The Sales Transformation Podcast

Sales Frequency is on a break for the summer, so this week on The Sales Transformation Podcast we’re bringing you some highlights from the series so far.    Jesus and Will will be back in September for more episodes, so stay tuned!      Connect with Jesus Llamazares on LinkedIn [https://www.linkedin.com/in/jesusllamazares/]  Connect with Will Squire on LinkedIn [https://www.linkedin.com/in/will-squire-40074b66/]      Join the discussion in our Sales Transformation Forum [https://www.facebook.com/share/BipRzjJXnzkn7PTo/] group.    Make sure you're following us on LinkedIn [https://www.linkedin.com/company/consalia] and Twitter [https://twitter.com/Consalia] to get updates on the latest episodes! Also, take our Mindset Survey [https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23] and find out if you are selling to customers the way they want to be sold to today.

In this episode of the Sales Transformation Podcast's 'Mastercast' series, Phil welcomes Nick Rose, Sales Director at Sharp UK, to share insights from his master's dissertation on the impact of sales onboarding on business success.    Nick discusses his personal journey into sales without structured training, the high attrition rate in sales, and the enormous costs associated with onboarding typical sales recruits. Through his master’s research he discovered key gaps in onboarding, which led to him overhauling the process with a Sales Academy programme.      Highlights include:   * [01:18] – Nick’s own onboarding into sales experience  * [33:40] – Identifying a diversity issue in sales  * [41:33] – Designing a Sales Academy based on master’s research      Connect with Philip Squire on LinkedIn [https://www.linkedin.com/in/philipsquire/]   Connect with Nick Rose on LinkedIn [https://www.linkedin.com/in/nickrose2/]    Join the discussion in our Sales Transformation Forum [https://www.facebook.com/share/BipRzjJXnzkn7PTo/] group.    Make sure you're following us on LinkedIn [https://www.linkedin.com/company/consalia] and Twitter [https://twitter.com/Consalia] to get updates on the latest episodes! Also, take our Mindset Survey [https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23] and find out if you are selling to customers the way they want to be sold to today.

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 becoming more agile  * [25:42] – How is AI affecting sales practices?      Connect with Philip Squire on LinkedIn [https://www.linkedin.com/in/philipsquire/]   Connect with Jesus Llamazares on LinkedIn [https://www.linkedin.com/in/jesusllamazares/]  Connect with Will Squire on LinkedIn [https://www.linkedin.com/in/will-squire-40074b66/]      Join the discussion in our Sales Transformation Forum [https://www.facebook.com/share/BipRzjJXnzkn7PTo/] group.    Make sure you're following us on LinkedIn [https://www.linkedin.com/company/consalia] and Twitter [https://twitter.com/Consalia] to get updates on the latest episodes! Also, take our Mindset Survey [https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23] and find out if you are selling to customers the way they want to be sold to today.

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 value, and internal collaboration, as well as how his ideas have been implemented within SAP.    Highlights include:   * [03:36] – Value-Based Selling in the Age of Innovation – what led to the title?  * [19:13] – What drives emotions during selling can differ by stakeholder  * [34:20] – Shifting to a listening mindset     Connect with Philip Squire on LinkedIn [https://www.linkedin.com/in/philipsquire/]   Connect with Ivano Fossati on LinkedIn [https://www.linkedin.com/in/ivanofossati/]    Join the discussion in our Sales Transformation Forum [https://www.facebook.com/share/BipRzjJXnzkn7PTo/] group.    Make sure you're following us on LinkedIn [https://www.linkedin.com/company/consalia] and Twitter [https://twitter.com/Consalia] to get updates on the latest episodes! Also, take our Mindset Survey [https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23] 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 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! [http://eventbrite.co.uk/e/gst-xx-winning-the-right-way-human-connection-in-the-age-of-ai-tickets-1335311014189] Enter code GSTXXEARLY at checkout for £50 off your ticket.      Connect with Philip Squire on LinkedIn [https://www.linkedin.com/in/philipsquire/]     Join the discussion in our Sales Transformation Forum [https://www.facebook.com/share/BipRzjJXnzkn7PTo/] group.    Make sure you're following us on LinkedIn [https://www.linkedin.com/company/consalia] and Twitter [https://twitter.com/Consalia] to get updates on the latest episodes! Also, take our Mindset Survey [https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23] and find out if you are selling to customers the way they want to be sold to today.