Episode 84 of The Sales Transformation Podcast showcases a conversation from the Sales Game Changers Podcast which is hosted by Fred Diamond, the President and Co-Founder of the Institute for Excellence in Sales (IES). During this episode, Fred is joined by an esteemed panel consisting of Consalia’s very own Dr. Philip Squire, as well as the Global Sales Transformation Director at Royal Caribbean, Dr. Grant Ulbrich and the Head of Innovation & Digital Strategy, Global Sales Learning at SAP, Axel Ferreyrolles.
The discussion revolves around the transformation of the sales profession. Dr. Philip shares his vision of making sales the world’s most sought-after profession and discusses the mindsets and values that customers want to see from salespeople.
Dr. Grant and Axel also share their successful sales transformation journeys through the MSc in Leading Sales Transformation programme. Grant reveals how the cruise industry tackled the challenges posed by the pandemic by focusing on supporting B2B customers, while Axel highlights the shift to post-sales engagement and the importance of customer-centricity.
They also discuss:
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04:25] What is Sales Transformation?
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12:02] How do the sales mindsets work?
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15:17] How have the sales mindsets helped the likes of SAP and Royal Caribbean?
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19:51] Does every salesperson have the ability to ‘’transform’’?
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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.