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Unlocking Sales Potential with Relationship Capitalization Philip Squire Global Sales Leader Podcast episode 69
Manage episode 376668409 series 3255431
Welcome to Jason Cooper's Global Sales Leadership Podcast! Hosted by renowned sales leadership consultant and coach, Jason Cooper, this channel brings you insightful conversations with today's top sales leaders from around the world. Welcome to another exciting and enlightening episode of the Global Sales Leader Podcast, where we embark on a journey into the dynamic world of sales, guided by the expert insights of our incredible host, Jason Cooper. Prepare to be captivated as we delve into a diverse range of subjects, from sales leadership and psychology to behaviour, economics, body language, linguistics, technology, and beyond. In this episode of the Global Sales Leader podcast, Jason Cooper interviews Dr. Phil Squire, CEO of Consalia, a sales business school. They discuss the concept of relationship capitalization, which is the idea of measuring the value of customer relationships over time. Dr. Squire explains that relationship capitalization is important because customers are arguably the most important asset of any business. However, it's not something that is typically tracked or measured. He proposes several metrics that could be used to measure relationship capitalization, including the type of contracts that are sold to customers, the longevity of those contracts, and the annual recurring revenue (ARR) that is generated. He also suggests that the relationship dimension could be measured through NPS (Net Promoter Score) or other types of customer satisfaction surveys. Dr. Squire believes that relationship capitalization is a valuable concept that could help businesses to better understand the value of their customer relationships and to make better decisions about how to manage those relationships. As we delve into the heart of our discussion, we explore the revolutionary concept introduced by Dr. Squire in his groundbreaking book "Transform Selling." Prepare to have your understanding of client relationships expanded as we delve into the intriguing world of "relationship capitalization." Discover how Dr. Squire's visionary perspective challenges conventional notions by advocating for treating client relationships as a valuable asset class on the balance sheet—a paradigm shift that could redefine the very essence of business success. Join us as we peel back the layers of the strategies that foster enduring client relationships. Uncover the secrets to building unwavering trust and becoming the go-to, trusted advisor for your clients. Through a rich tapestry of insights, you'll gain a profound understanding of how to implement innovative metrics and approaches that are reshaping the future of sales. Here are some shared resources https://www.consalia.com/mindset-survey Those who are eager to supercharge their sales strategies, cultivate deeper connections with clients, and achieve unprecedented success will find this episode of the Global Sales Leader Podcast invaluable. We promise to revolutionize the way you view and navigate the sales landscape when you take your sales approach to the next level by subscribing now. So if you are looking to take your sales game to the next level, subscribe to Jason's YouTube channel today, like his videos, and join the conversation in the comments. With Jason's guidance and support, you can transform your ability to convert sales into revenue streams and achieve your goals on a global scale. ✅Podcasts ✅Itune:- https://apple.co/3isbI6p ✅Spotify https://spoti.fi/3x9ahxK ✅YouTube https://bit.ly/3pyeVCh ✅www jasoncooper.io ✅jcooper@jasoncooper.io #GlobalSalesLeader #SalesExcellence #RelationshipCapitalization #SalesInnovation #BusinessSuccess #ClientRelationships #ConsultativeSelling #MergersAndAcquisitions #SalesStrategy #TransformSelling
112 episodios
Unlocking Sales Potential with Relationship Capitalization Philip Squire Global Sales Leader Podcast episode 69
The Global Sales Leader podcast hosted by - Jasoncooper.io, The Sales Relationship Coach
Manage episode 376668409 series 3255431
Welcome to Jason Cooper's Global Sales Leadership Podcast! Hosted by renowned sales leadership consultant and coach, Jason Cooper, this channel brings you insightful conversations with today's top sales leaders from around the world. Welcome to another exciting and enlightening episode of the Global Sales Leader Podcast, where we embark on a journey into the dynamic world of sales, guided by the expert insights of our incredible host, Jason Cooper. Prepare to be captivated as we delve into a diverse range of subjects, from sales leadership and psychology to behaviour, economics, body language, linguistics, technology, and beyond. In this episode of the Global Sales Leader podcast, Jason Cooper interviews Dr. Phil Squire, CEO of Consalia, a sales business school. They discuss the concept of relationship capitalization, which is the idea of measuring the value of customer relationships over time. Dr. Squire explains that relationship capitalization is important because customers are arguably the most important asset of any business. However, it's not something that is typically tracked or measured. He proposes several metrics that could be used to measure relationship capitalization, including the type of contracts that are sold to customers, the longevity of those contracts, and the annual recurring revenue (ARR) that is generated. He also suggests that the relationship dimension could be measured through NPS (Net Promoter Score) or other types of customer satisfaction surveys. Dr. Squire believes that relationship capitalization is a valuable concept that could help businesses to better understand the value of their customer relationships and to make better decisions about how to manage those relationships. As we delve into the heart of our discussion, we explore the revolutionary concept introduced by Dr. Squire in his groundbreaking book "Transform Selling." Prepare to have your understanding of client relationships expanded as we delve into the intriguing world of "relationship capitalization." Discover how Dr. Squire's visionary perspective challenges conventional notions by advocating for treating client relationships as a valuable asset class on the balance sheet—a paradigm shift that could redefine the very essence of business success. Join us as we peel back the layers of the strategies that foster enduring client relationships. Uncover the secrets to building unwavering trust and becoming the go-to, trusted advisor for your clients. Through a rich tapestry of insights, you'll gain a profound understanding of how to implement innovative metrics and approaches that are reshaping the future of sales. Here are some shared resources https://www.consalia.com/mindset-survey Those who are eager to supercharge their sales strategies, cultivate deeper connections with clients, and achieve unprecedented success will find this episode of the Global Sales Leader Podcast invaluable. We promise to revolutionize the way you view and navigate the sales landscape when you take your sales approach to the next level by subscribing now. So if you are looking to take your sales game to the next level, subscribe to Jason's YouTube channel today, like his videos, and join the conversation in the comments. With Jason's guidance and support, you can transform your ability to convert sales into revenue streams and achieve your goals on a global scale. ✅Podcasts ✅Itune:- https://apple.co/3isbI6p ✅Spotify https://spoti.fi/3x9ahxK ✅YouTube https://bit.ly/3pyeVCh ✅www jasoncooper.io ✅jcooper@jasoncooper.io #GlobalSalesLeader #SalesExcellence #RelationshipCapitalization #SalesInnovation #BusinessSuccess #ClientRelationships #ConsultativeSelling #MergersAndAcquisitions #SalesStrategy #TransformSelling
112 episodios
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1 Master Non-verbal Communication With Joe Navarro: Decoding Human Behavior! The Global Sales Leader Episode 82 51:14

1 Boost Your Leadership Impact With Stacey Hanke On The Global Sales Leader Podcast Episode 81 Host Jason Cooper 39:21

1 Empower Yourself Seize Control Of Your Day & Life With Keith Rosen Global Sales Leader Podcast Part 2 Episode 80 48:30

1 The Journey to Sales Success: Keith Rosen on Coaching and Integrity The Global Sales Leader Podcast 40:06

1 Transform Your Sales Approach Jeffrey Gitomer's Expert Advice Global Sales Leader Podcast Special Episode 78 42:06

1 Brain-Based Leadership The Science of Transformative Change Global Sales Leader podcast Silvia E77 42:44

1 Insights on Mastering the Art of Sales with Karl Becker The Global Sales Leader Podcasts Episode 76 32:38

1 The Power of Critical Thinking Gap Selling with Keenan The Global Sales Leader Podcast Ep 75 40:03

1 From Mindset to Mastery The Global Sales Leader Podcasts with Eduardo Briceno and Jason Cooper EP 74 38:00

1 Mastering the Art of Authentic Sales Leadership Global Sales Leader Podcasts Bodhi Aldridge Ep 73 32:39

1 Unleashing Your Inner Giant Harnessing Emotions 4 Success Global Sales Leader Podcast Dre Baldwin 72 36:26

1 Customer-Centric Selling Navigating Omni Channel Abyss Miya Knights Global Sales Leader Podcast Ep71 43:03

1 Unlock Sales Success Master the Art of Reading Body Language Global Sales Leader Ep 70 Allan Pease - with your host Jason Cooper 1:10:45

1 Unlocking Sales Potential with Relationship Capitalization Philip Squire Global Sales Leader Podcast episode 69 47:03

1 Selling from the inside out The Global Sales Leader Podcast with Bodhi Aldridge Jason Cooper Ep 68 32:38

1 The Power of Story to Ignite Sales Performance with Craig Wortmann ep 67 Global Sales Leader Podcast with your host Jason Cooper 32:12

1 Why Coaching is Critical for Salespeople - The Global Sales Leader Podcast Ep 66 with Jeff Jaworski with your host Jason Cooper 32:27

1 The Power Of Human Connection The Global Sales Leader Episode 65 With Joshua B Lee and Jason Cooper 37:07

1 Selling To The Elephant In The Room Episode 64 The Global Sales Leader Podcast with Mark Gouston With Your Host Jason Cooper 48:16

1 Revolutionize Your Sales Strategy with Deep Sales Paul Terry Global Sales Leader Podcast Episode 63 with your host Jason Cooper 34:34

1 Learn to rewire your sales Episode 62 Global Sales Leader Podcast with Adele Spraggon Host Jason Cooper 34:34

1 Time for knowledge exchange in Sales with Jamie Shanks on the Global Sales Leader podcast episode 61 your host Jason Cooper 31:06

1 Paths to leadership success with Dr Michelle Johnston Global sales leader podcast episode 60 -With Your Host Jason Cooper from jasoncooper.io 35:49

1 Paths to leadership success with Dr Michelle Johnston Global sales leader podcast episode 60 - Jason Cooper 33:55

1 Integrity Personal Value in Sales Leadership with Tony Hughes Global Sales Leader Episode 59 and your host Jason Cooper 38:55

1 Belief Systems for Sales Winners Ian Mills - Global Sales Leader Podcast 58 with Jason Cooper 41:32

1 Communicate effectively with non-verbal's in sales Dr Abbie Maroño Ep 57 Global Sales Leader 34:13

1 Develop Trust with clients with Robin Dreeke Global Sales Leader episode 56 with your host Jason Cooper 33:44

1 Optimizing Abilities, Learning Sales Success -Chuck Mellor Episode 55 Global Sales Leader Jason Cooper 30:17

1 How to create a Sticky Sales Learning with Stella Collins - Jason Cooper Global Sales Leader 54 33:34

1 Human Behavior In Sales Culture with Gareth Chick Episode 53 The Global Sales Leader - Jason Cooper 39:38

1 What makes the sales persona with Dr Christopher Croner -Globalsales leader podcast 52 Jason cooper 37:38

1 Having effective communications with clients With Jeremy Miner - Global Sales Leader Podcast Jason 38:03


1 Science of success Nobel prize winner Robert Lefkowitz the global sales leader podcast episode 49 - Hosted by Jason Cooper 38:12


1 A mind for sales with mark hunter on the global sales leader podcast episode 47 - with Jason Cooper 35:59

1 Determination and Grit How to succeed with Devon harries on the episode 46 on global sales leader 37:38



1 Selling to the subconscious Mind with paul ross on the global sales leader podcast episode 43 35:39



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