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.

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.

Does digitisation cater for the different learning styles?

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.

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.

Some thoughts on sales territory planning and forecasting

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.

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.

So, what's new in Sales?

A series of short-form podcasts - only a few minutes long - with some areas that I think are worthy of consideration if you are struggling in sales. All based on experience as a sales person - been guilty of a few of these myself for sure - and most of them I have seen from the position of a sales coach and trainer.We all know that relationships are based on trust - are we doing enough?Do we have a plan? Have we rehearsed? Do we know what Trust is?Competence, Character, Confidence?Were are the weaknesses - and our strengths...and how can we improve?

A series of short-form podcasts - only a few minutes long - with some areas that I think are worthy of consideration if you are struggling in sales. All based on experience as a sales person - been guilty of a few of these myself for sure - and most of them I have seen from the position of a sales coach and trainer. We all know that relationships are based on trust - are we doing enough? Do we have a plan? Have we rehearsed? Do we know what Trust is? Competence, Character, Confidence? Were are the weaknesses - and our strengths...and how can we improve?

Failure To Establish Trust

A series of short-form podcasts - only a few minutes long - with some areas that I think are worthy of consideration if you are struggling in sales. All based on experience as a sales person - been guilty of a few of these myself for sure - and most of them I have seen from the position of a sales coach and trainer.It all depends on the sales cycle - 6 months to 18 months or more...or even a month. It is important not to rely on your initial engagement.Do you have a process - an effective one? What are your touch points? From sales and marketing?How do you feel about waiting? Think about detail, resilience, focus, commitment...

A series of short-form podcasts - only a few minutes long - with some areas that I think are worthy of consideration if you are struggling in sales. All based on experience as a sales person - been guilty of a few of these myself for sure - and most of them I have seen from the position of a sales coach and trainer. It all depends on the sales cycle - 6 months to 18 months or more...or even a month. It is important not to rely on your initial engagement. Do you have a process - an effective one? What are your touch points? From sales and marketing? How do you feel about waiting? Think about detail, resilience, focus, commitment...

Failing To Follow Up

A series of short-form podcasts - only a few minutes long - with some areas that I think are worthy of consideration if you are struggling in sales. All based on experience as a sales person - been guilty of a few of these myself for sure - and most of them I have seen from the position of a sales coach and trainer.A classic here - many people ridicule this notion..."communicating value" but the truth is, if you cant communicate the value fo what you are selling, your customer won't be completed to buy or put in the hard work trying to understand.It's as much about NOT selling features and benefits but talking about the outcomes and giving them proof that there is value to be had.

A series of short-form podcasts - only a few minutes long - with some areas that I think are worthy of consideration if you are struggling in sales. All based on experience as a sales person - been guilty of a few of these myself for sure - and most of them I have seen from the position of a sales coach and trainer. A classic here - many people ridicule this notion..."communicating value" but the truth is, if you cant communicate the value fo what you are selling, your customer won't be completed to buy or put in the hard work trying to understand. It's as much about NOT selling features and benefits but talking about the outcomes and giving them proof that there is value to be had.

Failing To Communciate Value

A series of short-form podcasts - only a few minutes long - with some areas that I think are worthy of consideration if you are struggling in sales. All based on experience as a sales person - been guilty of a few of these myself for sure - and most of them I have seen from the position of a sales coach and trainer.This one is about all those times when we think we don't need to, or don't make time to thoroughly research up on our customers or our prospects. It's important to make the time to understand as much as possible - no shortage of information out there at the minute with search engines, media, machine learning tools etc...

A series of short-form podcasts - only a few minutes long - with some areas that I think are worthy of consideration if you are struggling in sales. All based on experience as a sales person - been guilty of a few of these myself for sure - and most of them I have seen from the position of a sales coach and trainer. This one is about all those times when we think we don't need to, or don't make time to thoroughly research up on our customers or our prospects. It's important to make the time to understand as much as possible - no shortage of information out there at the minute with search engines, media, machine learning tools etc...

Not Doing Enough Research

A series of short-form podcasts - only a few minutes long - with some areas that I think are worthy of consideration if you are struggling in sales. All based on experience as a sales person - been guilty of a few of these myself for sure - and most of them I have seen from the position of a sales coach and trainer.This episode is where we find ourselves spending too much time talking about ourselves - as people - or as businesses, spending way too much time on our products and services.It's what we get paid to do? Not really - we get paid to sell - and presenting products and services is only one every small part of all of that.

A series of short-form podcasts - only a few minutes long - with some areas that I think are worthy of consideration if you are struggling in sales. All based on experience as a sales person - been guilty of a few of these myself for sure - and most of them I have seen from the position of a sales coach and trainer. This episode is where we find ourselves spending too much time talking about ourselves - as people - or as businesses, spending way too much time on our products and services. It's what we get paid to do? Not really - we get paid to sell - and presenting products and services is only one every small part of all of that.

Focusing Too Much On Your Product Or Service

A week has passed since I made the veneration at the altar of Bruce Springsteen whilst making my first stay at the Merrion hotel.It made me think about what good customer service looks like - how good brands not only read the room, they anticipate it.Again and again.Against a back drop of the music, whiskey and craic was the headline dominating domestic abuse claim levied at an inter county manager.An example of how easy it is to misread the room.

A week has passed since I made the veneration at the altar of Bruce Springsteen whilst making my first stay at the Merrion hotel. It made me think about what good customer service looks like - how good brands not only read the room, they anticipate it. Again and again. Against a back drop of the music, whiskey and craic was the headline dominating domestic abuse claim levied at an inter county manager. An example of how easy it is to misread the room.

Good brands don't just read the room. They anticipate it.

How do you decompress from a hard shift in the office or out in the field?"Climb a mountain or jump in a lake?"

How do you decompress from a hard shift in the office or out in the field? "Climb a mountain or jump in a lake?"

Find A Way That Works For You

Useful sales stuff for sales professionals - from sales trainee to sales director and business owner

The Shift Control Sales Podcast

Damien Hughes

Delighted to welcome Damian back - last time we spoke we in May this year and much has happened in the intervening months. Damian has been working with Scotland Rugby Union, English Rugby League and is in the middle of publishing ANOTHER book - this time on Barcelona FC and what we can learn from their "culture" and how those learnings can be applied to sport and business.The previous podcasts with Damian have proven to be incredibly popular - he is a Professor, consultant coach and an author and more importantly he's incredibly interesting and a fantastic guest. Enjoy

Delighted to welcome Damian back - last time we spoke we in May this year and much has happened in the intervening months. Damian has been working with Scotland Rugby Union, English Rugby League and is in the middle of publishing ANOTHER book - this time on Barcelona FC and what we can learn from their "culture" and how those learnings can be applied to sport and business. The previous podcasts with Damian have proven to be incredibly popular - he is a Professor, consultant coach and an author and more importantly he's incredibly interesting and a fantastic guest. Enjoy

Episode 26: Damien Hughes - The Liquid Thinker, PT 3

According to Dave Trott, everyone is turning into a story teller these day and suggests it maybe a bad thing - check out his brilliant blog (www.davetrott.co.uk). He makes a valid point but I would argue that storytelling has never been more important when it comes to your brand and your business.

According to Dave Trott, everyone is turning into a story teller these day and suggests it maybe a bad thing - check out his brilliant blog (<a href="http://www.davetrott.co.uk" rel="nofollow" target="_blank">www.davetrott.co.uk</a>). He makes a valid point but I would argue that storytelling has never been more important when it comes to your brand and your business.

Episode 23: Defining your brand story

Most of the time sales people are focused on short term outcomes and look inwardly towards their own needs and wants over those of the customer.There has been a widely accepted move away from features and benefits to outcomes - seeing the world from the perspective of the buyer is the most important thing where the key is to understand the consequences of which to build a cogent argument around.

Most of the time sales people are focused on short term outcomes and look inwardly towards their own needs and wants over those of the customer. There has been a widely accepted move away from features and benefits to outcomes - seeing the world from the perspective of the buyer is the most important thing where the key is to understand the consequences of which to build a cogent argument around.

Solocast - What do buyers really want?

“Sponsorship is the future of business” Jackie Fast, Pinpoint: How challenging the norm is the only route to success in selling sponsorship.Only someone who has successfully navigated the choppy (and occasionally murky) waters of sports marketing and sponsorship can make that claim with any confidence.As Fast points out in her book, advertising and marketing has changed.Media consumption and channel proliferation has made it harder for brands to fully engage with their audiences but if advertising has changes then it is fair to say that sponsorship has also changed.A logo on a shirt is never going to be enough.In fairness, it never was.There is greater demand on sports properties to demonstrate something beyond “equivalent media value” and greater pressure on brand owners and managers to make their sponsorship money work.Jackie Fast sold her sports marketing business, Slingshot Sponsorship having worked with Sir Richard Branson, Spotify, IBM, Renault, Haymarket Consumer publishing and Shell.She still very much believes in the benefits of sponsorship and her book, Pinpoint: How challenging the norm is the only route to success in selling sponsorship, looks at the world from both the perspective of property and brand – giving common sense direction and useful engagement and retention strategies.It was a real pleasure to get Jackie on the show in a week where she was particularly busy in her capacity as board director of the European Sponsorship Association.Follow her on www.jackiefast.com and on twitter @JackieFast

“Sponsorship is the future of business” Jackie Fast, Pinpoint: How challenging the norm is the only route to success in selling sponsorship. Only someone who has successfully navigated the choppy (and occasionally murky) waters of sports marketing and sponsorship can make that claim with any confidence. As Fast points out in her book, advertising and marketing has changed. Media consumption and channel proliferation has made it harder for brands to fully engage with their audiences but if advertising has changes then it is fair to say that sponsorship has also changed. A logo on a shirt is never going to be enough. In fairness, it never was. There is greater demand on sports properties to demonstrate something beyond “equivalent media value” and greater pressure on brand owners and managers to make their sponsorship money work. Jackie Fast sold her sports marketing business, Slingshot Sponsorship having worked with Sir Richard Branson, Spotify, IBM, Renault, Haymarket Consumer publishing and Shell. She still very much believes in the benefits of sponsorship and her book, Pinpoint: How challenging the norm is the only route to success in selling sponsorship, looks at the world from both the perspective of property and brand – giving common sense direction and useful engagement and retention strategies. It was a real pleasure to get Jackie on the show in a week where she was particularly busy in her capacity as board director of the European Sponsorship Association. Follow her on <a href="http://www.jackiefast.com" rel="nofollow" target="_blank">www.jackiefast.com</a> and on twitter @JackieFast

Episode 28 - Why Sponsorship is the future of business

Over the last few weeks and in collaboration with no less than 4 clients, I have experienced first hand the challenges businesses are facing when recruiting sales personnel. Regardless of sector or position, it's not getting any easier.What are the challenges facing your business and where do you see the answers coming from - millennials AKA "The Trophy Generation:" or the over 50s...too old to train them, right?

Over the last few weeks and in collaboration with no less than 4 clients, I have experienced first hand the challenges businesses are facing when recruiting sales personnel. Regardless of sector or position, it's not getting any easier. What are the challenges facing your business and where do you see the answers coming from - millennials AKA "The Trophy Generation:" or the over 50s...too old to train them, right?

1-in-5: Attracting and keeping the right people

Is "Practice" part of your sales process? How many of you spend time in 'rehearsal' preparing questions, answers, eventualities and outcomes for those big sales presentations?In fact, not just those big presentations but for everything you do? There are examples everywhere of those people who take the time out to prepare hard for the main event. In a previous Podcast with Damien Hughes, he described how Pep Guardiola would spend 7 hours preparing for a 20 minute team talk.Benjamin Franklin was renowned for preparation in his writing.Do you make practice an integral part of your preparation - please, get in touch and let me know what you think.

Is "Practice" part of your sales process? How many of you spend time in 'rehearsal' preparing questions, answers, eventualities and outcomes for those big sales presentations? In fact, not just those big presentations but for everything you do? There are examples everywhere of those people who take the time out to prepare hard for the main event. In a previous Podcast with Damien Hughes, he described how Pep Guardiola would spend 7 hours preparing for a 20 minute team talk. Benjamin Franklin was renowned for preparation in his writing. Do you make practice an integral part of your preparation - please, get in touch and let me know what you think.

Solocast: Make practice part of your process

Telephone sales is a much maligned business development tactic yet is undergoing something of a renaissance and when blended with a clearly defined digital strategy, tic an be very powerful.This solocast offers 7 tips on how to up your telephone sales game.For more information visit www.shift-control.co.uk

Telephone sales is a much maligned business development tactic yet is undergoing something of a renaissance and when blended with a clearly defined digital strategy, tic an be very powerful. This solocast offers 7 tips on how to up your telephone sales game. For more information visit <a href="http://www.shift-control.co.uk" rel="nofollow" target="_blank">www.shift-control.co.uk</a>

7 tips for telephone selling

This episode follows a week that included a 20 minute session at a an exhibition at Croke Park.A hugely successful event which saw a lot of people take time out from their busy days generating revenue to spend 2-3 hours at the North Dublin home of the GAA.I learnt a lot this week about high performance in sales against high performance in sport and how important it is to fully understand the levels YOUR TEAM can operate comfortably at.From a sales training perspective it was a busy week - the highlight being my 20 minutes at Croker which reminded me about the importance of value and making an emotional deposit before you ever thing about making any withdrawals.

This episode follows a week that included a 20 minute session at a an exhibition at Croke Park. A hugely successful event which saw a lot of people take time out from their busy days generating revenue to spend 2-3 hours at the North Dublin home of the GAA. I learnt a lot this week about high performance in sales against high performance in sport and how important it is to fully understand the levels YOUR TEAM can operate comfortably at. From a sales training perspective it was a busy week - the highlight being my 20 minutes at Croker which reminded me about the importance of value and making an emotional deposit before you ever thing about making any withdrawals.

Episode 4: 20 minutes at Croke Park

In many sales coaching and sales training sessions we focus on creating a high performance sales team usually siting high performing sports stars and teams.That got me thinking about some of the fundamental differences in HP in sport and also in business - with recovery, mental/ emotional well being and training as areas were there is often no cross over.I have mentioned many sources and references before that I have read and that I am curious about - Damian Hughes being one obvious - but others include Anders Ericsson (I always call him Anders Anderson for some reason) Geoff Colvin, 'Talent is Overrated' as well as The Talent Code, Bounce, Outliers.There are many sources for HP sport, Flow state and improvement etc...but not so often fro business and in particular sales.I see the following as being important:- culture- talent acquisition- leadership- shared vision- surroundings and environment- teamship- hard work- training (coaching and mentoring)Recovery? Never considered it. Stress? I've felt it for sure but do we plan to mitigate against or are we really dedicated to wellbeing?I'm as curious about your thoughts on this subject as ever before - I know this podcast contains a lot of my thoughts - much of it isn't in order, but thats how I have been recording these sales podcasts. Anyway.Email on paul@shift-control.co.ukThanks for reading.Paul

In many sales coaching and sales training sessions we focus on creating a high performance sales team usually siting high performing sports stars and teams. That got me thinking about some of the fundamental differences in HP in sport and also in business - with recovery, mental/ emotional well being and training as areas were there is often no cross over. I have mentioned many sources and references before that I have read and that I am curious about - Damian Hughes being one obvious - but others include Anders Ericsson (I always call him Anders Anderson for some reason) Geoff Colvin, 'Talent is Overrated' as well as The Talent Code, Bounce, Outliers. There are many sources for HP sport, Flow state and improvement etc...but not so often fro business and in particular sales. I see the following as being important: - culture - talent acquisition - leadership - shared vision - surroundings and environment - teamship - hard work - training (coaching and mentoring) Recovery? Never considered it. Stress? I've felt it for sure but do we plan to mitigate against or are we really dedicated to wellbeing? I'm as curious about your thoughts on this subject as ever before - I know this podcast contains a lot of my thoughts - much of it isn't in order, but thats how I have been recording these sales podcasts. Anyway. Email on paul@shift<a href="http://-control.co.uk" rel="nofollow" target="_blank">-control.co.uk</a> Thanks for reading. Paul

Episode 5:  High Performance Sales

So, you all set for GDPR? The much talked about but not always understood changes to the 1998 Data Protection Act kick in on 25th May 2018As the way we store and transfer data changes so too does the legislation protecting customers -  non-compliance could be costly.In this podcast, I talk to Orlagh Kelly, Barrister and CEO of Briefed - the go-to GDPR training and compliance consultancy in the North or Ireland.Over the last number of months, Orlagh and her team has been working closely with hundreds of businesses across the UK and Ireland  implementing procedures and de-mistlfying legislation - in the podcast she gives valuable insight into the impact of the legislation on SMEs, how you need to prepare and the impact it has on businesses using email and telephone data for business development.For more information, visit briefed.pro or email Orlagh directly on info@briefed.pro

So, you all set for GDPR? The much talked about but not always understood changes to the 1998 Data Protection Act kick in on 25th May 2018 As the way we store and transfer data changes so too does the legislation protecting customers - non-compliance could be costly. In this podcast, I talk to Orlagh Kelly, Barrister and CEO of Briefed - the go-to GDPR training and compliance consultancy in the North or Ireland. Over the last number of months, Orlagh and her team has been working closely with hundreds of businesses across the UK and Ireland implementing procedures and de-mistlfying legislation - in the podcast she gives valuable insight into the impact of the legislation on SMEs, how you need to prepare and the impact it has on businesses using email and telephone data for business development. For more information, visit <a href="http://briefed.pro" rel="nofollow" target="_blank">briefed.pro</a> or email Orlagh directly on info@briefed.pro

Episode 27: Everything you you need to know about GDPR

SOSTAC® is a marketing planning framework used by business professionals globally and was voted in the Top 3 Business Models worldwide in the Chartered Institute of Marketing’s Centenary Poll.The architect and brains behind SOSTAC® is PR Smith, marketing consultant, mentor and coach, public speaker and author of best selling digital marketing books including. Digital Marketing Excellence and SOSTAC® Guide to The Perfect Digital marketing Strategy.in this episode PR breaks down SOSTAC® into the easy but highly effective stages, discusses the importance of 'internal" actions and gives some valuable advice for all marketeers on the importance of credibility over visibility.Check out www.prsmith.org and www.sostac.org

SOSTAC® is a marketing planning framework used by business professionals globally and was voted in the Top 3 Business Models worldwide in the Chartered Institute of Marketing’s Centenary Poll. The architect and brains behind SOSTAC® is PR Smith, marketing consultant, mentor and coach, public speaker and author of best selling digital marketing books including. Digital Marketing Excellence and SOSTAC® Guide to The Perfect Digital marketing Strategy. in this episode PR breaks down SOSTAC® into the easy but highly effective stages, discusses the importance of 'internal" actions and gives some valuable advice for all marketeers on the importance of credibility over visibility. Check out <a href="http://www.prsmith.org" rel="nofollow" target="_blank">www.prsmith.org</a> and <a href="http://www.sostac.org" rel="nofollow" target="_blank">www.sostac.org</a>

Episode 25: PR Smith talks SOSTAC® and Sport

Take 2. Institutional Trust. In light of recent events, I have thought long and hard about continuing the podcast series - sales and marketing isn't top of most peoples personal or professional agendas, and quite rightly.This episode focuses on institutional trust - or lack of - specifically within Media and Government, typified through the day to day activities of both, projected through social media and broadcast channels.The Edelman Trust barometer gets a bit of kicking deservedly so, in my opinion and I reference some brilliant works by Alan De Botton and Randy Olson amongst others.Any questions or if you would like to get in touch - email paul@shift-control.co.uk

Take 2. Institutional Trust. In light of recent events, I have thought long and hard about continuing the podcast series - sales and marketing isn't top of most peoples personal or professional agendas, and quite rightly. This episode focuses on institutional trust - or lack of - specifically within Media and Government, typified through the day to day activities of both, projected through social media and broadcast channels. The Edelman Trust barometer gets a bit of kicking deservedly so, in my opinion and I reference some brilliant works by Alan De Botton and Randy Olson amongst others. Any questions or if you would like to get in touch - email paul@shift<a href="http://-control.co.uk" rel="nofollow" target="_blank">-control.co.uk</a>

Episode 11 Institutional trust...where did it go?

Driving down the road last week, I was listening to a Spotify playlist - Lynyrd Skynyrd - which had 2 versions of their 1970s classic, Freebird.It got me thinking about sales and about building trust - not in others but in yourself.Admittedly it's a cheap way for me to link two subjects that i love and am curious about...I hope you understand where I'm coming from and I'll not be apologising for the music!!

Driving down the road last week, I was listening to a Spotify playlist - Lynyrd Skynyrd - which had 2 versions of their 1970s classic, Freebird. It got me thinking about sales and about building trust - not in others but in yourself. Admittedly it's a cheap way for me to link two subjects that i love and am curious about... I hope you understand where I'm coming from and I'll not be apologising for the music!!

Episode 10 - Trusting in yourself before you trust others

There are almost as many mobile phones on the plant as there are people - surely telephone sales has a role to play based on that statistic alone?The legacy of double glazing, recruitment and advertising sales people has ensured that the reputation of the phone has never been moe tarnished.It's certainly not a panacea but does it still have a place in sales strategies?I think the answer is yes - in this podcast I try and dispel some myths and hearsay and also try and give some suggestions as to how to make it work better for your business.

There are almost as many mobile phones on the plant as there are people - surely telephone sales has a role to play based on that statistic alone? The legacy of double glazing, recruitment and advertising sales people has ensured that the reputation of the phone has never been moe tarnished. It's certainly not a panacea but does it still have a place in sales strategies? I think the answer is yes - in this podcast I try and dispel some myths and hearsay and also try and give some suggestions as to how to make it work better for your business.

Episode 9: Why the telephone might be more relevant now than ever

Over the last number of weeks I have made some casual references to GlenGarry GlenRoss. Great movie, great acting, poor sales advice.In his book To Sell Is Human, Daniel Pink talks about the new ABCs of sales - Attunement, Buoyancy, Clarity.The thing is that whilst the book is brilliant - the new ABCs are not all that new...in fact the same lessons have been around since GlenGarry GlenRoss and maybe before.Not to take anything away from Pink, this podcast reframes the new ABCs in a more down to earth way.

Over the last number of weeks I have made some casual references to GlenGarry GlenRoss. Great movie, great acting, poor sales advice. In his book To Sell Is Human, Daniel Pink talks about the new ABCs of sales - Attunement, Buoyancy, Clarity. The thing is that whilst the book is brilliant - the new ABCs are not all that new...in fact the same lessons have been around since GlenGarry GlenRoss and maybe before. Not to take anything away from Pink, this podcast reframes the new ABCs in a more down to earth way.

Episode 8 Sales advice from experience

I was prompted to record this podcast following the 2020 Oscars with warranted wins for both Joaquin Phoenix and Brad Pitt (amongst others) and their respective outstanding performances - including acceptance speeches.This podcast is based around the 2002 movie, Moneyball, featuring Pitt as the GM of the Oakland Athletics Baseball team and how the introduction of data analytics as a player evaluation system helped the team almost win the World Series (of American only teams) in 2002.It highlights the importance of measurement - specifically measurement of whats important to the end result and how that focus can be further honed in on what really matters.Often in sales, the individual and team work hard at tasks that are ultimately unrelated to the success of the sale and the business.If you know what's important and if it can be measured then the old saying "what gets measured gets done' comes in to play.As an aside, it is a great movie - well worth a few hours of your time if you've not seen it already.I hope you enjoy the podcast - all feedback welcome through www.shift-control.co.uk

I was prompted to record this podcast following the 2020 Oscars with warranted wins for both Joaquin Phoenix and Brad Pitt (amongst others) and their respective outstanding performances - including acceptance speeches. This podcast is based around the 2002 movie, Moneyball, featuring Pitt as the GM of the Oakland Athletics Baseball team and how the introduction of data analytics as a player evaluation system helped the team almost win the World Series (of American only teams) in 2002. It highlights the importance of measurement - specifically measurement of whats important to the end result and how that focus can be further honed in on what really matters. Often in sales, the individual and team work hard at tasks that are ultimately unrelated to the success of the sale and the business. If you know what's important and if it can be measured then the old saying "what gets measured gets done' comes in to play. As an aside, it is a great movie - well worth a few hours of your time if you've not seen it already. I hope you enjoy the podcast - all feedback welcome through <a href="http://www.shift-control.co.uk" rel="nofollow" target="_blank">www.shift-control.co.uk</a>

Episode 7:  Using Moneyball to measure your sales performance

One of the best known and most referenced #sales clips from the movies must be GlenGarry Glenross...if you're in sales you will have seen the clip by Alec Baldwin, if not the entire show.The Anti-Salesman 7 minute piece by Baldwin is superb as is the entire movie, based on the David Mamet play and nominated for a bunch of oscars in 1992.What I talk about in this podcast is the link between the acting and sales, rather than the language or the script itself.How can sales people perform better if they are unable to hear or see how they currently perform or behave...it goes beyond mystery shopping and call listening. It's about understanding why you need thoroughly analyse recordings....just like football managers do on 'any given Sunday' or like actors do every day to ensure they're working to their best.If you want to improve will you do what it takes?I hope you enjoy - please get in touch by email on paul@shift-control.co.uk

One of the best known and most referenced #sales clips from the movies must be GlenGarry Glenross...if you're in sales you will have seen the clip by Alec Baldwin, if not the entire show. The Anti-Salesman 7 minute piece by Baldwin is superb as is the entire movie, based on the David Mamet play and nominated for a bunch of oscars in 1992. What I talk about in this podcast is the link between the acting and sales, rather than the language or the script itself. How can sales people perform better if they are unable to hear or see how they currently perform or behave...it goes beyond mystery shopping and call listening. It's about understanding why you need thoroughly analyse recordings....just like football managers do on 'any given Sunday' or like actors do every day to ensure they're working to their best. If you want to improve will you do what it takes? I hope you enjoy - please get in touch by email on paul@shift<a href="http://-control.co.uk" rel="nofollow" target="_blank">-control.co.uk</a>

Episode 6: Have I got your attention now?

Following a recent conversation with a client, this podcast focuses on 'Commodity Selling'If the sales person creates the narrative that what they are selling is 'just a commodity' then the buyer has it within their gift to immediately talk about price. When the negotiations go straight to price, it becomes almost impossible for the seller to protect that price. The growth of coffee over the last many many years is a great example of how a commodity can be celebrated and gain substantial margin increases.In the podcast I discuss the 3 waves of coffee growth and how making the sales process an educational one - supported by excellent customer service - you can create more value that the customer is happier to pay more for.Shift Control is a sales training and sales coaching consultancy, working with individuals and teams across Ireland.For more information, email paul@shift-control.co.uk or visit www.shift-control.co.uk

Following a recent conversation with a client, this podcast focuses on 'Commodity Selling' If the sales person creates the narrative that what they are selling is 'just a commodity' then the buyer has it within their gift to immediately talk about price. When the negotiations go straight to price, it becomes almost impossible for the seller to protect that price. The growth of coffee over the last many many years is a great example of how a commodity can be celebrated and gain substantial margin increases. In the podcast I discuss the 3 waves of coffee growth and how making the sales process an educational one - supported by excellent customer service - you can create more value that the customer is happier to pay more for. Shift Control is a sales training and sales coaching consultancy, working with individuals and teams across Ireland. For more information, email paul@shift<a href="http://-control.co.uk" rel="nofollow" target="_blank">-control.co.uk</a> or visit <a href="http://www.shift-control.co.uk" rel="nofollow" target="_blank">www.shift-control.co.uk</a>

Episode 3 Commodity Sales

Does everyone have a biased viewpoint? How you vote, what you buy, what you read - all of our conventional 'consumer behaviour' is influenced and informed by who we are, our family background, schools, geography, what we read, who we hang out with...  How do these biases affect the world view of our business, of our marketing messages, our value propositions and in turn how does that thinking impact how sales people fully engage with customers and new prospects.Shift Control is a business improvement consultancy focusing on delivering sales training and sales coaching to individuals, teams and organisations throughout the island of Ireland.For more information visit www.shift-control.co.uk or email info@shift-control.co.uk

Does everyone have a biased viewpoint? How you vote, what you buy, what you read - all of our conventional 'consumer behaviour' is influenced and informed by who we are, our family background, schools, geography, what we read, who we hang out with... How do these biases affect the world view of our business, of our marketing messages, our value propositions and in turn how does that thinking impact how sales people fully engage with customers and new prospects. Shift Control is a business improvement consultancy focusing on delivering sales training and sales coaching to individuals, teams and organisations throughout the island of Ireland. For more information visit <a href="http://www.shift-control.co.uk" rel="nofollow" target="_blank">www.shift-control.co.uk</a> or email info@shift<a href="http://-control.co.uk" rel="nofollow" target="_blank">-control.co.uk</a>

Episode 2: Shift your bias

The first podcast of 2020 - and the first since mid-2019 - focuses on customer retention and the importance of creating value for those customers who helped you achieved targets over the previous 12 months.Stratgic thinking in sales often focuses on acquisition over retention yet the importance of reducing the churn rate in your sales is obvious.The Hegalian dialectic is a writing method (amongst other things) that can be used to help better understand the importance of creating 'tension' in those existing customer relationships.For more information on sales strategy for your team or team or individual sales coaching, please email info@shift-control.co.uk

The first podcast of 2020 - and the first since mid-2019 - focuses on customer retention and the importance of creating value for those customers who helped you achieved targets over the previous 12 months. Stratgic thinking in sales often focuses on acquisition over retention yet the importance of reducing the churn rate in your sales is obvious. The Hegalian dialectic is a writing method (amongst other things) that can be used to help better understand the importance of creating 'tension' in those existing customer relationships. For more information on sales strategy for your team or team or individual sales coaching, please email info@shift<a href="http://-control.co.uk" rel="nofollow" target="_blank">-control.co.uk</a>

Episode 1: January 2020 - The Hegalian Dialectic

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