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  ..read more

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.    ..read more

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 durin ..read more

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 ..read more

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We have another talk from GST XIX this week on The Sales Transformation Podcast! This time it’s Luke Skinner, VP of Global Strategic Initiatives at SAP, discussing the key attributes a Global Account Manager needs to address the unique challenges they face.    Drawing on the research he conducted while studying for his master’s with Consalia, Luke splits the traits a GAM needs into foundational and leading characteristics. Above all, he stresses the fact that they need to be able to work effectively with people from all levels of both their own and their clients’ organisations.  ..read more

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