The Shift Control Sales Podcast

In the world of sales, closing deals and generating revenue are often seen as the most important metrics of success. However, what is often overlooked is the role that empathy plays in achieving those goals. Empathy, the ability to understand and share the feelings of others, is a crucial skill that sales professionals need to possess in order to succeed.

Everyone might have heard of Emotional intelligence but how many of us continually practice it and how many of us recognise the importance of empathy in sales?

In this episode I discuss Daniel Goleman's 1995 best seller, Emotional Intelligence and how having a better understanding of our own emotions can help us become better sales people.

Root cause analysis is a method used to identify the underlying reasons or causes of a problem or issue. The goal of root cause analysis is to uncover the source of the problem and address it at its root, rather than simply treating its symptoms. This approach to problem-solving has been widely adopted across a range of industries, including business and sales.

The origins of root cause analysis can be traced back to the field of industrial engineering and quality control. The method was first popularised in the 1950s as a tool for improving manufacturing processes and identifying the root causes of defects. Think Toyota, Lean manufacturing and 6 Sigma

Since then, root cause analysis has been adapted for use in a variety of fields, including healthcare, safety, and finance, and has become an essential tool for organisations looking to improve their processes and operations.

In the podcast I discuss how RCA and the 5 x why's can be used in sales.

The quality of the work at the very first stage of any sales process usually defines the success of the campaign – get it wrong at the start and the ending will be predictably bad.

Get it right and it can be a game changer.

For salespeople and sales management alike, the art of prospecting is a double-edged sword.

On one hand, it is the lifeblood of sales success – without a steady stream of qualified prospects, the sales pipeline will inevitably dry up, resulting in missed targets and lost revenue.

On the other hand, prospecting can be a formidable challenge, requiring a unique set of skills, patience, and an indomitable spirit to persist in the face of rejection.

In B2B sales, the importance of effective prospecting cannot be overstated.

It is the foundation upon which sales success is built, the crucial first step in the sales process that sets the tone for the entire customer journey.

Prospecting is about more than just finding leads and making a list of potential customers. It is about understanding the needs of the target market, tailoring the sales approach to meet those needs, and building meaningful relationships with prospects based on trust and understanding.

I reckon I'm qualified to post this podcast based as much on a legacy of failures in negotiation and the odd success.

I have been holding back on recording a podcast on negotiation - it's a complex area, with hours of content but you have to start somewhere.

Negotiation is the business end of sales - where you earn your commission or get sacked, as I once did.

Sources I would recommend are the Negotiate like the pros, JP Dolan, Never split the difference, Chris Voss Harvard University to name but a few.

Big question is - are you a townie or a culchie?

January is a tough month for most of us - it's especially tough if you work in sales, either as a sales leader or in business development.

January is usually a time for rate increases. It's also the time of year that buyers and prospects can easily avoid your calls - which leads to no meetings for the month. Unless you have planned. Seasonal mood swing compounded by dark and cold mornings and evenings. Failed resolution making. No time to get to the gym. The boss is highly charged and rejuvenated after a long fortnight off over Christmas.

It can be hard to get the engine started, lack of enthusiasm, motivation, inspiration, energy.

In this podcast, I talk about one of the challenges facing sales people and how that adds to the other burdens of January.

If you've tried writing a blog for your website, what is the most important thing for you? Creating more SEO content? Posting engaging and meaningful content for prospects and potential customers? Satisfying Google? Making sales?

Some of the above?

Over the last year I had been looking at a number of AI content providers - Jasper being the first and more recently, ChatGPT.

To get a sense of the current popularity of Chat, try accessing the platform on a Sunday evening as the world sits down to Netflix and Chat, preparing content for the week ahead.

Big question - can AI replace humans when it comes to writing good content?

Discuss...

Three weeks from now the Qatar World Cup will be over and our news media will be filled with other local, regional, national or international stories, all made important by editorial staff, driving circulations and audience figures to satisfy greedy media owners and large corporations.

Think of everything else that's ongoing in our world just now - there are plenty of news worthy items to lead the way.

Alas, there can be only 1 lead news item as we all compete for time and interest.

When you are reaching out to decision maker its important to remember how far down a list of CEO's priorities you sit - and to remember the role you have in promoting 'that problem' that you solve.

Getting their attention - and how you go about that is critical

If you think you don't have enough acronyms in your life then this podcast is for you. Thinking acronyms in sales - BANT, ANUM, FAINT...so many that are centred on the N word...NEED.

I share a story about working in a start up and building a pipeline of sales to almost £2m...based on what the customer needed...Except it turns out that they didn't need it...

Oonagh O'Reilly has been involved in sales in one form or another from the early days learning on the farm to various high performing roles with the NI Chamber of Commerce, The IFA and the ICC Belfast.

We have a varied conversation - the importance of having a purpose and vision, getting a handle on the basics of sales and marketing which allows you to not have to worry about revenue and some valuable life lessons from working on the farm.

As a high performing athlete, playing GAA for her native county, Oonagh is clearly as focused on success in her role as Sales and Marketing Director of the ICC

With sales training there aren't many guarantees although the degree of certainty does improve dependant on a number of factors.

A clear strategy, willingness to learn & coach-ability, strong leadership, a sound and understood culture, buy-in.

I try hard to live by the idiom "it's not about being right but about doing the right thing that matters." Behavioural change isn't easy - especially if you own the business or if you are a sales leader at manager or director level.

Guesting on this episode of the Shift Control Sales is Benjamin Dennehy - self titled as The UK's most hated sales trainer.

A befitting title for someone controversial and outspoken? Perhaps, but Benjamin's iconoclastic approach to sales training is definitely worth considering if you are serious about performance improvement in your team.

We cover a lot of ground that might make for some uncomfortable listening for a few people...mainly sales leaders and business owners as he (and me) call out some behaviours that are responsible for underperforming sales teams.

The odd curse word thrown in, it's a high paced episode that I hope offers a lot of value to those of you who are serious in changing the way you do things in sales.