In this Mastercast episode Phil is joined by Sakis Tassoudis, Managing Director at SAP Fioneer to discuss his master’s dissertation on ethical sales leadership.

Having been born in Greece, Sakis looked to the ancient greek philosophers for inspiration during his studies. What he found was that many of their ideas remain relevant even in the modern world of sales. In particular, he found that a modified version of Aristotle’s Rhetorical Triangle of Ethos, Pathos, and Logos could hold to key to what makes an effective (and moral) sales leader.

Highlights include:

• [19:46] – Ethos, Telos, and Logos in leadership
• [24:59] – Sales leaders should serve as a filter for pressure for their team
• [39:39] – Doing a master’s is like putting on a pair of glasses for the first time

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Connect with Sakis Tassoudis on LinkedIn

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This week on The Sales Transformation Podcast Phil is joined by Frank V. Cespedes, Senior Lecturer of Business Administration at Harvard Business School.

Frank has authored several books on sales and marketing, with his most recent work focussing on sales management. In this episode he and Phil explore at two of the most important skills for any sales manager: how to hire great salespeople and how to keep the ones you’ve got.

Highlights include:

• [09:14] – Why write another book on sales management when so many already exist?
• [17:26] – The unique challenges of hiring for sales roles
• [42:02] – Salespeople need recognition as well as compensation

Frank’s latest book, Sales Management That Works, is available to buy on Amazon.

You can find out more about Frank and his previous books on his website.

Connect with Philip Squire on LinkedIn

Connect with Frank Cespedes 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 Phil is joined by Consalia’s own Academy Director, Dr Louise Sutton, whose contributions to both Consalia and the sales profession as a whole cannot be overstated.

Louise talks about her completion of a Doctorate in Professional Studies by Public Works and the creation of the Level 6 Business-to-Business Sales Professional apprenticeship standard that led to it. The discussion also turns to the importance of having a learning culture within an organisation if apprenticeships are to be successful.

Highlights include:

• [11:29] – Four key themes from Louise’s doctorate
• [27:21] – How do you assess a sales apprenticeship?
• [51:55] – What does the future hold for academic sales programmes?

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.