The Sales Transformation Podcast

In the second part of our “Winning Large Complex Deals” series Phil is joined by Mike Hurley, Consalia alumnus and Founder of Ghostarm Ltd. 
 
Mike helps organisations improve sales effectiveness through team mind-set change. He is a subject matter expert for strategic and tactical revenue generation, having worked across a range of industries at companies including IBM, HP, and Atos.  
 
Mike is also an early graduate of Consalia’s master’s programme and a Founding Fellow of the Institute of Sales Professionals. 

During Mike’s time working for Hewlett Packard he worked with Phil to implement Consalia’s Winning Value Proposition™ system for large bids with staggering results. Listen now for the full story along with plenty more wisdom, including: 
  • [24:53] - Working on big deals and the importance of managing internal stakeholders 
  • [37:07] - Data vs insights and the human aspect of bidding 
  • [41:34] - How HP used Consalia’s WVP™ system to win £4.35 billion worth of deals 
 
Connect with Philip Squire on LinkedIn -   
https://www.linkedin.com/in/philipsquire/  
 
Connect with Mike Hurley on LinkedIn -  
https://www.linkedin.com/in/mikehurley1/  
 
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

What is The Sales Transformation Podcast?

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.