The Selling Well Transforming Sales with Philip Squire
Philip Squire is the CEO of Consalia, a UK-based specialist business school He is also one of just a handful of sales professionals internationally to have a research doctorate in sales. Philip is also the author of Selling Transformed: Develop the Sales Values which Deliver Competitive Advantage. Philip talks about his book and explains his key theories for selling effectively. Phillip aligns with Mark in believing that sales is a profession and as such should be recognized as a profession at the university level. His doctoral research project explored 'Complex (Global) Account Selling Effectiveness' and the extent to which a value-based approach to developing relationships with customers enhances sales performance.
Highlights
- Who is Philip Squire? 0:14
- The gray zone of goodwill. - 7:58
- What triggered him to write this book. - 10:13
- Identifying the crisis in sales. - 12:59
- The values that buyers want to see. - 22:09
- The great advantage for salespeople. - 35:27
- The art of knowing how far to go without going too far. - 38:16
- Philip's No.1 priority. - 43:56
- Leadership qualities are required at a sales leader level to enable transformation. - 44:37
- How to reach Philip. - 49:57
Episode Resources
- Selling Transformed: Develop the Sales Values which Deliver Competitive Advantage
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- Connect with Philip Squire
- https://www.linkedin.com/in/philipsquire/
- https://www.consalia.com/
- https://www.consalia.com/mindset-survey/