It’s another talk from Global Sales Transformation XX this week on the Sales Transformation Podcast, this week featuring Jessica Guihard from SAP, a graduate of the Consalia master’s degree.

Jessica’s research for her dissertation centred around leadership in sales, and during her presentation she explained that a great sales leader should be like a conductor of an orchestra, bringing out the best from the individual musicians in their team.

Jessica begins her talk with a video that isn’t featured in this recording, so we strongly recommend you go and check out this video from Improv Everywhere before you listen: 

https://www.youtube.com/watch?v=5_cbnBak8RI 

Highlights include: 

• [10:47] When leadership is silent, culture speaks 
• [16:18] Can you explain to your team why the metrics you use are important? 
• [21:54] Could “trust” be a leading indicator for business outcomes? 

NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! 

Connect with Jessica Guihard 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. 

This week on The Sales Transformation Podcast we have another talk from Global Sales Transformation XX back in November, this time from Professor Julian Birkinshaw, Dean at Ivey Business School. 

Julian joined us to discuss how companies, especially large ones, can respond to the massive changes being brought about by AI. Fortunately, he reassures us not to panic: in a “high tech” world the demand for “high touch” authentic experiences will mean that existing companies won’t all go the way of the dinosaur. 

Highlights include: 

• [06:03] Only 27 companies on the Fortune 500 didn’t exist 30 years ago 
• [14:33] Three imperatives for leaders in the AI age 
• [28:35] Sales jobs are likely to survive AI 

NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! 

Connect with Julian Birkinshaw 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. 

It’s National Apprenticeship Week 2026, so on this week’s episode of The Sales Transformation Podcast Phil sat down with Consalia’s Academy Director Dr Louise Sutton to discuss the latest developments in our Sales Business School. 

Louise talks about some of the great milestones we hit last year with our Level 6 Apprenticeship, as well as some of the upcoming developments in the wider world of apprenticeships. 

Highlights include: 

• [00:31] 2025 was a year of highs and lows for sales apprenticeships 
• [10:59] The stigma around apprenticeships is history 
• [20:33] Is sales a profession or a practice? 

Connect with Philip Squire on LinkedIn  

Connect with Louise Sutton 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. 

This week’s episode of The Sales Transformation Podcast is the second part of Phil’s conversation with Mike Lander on Higgle: The B2B Sales Club Podcast. 

This time Phil describes how he initially tested the Sales Mindsets, before moving on to discussing how they have evolved after last year’s Global Research Project. 

Highlights include: 

• [03:43] Massively increasing win-rates with the Sales Mindsets 
• [06:44] Pushing back on an RFP can lead to other conversations 
• [34:36] AI is changing buyers’ views of salespeople 

You can find more episodes of Higgle on the Piscari website. 

You can download the full State of Sales Mindsets white paper here. 

Connect with Philip Squire on LinkedIn  

Connect with Mike Lander 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. 

This week on The Sales Transformation Podcast we have the first part of an interview with Phil that first appeared on Higgle: The B2B Sales Club Podcast, hosted by Mike Lander. 
 
Mike was one of the people who very kindly supported us with our Global Sales Research project last year, and invited Phil on his show to ask him about how The Sales Mindsets were developed.  

Tune in next week for the second part where the discussion will move on to last year’s research project and how things have changed! 

Highlights include: 

• [02:02] Phil’s favourite song (and how it relates to his career) 
• [13:24] Too many sales leaders still think “you’ve either got it or you haven’t” 
• [20:31] The block Phil experienced during his research 

You can find more episodes of Higgle on the Piscari website. 

You can download the full State of Sales Mindsets white paper here. 

Connect with Philip Squire on LinkedIn  

Connect with Mike Lander 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.

Over the coming weeks on The Sales Transformation Podcast we’re going to be periodically releasing recordings of the talks from Global Sales Transformation XX back in November. We’re kicking things off with our very own Dr Phil Squire! 

At GST Phil presented the results of the Global Research Project he conducted throughout 2025 looking into how customers like to be sold to. It was a refresh of his original doctorate thesis from which the Sales Mindsets emerged, and in this talk you’ll hear about an exciting update to one of those mindsets... 

Highlights include: 

• [10:52] How do salespeople self-report their values? 
• [25:56] An update to “Authenticity”? 
• [34:15] Introducing the AI Sales Mindset Coach 

NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! 
 

You can download the full State of Sales Mindsets white paper here. 

You can register your interest in the Consalia x Aviso AI Sales Mindset Coach here. 

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. 

To mark the start of 2026 Will, Phil, and Jesus sat down this week to record an episode of The Sales Transformation Podcast looking back at the challenges and highlights of 2025, as well as discussing some of what’s coming this year. 

From potential new Sales Business School programmes to continuing to work on our AI Sales Mindset Coach with Aviso, 2026 is looking very exciting indeed! 

Highlights include: 

• [01:16] Some highlights from 2025 
• [19:20] What will make a salesperson stand out in 2026? 
• [50:49] Developing an AI mindset coaching agent  

Connect with Philip Squire on LinkedIn  

Connect with Jesus Llamazares on LinkedIn 

Connect with Will 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. 

Happy New Year! For the first episode of The Sales Transformation Podcast of 2026, we’re bringing you some of the highlights from Q4 of 2025! 

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. 

This week on The Sales Transformation Podcast Phil sat down with Will to discuss some of their highlights from Global Sales Transformation XX a few weeks ago. 

They also discuss Phil’s new White Paper, “The State of Sales Mindsets”, which contains the results of interviews and research conducted this year investigating how customers want to be sold to. There’s a particularly exciting development for one of the Sales Mindsets... 

Highlights include: 

• [12:08] Key takeaways from GST XX 
• [31:47] From Authenticity to Intellectual Authenticity 
• [38:55] Has there been any improvement in the perception of sales? 

You can download the full State of Sales Mindsets white paper here. 

You can register your interest in the Consalia x Aviso AI Sales Mindset Coach here. 

Connect with Philip Squire on LinkedIn  

Connect with Will 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. 

On this week’s episode of the Sales Transformation Podcast we are joined by Dr Philip Styrlund and Shakeel Bharmal, who are CEO and Senior Vice President of the Summit Group, respectively.  

Their discussion with Phil Squire centres around how the critical interface between marketing and sales is more essential than ever. In particular, they focus on making marketing more relevant to sales to ensure that both teams are aligned in their strategic outlook. 

Highlights include: 

• [07:14] The new world of selling needs a marketing mindset 
• [09:56] Three pillars for the future of selling 
• [24:32] Ai will increase the value of “wisdom” in salespeople 

Connect with Philip Squire on LinkedIn  

Connect with Philip Styrlund on LinkedIn 

Connect with Shakeel Bharmal 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.