The Shift Control Sales Podcast

The Shift Control Sales Podcast

By Shift ControlBusiness
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The Shift Control Sales Podcast episodes

  • Customer service as it could be
    Found myself back at the Merrion Hotel in Dublin, last weekend...just 3 days after the deployment of the largest number of Garda in riot gear.
    (If this podcast was part of the BBCNI offering, Garda would be described as *the Irish Police....)
    Interesting times on all fronts - but no change at The Merrion where customer service was exemplar.
    Worth taking a dive into their world over the next 4 weeks - I'm sure they'll make it special for you.
    Can this level of customer service and attention to detail be applied everywhere? Or is it just the domain of those that can afford it?
    18 min
  • Is your inbound sales process as good as your outbound?
    My work recently with a client has put me on the other side of the buyer - seller relationship, as we build a new business development team.
    I have been amazed at the approach taken to my interest in their 'Sales SaaS' resulting with the feeling that outbound sales are deemed more precious than their inbound counterparts.
    In the podcast I go a little deeper in the experience and reference some good examples of BANT, MEDDIC, ANUM and GPCTBA/C&I (interesting methodology thats designed especially for inbound sales.
    Linkedin get a solid reference based on the fact that they are very good at what they do...very, very good...
    Let me know what you think.
    22 min
  • What The GAA Can Learn From FIFA
    An episode that I had threatened to record at least 3 times - about the GAA and their response to the alleged abuse by Rory Gallagher to his wife Nicola. The recent events in Spanish football and the threat of prosecution against Luis Rubiales has persuaded me to record this.
    I hope that the GAA can learn and learn quickly from what's going on in Spain.
    21 min
  • Start as you mean to go on?
    What else would you be at on a bank holiday except recording a podcast on life as a start up against life as a mature business. My work with a few of these clients recently has prompted me to record this - also watching some of the 2014 Queens Sigerson team flourish in the start up world.
    Some clear differences in setting up a business in 2023 v 1998 but surely there must be plenty to learn from each other for both parties...?
    I posit yes - from sales, branding, customer and talent acquisition as well as raising money, scaling and everything else.
    There is less structure too this episode but I hope there is still enough worth thinking about.
    Thanks for listening and reading.
    15 min
  • Edward De Bono 6 Hats
    Selling is not a symmetrical process. It's far from it. Once a seller makes a connection with a business thats when the hard work starts but it's important that to understand that most of the hard work should be done before the selling even starts.
    This podcast covers a methodology to consider when you are looking at the other person's(the buyer) perspective. Edward De Bono was a physician, physiologist, writer and inventor and apparently a deadly man from the 45m too (in house GAA joke)
    Much of this methodology will make sense if you find yourself in the middle of a complex buying process.
    13 min
  • Does digitisation cater for the different learning styles?
    For me the jury is out when it comes to NLP, DISC profiles and the rest...learned recently that I'm more of a skeptic than a cynic when it comes to this sort of thing but it made me wonder about other aspects of personality and the softer skills when it comes to selling.
    I also learned that there are as many as 12 learning styles - I had thought there were 4...audio, visual, kinaesthetic and digital...this podcast focuses on just the 7 but asks an important question - how are you making your digital platforms and your sales content work to cater for all 7 learning styles.
    more questions asked than answers in this one - would be keen to hear your thoughts.
    13 min
  • Some thoughts on sales territory planning and forecasting
    Some thoughts on what might well be the most important part of the sales role - territory planning and forecasting.
    There is an obvious logic to planning in almost every aspect of our lives and yet when it comes to sales management and sales that's not often the case.
    This podcast is a quick run through some tips and ideas to help with planning a sales territory for. the next 12 months - helpful, I hope for both sales people and sales management and business owners.
    let me know what you think.
    25 min
  • So, what's new in Sales?
    Around this time each year, I get asked to speak to a group of business owners from across Northern Ireland - the brief: "What's new in sales?"
    Everyone wants to hear what's new in sales - quite rightly. Any new methodologies? Technologies? Routes to market? What is everyone else doing?
    The truth is that pretty much everyone else is making some basic mistakes - across acquisition and retention.
    In this podcast I look at some the failings made by business owners, sales leaders and sales executives that when corrected could make a massive difference to your overall performance.
    28 min

About The Shift Control Sales Podcast

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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.