Resources Library

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Consalia

Voice of the Customer

Consalia / 28 March 2013
While many companies research customers' views on service levels very few research customers' views on how they want to be sold to. Consalia asked 150 senior sales leaders and HR managers, who were attending a Consalia sales forum event, how many of them conduct this type of research. The results indicated less than 1%.Fewer still sustain this research on a regular basis.Yet customers are quite passionate about the subject. Senior level executives are the object and target of many companies' selling and key account strategies. They are very willing to share their opinions and insights on sales practices, for two ...
Voice of the Customer - more
Consalia

Reflective Practice - Sir Graeme Lamb

Consalia / 28 March 2013
In this extract from Consalia's 4th Global Sales Transformation event, held in Singapore, Retired Lieutenant General Sir Graeme Lamb gives a military perspective on reflective practice. He describes how time management was a critical factor for him in comprehending the challenges he faced and the environment surrounding him.To view the event report, including Sir Graeme Lamb's Keynote, click here
Reflective Practice - Sir Graeme Lamb - more
Consalia

GST4 - Intelligence in Sales, Driving Business Performance

Consalia / 01 March 2013
This brochure outlines the topics and speakers for Consalia's 4th Global Sales Transformation event. The event explored the ways in which different types of 'intelligence' can successfully influence the sales and marketing process; with Keynote speakers from the likes of SAP, Google and Autonomy (an HP Company), much focus was given to technology in the enterprise and the ways in which it is changing thee environment in which the Sales function operates.
GST4 - Intelligence in Sales, Driving Business Performance - more
Philip Squire

The University in the Workplace

Philip Squire / 18 February 2013
In the early 1990s when Middlesex University was first formulating its approach to accrediting learning in the workplace against academic standards there was talk of 'the curriculum in the workplace'. The language was deliberate to differentiate the context in which learning took place from the traditional 'subjects' taught in the University's various schools. Thereafter the debate has tended to move towards the quality control systems the University needed to put in place to ensure that learning in the workplace could be seen to be subject to the same kind of academic rigour as applied to more traditional subject led taught ...
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Consalia

Testimony: Mark Nasirabadi

Consalia / 14 February 2013
In this video, Mark discusses some of the key challenegs that led to SAP engaging with Consalia. This includes moulding the inside sales team and facilitating the effective leadership of the team across six regional hubs and over 200 people. Mark also gives testimony to the role Consalia played in this process, paying particular attention to Consalia's experience and agility in dealing with a complex and often changing SAP environment.
Testimony: Mark Nasirabadi - more
Consalia

Testimony: Kymm Choo, Allergan

Consalia / 14 February 2013
In this video, Kymm describes the challenges she faced coming into her role as a training manager across multiple regions. She discusses how the a lack of cultural refinement of the incumbent American sales programmes led to Allergan's need to engage with a training partner, Consalia.Kymm also discusses her relationship with Consalia, citing the levels of professionalism, dedication, communication, cultural awareness and global capabilities.
Testimony: Kymm Choo, Allergan - more
Philip Squire

Making waves in the field of corporate selling

Philip Squire / 14 February 2013
In this paper, Peter Critten, Middlesex University and Dr Philip Squire, CEO of Consalia, explore the role of action research in the co-production of knowledge. They suggest some principles that might encourage other leaders in the Sales industry to adopt a 'global research' approach to practice as well as the role the Universities might play in ensuring the 'co-production of knowledge' continues and is 'integrated' within a wider discourse.
Making waves in the field of corporate selling - more
Consalia

How 'intelligence' in the military drives field operations

Consalia / 14 February 2013
Sir Graeme Lamb speaking at Consalia's 3rd Global Sales Transformation Event in April 2012. In this clip, Lamb provides a synopsis of his Keynote whereby he discusses the importance of people and training. Drawing on his time in the miltary, he highlightes that increased investment in process and technologically does not necessarily mean progress; Sir Graeme Lamb also discusses the link between 'science' (the knowing), and 'art (the doing)' in setting the conditions to succeed at your task.
How 'intelligence' in the military drives field operations - more
Consalia

The long march of Procurement

Consalia / 13 February 2013
Speaking at the London Stock Exchange in April 2012, Steve Mullins, Director of Supply Chain and Procurement provides a synopsis to his keynote presentation. Steve explains his career in procurement and how it has led him to where he is now. Steve explains that much of his focus now is in helping sales understand the long march of procurement over the last 50 years and how that is now beginning to impact upon the sales side of the business.
The long march of Procurement - more
Consalia

Testimony: Jose Aramburu, SAP

Consalia / 13 February 2013
In this video, Jose Aramuru, Vice president Inside Sales Asia Pacific and Japan at SAP, discusses his role in Inside Sales as well as some of the key chellenges faced by SAP, prior to their engaging with Consalia. He explains how a period of transition and large scale, cross-nation growth for the Inside Sales teams was successfully navigated. This involved programmes with Consalia for both sales professionals at various levels of experience and those progressing into sales leadership. Jose discussed the value of Consalia as a strategic partner in bringing industry expertise, best practice and a sense of unity and ...
Testimony: Jose Aramburu, SAP - more