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 interested in joining our Coaching Programme, you can find out more here:
https://www.consalia.com/coaching

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Connect with Mohammed AlKhotani on LinkedIn

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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 understand your client’s whole ecosystem
• [14:42] – Like it or not, uncertainty is here to stay
• [32:55] – Listening is more important than ever

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Connect with Jesus Llamazares 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.

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 episode of our Resiliency trilogy, Dr Philip Squire discusses the notion of teaching resiliency with Dr Carole Pemberton, a professor who has dedicated her doctorate to the topic of resiliency. The pair explore whether or not resiliency can truly be taught to people and how this can be applied to sales teams.

The pair discuss a number of topics:

• Carole’s background as to how and why she focused her doctorate on the topic of resiliency
• The types of themes found in her doctorate that can help build up resilience
• If and how resiliency can be taught and how to apply this to sales teams.

If you’re interested in joining our Coaching Programme, you can find out more here:
https://www.consalia.com/sales-business-school/coaching-for-sales-transformation/ilm-coaching-for-sales-transformation/

Connect with Philip Squire on LinkedIn

Connect with Carole Pemberton 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 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.

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 asking once again: How do customers want to be sold to?

Over the coming months Phil will be interviewing buyers from across the globe to try and find out what it is they look for in a great salesperson. We’re putting this first interview on the podcast feed so you can get a flavour of the research!

Highlights include:

• [08:06] – Procurement has its own stigmas
• [18:44] – Procurement people hate cold calls. But should they?
• [29:44] –  Account Managers have to fight in their customers’ corners

If you’d like to participate in our research project or know someone who would, please send us a message at contact@consalia.com

Connect with Philip Squire on LinkedIn

Connect with Michael Pearson 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 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] – Telling lies isn’t a sustainable strategy
• [20:12] – Buyers often make the mistake that being “dominant” will get them better outcomes
• [37:27] –  AI can help us to process vast amounts of information that human analysts don’t have time to process

Connect with Philip Squire on LinkedIn

Connect with Jas Ardis 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.

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 sold to today.

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 talk have an impact on sales conversations as well?

Please note that during this talk Professor Stokoe played clips from real conversations, including those with people in distress. Although they were anonymised we have taken the extra step of completely distorting them to protect the people in question’s privacy. We hope this does not disrupt your enjoyment of this episode too much, and you can see transcripts of these sections on the YouTube version of this episode.

Highlights include:

• [02:27] – Studying conversation “in the wild”
• [18:15] – Is communication really mostly non-verbal?
• [28:03] –  The surprising difference between “talk” and “speak”

NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience!

https://youtu.be/pHSa1iNoqI0

Connect with Philip Squire on LinkedIn

Connect with Elizabeth Stokoe 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.