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.

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Connect with Jeffrey Hatchell on LinkedIn

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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.

Today on the Sales Transformation Podcast it’s a brand new episode of our Five Ways to Wellbeing series with Luke Bowles and special guest Rachel Baker, Business Manager at Autoglass.

Together they discuss Rachel’s personal mental health journey, including how counselling not only helped her but enabled her to help others as well. Rachel also outlines the ways in which she uses the five ways to look after her mind – including the benefits of horse riding!

Highlights include:

• [13:01] – Horse riding keeps you learning and gets you out into nature
• [16:54] – Switching off for just 10 minutes can make all the difference
• [30:14] – Giving is great, but don’t lose sight of your own mental health

Connect with Luke Bowles on LinkedIn

Connect with Rachel Baker 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.

Good news for fans of our Five Ways to Wellbeing series with Luke Bowles – a brand new episode is on its way soon!

In the meantime, we’re taking a look back at some of the highlights from the show so far. How many of the five ways have you incorporated into your daily life?

Connect with Luke Bowles 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 episode of The Sales Transformation Podcast Phil is joined by Lindsey Rowe, UKI Head of Purpose Programmes & Sustainability GTM at SAP, to discuss their sales apprenticeship programme.

In just 11 months SAP have already been named number 13 on RateMyApprenticeship’s list of the best 100 apprenticeship employers. Lindsey takes us through how the programme came about and the benefits it has had for the business so far – both expected and unexpected.

Highlights include:

• [02:27] – SAP’s sales apprenticeships are more business-led than HR-led
• [17:09] – How hiring apprentices led to greater diversity
• [25:47] – There’s still a stigma around apprenticeships

Connect with Philip Squire on LinkedIn

Connect with Lindsey Rowe 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 got one more episode of The Sales Transformation Podcast to revisit in celebration of the announcement of Global Sales Transformation XIX: Cracking the Code of Key Account Management!

This time we’re looking back at a dinner hosted by Introhive where Consalia Programme Director Brian Tilley spoke about how Relationship Capitalisation can unlock the potential of your key accounts.

Original episode description:

Starting off with a short introduction from John Smit, Senior Channel Sales Manager at Introhive, this episode of the Sales Transformation Podcast gives listeners a more in-depth understanding of how Consalia transforms a salesperson's mindset through our Mindset Survey, and the importance of understanding the value of relationships within sales.

This episode, Brian Tilley, Programme Director, Master’s Programme in Sales Transformation, gives an insightful presentation to a group of sales leaders on understanding the true value of relationships between a salesperson and their clients.

Including questions from the audience and an overview of the Mindset Survey, this short episode is a great opportunity to think about the values of your own business relationships, how to cultivate and measure them, as well as keeping them strong.

Look forward to:

• [3:00] Overview and definition of Relationship Capitalisation. What are the values and how do you measure relationships?
• [6:52] The S.P.A.C.E curve. When your business is under pressure, how do you survive, preserve, stay agile and emerge stronger?
• [13:00] An In-depth explanation of Relationship Capitalisation and how to assess client relationships as well as its importance to an organisation
• [20:36] The Mindset Survey explained: Get a full explanation, with examples, of how the Mindset Survey will help you build better customer relationships

Connect with Philip Squire on LinkedIn

Connect with Brian Tilley on LinkedIn

Connect with John Smit on LinkedIn

Secure your ticket for Global Sales Transformation XIX 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.

This week on The Sales Transformation Podcast we’re revisiting another early episode on key account management ahead of GST XIX in November. In this episode Phil sat down with Alf Janssen and Darragh Power from SAP to talk about how “purpose” can play a key role in account planning.

Original episode description:

How many of us practice ‘Purpose-led Account Planning’ or even know what it is?

Dr Phil Squire is joined by Alf Janssen, Sales Director Strategic Accounts for SAP NL and Darragh Power, Sales Acceleration and Leadership Programs for SAP. The three discuss the idea of purpose-led account planning and how this notion connects with a company’s purpose and profitability.

They explore:

• The difference between purpose and objectives
• What the current pandemic is doing to purpose-led account planning strategies right now
• The level of interest for purpose-led account planning from millennials and Gen Z
• How salespeople can get into a purpose-driven mindset

Connect with Philip Squire on LinkedIn

Connect with Alf Janssen on LinkedIn

Connect with Darragh Power on LinkedIn

Secure your ticket for Global Sales Transformation XIX 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.