The Shift Control Sales Podcast
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The Shift Control Sales Podcast
Helping ambitious SMEs and sales leaders unlock performance through strategic coaching, sales training, and practical growth advice rooted in 20 years of real-world experience. I’m Paul McAnallen, founder of Shift Control, a consultancy that works with SMEs, sales leaders, and founders across Irela...
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166 epizód
When not to ask why
Beginning a new learning journey and I have picked up some valuable insights already - one being the use of the word 'why' in sales and the importance...
It's hard to fix what you cannot see
I used to work with a business man who was as good at coaching as he was at growing a multi-million pound business.
“I really pity the ma...
Who do you trust?
Having invited guests over last week, I found myself without some key ingredients for a vegetarian dish I had planned to make. Taking the list of ingr...
Sales Isn’t About Activity — It’s About Awareness
Plenty of the recent episodes focus on the importance of process, from pipeline management to presentation formats. We can get caught up with the lure...
Forecasting for sales success
I was making plans for this coming weekend - Tyrone V Kerry in Dublin. Should I or shouldn't I?
Weather isn't all that relevant but I looked at...
You may ask yourself, how did I get here?
I came across the following quote from a post on Instagram:
“It doesn’t make sense to continue wanting something if you’re not willing to do wha...
Never meet your idols - the night I didn't meet Bernadette Devlin McAliskey
A different episode to the usual - about going to a fundraiser for Palestine at the Dockers Club in Belfast, music supplied by Irish DJ, David Holmes,...
Lead generation is the new sales superpower
According to Gartner research, only 17% of the buying process is spent with suppliers — that’s not much more than one-sixth of the journey. So if you'...
'The Process is the Goal' - Addendum
I found myself a little hypocritical in the previous episode - trying to maybe make everything sound so easy when in truth getting into good habits in...
The 'Process is the Goal' - Part II. Advice for everyone else.
The second part of the podcast devoted to the importance of Process is itself broken down into 2 parts - the practical part of the process that impact...
The 'Process is the Goal' - Part I. Advice for the sales leader.
Episode 1 of 2, were I talk about the importance of disciplined process in sales management and leadership. It's all pretty straightforward and common...
A strategy to effectively onboard an internal sales person to sales manager
Following hot on the heals of the last podcast - can a great sales person become a great sales manager - I had some feedback from listeners who had sh...
A good sales person AND a good sales manager - can they be both?
In life, some things can be both "good" and "bad" and in the middle of the drama to get things attended to we often only see them as simply 'bad' or '...
How to prevent overthinking and under performing
It hits everyone at some point along the sales journey - overthinking or self sabotage. Sales is hard enough due to market forces, economic turbulence...
Michael Ryan Nature of Man
The previous episode (Nature of Man with Diarmuid Lyng) had generated more discussion and feedback than most other episodes. The feedback had been mix...
The Nature Of Man - interviewing Diarmuid Lyng
In March, I found myself at a retreat in the Wicklow mountains, facilitated by Diarmuid Lyng and Michael Ryan. An entirely transformative experience a...
Taking control of unconscious behaviours
In a number of conversations this last few weeks - on a personal and professional level - a common theme was the importance of taking time...time 'out...
The word on the streets
A recent walk through Belfast city centre reminds me of a time when I lived in the city and encountered the homeless problem first hand. In 2013 there...
Shouting from the sidelines
The shouts from the sidelines - and the media - at Ange Postecogolou over the last few months have been pretty clear. A coach sticking to his principl...
Amateur or expert - do you know the difference?
How quickly do you filter out the expert buyer from the amateur buyer?
The discipline of telling the truth
The only thing that matters is making yourself understood. Good communication is critical to any aspect of our lives and despite the dominance of movi...
More than a game
Two weekends spent at GAA matches - football and hurling - and guess which one didn't need the rule changes.
The night Rory Gallagher game to town
Something ive wanted to talk about for a long time - my love of music. Trying to make it relevant to the theme of the Shift Control Podcast isnt easy...
The impact of AI on your sales operation - in conversation with Rory Kelly
How many of you are actively and knowingly integrating AI into your business development process?
I think at this point everyone has gotten ove...
The Boys Are Back In Town
The boys are back in town - the bad ones.
As Ireland continues to punch above it's weight in global sport - like it does in the arts, mus...
The Post Covid Sales Landscape
No doubt things had changed significantly in the world of sales after COVID.
Sales BC - is that a thing?
Some of the outcom...
Where's your next fire?
On holiday mode but still find myself thinking about work - what;'s needed to finish this year with a flourish and then what lies beyond 2024.
<...
It's Boxy, but Safe.
A Dudley Moore movie that should speak to anyone in communications - sales, marketing etc...Crazy People.
I now know that its Boxy, but good but...
Everybody Needs A Break
Follow up from the last episode where I talked about managing your energy - never said it was easy, no way. But it is doable.
Stendhal Fe...
You've got to lively up yourself
'Lively up yourself and don't be no drag'
The first line of the Bob Marley song is a call to arms for everyone to raise your vibration -...
Motivated or disciplined?
How is your sales team set up? Motivated or disciplined? Neither or both? A trip to IFAT in Munch teaches me a lot about both and 2 trips to see Bruce...
Filling in small pockets of dead time
I'm sat here waiting for an engineer to arrive to install broadband. They'll be here soon, well some time but it might not be soon at all, in fact jus...
Serendipity
Spending 2 days at an exhibition in Birmingham with plenty of time to think and a cancelled flight with the Irish national air carrier of real choice...
Building sales momentum
Sales momentum is critical for any business - are you able to turn the heat up when you need to or does your team operate at inconsistent levels acros...
Reciprocal Customer Loyalty
This podcast gives a brief insight into a project that I had the good fortune to work on over the last 3 years that culminated in a customer service c...
Beyond IQ And EQ
For so long we only thought in terms of academic intelligence. Along came Daniel Goleman and Emotional intelligence in the mid 90s and yet before in 1...
Madness and the media
Fergal Keane is a renowned journalist, war correspondent and author of 'Madness: A memoir of war, fear and PTSD.'
Not a normal read for m...
Make critical thinking part of your sales process
Too often the focus is on asking questions rather than analysing what you know.
In this podcast I talk about the origins of critical thin...
Customer service: The Merrion Part 2
As luck would have it I ended up speaking to someone with the inside track on customer service at the Merrion