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

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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?

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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

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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’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

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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.

With the recent announcement that the theme for GST XIX is “Cracking the Code of Key Account Management”, we thought we’d dig through the archives and revisit a talk from GST XVI from Phil and Introhive’s Ryan O’Sullivan this week on The Sales Transformation Podcast!

Original episode description:

After a long 2 year wait, our beloved GST Event returned in the early half of October 2021. The theme of this year’s event was “Relationship Capitalisation”; is there is a way to put a financial and balance sheet value on the relationships you hold with key accounts?

Dr Philip Squire and Ryan O’Sullivan discuss the predictability of Key Account Sales Performance and provide understanding on why this is important. With the use of real-life examples throughout the talk, the pair provide contextual evidence of the importance of ‘Relationship Capitalisation.’

Dr Phil and Ryan discuss:

• What is ‘Relationship Capitalisation’?
• The Science (or lack of) in how relationships are measured
• The introduction of software and AI to help understand relationships

Connect with Philip Squire on LinkedIn

Connect with Ryan O'Sullivan 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.

It’s time to hear from two more contributors to the Transformational Sales Leadership: Sales Leader Perspectives book on today’s episode of the Sales Transformation Podcast. This time it’s the turn of Rainer Stern and Sakis Tassoudis.

The book is an anthology, with each chapter by a different author bringing new insights from both their academic studies and practical industry experience.

Rainer talks to Phil about how leaders can deal with the disruption and uncertainty brought about by technology. Sakis then introduces us to his chapter around “humanifying” leadership – and why that is different to “humanising” it.

Highlights include:

• [08:02] – The three types of leaders Rainer investigated
• [11:16] – Trust is the ultimate currency in leadership
• [37:08] – Ethical leadership can make the world a better place for our children

Stay tuned for more interviews with the other contributors!

Transformational Sales Leadership: Sales Leader Perspectives is out now and available to purchase at Routledge: https://www.routledge.com/Transformational-Sales-Leadership-Sales-Leader-Perspectives/Eastman-McGowan-Rogers/p/book/9781032361406

You can read more about Sakis’s work on the Humanified Leadership website:
https://humleads.org/

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Connect with Rainer Stern on LinkedIn

Connect with Sakis Tassoudis 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.

Today on The Sales Transformation Podcast we have a recording of our recent live webinar with Siemens exploring their sales degree apprenticeship journey.

Consalia’s Academy Director, Dr Louise Sutton, hosts three guests from Siemens: Sales Apprentices Lucas Laurie and Mike Eastham, and Early Career Professionals Manager Johnny Mathieson. Together they discuss the experience of both running and studying a degree apprenticeship in sales, as well as the impact it has had on themselves and Siemens as a whole.

Highlights include:

• [16:22] – What it’s like to study an apprenticeship alongside people from other companies
• [29:43] – What organisational benefits are there to running a sales apprenticeship programme?
• [32:14] – How sales apprenticeships have helped Siemens address the challenge of recruiting and developing talent

Connect with Louise Sutton on LinkedIn

Connect with Johnny Mathieson on LinkedIn

Connect with Lucas Laurie on LinkedIn

Connect with Mike Eastham 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.