It’s been a while since our last “best of” episode on The Sales Transformation Podcast, so this week we’re bringing you some of the highlights from the year so far.

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.

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

Connect with Philip Squire on LinkedIn

Connect with Sakis Tassoudis 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 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.

Today on the Sales Transformation Podcast Phil sits down with Consalia master’s graduate Barbara Crane for a Mastercast episode.

Barbara chose to focus on transformation and change management for her dissertation, specifically looking at how it is frequently people, not processes, that get in the way of progress. She and Phil also discuss differing approaches to change in different cultures, as well as the importance of adaptability and collaboration in today’s VUCA world.

Highlights include:

• [06:08] – People and their emotions are often what cause transformation to fail
• [13:25] – The literary influences of Barbara’s dissertation
• [31:56] – Is fear always a bad thing?

Connect with Philip Squire on LinkedIn

Connect with Barbara Crane 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 the second part of Phil’s discussion with Dr Philip Styrlund and Dr James Robertson from The Summit Group.

The conversation picks up right when the last episode left off, so if you haven’t listened to that one yet please go and check it out first!

This time the three doctors discuss the work of Dr Fred Kiel as well as the “fluencies” sales organisations will need to possess to thrive in the future.

Highlights include:

• [01:50] – Dr Fred Kiel’s four character habits
• [07:36] – Keeping humans in the loop in the age of AI
• [31:05] – The top distinguishing fluencies for the future

Connect with Philip Squire on LinkedIn

https://www.linkedin.com/in/philipsquire/

Connect with Philip Styrlund on LinkedIn

https://www.linkedin.com/in/philipstyrlund/

Connect with James Robertson on LinkedIn

https://www.linkedin.com/in/jamesrobertsoncustomervalue/

Sign up for our Sales Transformation community –

https://info.consalia.com/consalia-community

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 -

https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23

The discussion on today’s episode of The Sales Transformation Podcast was so expansive it needs two episodes to hold it all! It’s no surprise with not one but two amazing guests: Dr Philip Styrlund, CEO & Owner of The Summit Group, and Dr James Robertson, President at The Summit Group.

Together they discuss their experience of gaining doctorates in sales, and the search for what the future of the sales world will look like that they undertook as part of their studies.

Tune in next week for part 2!

Highlights include:

• [23:22] – Should more people in sales study doctorates?
• [30:10] – Sales ideologies have shifted from “push” to “pull”
• [43:39] – Today’s great sales leaders are focusing on their people first

Connect with Philip Squire on LinkedIn

https://www.linkedin.com/in/philipsquire/

Connect with Philip Styrlund on LinkedIn

https://www.linkedin.com/in/philipstyrlund/

Connect with James Robertson on LinkedIn

https://www.linkedin.com/in/jamesrobertsoncustomervalue/

Sign up for our Sales Transformation community –

https://info.consalia.com/consalia-community

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 -

https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23

Today on The Sales Transformation Podcast we have a reupload of a conversation that originally took place earlier this year on the Make It Happen Mondays podcast with John Barrows, CEO of JB Sales.

John is on a mission to professionalise sales, so naturally Phil was delighted to join him to discuss his own work toward the goal of elevating our industry. Together they talk about the importance of authenticity, whether sales has less of a stigma in the US, and more.

You can find the original episode along with tons of other insightful interviews on the Make It Happen Mondays podcast here:
https://open.spotify.com/show/3hOlXZtuaSnD1tHJXZU0FX

Connect with Philip Squire on LinkedIn

https://www.linkedin.com/in/philipsquire/

Connect with John Barrows on LinkedIn

https://www.linkedin.com/in/johnbarrows/

Connect with John Barrows on Instagram

https://www.instagram.com/johnmbarrows/

Check out John's Membership

https://go.jbarrows.com/pages/individual-membership?ref=3edab1

For more info visit www.jbarrows.com

Sign up for our Sales Transformation community –

https://info.consalia.com/consalia-community

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 -

https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23