最高の Shift Control ポッドキャスト (2025)

1
The problem with having more choice 13:07

21d ago13:07

13:07

There's a great line from the book "The paradox of choice" by Barry Schwartz - “The more options we have, the less satisfied we are with whatever we choose.”I was drawn to it recently when I was getting a coffee and some breakfast in Belfast - the choices we make and what influences them.Location, price, familiarity, curiosity, recommendation - wha…

1
How great sales people can become greater 9:44

2M ago9:44

9:44

I have noticed recently how businesses have become reliant on data to determine whether their business development efforts work or not - over-reliant maybe. The numbers, lead indicators or whatever the performance metric will tell you what is working on that campaign but what is there to tell you how well your 'brand' is performing overall in the m…

1
Simon Kuper at The Reform Club 8:59

2M ago8:59

8:59

A first networking event in years - a breakfast event at The Reform Club on Belfast's Royal Avenue in the company of business leaders, listening to journalist Simon Kuper talk about what business can learn from sport.Simon has written books on Barcelona, taking a different approach to Damian Hughes but also writes extensively across other areas tha…

1
The principle of 'contracting' 13:37

2M ago13:37

13:37

Contracting is a concept that that has been applied to the coaching, psychotherapy and counselling industries whereby boundaries are created and clarity given to collaborative work between a coach and a coachee.Is this something that can be applied to our meaningful interpersonal relationships and is there space for it to add value to your sales ac…

1
When not to ask why 14:20

3M ago14:20

14:20

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 of finding a different way of asking that question without it.This podcast suggests a rethink on your questioning / information gathering techniques. I also talk about the value of learning later in …

1
It's hard to fix what you cannot see 19:11

5M ago19:11

19:11

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 man that doesn’t know he doesn’t know.” He said to me one day, almost 20 years ago. It took a while to land but he was talking about that thing everyone is afflicted with – a blind spot.The phrase ‘blind spot’ comes …

1
Who do you trust? 11:50

5M ago11:50

11:50

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 ingredients I challenged CHAT GPT to create a recipe for a similar meal - and it did.At no point did I question the recipe and it made me realise how much trust I have placed in this technology in such a …

1
Sales Isn’t About Activity — It’s About Awareness 31:15

6M ago31:15

31:15

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 of CRM, believing that data and data management is everything.It gets tiring, sat in another sales meeting, discussing pipeline and nothing has moved from the previous meeting. A slow agonising death…

1
Forecasting for sales success 26:10

6M ago26:10

26:10

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 the forecast and found another reason to go.The importance of being able to predict something accurately. (It was in 2008 that Croke park was flooded after one of the quarter finals - so accurate is the oper…

1
You may ask yourself, how did I get here? 27:50

6M ago27:50

27:50

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 what it takes to get it.If you don’t want to live the lifestyle then release yourself from the desire.To crave the result but not the process is to guarantee disappointment.”The journy of 1,000 miles doesnt beg…

1
Never meet your idols - the night I didn't meet Bernadette Devlin McAliskey 36:21

6M ago36:21

36:21

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, Roisin El Sherif and Bernadette Devlin McAliskey. At the age of 78, Bernadette can hold court now just as well as she did in 1969, on her maiden speech in Westminster.She read out some poetry on the …

1
Lead generation is the new sales superpower 36:49

6M ago36:49

36:49

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're waiting for that 17% to come to you, you’re missing the 83% where the buyer is actually shaping the deal. That’s why proactive prospecting isn’t just good practice — it’s survival.In this episode t…

1
'The Process is the Goal' - Addendum 19:07

6M ago19:07

19:07

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 any part of your life can be anything but easy.I felt it important to reframe a few things - it is a struggle for me in loads of areas and I try hard to inject some stability and form rituals where i…

1
The 'Process is the Goal' - Part II. Advice for everyone else. 24:13

7M ago24:13

24:13

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 impacts the physical work you do and the prices you have (or don't have) that helps you emotionally and mentally prepare for the work that you need to do.Sales is not an easy job and you can find yourself u…

1
The 'Process is the Goal' - Part I. Advice for the sales leader. 30:51

7M ago30:51

30:51

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 sense and yet many sales leaders are fixated to the outcome - the revenue target for the month, quarter or year instead of having a clearly defined sales management process that offers you every qual…

1
A strategy to effectively onboard an internal sales person to sales manager 30:32

7M ago30:32

30:32

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 shared some of their own experiences and so I thought I would record this episode to focus on some tangible stuff that can be implemented quickly or at least can influence your thinking as you begin to …

1
A good sales person AND a good sales manager - can they be both? 22:19

7M ago22:19

22:19

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 'good.' It's hard to find the time to work towards a balanced opinion and so we go for the position that seems the most logical at the time and with the evidence we have.Social media and smart phones a…

1
How to prevent overthinking and under performing 12:54

7M ago12:54

12:54

It hits everyone at some point along the sales journey - overthinking or self sabotage. Sales is hard enough due to market forces, economic turbulence and the competition without the added pressure of the inner critic giving you a kicking at the same time.It can be a problem but it can also be tackled relatively easily and quickly - as long as you …

1
Michael Ryan Nature of Man 38:05

8M ago38:05

38:05

The previous episode (Nature of Man with Diarmuid Lyng) had generated more discussion and feedback than most other episodes. The feedback had been mixed in the sense that many people related to the content but as many were of the opinion that the retreat or the idea of a retreat 'wasn't for them.'The best way to continue the discussion is to litera…

1
The Nature Of Man - interviewing Diarmuid Lyng 1:10:38

9M ago1:10:38

1:10:38

In March, I found myself at a retreat in the Wicklow mountains, facilitated by Diarmuid Lyng and Michael Ryan. An entirely transformative experience and one that I felt the need to share through a discussion with Diarmuid - Wexford County Hurler, TG4 Commentator, retreat facilitator, husband, father and builder of a cultural facility in south Kilke…

1
Taking control of unconscious behaviours 21:37

10M ago21:37

21:37

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', time to prepare, time to think and the benefits of not rushing. The control of our subconscious / unconscious in what we do and how we do things is evident but only when we stop to think.Take a bre…

1
The word on the streets 18:34

10M ago18:34

18:34

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 were a number of deaths on the streets in quick succession that should have sparked some deliberate action from local politicians and government.9 years on and a new Rolex store will open up soon, di…

1
Shouting from the sidelines 16:07

11M ago16:07

16:07

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 principles, lacking as many as 8 first team players is now deemed not good enough.Unless you've played or coached at that level, then it's hard to fully appreciate what is going on. A journalist only has a pe…

1
Amateur or expert - do you know the difference? 18:33

1y ago18:33

18:33

How quickly do you filter out the expert buyer from the amateur buyer?Shift Control による

1
The discipline of telling the truth 15:12

1y ago15:12

15:12

The only thing that matters is making yourself understood. Good communication is critical to any aspect of our lives and despite the dominance of moving image, writing is an important aspect of good sellingTake away exaggeration, superlatives, adverbs and adjectives you start to get close to the heart of good writing. Truth.Ernest Hemmingway said t…

1
More than a game 9:05

1y ago9:05

9:05

Two weekends spent at GAA matches - football and hurling - and guess which one didn't need the rule changes.Shift Control による

1
The night Rory Gallagher game to town 23:33

1y ago23:33

23:33

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 - so for this one time - I'd like to talk about Roru Gallagher, in a week where his immortalised Fender Strat was sold to a lucky buyer and gifted back to the State.…

1
The impact of AI on your sales operation - in conversation with Rory Kelly 48:38

1+ y ago48:38

48:38

How many of you are actively and knowingly integrating AI into your business development process? I think at this point everyone has gotten over themselves - even copywriters - and begrudgingly admitted that generative AI can be a great thing for creating content both in the arena of sales and marketing.But beyond that, what else can it do...?A fir…

1
The Boys Are Back In Town 20:36

1+ y ago20:36

20:36

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, music and film - 2 opposing belief systems are clashing in Belfast.Anti-immigrants v anti racists are rioting in Wellington Place - mirroring events in Sunderland, Stoke and Leeds.Bored, undervalued, ignored, badly re…

1
The Post Covid Sales Landscape 23:14

1+ y ago23:14

23:14

No doubt things had changed significantly in the world of sales after COVID. Sales BC - is that a thing?Some of the outcomes and consequences have been beneficial for sure - but as a business have you moved forward strategically or have you been moved along by the tide of change and have kept moving.For me it is about taking control of that destiny…

1
Best Hurling Final Ever, Wise Up. 15:45

1+ y ago15:45

15:45

Best Hurling Final Ever, Wise Up. by Shift ControlShift Control による

1
Where's your next fire? 13:41

1+ y ago13:41

13:41

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.in battle mode - doing the stuff you strategised about last year - you don't get much time to think about beyond the short term. Firefighters are only thinking abut this fire - the job in hand.When you get th…

1
It's Boxy, but Safe. 14:35

1+ y ago14:35

14:35

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 I always remember it being boxy but safe.Anyway..Marcus Sheridan's book They Ask, You Answer, reminded me of the movie - as it did LIAR, LIAR with Jim Carey - the idea of telling the truth despite knowing t…

1
Everybody Needs A Break 14:04

1+ y ago14:04

14:04

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 Festival would be the perfect place to tune into nature and get into some great local music and art, unwind, chill out and relax.Changing of the guard in Derry GAA - rumour has it that the county plan to revert to th…

1
You've got to lively up yourself 16:52

1+ y ago16:52

16:52

'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 - get your energy levels up.Bring your A game to everywhere, everything and everyone.And into work. Especially in sales, the energy we bring to our work impacts directly the success of our work and therefore the over…

1
Motivated or disciplined? 16:44

1+ y ago16:44

16:44

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 Springsteen reminds me about the importance of thoughtShift Control による

1
Filling in small pockets of dead time 8:10

1+ y ago8:10

8:10

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 just like last Friday, they might not arrive at all...Shift Control による

1
Serendipity 12:54

1+ y ago12:54

12:54

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 - not Ryan Air - gave me some food or thought on how some of the very basic sales techniques of the past can compete with the very best the digital world has to offer…

1
Building sales momentum 17:20

2y ago17:20

17:20

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 across the year?Would you trade of 3 hours of flow sales for a day of?Shift Control による

1
Reciprocal Customer Loyalty 7:58

2y ago7:58

7:58

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 charter.All the good work of a business that has a clear focus on driving value through a better working relationship with customers - something that ill clearly differentiate them from their competiti…

1
Beyond IQ And EQ 8:09

2y ago8:09

8:09

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 1938 - Howard Gardner had introduced Frames of Mind: The Theory of Multiple Intelligences where he talks about multiple intelligences, 8 and how they can impact our world view and our engagement with o…

1
Madness and the media 11:48

2y ago11:48

11:48

Fergal Keane is a renowned journalist, war correspondent and author of 'Madness: A memoir of war, fear and PTSD.'Not a normal read for me but a brilliant biography and my first encounter with epigenetics and generational trauma.And a good reason to be reminded about the importance of screening your media intake…

1
Make critical thinking part of your sales process 23:05

2y ago23:05

23:05

Too often the focus is on asking questions rather than analysing what you know.In this podcast I talk about the origins of critical thinking and how it can be applied to your sales process along with EQ, to help deliver greater success.Shift Control による

1
Customer service: The Merrion Part 2 11:29

2y ago11:29

11:29

As luck would have it I ended up speaking to someone with the inside track on customer service at the MerrionShift Control による

1
Customer service as it could be 17:27

2y ago17:27

17:27

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 taki…

1
Is your inbound sales process as good as your outbound? 21:44

2+ y ago21:44

21:44

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…

1
What The GAA Can Learn From FIFA 20:52

2+ y ago20:52

20:52

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 Sp…

1
Start as you mean to go on? 14:44

2+ y ago14:44

14:44

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 199…

1
Edward De Bono 6 Hats 12:14

2+ y ago12:14

12:14

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) pe…

1
Does digitisation cater for the different learning styles? 12:23

2+ y ago12:23

12:23

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 the…

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