#56 – How can a ‘client-centric values’ approach to selling lead to the ‘co-creation’ of a new global selling mindset (Philip Squire, 2009)
Play • 57 min

The Mastercast you’ve all been waiting for.

Dr Phil Squire has hosted many Mastercast episodes where he dives deeper into the final-year dissertations of our MSc Alumni students, to explore their project titles in more detail. This time, the spotlight is on him. 

This Mastercast episode is centred around the work of Dr Phil Squire’s doctorate – “How can a 'client-centric values' approach to selling lead to the 'co-creation' of a new global selling mindset (Philip Squire, 2009)” and how this project was a fundamental catalyst for developing Consalia into the Sales Business School it is today.

Phil talks about:

  • [8:07] – The major revelation: less than 10% of salespeople sell to customers in a way that they want
  • [17:54] – The standout customer conversations that shaped the perceptions of salespeople
  • [38:15] – How the findings of the doctorate led to the birth of the Sales Mindsets

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