The Sales Transformation Podcast

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.

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.

It’s the Academy team’s turn to take to the microphones this week on The Sales Transformation Podcast as Dr Louise Sutton, Hilary Watkinson, and Natalie Murray discuss the power coaching has to transform careers.  The team discuss some of the misconceptions around coaching, and share their personal experiences with coaching including some of their favourite books, tools, and frameworks. They also emphasise the importance of creating a coaching culture within your wider organisation and how listening is an extremely important skill.   Highlights include:  [02:29] – The difference between mentoring and coaching [15:35] – Listening and coaching skills are useful outside of work, too [28:58] – Coaching can take as little as 5 minutes  Connect with Louise Sutton on LinkedIn  Connect with Natalie Murray on LinkedIn Connect with Hilary Watkinson 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.  

Sales Frequency is on a break for the summer, so this week on The Sales Transformation Podcast we’re bringing you some highlights from the series so far.  Jesus and Will will be back in September for more episodes, so stay tuned!   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.  

In this episode of the Sales Transformation Podcast's 'Mastercast' series, Phil welcomes Nick Rose, Sales Director at Sharp UK, to share insights from his master's dissertation on the impact of sales onboarding on business success.  Nick discusses his personal journey into sales without structured training, the high attrition rate in sales, and the enormous costs associated with onboarding typical sales recruits. Through his master’s research he discovered key gaps in onboarding, which led to him overhauling the process with a Sales Academy programme.   Highlights include:  [01:18] – Nick’s own onboarding into sales experience [33:40] – Identifying a diversity issue in sales [41:33] – Designing a Sales Academy based on master’s research   Connect with Philip Squire on LinkedIn  Connect with Nick Rose 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.  

As we’re now over halfway through 2025 Will, Phil, and Jesus sat down to discuss the year so far in this week’s Roundtable episode of The Sales Transformation Podcast.  How has Jesus found his first six months at Consalia? Have the predictions Will and Phil made back in January come to pass? And what do the team think the rest of the year will have in store for the company, the sales sector, and the economy?   Highlights include:  [03:22] – Making bold decisions in tough times [19:38] – Consalia is becoming more agile [25:42] – How is AI affecting sales practices?   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.

It’s another Mastercast episode this week on the Sales Transformation Podcast as Phil is joined by another recent graduate of our master’s programme: Ivano Fossati, Chief Revenue Officer EMEA at SAP Customer Experience.  Ivano shares insights from his Master's project on 'Value-Based Selling in the Age of Innovation', emphasising a shift from traditional ideas of Total Cost of Ownership to a model that focuses more on innovation. He discusses the importance of emotional intelligence, customer value, and internal collaboration, as well as how his ideas have been implemented within SAP.  Highlights include:  [03:36] – Value-Based Selling in the Age of Innovation – what led to the title? [19:13] – What drives emotions during selling can differ by stakeholder [34:20] – Shifting to a listening mindset   Connect with Philip Squire on LinkedIn  Connect with Ivano Fossati 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 taking a look back at some of the top moments from Q2 2025 on the show.   Tickets are now on sale for GST XX! Enter code GSTXXEARLY at checkout for £50 off your ticket.   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. 

Later this year we’re going to run a cohort of our Level 7 apprenticeship programme before the funding rules become far more restrictive in 2026. So, what better time to hear from someone who’s been through the programme, as we revisit Phil’s conversation with Simon Topley on The Sales Transformation Podcast!  ORIGINAL SHOW NOTES: 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 transformational journey, as managing some new sales apprentices inspired him to begin a level 7 apprenticeship himself, which included studying for his master’s degree.  Highlights include:  [17:39] – Doing a master's can open your mind [27:04] – Learning has a ripple effect in an organisation [30:24] – How a culture of learning can improve sales performance  To find out more about our Level 7 sales apprenticeship, click here.  Connect with Philip Squire on LinkedIn  Connect with Simon Topley 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. 

Consalia’s Head of Marketing Eddie Guevarra once again joins Phil on this week’s episode of The Sales Transformation Podcast, but this time he’s the one being interviewed!  That’s because Eddie has recently completed his Master’s in Sales Transformation – unusual for a marketer!  Together they discuss how Eddie took inspiration from his love of CrossFit, as well as Phil’s own Sales Mindsets, to examine the values that exceptional marketing leaders need to possess.  Highlights include:  [01:17] – There’s no textbook that can tell you how to be the kind of marketing leader you want to be [08:08] – CrossFit and leadership: more related than you might think [25:53] – Sometimes getting insights from interviews requires reading between the lines   Connect with Philip Squire 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.  

It’s the twentieth year of Global Sales Transformation, so this week Eddie and Phil sat down to discuss the history of the event and some of the highlights they’ve seen over the years.  They then move on to talk about this year’s theme, which will focus on how salespeople can keep selling in an ethical, human way while taking advantage of the latest developments in AI.   Highlights include:  [05:41] – Looking back on two decades of GST [09:56] – This year’s theme: Winning The Right Way [15:13] – Refreshing Phil’s research into how companies want to be sold to   Tickets are now on sale for GST XX! Enter code GSTXXEARLY at checkout for £50 off your ticket.   Connect with Philip Squire 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.