The Sales Transformation Podcast

Hosted by Consalia Ltd

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221

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Jun 2026

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About the show

The Sales Transformation Podcast is brought to you by Consalia. Led by Dr Philip Squire, Consalia is the UK’s only Sales Business School, providing Masters, Postgraduate & Undergraduate Apprenticeship programmes in Sales, dedicated to the improvement of sales performance. For over 20 years he has provided sales consulting education services and training to brands including Apple, AT&T, Ford, Hertz, HP, Pirelli, Royal Caribbean, SAP and Zurich Financial Services. He is one of just a handful of sales professionals internationally to have a research doctorate in sales. Philip is a subject matter expert for the UK TrailBlazer undergraduate apprenticeship degree in sales and his passion for professionalising sales led him to create the world’s first sales consultancy delivering university-accredited undergraduate and postgraduate degrees in sales. Consalia's vision is to make sales the world's most sought-after profession and this podcast has been created to provide sales professionals with inspiring and educational advice, as well as tips on relevant topics within the industry that will improve your knowledge, your careers and your sales teams.

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June 12, 2026Episode 20859 min

REVISITED #127 – An academic lens on sales hiring and compensation with Frank V. Cespedes

As sales organisations face growing pressure to align performance, productivity, and reward, this archive episode with Dr Phil Squire and Frank V. Cespedes feels more relevant than ever. Together, they explore what really drives effective sales hiring and compensation, and why pay alone is never enough to create the right sales behaviours.ORIGINAL SHOW NOTES: 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.

June 5, 2026Episode 20748 min

REVISITED: #58 - The Effectiveness of Sales Enablement in Today's World with Laura Valerio

In this episode from the archives, Dr Phil Squire, CEO of Consalia, speaks with Laura Valerio, now Global Evangelist for GTM Performance, about the evolving role of sales enablement. As AI-driven buying, tighter budgets, and rising buyer expectations reshape sales, we revisit how many of the core enablement fundamentals still hold true today.ORIGINAL SHOW NOTES:In this episode, we are joined by Laura Valerio, Principal Consultant at Highspot and an influential figure within the Sales Enablement world. Laura is passionate about supporting customers in their go-to-market digital transformation, co-creating strategy and translating it into action to enhance productivity at scale and improve customer success through innovation.The Sales Enablement role has been one that has been adopted within many sales organisations to enhance sales productivity and ultimately sales performance.After an extensive experience in sales, Laura built out a Global Sales Enablement function for a fast-growing B2B company, meaning that she understands what truly drives sales productivity, motivation, and passion – as well as the tools that support them. She brings a wealth of knowledge and experience from companies such as Vodafone, Deliveroo and Expedia.Laura believes that helping sales teams to be the best is driven by how well you connect with the hearts of the people you’re trying to help, and how effectively you communicate with them and coach them. Fuelled by a passion for working with sales on delivering results, Laura thinks creatively about strategy and effectively plans its execution. She is thrilled by agile, fast-paced environments where she can make things happen.Topics discussed were: - [12:11] Understanding what true Sales Enablement really means- [25:41] Two schools of thought to motivate your sales teams: fear vs support- [32:42] Exploring what a ‘Strategic Enablement Framework’ is and how important it is to the Sales Enablement roleConnect with Philip Squire on LinkedInConnect with Laura Valerio on LinkedIn 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.

May 28, 2026Episode 20630 min

#206 – A young person’s perspective on sales w/ Johannes Hasselbalch & Jesper Illum

We have our youngest ever guest on The Sales Transformation Podcast this week, as Phil welcomes 15-year-old Johannes Hasselbalch together with returning-guest Jesper Illum to the show! While most salespeople fall into the profession, Johannes had a passion for sales inspired by his father, leading him to go on a work experience placement with Jesper. Together they explain what this involved, how Johannes grew as a result, and his plans for the future going forward. Highlights include: [03:59] What sparked Johannes’ interest in sales [11:33] A surprising amount of dancing in the office! [20:22] Do young people still believe negative stereotypes about salespeople? Connect with Philip Squire on LinkedIn Connect with Jesper Illum 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.

May 20, 2026Episode 20542 min

#205 – Sales Frequency: How do you sell a product that's new to both you and your customers? w/ Maxim Tarasevich

This week on the Sales Transformation Podcast we have the latest episode of Sales Frequency, featuring Maxim Tarasevich, EVP of Sales at Aviso.Max joined Jesus and Will to discuss the imminent launch of Aviso and Consalia’s new Sales Mindsets Intelligence studio, and how each company is going to approach selling a product that is unchartered territory for both. Highlights include: [12:09] Behaviours are important, but companies need to know what’s driving them [25:27] Conversational intelligence is no longer a novelty [37:09] More metrics than ever can be quantified in data If you’re interested in being one of the first to see exactly what the Sales Mindsets Intelligence Studio can do, join us at our launch event tomorrow, Thursday 21st May! You can find all the details and sign up here: https://www.aviso.com/sales-mindsets-intelligence-launch-event Connect with Jesus Llamazares on LinkedIn Connect with Will Squire on LinkedIn Connect with Maxim Tarasevich 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.

May 15, 2026Episode 20459 min

#204 – Best of Jan-Apr 2026

We’ve got a compilation for you this week on The Sales Transformation Podcast, as we look back at some of the highlights from 2026 so far! The Sales Mindsets Intelligence Studio is launching on 21st May! You can find out more about this exciting new tool and register your interest here: https://www.consalia.com/sales-mindsets-intelligence-studio/ 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.

May 8, 2026Episode 20337 min

#203 – GST XX: A 360° View of Sales Transformation in the AI Era

This week on the Sales Transformation Podcast we’re bringing you the final session from Global Sales Transformation XX: the panel featuring Samantha Wessels, President EMEA at Box, Samantha George Head of CRM Development & Deployment at Royal Mail, and Gareth Abel, former CMO at Circles.They bring three distinct perspectives on sales transformation and how it’s evolving with AI: those of sales leadership, sales operations, and buyers.Highlights include: [08:31] Salespeople need to find ways to differentiate themselves in the age of AI [24:53] A salesperson who didn’t chase the final euro [33:33] AI message customisation is useless if you can’t provide context Connect with Samantha Wessels on LinkedIn Connect with Samantha George on LinkedIn Connect with Gareth Abel 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.

April 23, 2026Episode 20239 min

#202 – Sales Frequency: The Future of The Sales Mindsets is Coming...

This week on The Sales Transformation Podcast we have a recording from our most recent Sales Frequency LinkedIn Live session, featuring Consalia’s Jesus Llamazares and Aviso’s Ofer Zilberman discussing our new joint project: Sales Mindsets Intelligence Studio. Together they discuss the new AI tool and how it can support teams, but also the kinds of problems they see in the sales industry that led to us embarking on this journey together. Highlights include: [02:33] Your top performer might not be your best salesperson [16:00] Sales enablement struggle to get more than two days of attention span out of salespeople [37:44] Improving mindsets has more long-term benefits than artificially inflating pipeline The Sales Mindsets Intelligence Studio is launching on 21st May! You can find out more about this exciting new tool and register your interest here: https://www.consalia.com/sales-mindsets-intelligence-studio/ Connect with Jesus Llamazares on LinkedIn Connect with Ofer Zilberman 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.

April 16, 2026Episode 20132 min

#201 – What it’s like to train an AI on The Sales Mindsets

Over the years Phil has taught a lot of people about The Sales Mindsets, but recently he’s embarked on a new challenge... teaching an AI! This week on The Sales Transformation Podcast Phil tells Jesus about his experience working with Aviso to train our upcoming digital tool: the Sales Mindsets Intelligence Studio. Where do you begin teaching 15 years of research and experience to a computer, and what challenges does that pose? Highlights include: [00:30] Introducing the Sales Mindsets Intelligence Studio [05:26] What’s the process for training an AI like this? [22:06] The differences between teaching humans and AI Connect with Philip Squire on LinkedIn 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.

April 10, 2026Episode 20056 min

#200 – Celebrating two hundred episodes of The Sales Transformation Podcast!

We’ve reached 200 episodes of The Sales Transformation Podcast!Eddie and Phil sat down to look back at why they started the show and what they think have been some of the highlights.Thank you to everyone who has supported us in reaching this milestone, including everyone from Consalia who has hosted or appeared on an episode, all our fantastic guests from the world of sales, our amazing master’s students who have presented their work on our Mastercast series, and of course every listener who has ever tuned in! Here’s to 200 more! Highlights include: [01:28] Why did we decide to start the podcast? [23:54] A few messages of congratulations... [35:16] Some AI-powered analysis of the topics discussed on the show You can find the episodes Phil and Eddie discussed here: Andy Raskin: https://share.transistor.fm/s/e234ad7e The Resiliency Trilogy: https://share.transistor.fm/s/a14678cd https://share.transistor.fm/s/5ea28f6e https://share.transistor.fm/s/3a4dd26f Connect with Philip Squire on LinkedIn Connect with Eddie Guevarra 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.

April 3, 2026Episode 1991 hr 5 min

#199 – Talking Intellectual Authenticity on The Exceptional Sales Leader Podcast w/ Darren Mitchell

This week on The Sales Transformation Podcast it’s an episode that originally appeared on The Exceptional Sales Leader Podcast, with host Darren Mitchell talking to Phil about The Sales Mindsets and why “Authenticity” is evolving into “Intellectual Authenticity”. Highlights include: [14:54] Very few salespeople enjoy being sold to themselves [34:56] Most sales methodologies are supplier-centric [44:28] Intellectual Authenticity is linked to reflective practice You can find all the episodes of The Exceptional Sales Leader Podcast, including the two that Phil has featured on before, over on Darren’s website: https://darrenmitchell.com.au/category/podcast/ Connect with Philip Squire on LinkedIn Connect with Darren Mitchell 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.