พอดคาสท์ Sales Transformation ชั้นนำ (2024)

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#137 – All about this year’s Global Sales Transformation event 21:17

2d ago21:17

21:17

We’re talking Global Sales Transformation XIX this week on The Sales Transformation Podcast, as Phil and Will sit down to discuss the theme for this year’s event: Cracking the Code of Key Account Management. Phil talks through why we choose this topic, why key account management is more important than ever, and what to expect from some of this year…

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#136 – Consalia Roundtable: How will AI change sales? 32:45

9d ago32:45

32:45

We have something new for you this week on The Sales Transformation Podcast: the first in a new series of roundtable discussions featuring members of the Consalia team discussing the issues of the day. Our first roundtable features Head of Sales Will Squire, Head of Marketing Eddie Guevarra, and Senior Business Development Manager Luke Bowles. Toge…

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#135 – Five Ways to Wellbeing: Rachel Baker 40:27

17d ago40:27

40:27

Today on the Sales Transformation Podcast it’s a brand new episode of our Five Ways to Wellbeing series with Luke Bowles and special guest Rachel Baker, Business Manager at Autoglass. Together they discuss Rachel’s personal mental health journey, including how counselling not only helped her but enabled her to help others as well. Rachel also outli…

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#134 – Best of Five Ways to Wellbeing 31:04

1M ago31:04

31:04

Good news for fans of our Five Ways to Wellbeing series with Luke Bowles – a brand new episode is on its way soon! In the meantime, we’re taking a look back at some of the highlights from the show so far. How many of the five ways have you incorporated into your daily life? Connect with Luke Bowles on LinkedIn Join the discussion in our Sales Trans…

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#133 – SAP’s new way of nurturing sales talent through apprenticeships w/ Lindsey Rowe 44:23

1M ago44:23

44:23

On this episode of The Sales Transformation Podcast Phil is joined by Lindsey Rowe, UKI Head of Purpose Programmes & Sustainability GTM at SAP, to discuss their sales apprenticeship programme. In just 11 months SAP have already been named number 13 on RateMyApprenticeship’s list of the best 100 apprenticeship employers. Lindsey takes us through how…

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REVISITED: #50 – Drive the Performance of Your Key Accounts: An intimate dinner with Introhive 24:37

1M ago24:37

24:37

We’ve got one more episode of The Sales Transformation Podcast to revisit in celebration of the announcement of Global Sales Transformation XIX: Cracking the Code of Key Account Management! This time we’re looking back at a dinner hosted by Introhive where Consalia Programme Director Brian Tilley spoke about how Relationship Capitalisation can unlo…

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REVISITED: #7 – What is Purpose-led Account Planning? 52:39

2M ago52:39

52:39

This week on The Sales Transformation Podcast we’re revisiting another early episode on key account management ahead of GST XIX in November. In this episode Phil sat down with Alf Janssen and Darragh Power from SAP to talk about how “purpose” can play a key role in account planning. Original episode description: How many of us practice ‘Purpose-led…

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Serving Sales Teams the Right Way - Gail Kasper, TV Host, 2x TEDx Speaker & Sell Like A Cockatoo 33:16

2M ago33:16

33:16

Today's episode welcomes Gail Kasper - the world’s leader in customization for sales keynote speeches and training programs. She is the creator of the Systematic Attitude Development-Technique™️ (SAD-T™️) and Cockatoo Selling, an innovative advanced sales program. These concepts are described in detail in her books Unstoppable: 6 Easy Steps To Find…

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REVISITED: #22 – GST XVI - Key Accounts: Where Values and Value Intersect 53:52

2M ago53:52

53:52

With the recent announcement that the theme for GST XIX is “Cracking the Code of Key Account Management”, we thought we’d dig through the archives and revisit a talk from GST XVI from Phil and Introhive’s Ryan O’Sullivan this week on The Sales Transformation Podcast! Original episode description: After a long 2 year wait, our beloved GST Event retu…

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How to Sell a Franchise - Marcos Moura, Co-Owner & CDO at Amada Senior Care 40:26

2M ago40:26

40:26

Today's episode welcomes Marcos Moura, Co-Owner and Chief Development Officer at Amada Senior Care, a franchise business that provides home care for seniors. Amada is one of the only senior care companies in North America that offers in-home non-medical care as well as assisted living placement consulting services. Amada Senior Care was founded by …

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#132 – Writing the book on Transformational Sales Leadership (Part 2) w/ Rainer Stern & Sakis Tassoudis 52:24

2M ago52:24

52:24

It’s time to hear from two more contributors to the Transformational Sales Leadership: Sales Leader Perspectives book on today’s episode of the Sales Transformation Podcast. This time it’s the turn of Rainer Stern and Sakis Tassoudis. The book is an anthology, with each chapter by a different author bringing new insights from both their academic st…

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Building a Tech-Enhanced Cold Calling Culture - Sahil Mehra, Head of Strategic Sales at Nooks 25:38

2M ago25:38

25:38

Today’s episode welcomes Sahil Mehra, Head of Strategic Sales at Nooks - an AI-Powered Parallel Dialer & Virtual Salesfloor powering the best SDR and BDR teams. They help train the team, boost conversion rates, and multiply connect rates all while having fun in the Nooks platform. Sahil also has 6 years of experience running a go-to-market agency f…

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#131 – Transforming sales careers with degree apprenticeships: insights from Siemens 59:59

2M ago59:59

59:59

Today on The Sales Transformation Podcast we have a recording of our recent live webinar with Siemens exploring their sales degree apprenticeship journey. Consalia’s Academy Director, Dr Louise Sutton, hosts three guests from Siemens: Sales Apprentices Lucas Laurie and Mike Eastham, and Early Career Professionals Manager Johnny Mathieson. Together …

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#130 – Making sales a profession you can love w/ Mark Cox 57:03

3M ago57:03

57:03

Today on The Sales Transformation Podcast Phil is joined by Mark Cox, founder of In The Funnel and host of the Selling Well podcast. Ahead of the release of Mark’s new book, Learn to Love Selling – The Universal B2B Sales Playbook, he discusses his aims for the book and some of the key areas it covers. The discussion also turns to the importance of…

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The Allbound Approach to B2B Revenue - Evan Dunn, Head of Marketing at ServiceBell 49:06

3M ago49:06

49:06

Today’s episode welcomes Evan Dunn, Head of Marketing at ServiceBell - a SaaS platform that enables their users to create first party intent and convert it into pipeline using the best account-based tactics across inbound, outbound, and marketing channels. In rare cases, an executive that isn’t the CEO or Founder becomes the leading voice in the co…

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#129 – Best of H1 2024 48:20

3M ago48:20

48:20

It’s been a while since our last “best of” episode on The Sales Transformation Podcast, so this week we’re bringing you some of the highlights from the year so far. 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 ep…

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#128 – Mastercast: What can we learn from philosophers about ethical sales leadership? w/ Sakis Tassoudis (2021) 43:34

3M ago43:34

43:34

In this Mastercast episode Phil is joined by Sakis Tassoudis, Managing Director at SAP Fioneer to discuss his master’s dissertation on ethical sales leadership. Having been born in Greece, Sakis looked to the ancient greek philosophers for inspiration during his studies. What he found was that many of their ideas remain relevant even in the modern …

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#127 – An academic lens on sales hiring and compensation w/ Frank V. Cespedes 57:46

3M ago57:46

57:46

This week on The Sales Transformation Podcast Phil is joined by Frank V. Cespedes, Senior Lecturer of Business Administration at Harvard Business School. Frank has authored several books on sales and marketing, with his most recent work focussing on sales management. In this episode he and Phil explore at two of the most important skills for any sa…

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#126 – Professionalising sales education standards w/ Dr Louise Sutton 56:38

4M ago56:38

56:38

Today on The Sales Transformation Podcast Phil is joined by Consalia’s own Academy Director, Dr Louise Sutton, whose contributions to both Consalia and the sales profession as a whole cannot be overstated. Louise talks about her completion of a Doctorate in Professional Studies by Public Works and the creation of the Level 6 Business-to-Business Sa…

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#125 – Mastercast: How emotions can make or break transformation w/ Barbara Crane (2020) 46:05

4M ago46:05

46:05

Today on the Sales Transformation Podcast Phil sits down with Consalia master’s graduate Barbara Crane for a Mastercast episode. Barbara chose to focus on transformation and change management for her dissertation, specifically looking at how it is frequently people, not processes, that get in the way of progress. She and Phil also discuss differing…

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#124 – A doctoral journey to find the future of sales (Part 2) w/ Philip Styrlund & James Robertson 49:02

4M ago49:02

49:02

Today on The Sales Transformation Podcast it’s the second part of Phil’s discussion with Dr Philip Styrlund and Dr James Robertson from The Summit Group. The conversation picks up right when the last episode left off, so if you haven’t listened to that one yet please go and check it out first! This time the three doctors discuss the work of Dr Fred…

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#123 – A doctoral journey to find the future of sales (Part 1) w/ Philip Styrlund & James Robertson 48:25

4M ago48:25

48:25

The discussion on today’s episode of The Sales Transformation Podcast was so expansive it needs two episodes to hold it all! It’s no surprise with not one but two amazing guests: Dr Philip Styrlund, CEO & Owner of The Summit Group, and Dr James Robertson, President at The Summit Group. Together they discuss their experience of gaining doctorates in…

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747 - Scaling Your Business and Navigating Enterprise Sales, Feras Alhlou 11:37

4M ago11:37

11:37

Colin chats with Feras Alhlou, co-founder of Startup with Ferris, about scaling businesses and preparing for larger contracts. Ferris shares insights on learning from competitors, building a strong business, and the importance of passion, skills, and sacrifice in entrepreneurship. They also discuss the process of selling a business and the evolving…

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746 - Building a Culture for a Globally Distributed Sales Team, with Chris Parker 7:53

4M ago7:53

7:53

Colin chats with Chris Parker about building a thriving culture in a fully distributed team and scaling globally. Chris shares insights on hiring the right people, promoting internal talent, and strategically expanding into new markets. They discuss the importance of customer-centric strategies and minimizing risks in business growth. Follow the Ho…

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745 - Navigating Leadership Challenges and Embracing Management Training, with Kate O'Neil 10:31

4M ago10:31

10:31

Collin welcomes Kate O'Neil once again, CEO of Teeming, to discuss the challenges of leadership. They talk about the importance of effective communication and adapting to change in a leadership role. Kate shares her experiences of being promoted to a higher position and the mistakes she made along the way. She also emphasizes the need for proper ma…

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#122 – How do we address the challenge of professionalising sales? w/ John Barrows 1:05:33

5M ago1:05:33

1:05:33

Today on The Sales Transformation Podcast we have a reupload of a conversation that originally took place earlier this year on the Make It Happen Mondays podcast with John Barrows, CEO of JB Sales. John is on a mission to professionalise sales, so naturally Phil was delighted to join him to discuss his own work toward the goal of elevating our indu…

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744 - Maximizing Sales Efficiency: The Art of Disqualifying Deals, with Jeff Torbeck 10:07

5M ago10:07

10:07

Collin and guest Jeff Torbeck discuss the importance of qualifying leads in sales. They highlight the significance of spending time on high-potential accounts and efficiently disqualifying deals that are not a good fit. The conversation emphasizes the value of feedback from lost deals and the need for salespeople to prioritize their time effectivel…

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743 - Measuring the Buyer-Seller Experience, with Carl Cox 7:09

5M ago7:09

7:09

Collin Mitchell and guest Carl J. Cox delve into the importance of measuring and improving the buyer-seller experience in sales. They discuss the significance of data, self-reflection, and customer feedback in enhancing sales performance. The conversation highlights the impact of timely responses to leads and the value of learning from closed loss …

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742 - Data-Driven Sales Transformation Insights, with Alan Zhao 6:10

5M ago6:10

6:10

Collin Mitchell and Alan Zhao dive into the world of sales transformation, exploring the effective criteria for identifying high-intent website visitors. They discuss key indicators like page views, visit frequency, and active session time that signal serious evaluation by potential leads. The hosts also shed light on the impact of remote work on d…

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#121 – From door-to-door to social selling w/ Alex Abbott 56:00

5M ago56:00

56:00

This week on The Sales Transformation Podcast Phil is joined by Alex Abbott, Conversation Creation Specialist at Supero and co-founder and presenter at SalesTV.live. Alex walks us through his varied career, in which he has run the gamut of different sales roles from knocking on doors selling vacuum cleaners to SAAS deals with an average order value…

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741 - From Layoff to Sales Leader Sales Success, with Feras Alhlou 9:55

5M ago9:55

9:55

Colin interviews Feras Alhlou, co-founder of Startup with Feras, who shares his journey into entrepreneurship after being forced into it due to a layoff. Ferris discusses the challenges he faced starting a web design and search engine optimization business in the early days of the internet. He highlights the importance of learning sales skills, sha…

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740 - Embracing Remote Culture for Global Sales Success, with Chris Parker 10:32

5M ago10:32

10:32

Colin Mitchell chats with Chris Parker about his journey from technical marketing to sales leadership at Customer IO. They discuss the challenges of growing a global sales team while operating lean and the importance of meeting customers where they are. Chris shares insights on building a strong culture in a fully distributed team and the strategie…

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739- First-Time Leader Mistakes: Asking for Help, One-on-Ones, and Firing People, with Kate O'Neil 12:37

5M ago12:37

12:37

Collin Mitchell interviews Kate O'Neil, CEO of Teeming, about her experience transitioning from sales to marketing and the importance of alignment between finance, sales, and marketing. They also discuss the challenges faced by first-time leaders and the common mistakes they make, such as not asking for help and neglecting one-on-one meetings with …

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#120 – Writing the book on Transformational Sales Leadership (Part 1) w/ Grant van Ulbrich & Barbara Crane 29:43

5M ago29:43

29:43

It’s the first part of a very special series of podcasts this week as we celebrate the release of a new book: Transformational Sales Leadership: Sales Leader Perspectives. The book is an anthology of chapters each written by an alumnus of Consalia’s master’s programme. Each one takes a fresh look at sales issues old and new, bringing new insights f…

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738 - Signal-Based Selling: Aligning Marketing and Sales Efforts, with Alan Zhao 10:36

5M ago10:36

10:36

Collin Mitchell and Alan Zhao from Warmly dive into the world of revenue orchestration and the challenges of engaging prospects at the right time. They discuss the importance of aligning sales and marketing efforts, emphasizing the need for quality engagement over quantity. The hosts highlight the significance of signal-based selling and leveraging…

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737 - Mastering Sales and Influence, with Jason Wojo 12:48

5M ago12:48

12:48

In this episode, Jason Wojo discusses his journey in entrepreneurship, transitioning from CEO to focusing on events and private clients. He emphasizes the importance of staying in one's zone of genius and delegating tasks to achieve better results. Jason also shares insights on sales strategies, lead quality, and the value of building a strong netw…

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736 - Empower Your Career Trajectory, with Leandra Fishman 9:21

5M ago9:21

9:21

Collin and Leandra Fishman discuss the importance of taking ownership of your career trajectory and embracing entrepreneurship. The conversation touches on the value of problem-solving, creativity, and pushing oneself outside of their comfort zone. The guest shares personal experiences of making difficult decisions and emphasizes the significance o…

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735 - Data-Driven Sales Strategies for Success, with Jeff Torbeck 14:15

5M ago14:15

14:15

Collin and Jeff Torback discuss the importance of making data-driven decisions in sales. They highlight the significance of tracking key metrics, setting up proper sales stages, and utilizing tools like CRM and conversational intelligence. The conversation emphasizes the need for accurate data, effective training, and continuous improvement to driv…

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734 - Campus Visit: The Ultimate Sales Indicator, with Carl Cox 12:14

5M ago12:14

12:14

Colin and Carl delve into the world of strategic planning and key performance indicators (KPIs). They discuss the importance of focusing on essential strategies that have a significant impact on outcomes, using the Pareto principle to streamline the planning process. Carl shares a compelling story about finding the most crucial KPI, emphasizing the…

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733 - AI-Powered Chat Revolutionizes Sales, with Alan Zhao 8:38

5M ago8:38

8:38

Colin and Alan Zhao from Warmly discuss the importance of engaging with website visitors in real-time to maximize conversions. They share success stories of companies increasing their pipeline by three times through proactive engagement strategies. Zhao highlights the role of AI chatbots in identifying high-intent visitors and routing them to the r…

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#119 – Five Ways to Wellbeing: James Talbot 45:59

5M ago45:59

45:59

It’s time to join Luke Bowles for another episode of our Five Ways to Wellbeing series! This week Luke is speaking to his old school friend James Talbot, UK Managing Director at Sozio. As always, they go through the Five Ways to Wellbeing, exploring the different methods we can all use to keep ourselves mentally healthy. James also explains why he …

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732 - How to Build and Hire a Successful SDR Team, with Ronen Pessar 20:06

5M ago20:06

20:06

In this episode of Sales Transformation, Collin Mitchell and Ronan Pessar discuss how to build a successful SDR (Sales Development Representative) team. They cover topics such as the financial considerations of building a team, the importance of understanding the value of conversations in sales, and the cost of hiring and managing SDRs. They also p…

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731 - Aligning Sales, Marketing, and Finance for Business Success, with Kate O'Neil 9:08

6M ago9:08

9:08

Kate O'Neil and Collin Mitchell discuss the importance of alignment between sales, marketing, and finance in a business. Kate emphasizes the need for these departments to work together and share information to achieve the company's goals. Mitchell and guest Kate O'Neill, CEO of Teeming, also discuss the impact of financial models on sales and marke…

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730 - Niche Down to Scale Up: Community-Led Growth, with Lloyed Lobo 12:03

6M ago12:03

12:03

Collin Mitchell and guest Lloyed Lobo delve into the world of entrepreneurship and sales. They discuss the challenges of starting a niche business, the importance of finding your ideal customer profile, and the power of building a community around your brand. Lloyd shares his journey of building Boast.ai and the strategies they used to bootstrap to…

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#118 – Mapping out challenges through coaching w/ Claudia Filsinger 55:40

6M ago55:40

55:40

This week on The Sales Transformation Podcast Phil speaks to Claudia Filsinger, the Founder and Managing Director of coaching and consultancy firm Moving Maps. Having lectured in business, career management and coaching at Oxford Brookes Business School and become an accredited executive coach herself, Claudia founded Moving Maps to help clients pr…

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729 - Nine-Figure Advertiser Reveals Sales Insights, with Jason Wojo 11:34

6M ago11:34

11:34

Collin Mitchell interviews Jason Wojo, a nine-figure advertiser, who shares his journey from culinary school to building a successful social media marketing agency. Jason discusses his experiences with door knocking, upselling clients, and the challenges of scaling a business. He also highlights the importance of learning from mentors and the strug…

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728 - Sales Karma: Customer-Centric Leadership, with Leandra Fishman 14:40

6M ago14:40

14:40

Colin Mitchell and Leandra Fishman discuss their journeys in sales and leadership. Leandra shares her experiences transitioning from sales to leadership roles, emphasizing the importance of building relationships and solving problems. They highlight the challenges and rewards of leadership, focusing on the significance of listening, learning, and e…

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727 - Future of Marketplaces in Sales, with Jeff Torbeck 17:44

6M ago17:44

17:44

In this episode, Collin and Jeff Torbeck discuss the future of marketplaces and the challenges faced by startups in today's funding landscape. Jeff highlights the importance of building profitable businesses and the shift towards efficiency and profitability. Torbeck also explores the role of marketplaces in connecting candidates and companies effi…

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#117 – Mastercast: Do business leaders still underestimate the importance of mindset? w/ Jesper Illum (2024) 47:31

6M ago47:31

47:31

It’s time for another episode in our Mastercast series on The Sales Transformation Podcast! This time Phil sat down with Jesper Illum, Country Manager at IFS Denmark, to discuss his master’s dissertation. Jesper chose to focus his studies on an area close to Phil’s heart: mindset. Specifically, he wanted to find out if, despite decades of research,…

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#116 – March AMA: Cracking the Code of AI in Sales w/ Axel Ferreyrolles 58:58

6M ago58:58

58:58

This week on The Sales Transformation Podcast it’s our latest AMA session, with special guest Axel Ferreyrolles, Head of Innovation and Transformation at SAP. Phil and Axel discuss how AI technology is going to affect the world of sales, and take questions from the audience on the reliability of AI analytics, how AI could bring sales and marketing …

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