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 core values of salespeople and the urgent need for transformation within organizations, 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.

Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.

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

Ryan returns to the show to discuss his new book on B2B relationships and how relationship mapping can help to turn you into a trusted partner in the eyes of your customers.

Highlights include:

• [09:27] – Why do relationships matter?
• [23:45] – Mutual disclosure can both you and your client build a stronger network
• [41:11] – A three-step process for developing relationships

Introhive are very kindly sponsoring Global Sales Transformation XIX on 28th November, and Ryan will be speaking at the event. There are still a small number of tickets left if you want to hear him and the rest of our amazing speakers!

Ryan's new book, Building B2B Relationships, is available to pre-order at Kogan Page.

Connect with Philip Squire on LinkedIn

Connect with Dr Ryan O'Sullivan on LinkedIn

Join the discussion in our Sales Transformation Forum group.

Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.

It’s the second part of Phil’s interview with Carl Day, Chief Sales Officer at Apogee, this week on The Sales Transformation Podcast. If you haven’t listened to Part 1, please go back to last week’s episode and check it out!

This time the discussion turns to how Carl addressed the challenges of covid, the importance of middle-management, and managing multi-service pipelines.

Highlights include:

• [00:56] – How the pandemic wasn’t entirely bad for Apogee’s transformation
• [08:14] – Hiring more salespeople isn’t always the answer
• [16:58] – The evolving skillsets demands of sales

You can find Part 1 of the discussion here.

Connect with Philip Squire on LinkedIn

Connect with Carl Day on LinkedIn

Join the discussion in our Sales Transformation Forum group.

Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.

It’s the first part of a two-episode discussion this week on The Sales Transformation Podcast as Phil speaks to Carl Day, Chief Sales Officer at Apogee.

When Carl joined Apogee in early 2020 the office print industry was in decline, and Covid only made matters worse. Carl saw that transformation was needed, and began the shift towards a more client-centric sales force. He tells Phil about the challenges he faced communicating the benefits of this new way of thinking to the sales team and to customers alike.

Highlights include:

• [07:40] – The initial challenges to sales transformation at Apogee
• [12:36] – It’s difficult to shift customer thinking from short-term to long-term
• [19:40] – The biggest mistake you can make is not training managers how to manage

Make sure to tune in next week for Part 2!

Connect with Philip Squire on LinkedIn

Connect with Carl Day on LinkedIn

Join the discussion in our Sales Transformation Forum group.

Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.

Join us this week on The Sales Transformation Podcast for a look back at some of the best clips from Q3, with guests including Mark Cox, Rainer Stern, and Lindsey Rowe.

Connect with Philip Squire on LinkedIn

Join the discussion in our Sales Transformation Forum group.

Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.

Phil is joined this week on The Sales Transformation Podcast by Jeffrey Hatchell, Vice President, Head of US Sales Enablement & Global Leadership at American Express and founder of Over The Top Coaching.

Jeffrey’s career has taken him across the spectrum of the sales industry: from an initial exposure to cross-selling working in McDonalds as a teenager (“Do you want fries with that?”), to B2B sales, sales leadership, and sales enablement. He and Phil discuss the power of sales leaders coaching individuals on their team before moving on to discuss Jeffrey’s book, The Inspired Career, and why he brings a positive, hopeful perspective to career development.

Highlights include:

• [04:31] – Sales leaders shouldn’t assume what worked for them will work for their team
• [17:12] – How having the right mindset will lead to success in other areas
• [27:14] – The HOPE acronym for career development

You can find out more about Jeffrey’s book, The Inspired Career, on the Over The Top Coaching website.

Connect with Philip Squire on LinkedIn

Connect with Jeffrey Hatchell on LinkedIn

Join the discussion in our Sales Transformation Forum group.

Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.

We’re talking Global Sales Transformation XIX this week on The Sales Transformation Podcast, as Phil and Will sit down to discuss the theme for this year’s event: Cracking the Code of Key Account Management.

Phil talks through why we choose this topic, why key account management is more important than ever, and what to expect from some of this year’s speakers.

Highlights include:

• [00:34] – What is GST?
• [05:54] – Why is key account management getting more important?
• [08:57] – Bringing together the art and science of selling

GST XIX will take place on 28th November at The London Stock Exchange. You can get your ticket here.

Connect with Philip Squire on LinkedIn

Connect with Will Squire on LinkedIn

Join the discussion in our Sales Transformation Forum group.

Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.

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

Our first roundtable features Head of Sales Will Squire, Head of Marketing Eddie Guevarra, and Senior Business Development Manager Luke Bowles. Together they discuss AI and the impact they think it’s going to have on their roles and the sales industry as a whole.

Highlights include:

• [03:03] – Customers still value emotional connection
• [15:50] – AI presents an opportunity to salespeople to differentiate themselves
• [22:23] – AI can help with internal knowledge distribution

Connect with Will Squire on LinkedIn

Connect with Luke Bowles on LinkedIn

Connect with Eddie Guevarra on LinkedIn

Join the discussion in our Sales Transformation Forum group.

Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.