This week we’re taking a look back at the panel session from GST XIX, featuring Birgitte Pingel, Vice President – Business Development Leader Consumer Goods & Retail, Europe, at Genpact and David Mines, Commercial Director at Worldpack. They were also joined by a last-minute guest Phil plucked from the audience to give a client’s perspective: Michael Pearson, former Group Head of Procurement and Vendor Management at OSB Group and founder of insidetheprocurementmind.

Together they discuss what the essential ingredients are for success in today’s key account management landscape. Discussion with the audience particularly focuses in on the impact of AI, as well as stories of successful deals the panel have been involved in.

Highlights include:

• [07:51] – Salespeople should connect with procurement and vice-versa
• [11:48] – AI can’t replicate everything a salesperson does
• [30:16] – Levergaging the agility that comes from being small

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

https://youtu.be/-qIpI-ftIJo

Connect with Philip Squire on LinkedIn

Connect with Birgitte Pingel on LinkedIn

Connect with David Mines on LinkedIn

Connect with Michael Pearson 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 Dr Ryan O’Sullivan’s talk from Global Sales Transformation XIX – his second time speaking at a GST event!

Ryan, Global Account Manager at Introhive, explains how he came to be interested in the subject of relationship mapping, which eventually led to writing his new book: Building B2B Relationships. Understanding the full network of relationships in both your and a client’s organisations, he argues, can lead to exponential revenue growth via discovering new ways to multi-thread different service lines.

If you’d like to hear more from Ryan, he will be joining NTT’s Julia Munn and our own Dr Phil Squire for a free webinar at 16:00 GMT on 13th February. Sign up below:

https://us02web.zoom.us/webinar/register/2317382540925/WN_Eq8wVcBbRDu8atp_iJrG2w

Highlights include:

• [00:43] – A rude awakening to neglecting relationships with senior management
• [04:21] – The key stats behind the importance of existing relationships
• [22:15] – Outperform your competitors with multi-threading

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

https://youtu.be/BlJe6Kt7xR4

Ryan’s book, Building B2B Relationships: How to Identify, Map and Develop Key Relationships to Win More Business, is available to buy on Amazon.

Connect with Philip Squire on LinkedIn

Connect with Ryan O'Sullivan 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.

We have another talk from GST XIX this week on The Sales Transformation Podcast! This time it’s Luke Skinner, VP of Global Strategic Initiatives at SAP, discussing the key attributes a Global Account Manager needs to address the unique challenges they face.

Drawing on the research he conducted while studying for his master’s with Consalia, Luke splits the traits a GAM needs into foundational and leading characteristics. Above all, he stresses the fact that they need to be able to work effectively with people from all levels of both their own and their clients’ organisations.

Highlights include:

• [03:00] – Global Account Management is a boundary spanning role
• [12:35] – The leading characteristics of an exceptional Global Account Manager
• [21:56] – As a Global Account Manager you are an expert in your customer

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

https://youtu.be/oOImd9Olhl0

Connect with Philip Squire on LinkedIn

Connect with Luke Skinner 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.

As a new year begins Phil sat down with Will to discuss his reflections on 2024 and predictions for 2025 on this week’s Sales Transformation Podcast.

As well as talking about big issues like ongoing conflicts and the rise of AI, Phil also takes the time to share his thoughts on the state of Consalia as a business and the kinds of bold decisions the company needs to take going forward.

Highlights include:

• [11:03] – What is Phil excited for in 2025?
• [16:58] – Are salespeople still feeling the effects of the pandemic?
• [22:29] – Consalia’s new global research project

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.

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.

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.

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

Connect with Philip Squire on LinkedIn

Connect with Will Squire on LinkedIn
Connect with Eddie Guevarra 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.