The Sales Transformation Podcast

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The Sales Transformation Podcast

The Sales Transformation Podcast is brought to you by Consalia. Led by Dr Philip Squire, Consalia is the UK’s only Sales Business School, providing Masters, Postgraduate & Undergraduate Apprenticeship programmes in Sales, dedicated to the improvement of sales performance. For over 20 years he has provided sales consulting education services and training to brands including Apple, AT&T, Ford, Hertz, HP, Pirelli, Royal Caribbean, SAP and Zurich Financial Services. He is one of just a handful of sales professionals internationally to have a research doctorate in sales. Philip is a subject matter expert for the UK TrailBlazer undergraduate apprenticeship degree in sales and his passion for professionalising sales led him to create the world’s first sales consultancy delivering university-accredited undergraduate and postgraduate degrees in sales. Consalia's vision is to make sales the world's most sought-after profession and this podcast has been created to provide sales professionals with inspiring and educational advice, as well as tips on relevant topics within the industry that will improve your knowledge, your careers and your sales teams.

  1. 5D AGO

    #160 – Consalia Roundtable: Selling in uncertain times

    In this week’s Consalia Roundtable edition of The Sales Transformation Podcast, Will Squire and Jesus Llamazares, Our Heads of Sales and Consulting respectively, explore how the modern sales landscape is being shaped by economic, political, and global instability.    From tariffs and Brexit to AI and shifting buyer behaviours, they dive deep into how salespeople and organisations can adapt, stay resilient, and turn volatility into opportunity.     Highlights include:   [05:52] – It’s now key to understand your client’s whole ecosystem [14:42] – Like it or not, uncertainty is here to stay [32:55] – Listening is more important than ever  Connect with Will Squire on LinkedIn  Connect with Jesus Llamazares on LinkedIn    Join the discussion in our Sales Transformation Forum group.    Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.

    34 min

  2. APR 10 · BONUS

    REVISITED: #5 – Can resiliency be taught? w/ Dr Carole Pemberton

    Ahead of new cohort of our Level 5 ILM Coaching for Sales Transformation programme in the Autumn we’re going to be revisiting a few coaching-themed episodes of the podcast in the coming months!     This week we’re going all the way back to before The Sales Transformation Podcast had video to revisit the fifth episode of the show, with special guest Dr Carole Pemberton.      ORIGINAL SHOW NOTES:    How can sales leaders develop their own resiliency and pass this onto their own sales teams?      In the last episode of our Resiliency trilogy, Dr Philip Squire discusses the notion of teaching resiliency with Dr Carole Pemberton, a professor who has dedicated her doctorate to the topic of resiliency. The pair explore whether or not resiliency can truly be taught to people and how this can be applied to sales teams.      The pair discuss a number of topics:      Carole’s background as to how and why she focused her doctorate on the topic of resiliency  The types of themes found in her doctorate that can help build up resilience  If and how resiliency can be taught and how to apply this to sales teams.     If you’re interested in joining our Coaching Programme, you can find out more here: https://www.consalia.com/sales-business-school/coaching-for-sales-transformation/ilm-coaching-for-sales-transformation/    Connect with Philip Squire on LinkedIn  Connect with Carole Pemberton on LinkedIn    Join the discussion in our Sales Transformation Forum group.    Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.

    49 min

  3. APR 3

    #159 – Best of Q1 2025

    This week we’re taking a look back and some of the best moments from Q1 on The Sales Transformation Podcast, including highlights from GST XIX, our Network Effect webinar, and more.      Connect with Philip Squire on LinkedIn      Join the discussion in our Sales Transformation Forum group.    Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.

    31 min

  4. MAR 27

    #158 – How do Procurement like to be sold to? w/ Michael Pearson

    This week on The Sales Transformation Podcast Dr Phil Squire is joined by Michael Pearson, founder of insidetheprocurementmind. After decades of experience working in procurement, Michael has now turned his attention to helping sales teams understand how to effectively engage with procurement.    This is a bit of a special episode as it also marks the kick-off of our Global Sales Research Project. This year Phil is revisiting the doctorate study that originally produced The Sales Mindsets and asking once again: How do customers want to be sold to?    Over the coming months Phil will be interviewing buyers from across the globe to try and find out what it is they look for in a great salesperson. We’re putting this first interview on the podcast feed so you can get a flavour of the research!     Highlights include:   [08:06] – Procurement has its own stigmas [18:44] – Procurement people hate cold calls. But should they? [29:44] –  Account Managers have to fight in their customers’ corners   If you’d like to participate in our research project or know someone who would, please send us a message at contact@consalia.com    Connect with Philip Squire on LinkedIn  Connect with Michael Pearson on LinkedIn    Join the discussion in our Sales Transformation Forum group.    Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.

    54 min

  5. MAR 20

    #157 – Drawing connections between government intelligence and business intelligence w/ Dr Jas Ardis

    This week on The Sales Transformation Podcast Phil is joined by someone he first met when they were both at the graduation ceremony for their respective doctorates: Dr John “Jas” Ardis.    Jas is an expert in government and military intelligence, having worked for the MOD for 24 years and since moved into the private sector. Phil speaks to him about how his insights on how to influence people could help salespeople in their roles while still maintaining ethical integrity.       Highlights include:   [14:27] – Telling lies isn’t a sustainable strategy [20:12] – Buyers often make the mistake that being “dominant” will get them better outcomes [37:27] –  AI can help us to process vast amounts of information that human analysts don’t have time to process   Connect with Philip Squire on LinkedIn  Connect with Jas Ardis on LinkedIn    Join the discussion in our Sales Transformation Forum group.    Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.

    1h 3m

  6. MAR 13

    #156 – Best of Women Guests for International Women’s Day 2025

    Since it was International Women’s day on Saturday we’re taking a look back at some of the incredible female guests we’ve had on The Sales Transformation Podcast with a special “Best of” episode this week!      Connect with Philip Squire on LinkedIn    Join the discussion in our Sales Transformation Forum group.    Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.

    43 min

  7. MAR 6

    #155 – GST XIX: How Small Words Have Big Impacts in Negotiation and What This Means for Sales w/ Professor Elizabeth Stokoe

    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.

    40 min

  8. FEB 27

    #154 – Meet Consalia’s new Head of Consulting w/ Jesus Llamazares

    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.

    39 min
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About

The Sales Transformation Podcast is brought to you by Consalia. Led by Dr Philip Squire, Consalia is the UK’s only Sales Business School, providing Masters, Postgraduate & Undergraduate Apprenticeship programmes in Sales, dedicated to the improvement of sales performance. For over 20 years he has provided sales consulting education services and training to brands including Apple, AT&T, Ford, Hertz, HP, Pirelli, Royal Caribbean, SAP and Zurich Financial Services. He is one of just a handful of sales professionals internationally to have a research doctorate in sales. Philip is a subject matter expert for the UK TrailBlazer undergraduate apprenticeship degree in sales and his passion for professionalising sales led him to create the world’s first sales consultancy delivering university-accredited undergraduate and postgraduate degrees in sales. Consalia's vision is to make sales the world's most sought-after profession and this podcast has been created to provide sales professionals with inspiring and educational advice, as well as tips on relevant topics within the industry that will improve your knowledge, your careers and your sales teams.

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