The Sales Transformation Podcast

It’s National Apprenticeship Week 2026, so on this week’s episode of The Sales Transformation Podcast Phil sat down with Consalia’s Academy Director Dr Louise Sutton to discuss the latest developments in our Sales Business School.  Louise talks about some of the great milestones we hit last year with our Level 6 Apprenticeship, as well as some of the upcoming developments in the wider world of apprenticeships.  Highlights include: [00:31] 2025 was a year of highs and lows for sales apprenticeships [10:59] The stigma around apprenticeships is history [20:33] Is sales a profession or a practice?  Connect with Philip Squire on LinkedIn  Connect with Louise Sutton 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.  

This week’s episode of The Sales Transformation Podcast is the second part of Phil’s conversation with Mike Lander on Higgle: The B2B Sales Club Podcast.  This time Phil describes how he initially tested the Sales Mindsets, before moving on to discussing how they have evolved after last year’s Global Research Project.  Highlights include: [03:43] Massively increasing win-rates with the Sales Mindsets [06:44] Pushing back on an RFP can lead to other conversations [34:36] AI is changing buyers’ views of salespeople  You can find more episodes of Higgle on the Piscari website.  You can download the full State of Sales Mindsets white paper here.   Connect with Philip Squire on LinkedIn  Connect with Mike Lander 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.  

This week on The Sales Transformation Podcast we have the first part of an interview with Phil that first appeared on Higgle: The B2B Sales Club Podcast, hosted by Mike Lander.  Mike was one of the people who very kindly supported us with our Global Sales Research project last year, and invited Phil on his show to ask him about how The Sales Mindsets were developed.   Tune in next week for the second part where the discussion will move on to last year’s research project and how things have changed!   Highlights include: [02:02] Phil’s favourite song (and how it relates to his career) [13:24] Too many sales leaders still think “you’ve either got it or you haven’t” [20:31] The block Phil experienced during his research  You can find more episodes of Higgle on the Piscari website.  You can download the full State of Sales Mindsets white paper here.   Connect with Philip Squire on LinkedIn  Connect with Mike Lander 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.

Over the coming weeks on The Sales Transformation Podcast we’re going to be periodically releasing recordings of the talks from Global Sales Transformation XX back in November. We’re kicking things off with our very own Dr Phil Squire!  At GST Phil presented the results of the Global Research Project he conducted throughout 2025 looking into how customers like to be sold to. It was a refresh of his original doctorate thesis from which the Sales Mindsets emerged, and in this talk you’ll hear about an exciting update to one of those mindsets...  Highlights include: [10:52] How do salespeople self-report their values? [25:56] An update to “Authenticity”? [34:15] Introducing the AI Sales Mindset Coach NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience!  You can download the full State of Sales Mindsets white paper here.  You can register your interest in the Consalia x Aviso AI Sales Mindset Coach here.   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.  

To mark the start of 2026 Will, Phil, and Jesus sat down this week to record an episode of The Sales Transformation Podcast looking back at the challenges and highlights of 2025, as well as discussing some of what’s coming this year.  From potential new Sales Business School programmes to continuing to work on our AI Sales Mindset Coach with Aviso, 2026 is looking very exciting indeed!   Highlights include: [01:16] Some highlights from 2025 [19:20] What will make a salesperson stand out in 2026? [50:49] Developing an AI mindset coaching agent    Connect with Philip Squire on LinkedIn  Connect with Jesus Llamazares 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.  

Happy New Year! For the first episode of The Sales Transformation Podcast of 2026, we’re bringing you some of the highlights from Q4 of 2025!   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. 

This week on The Sales Transformation Podcast Phil sat down with Will to discuss some of their highlights from Global Sales Transformation XX a few weeks ago.  They also discuss Phil’s new White Paper, “The State of Sales Mindsets”, which contains the results of interviews and research conducted this year investigating how customers want to be sold to. There’s a particularly exciting development for one of the Sales Mindsets...   Highlights include: [12:08] Key takeaways from GST XX [31:47] From Authenticity to Intellectual Authenticity [38:55] Has there been any improvement in the perception of sales?  You can download the full State of Sales Mindsets white paper here.  You can register your interest in the Consalia x Aviso AI Sales Mindset Coach 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.  

On this week’s episode of the Sales Transformation Podcast we are joined by Dr Philip Styrlund and Shakeel Bharmal, who are CEO and Senior Vice President of the Summit Group, respectively.   Their discussion with Phil Squire centres around how the critical interface between marketing and sales is more essential than ever. In particular, they focus on making marketing more relevant to sales to ensure that both teams are aligned in their strategic outlook.  Highlights include: [07:14] The new world of selling needs a marketing mindset [09:56] Three pillars for the future of selling [24:32] Ai will increase the value of “wisdom” in salespeople  Connect with Philip Squire on LinkedIn  Connect with Philip Styrlund on LinkedIn Connect with Shakeel Bharmal 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.  

This week on The Sales Transformation podcast Will, Phil, and Jesus sat down to discuss a few Consalia updates ahead of our Global Sales Transformation XX event next week.  As well as talking about GST (10 days away at time of recording but now less than a week away!), they also cover our new partnership with Aviso and Phil’s recent research project.   Highlights include: [10:54] Why we’ve partnered with Aviso [27:04] What’s Phil most excited for at GST this year? [33:40] A sneak peak at Phil’s research findings  If you’d like to find out more about how Consalia and Aviso can help you build an AI-powered sales force, click here to request a meeting.  There are still a few tickets remaining for GST XX on Thursday 27th November at the London Stock exchange! Click here to secure your spot.  Connect with Philip Squire on LinkedIn  Connect with Jesus Llamazares 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.  

This week on The Sales Transformation podcast we’re bringing you a recording of our Sales Frequency episode from a few weeks ago with special guest Maxim Tarasevich, EVP of Sales at Aviso.  He joined Jesus and Will to discuss how it’s more important than ever for salespeople to appeal to CFOs and finance teams during their pitches, and how they can build business cases that include that the stats that will help them overcome this common stalling point for deals.  Highlights include: [05:01] Find out what’s important to your client early [32:51] Don’t assume that CFOs only care about financial metrics [37:08] Every customer is different, so their numbers will be different too  If you’d like to find out more about how Consalia and Aviso can help you build an AI-powered sales force, click here to request a meeting. Connect with Jesus Llamazares on LinkedIn Connect with Will Squire on LinkedIn Connect with Maxim Tarasevich 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.

Ahead of Global Sales Transformation XX later this month, here are some highlights from last year’s GST XIX.  Click here to buy tickets to GST XX on 27th November. 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 another Mastercast episode for you this week on The Sales Transformation Podcast as Phil is joined by Sherry Nematalla, Global Accounts Manager at Vodafone.  Sherry explains how she came to write her dissertation, stressing the differences between mentoring and coaching and how embedding a coaching culture can transform sales teams as well as customer relationships.  Highlights include: [15:42] The difference between mentoring and coaching [31:10] Creating a coaching culture [39:52] Bringing coaching into customer engagement  Connect with Philip Squire on LinkedIn Connect with Sherry Nematalla 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. 

This week on The Sales Transformation Podcast we’re bringing you a recording of our recent webinar with our AI partners Aviso on the topic of cutting through coverage myths and KPI games.  Phil joins Aviso CPO Ofer Zilberman to discuss the ways in which many traditional pipeline stats can be misleading, and how the Sales Mindsets can help you stop putting energy into making the stats look good and start putting it into generating real value.  Highlights include: [05:09] KPI pressures can make people prioritise looking good [18:01] The pipeline health pentagon [37:47] Measuring pipeline discipline maturity  Connect with Philip Squire on LinkedIn Connect with Ofer Zilberman 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’ve officially entered Q4, so this week we’re bringing you some of the best moments from July, August and September on The Sales Transformation Podcast!   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.

Following the announcement of our partnership with Revenue Intelligence platform, Aviso, hosts Jesus Llamazares and Will Squire welcome Ofer Zilberman, Chief Product Officer at Aviso, to mark a bold new partnership between Consalia and Aviso. Together, they explore how to integrate AI authentically into sales processes — and how to equip salespeople to work with intelligent agents, not be replaced by them.From understanding the evolution of AI technologies to tackling last-mile adoption issues and the role of sales mindsets in coaching AI agents, this conversation is essential for sales leaders seeking to future-proof their teams in an era of exponential change.Timestamps & Topics:[07:00–17:00] — How AI agents drive efficiency and effectiveness across the sales cycle (e.g. CRM automation, account planning, conversational insights)[33:00–41:00] — Embedding Consalia sales mindsets into AI agents to humanise adoption and scale coaching impact[24:00–33:00] & [44:00–49:00] — Why AI adoption fails, and how Aviso’s platform architecture solves for integration, scalability, and ROIFollow Jesus Llamazares on LinkedInFollow Will Squire on LinkedInFollow Ofer Zilberman 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.

This week on The Sales Transformation Podcast we’re bringing you a webinar recording from last week, where Dan Hodgetts from the Institute of Sales Professionals hosted Consalia’s Dr Louise Sutton and Natalie Murray, along with current Level 6 Sales Apprentice Charlotte Smith from Experian.  Louise and Natalie introduce the Level 6 degree apprenticeship in B2B sales that Consalia run in partnership with Middlesex University, before highlighting the recent launch of the L4 Advance pathway designed to allow Level 4 apprenticeship graduates to join the second year of the Level 6 programme.  Charlotte then shares her experience as an apprentice, including the programme’s work-based learning format, the critical thinking it fosters, and how the second year built on the learnings from the first.   Highlights include:  [03:44] – The apprenticeship pathway for junior sales professionals [11:15] – The differences between university and apprenticeship learning [22:31] – How the Level 6 Apprenticeship develops skills year-on-year   Connect with Louise Sutton on LinkedIn  Connect with Natalie Murray on LinkedIn Connect with Dan Hodgetts on LinkedIn Connect with Charlotte Smith on LinkedIn   You can find out more about our L4 Advance apprenticeship pathway here.   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 another Mastercast episode for you this week on The Sales Transformation Podcast as Phil speaks to Rajesh Patil from Adobe.  Rajesh’s Master’s dissertation explored leadership from an unusual point of view: that of mindfulness and spirituality. He explains how meditation and texts like the Bhagavad Gita have guided his leadership style, and the practical outcomes that this approach has had for his team.  Highlights include:  [05:45] – Thinking about the “human angle” in leadership [24:52] – “The purpose of life is to remember what needs to be remembered.” [39:23] – Three useful questions for feedback on your leadership  Connect with Philip Squire on LinkedIn  Connect with Rajesh Patil 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. 

This week on The Sales Transformation Podcast it’s Dr Grant Van Ulbrich’s turn to interview Phil in a conversation that originally appeared on Grant’s Scared So What Podcast!  Grant and Phil discuss leadership, coaching, and transformation within the sales industry, including the critical role of leadership in managing change. There’s also discussion of the importance of managing personal change when trying to change an organisation, which lies at the heart of Scared So What.    Connect with Philip Squire on LinkedIn  Connect with Grant Van Ulbrich on LinkedIn  You can find all the episodes of The Scared So What Podcast on Spotify, or wherever you get your podcasts.  You can find out more about Grant at www.drgrant.com, and learn about Scared So What at www.scaredsowhat.com.  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 this episode of the Sales Transformation Podcast's Mastercast series, Phil speaks to Joanna Hillman, Director of European Development at Reed & Mackay, about her Master’s dissertation on leading cross-cultural teams.  Jo explains how her dissertation broadened her understanding of cultural nuances, and how taking these differences into account can make you a more effective communicator. She argues that cultural intelligence frameworks are underrepresented in sales training, and as teams grow increasingly global they need to feature more heavily.  Highlights include:  [04:17] – The moment that flagged the need for better international leadership skills [18:43] – There are major differences between countries when it comes to communication styles [48:15] – Doing the master’s was a great anchor in times of uncertainty  Connect with Philip Squire on LinkedIn  Connect with Joanna Hillman 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.  

This week on The Sales Transformation Podcast Phil speaks to Stacey Hughes, Vice President, Learning & Development at Medscape about some of the important traits of an excellent leader.  They talk about Medscape’s own podcast, Hear From Her, which highlights women in leadership roles within the healthcare industry, before moving on to the importance of having “north star” purpose and support network. They also discuss how leaders can elevate others through sponsorship, as well as some of the ways a leader can improve their own executive presence and charisma.   Highlights include:  [14:49] – The importance of vision and purpose for women in leadership roles [20:17] – The lesson to be learned from jigsaw pieces [31:47] – Life’s too short to not be positive!  You can listen to the Hear From Her podcast on Spotify, or wherever you get your podcasts.  Connect with Philip Squire on LinkedIn  Connect with Stacey Hughes 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.