Sales Strategy & Enablement by Revenue.io

1110: Connecting How Sellers Sell and How Buyers Buy with Philip Squire

Nov 15, 2022

01:03:01

Creator website

Episode guests

Philip Squire

Highlights

AI Chapters

Episode notes

Master's Programs - Self Awareness

04:10

Critical Reflection - What Comes First?

02:28

Predictive Analytics

01:37

Introduction

2min

ForgetToPhil Sales Enablement Podcast

3min

The History of Consalia

2min

The Buyer Drives How Do You Sell?

2min

Relational Aspects of Relationship Selling

4min

The Importance of Words

2min

Connection Versus Relationship?

2min

Fly Fishing for Sales

3min

Getting Back on Track, on Track

2min

10.

Nine Reasons Why You Win Deals, Nine Reason Why You Lose Deals

2min

11.

Enablement

2min

12.

The Elevated Leader, by Ryan Gottfrydzen

2min

13.

Is Critical Reflection the Key to Transformation?

4min

14.

Critical Reflection - What Comes First?

2min

15.

Thinking Critically in B2B Sales

3min

16.

The Layers of the Onion

5min

17.

Master's Programs - Self Awareness

4min

18.

The Difference Between Training and Education

2min

19.

The Relationship Between Values and Beliefs

3min

20.

The Triumph of Methods Over Principles

2min

21.

Are You Asking the Right Question?

2min

22.

How to Enable and Train People to Do Better Presentations?

3min

23.

The Challenge of Change in Sales

2min

24.

SaaS - Is There Too Many Opportunities in Your Pipeline?

2min

25.

Predictive Analytics

2min

26.

Sales Enablement With Andy Paul - In a World, Just Kidding

3min

27.

Blueboard Experiences Boost Employee Connection

2min

Philip Squire is the Co-Founder and CEO of Consalia. Phil shares his take on the perspective that the buyer should drive how a salesperson sells and the key skills that mean the difference between education and training in sales.

He also talks about critical thinking, why it's discouraged in unhealthy environments, and how it should align with your positive values for development. Philip digs into the positive values that buyers look for in buyers, and the negative values they encounter too.

HIGHLIGHTS

A shared perspective: The buyer should drive how you sell
The idea of buyers "hiring" the seller to help the make a decision
Addressing vertical development issues
The link between predictable behavior and values
The four sales values that customers have said the top 10% of salespeople have

Find out if you have the Sales Mindsets that customers have said they want to see in salespeople: https://www.consalia.com/mindset-survey

QUOTES

There's a difference between relationships and building connections, says Philip: "You can have great relationships but actually it doesn't help you sell. Customers are looking for different types of relationships and when I talk about relationships and sort of break it down into the four mindsets, it's interesting."

Philip on being a great critical reflector: "Arguably, one of the most important traits that anyone needs to learn now is simply the ability to critically reflect and to think. And it's not easy to do because you are influenced often by what you know and your past which gives you a certain bias.”

Find out more about Philip in the links below: