Consalia CEO, Dr Philip Squire, is launching his much-anticipated book titled, “Selling Transformed”.
The book explores how selling has adapted to the changing sources of competitive advantage in the industrial, knowledge and post-knowledge era, as well as suggesting a new paradigm for selling – one which has been based on values and belief systems, formed as a result of Phil’s doctoral research.
In the lead up to the launch of the book, Philip will be talking about selected chapters on our Sales Transformation podcast, giving you a brief look into what the book is about.
The first episode titled, “The Burning Platform” looks at the spark that ignited the research that Philip conducted where he found that 95% of salespeople were perceived as a waste of time, as well as taking a brief look at some of the findings from the research.
Next, Philip takes us through, “Sources of Competitive Advantage”. What have been the different sources of competitive advantage that have been available to salespeople throughout the years? Dr Philip Squire explores the various sources of competitive advantage when selling in the industrial era, knowledge era and post-knowledge era.
The third episode looks at "Values, Professionalism and Ethics". We explore the values that can be used to help create positive or negative selling experiences, as well as touching upon some of those values that can suggest a new paradigm of selling.
Finally, Philip takes us through the topic of "How to Professionalise Sales" where he talks about the future of the sales role and the emerging Cx focus on purpose-driven value-creation.
Listen to the preview episodes on The Sales Transformation Podcast using the links above.
The book is available for pre-order now at Kogan Page, Amazon, Foyles and Waterstones. Selling Transformed is officially available from 3rd December 2020.