As we come towards the end of the year let’s take a look back at some of the highlights from Q4 on The Sales Transformation Podcast, including clips from Jeffrey Hatchell, Carl Day, and our Sales Transformation Forum Hangouts.

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It’s time for another Consalia Roundtable this week on The Sales Transformation Podcast as Phil, Will, and Eddie discuss our recent Global Sales Transformation XIX event.

The team share some of their highlights from the event and talk about some big Consalia announcements that we unveiled: our new app, Phoebe, and Phil’s major research project that will be starting in 2025.

Highlights include:

• [04:35] – Who were the speakers at GST XIX?
• [13:44] – Introducing Phoebe
• [22:31] – A new study into how customers want to be sold to

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Our Global Sales Transformation XIX event is right around the corner!

In this episode, we revisit some of the best talks from last year's Global Sales Transformation VIII event, themed around making organisations future-ready, discussions which covered the importance of involving both the organisation and its people in transformation journeys.

Additionally, insights on maintaining a growth mindset, the management shift model for leadership, and strategies for enhancing customer relationships post-contract are shared by various experts.

Highlights include:

• [00:44] - Embarking on Change and Transformation with Cathy Ward, Future Ready Agency
• [16:10] - Growth Mindset and Continuous Learning with Paul Devlin
• [24:03] - Future Proofing and Customer Retention with Dr. Grant van Ulbrich

Also, don't forget to secure your tickets for this year's GST using the link below:

https://www.eventbrite.co.uk/e/gst-xix-cracking-the-code-of-key-account-management-tickets-934261881437?aff=oddtdtcreator

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In this latest episode, we’ve put together segments from recent conversations at our Zoom Hangouts, part of Consalia’s online community of sales practitioners dedicated to sales transformation.

The discussion covers the core values of salespeople and the urgent need for transformation within organisations, the role of AI in a salesperson's world, and the impact of geographical and cultural considerations when selling across borders.

Highlights include:

· [02:42] Discussing Sales Values and Mindsets

· [16:16] The Role of AI in Sales

· [31:02] Geographical and Cultural Considerations in Sales

Enjoy what you hear? Use the link below to join our online community. We look forward to seeing you at the next hangout.

Join the discussion in our Sales Transformation Forum group - https://www.facebook.com/groups/462059083052379

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It’s a pre-GST special this week on The Sales Transformation Podcast as Phil is joined by Dr Ryan O’Sullivan, Global Account Manager at Introhive.

Ryan returns to the show to discuss his new book on B2B relationships and how relationship mapping can help to turn you into a trusted partner in the eyes of your customers.

Highlights include:

• [09:27] – Why do relationships matter?
• [23:45] – Mutual disclosure can both you and your client build a stronger network
• [41:11] – A three-step process for developing relationships

Introhive are very kindly sponsoring Global Sales Transformation XIX on 28th November, and Ryan will be speaking at the event. There are still a small number of tickets left if you want to hear him and the rest of our amazing speakers!

Ryan's new book, Building B2B Relationships, is available to pre-order at Kogan Page.

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It’s the second part of Phil’s interview with Carl Day, Chief Sales Officer at Apogee, this week on The Sales Transformation Podcast. If you haven’t listened to Part 1, please go back to last week’s episode and check it out!

This time the discussion turns to how Carl addressed the challenges of covid, the importance of middle-management, and managing multi-service pipelines.

Highlights include:

• [00:56] – How the pandemic wasn’t entirely bad for Apogee’s transformation
• [08:14] – Hiring more salespeople isn’t always the answer
• [16:58] – The evolving skillsets demands of sales

You can find Part 1 of the discussion here.

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Connect with Carl Day on LinkedIn

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It’s the first part of a two-episode discussion this week on The Sales Transformation Podcast as Phil speaks to Carl Day, Chief Sales Officer at Apogee.

When Carl joined Apogee in early 2020 the office print industry was in decline, and Covid only made matters worse. Carl saw that transformation was needed, and began the shift towards a more client-centric sales force. He tells Phil about the challenges he faced communicating the benefits of this new way of thinking to the sales team and to customers alike.

Highlights include:

• [07:40] – The initial challenges to sales transformation at Apogee
• [12:36] – It’s difficult to shift customer thinking from short-term to long-term
• [19:40] – The biggest mistake you can make is not training managers how to manage

Make sure to tune in next week for Part 2!

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Connect with Carl Day on LinkedIn

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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.

Join us this week on The Sales Transformation Podcast for a look back at some of the best clips from Q3, with guests including Mark Cox, Rainer Stern, and Lindsey Rowe.

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.