grant Van Ulbrich 1:13:52

11M ago1:13:52

1:13:52

In this Mastercast episode, Dr. Phil is joined by Dr. Grant Van Ulbrich who is the Global Sales Transformation Director at Royal Caribbean and is the Founder of SCARED SO WHAT Ltd. Grant is a recent Consalia Alumnus who, like Consalia, is on a mission to professionalise the sales career path. He is one of the first to complete the master’s in Leadi…

1
#85 – Unveiling the Intersection of Relationships, Business Acumen, and Sales Enablement 53:25

11M ago53:25

53:25

In this edition of The Sales Transformation Podcast Dr. Phil is joined by Ashton Williams, who is a Senior Manager, Global Enablement - Sales Strategy, Methodology and Leadership at Slack. The episode provides a detailed insight into Ashton’s journey from studying art at university to becoming involved in the sales enablement world for one of the w…

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#84 - Transformative Sales Mindsets for Unprecedented Success 33:00

11M ago33:00

33:00

Episode 84 of The Sales Transformation Podcast showcases a conversation from the Sales Game Changers Podcast which is hosted by Fred Diamond, the President and Co-Founder of the Institute for Excellence in Sales (IES). During this episode, Fred is joined by an esteemed panel consisting of Consalia’s very own Dr. Philip Squire, as well as the Global…

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#83 - Key Learnings of a Sales Enablement Leader: What Does The Future Of The Sales Enablement Role Look Like? 55:54

11M ago55:54

55:54

In this episode of The Sales Transformation Podcast Dr Phil is joined by Adriana Romero who is the current Senior Manager of Products and Cloud Enablement at OpenText. The episode takes a look into Adriana’s path from living in Venezuela to moving to Canada to become an expert in sales enablement. Adriana discusses the main key learnings from her e…

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#82 - Values and Emotional Intelligence in Sales, Sales Enablement 3.0 and Leading Sales teams with a heart - The best of Q2 2023 1:00:24

12M ago1:00:24

1:00:24

As we bid farewell to Q2 of 2023, we have curated a selection of the best bits from the Sales Transformation podcast. Our intention is to equip you, as a skilled sales professional, with the necessary knowledge and insights needed to succeed in Q3. With these valuable takeaways, we hope to empower you to excel and continue to elevate your sales per…

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#81 – How can salespeople learn to manage change? Transforming Sales Management book launch event 1:01:31

12M ago1:01:31

1:01:31

Episode 81 of the Sales Transformation podcast features a panel discussion from a recent webinar in which Dr. Philip Squire participated. The webinar was to celebrate the book launch of "Transforming Sales Management", written by Dr. Grant Van Ulbrich, who is the Global Sales Transformation Director at Royal Caribbean and is the Founder of Scared S…

1
#80 – How does belonging contribute to a successful launch of a community of practice (Will Squire, 2021) 54:29

1y ago54:29

54:29

In this Mastercast episode, we’re joined by Consalia’s very own Head of Sales, Will Squire who undertook the MSc in Leading Sales Transformation programme, graduating in 2021. Will’s final project is titled “How does belonging contribute to a successful launch of a Community of Practice?” During the master’s, Will recognised an incredible opportuni…

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#79 – How do you address the issue of salespeople not meeting targets? – May AMA 52:52

1y ago52:52

52:52

Our fifth AMA of 2023 was a deep dive into the topic of transforming a sales organisation that has been failing to make targets. What are the right strategies to put in place that will allow senior leadership to believe in the process of sales transformation? Can it be achieved in the time frames the executive team is putting in place? Dr Philip Sq…

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