The Sales Transformation Podcast

#170 – Consalia Roundtable: Review of the year so far

As we’re now over halfway through 2025 Will, Phil, and Jesus sat down to discuss the year so far in this week’s Roundtable episode of The Sales Transformation Podcast. How has Jesus found his first six months at Consalia? Have the predictions Will and Phil made back in January come to pass? And what do the team think the rest of the year will have in store for the company, the sales sector, and the economy? Highlights include: [03:22] – Making bold decisions in tough times [19:38] – Consalia is ...

#169 – Mastercast: From Total Cost of Ownership to Total Cost of Innovation w/ Ivano Fossati (2025)

It’s another Mastercast episode this week on the Sales Transformation Podcast as Phil is joined by another recent graduate of our master’s programme: Ivano Fossati, Chief Revenue Officer EMEA at SAP Customer Experience. Ivano shares insights from his Master's project on 'Value-Based Selling in the Age of Innovation', emphasising a shift from traditional ideas of Total Cost of Ownership to a model that focuses more on innovation. He discusses the importance of emotional intelligence, customer val...

#167 – Best of Q2 2025

This week on The Sales Transformation Podcast we’re taking a look back at some of the top moments from Q2 2025 on the show. Tickets are now on sale for GST XX! Enter code GSTXXEARLY at checkout for £50 off your ticket. 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 ...

REVISITED: #110 – Mastercast: Awakening an unquenchable thirst for knowledge w/ Simon Topley (2021)

Later this year we’re going to run a cohort of our Level 7 apprenticeship programme before the funding rules become far more restrictive in 2026. So, what better time to hear from someone who’s been through the programme, as we revisit Phil’s conversation with Simon Topley on The Sales Transformation Podcast! ORIGINAL SHOW NOTES: Join us on The Sales Transformation Podcast for another of our Mastercast episodes, spotlighting one of our amazing master’s programme graduates. This week it’s the tur...

#166 – Mastercast: Values, CrossFit, and what makes a great marketing leader w/ Eddie Guevarra

Consalia’s Head of Marketing Eddie Guevarra once again joins Phil on this week’s episode of The Sales Transformation Podcast, but this time he’s the one being interviewed! That’s because Eddie has recently completed his Master’s in Sales Transformation – unusual for a marketer! Together they discuss how Eddie took inspiration from his love of CrossFit, as well as Phil’s own Sales Mindsets, to examine the values that exceptional marketing leaders need to possess. Highlights include: [01:17] – The...

#165 – Sneak Peak: Global Sales Transformation XX

It’s the twentieth year of Global Sales Transformation, so this week Eddie and Phil sat down to discuss the history of the event and some of the highlights they’ve seen over the years. They then move on to talk about this year’s theme, which will focus on how salespeople can keep selling in an ethical, human way while taking advantage of the latest developments in AI. Highlights include: [05:41] – Looking back on two decades of GST [09:56] – This year’s theme: Winning The Right Way [15:13] – Ref...

#164 – Sales Frequency: Troubling news for leadership apprenticeships

This week on The Sales Transformation podcast we have another episode of Sales Frequency for you. That’s because this week’s topic was particularly close to our hearts: the recently announced change in funding rules for Level 7 apprenticeships. From January 2026 apprenticeship funding for all Level 7 programmes will no longer be available to anyone over the age of 21. This includes Consalia’s Level 7 sales apprenticeship. Jesus, Will, and Phil discuss the impact this is going to have on both ind...

REVISITED: #118 – Mapping out challenges through coaching w/ Claudia Filsinger

This week on The Sales Transformation Podcast we’re revisiting another coaching episode from last year – Phil’s interview with Claudia Filsinger. ORIGINAL SHOW NOTES: This week on The Sales Transformation Podcast Phil speaks to Claudia Filsinger, the Founder and Managing Director of coaching and consultancy firm Moving Maps. Having lectured in business, career management and coaching at Oxford Brookes Business School and become an accredited executive coach herself, Claudia founded Moving Maps t...

#163 – GST XVII:  Using vision and coaching to combat the Great Resignation w/ Simon Wheeler

This week on The Sales Transformation podcast it’s another piece of coaching content from the archives, as we take a look back at Simon Wheeler’s talk from Global Sales Transformation XVII. Simon explores how coaching, together with vision, could be the solution to high employee turnover rates in the sales sector. Highlights include: [05:27] – Salary inflation isn’t a sustainable solution to attrition [15:35] – Vision can be an important factor for salespeople thinking of leaving your organisati...

#162 – Introducing Sales Frequency

This week on The Sales Transformation podcast we’re bringing you the debut episode of Sales Frequency , our new LinkedIn Live show hosted by Consalia’s Head of Consulting Jesus Llamazares exploring the latest issues in the world of sales. In this first episode Jesus is joined by Consalia’s Head of Sales Will Squire to dissect the evolving trade relationship between the UK and the US, exploring how geopolitical tensions, tariff policies, and supply chain disruptions are influencing modern sales s...

#161 – GST XI: Coaching and Leading Indicators w/ Paul Devlin

It’s another piece of coaching content from the archives for you this week on The Sales Transformation Podcast, but this time it’s not a previous episode: it’s a talk from Global Sales Transformation XI, all the way back in 2016! Paul Devlin, then of SAP, now CEO of Causeway Technologies, talks us through how he used coaching to transform low-performing teams, the importance of leading indicators, and why if it talks like a duck and it walks like a duck, it probably isn’t a swan. Highlights incl...

REVISITED: #16 – How can coaching help achieve Organisational Transformation? w/ Bianca Portulan

Join us for another revisiting of a coaching episiode from the archives this week on The Sales Transformation Podcast, with Phil interviewing Bianca Portulan. ORIGINAL SHOW NOTES: What type of effect can coaching have when transforming an entire organisation? This is a question that is asked by many senior leaders in high-ranking roles. Dr Phil Squire is joined by Bianca Portulan, an Executive and Organisational Coach for Versum Consulting to discuss the impact that a coaching approach can have ...

REVISITED: #9 – The role that Coaching plays on perceptions of sales leaders w/ Mohammed AlKhotani

We’re revisiting another coaching-themed episode of The Sales Transformation Podcast this week, as we rewind back to episode #9, featuring Mohammed AlKhotani, who has since gone on to become Senior Vice President at Salesforce ME. ORIGINAL SHOW NOTES: Mohammed AlKhotani, Managing Director, Saudi Arabia of SAP joins Dr Phil on this podcast where the pair discuss the role that coaching plays on perceptions of sales leaders and how this contributed to earning the trust of his team. If you’re intere...

#160 – Consalia Roundtable: Selling in uncertain times

In this week’s Consalia Roundtable edition of The Sales Transformation Podcast, Will Squire and Jesus Llamazares, Our Heads of Sales and Consulting respectively, explore how the modern sales landscape is being shaped by economic, political, and global instability. From tariffs and Brexit to AI and shifting buyer behaviours, they dive deep into how salespeople and organisations can adapt, stay resilient, and turn volatility into opportunity. Highlights include: [05:52] – It’s now key to understan...

REVISITED: #5 – Can resiliency be taught? w/ Dr Carole Pemberton

Ahead of new cohort of our Level 5 ILM Coaching for Sales Transformation programme in the Autumn we’re going to be revisiting a few coaching-themed episodes of the podcast in the coming months! This week we’re going all the way back to before The Sales Transformation Podcast had video to revisit the fifth episode of the show, with special guest Dr Carole Pemberton. ORIGINAL SHOW NOTES: How can sales leaders develop their own resiliency and pass this onto their own sales teams? In the last episod...

#159 – Best of Q1 2025

This week we’re taking a look back and some of the best moments from Q1 on The Sales Transformation Podcast, including highlights from GST XIX, our Network Effect webinar, and more. 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....

#158 – How do Procurement like to be sold to? w/ Michael Pearson

This week on The Sales Transformation Podcast Dr Phil Squire is joined by Michael Pearson, founder of insidetheprocurementmind. After decades of experience working in procurement, Michael has now turned his attention to helping sales teams understand how to effectively engage with procurement. This is a bit of a special episode as it also marks the kick-off of our Global Sales Research Project. This year Phil is revisiting the doctorate study that originally produced The Sales Mindsets and askin...

#157 – Drawing connections between government intelligence and business intelligence w/ Dr Jas Ardis

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...

#156 – Best of Women Guests for International Women’s Day 2025

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 so...

#155 – GST XIX: How Small Words Have Big Impacts in Negotiation and What This Means for Sales w/ Professor Elizabeth Stokoe

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 ...

#154 – Meet Consalia’s new Head of Consulting w/ Jesus Llamazares

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] – ...

#153 – Webinar – The Network Effect: How collaboration will drive growth in your key accounts w/ Dr Ryan O'Sullivan & Julia Munn

We have a webinar recording for you this week on the Sales Transformation Podcast. In ‘The Network Effect’ Phil was joined by Introhive’s Dr Ryan O’Sullivan and NTT’s Julia Munn to discuss how account managers can leverage their networks to generate more value. The conversation focuses on three types of network: your network of contacts within your client’s organisation, the people you know from other departments in your own company, and everyone else you know externally. When nurtured and deplo...

#152 – Apprenticeship insights on the ISP NextGen podcast

#151 – GST XIX: Panel session – How to unlock a competitive advantage in your key accounts

This week we’re taking a look back at the panel session from GST XIX, featuring Birgitte Pingel, Vice President – Business Development Leader Consumer Goods & Retail, Europe, at Genpact and David Mines, Commercial Director at Worldpack. They were also joined by a last-minute guest Phil plucked from the audience to give a client’s perspective: Michael Pearson, former Group Head of Procurement and Vendor Management at OSB Group and founder of insidetheprocurementmind. Together they discuss wha...

#150 – GST XIX: How effectively mapping relationships is central to growing revenue within your key accounts w/ Dr Ryan O’Sullivan

This week on The Sales Transformation Podcast we have Dr Ryan O’Sullivan’s talk from Global Sales Transformation XIX – his second time speaking at a GST event! Ryan, Global Account Manager at Introhive, explains how he came to be interested in the subject of relationship mapping, which eventually led to writing his new book: Building B2B Relationships . Understanding the full network of relationships in both your and a client’s organisations, he argues, can lead to exponential revenue growth via...

#149 – GST XIX: What makes a great Global Account Manager? w/ Luke Skinner

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 effectivel...

#147 – Looking back and ahead as we enter 2025

As a new year begins Phil sat down with Will to discuss his reflections on 2024 and predictions for 2025 on this week’s Sales Transformation Podcast. As well as talking about big issues like ongoing conflicts and the rise of AI, Phil also takes the time to share his thoughts on the state of Consalia as a business and the kinds of bold decisions the company needs to take going forward. Highlights include: [11:03] – What is Phil excited for in 2025? [16:58] – Are salespeople still feeling the effe...

#146 – Best of Q4 2024

As we come towards the end of the year let’s take a look back at some of the highlights from Q4 on The Sales Transformation Podcast, including clips from Jeffrey Hatchell, Carl Day, and our Sales Transformation Forum Hangouts. 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 w...

#145 – Consalia Roundtable: GST XIX roundup

It’s time for another Consalia Roundtable this week on The Sales Transformation Podcast as Phil, Will, and Eddie discuss our recent Global Sales Transformation XIX event. The team share some of their highlights from the event and talk about some big Consalia announcements that we unveiled: our new app, Phoebe, and Phil’s major research project that will be starting in 2025. Highlights include: [04:35] – Who were the speakers at GST XIX? [13:44] – Introducing Phoebe [22:31] – A new study into how...

#144 – The best of last year’s Global Sales Transformation event

Our Global Sales Transformation XIX event is right around the corner! In this episode, we revisit some of the best talks from last year's Global Sales Transformation VIII event, themed around making organisations future-ready, discussions which covered the importance of involving both the organisation and its people in transformation journeys. Additionally, insights on maintaining a growth mindset, the management shift model for leadership, and strategies for enhancing customer relationships pos...