Business Ideas For Smes And Start Ups



Podcast by Shift Control


  • Episode 21: Enda Lynch Head of Enterprise, Munster Rugby

    Episode 21: Enda Lynch Head of Enterprise, Munster Rugby

    17/11/2020 Duração: 01h02min

    A little while ago I had an interest in parts marketing, working with a couple of GAA teams. In the course of that work, I met with Enda Lynch who at the time was Head of Sponsorship at 02, when they were lead sponsor at IRFU as well as having naming rights at The Point / 02 music venue in Dublin. Shortly after, Enda moved to Thomond Park, home of Munster Rugby, working with one of the leading names in club rugby, nationally and internationally. In this podcast we get insights from both sides of the sponsorship wall - the brand investing big in sport and entertainment and as a leading sporting property in search for commercial partnerships. A consulate professional and a go-to on sports marketing, Enda makes for a very interesting guest and delivers some sound advice for those people interested in sport and sponsorship. Thanks for listening. Paul

  • Episode 20 Enda McNulty

    Episode 20 Enda McNulty

    18/10/2020 Duração: 57min

    Much is made of the comparison between high performance sport and high performance sales - way too many sports books to mention that offer some excellent examples of people performing at the highest levels and the lessons those teams and managers can offer business. It's an honour to have Enda McNulty guest on the show as someone who achieved sporting success at the highest level with Armagh winning the 2002 All Ireland and 7 Ulster titles in a career spanning 15 years or so. Following on from his on-field success, Enda created McNulty Performance a consultancy specialising in moulding and crafting high performance teams and individuals in both sport and business - working with the IRFU, Google, Amazon, LinkedIn to name but a few of a roster of clients the envy of any consultancy practice. In this episode he shares some valuable insights into the world of high performance - the importance of getting the right culture set up in your team. He's very smart, knowledgeable and has some particularly valuable in

  • Episode 19: Declan Coyle and the Green Platform

    Episode 19: Declan Coyle and the Green Platform

    21/09/2020 Duração: 01h28min

    Delighted to have Declan Coyle on this weeks podcast. Declan is a leadership, development and transformational coach who has worked with some of the most successful teams in GAA as well as helping out John Calipari of the University of Kentucky in 2012 on their way to a championship victory. This podcast moves from left to right, north to south and up and down - I was thinking about taking an edit to parts of it but that might take away from Declan's flow. The Green Platform methodology, was founded by Declan and is designed to help you identify and implement more positive choices in your personal, business or sporting life. I got to find out the difference between emotions and feelings and to recognise that there is a split second between that 'feeling' and your 'reaction' wherein you can make better life choices. It's not easy, but it works. I hope you enjoy the podcast.

  • Episode 18: How to create a thriving culture with Hugh Gilmore

    Episode 18: How to create a thriving culture with Hugh Gilmore

    07/09/2020 Duração: 01h20min

    I really enjoyed recording this podcast with Hugh Gilmore, a sports psychologist working with the British Weightlifting and athletic teams. I first crossed paths with Hugh 7-8 years ago whilst we were both offering different levels of support to the Queens University Sigerson team. On a recent podcast I heard Hugh talk about the comparisons with sport and business in terms of creating culture and a high performance environment. In this episode we cover a lot of territory - the difference in culture and traditions to the theory of motivational interviewing. Hugh talks about how he helped to create a thriving culture in British weightlifting and gives some first class insights into his area of expertise. He has his own podcast 'Eight % Mental' and runs workshops occasionally on these very subjects. He was incredibly generous with his time - we spent 4 hours chatting, most of which could have made it onto the podcast and definitely hope to get him back on before the year is out. I hope you enjoy listening

  • Episode 17 Paul Creighton AES Global

    Episode 17 Paul Creighton AES Global

    31/08/2020 Duração: 52min

    In episode 17 of the Shift Control Podcast I speak with Paul Creighton, CEO of AES Global - a company specialising in home security systems, operating across 28 countries globally. It was an enjoyable podcast on a number of levels - Paul gives great insight into his business and how he has been able to manifest a clear goal - a from "bedroom to boardroom" journey - emotional intelligence, resilience and how he has been able to help support local businesses survive the recent pandemic. For more information on Paul and AES Global click here

  • Episode 16 : Kevin Young, Inmynd, discusses Compassionate Inquiry

    Episode 16 : Kevin Young, Inmynd, discusses Compassionate Inquiry

    24/08/2020 Duração: 01h09min

    Changing culture in an organisation doesn’t happen over-night. Attitudes and behaviours within an organisation are deep rooted and change takes time. Being adaptive, flexible and innovative are ‘ticket to entry’ behaviours for most organisations these days – brand values need to be reflected in individual and collective behaviours. Sounds straight forward yet there is often a clash between the desire for innovation and change and the prevailing culture. Capacity for change varies from individual to individual yet everyone wants to feel that their work is at the very least valued. In this episode of the Shift Control Podcast, I talk to Kevin Young from Inmynd an organisation dedicated to personal and corporate transformational change. I have known Kevin for a few years and I am delighted to get him onto the podcast and this episode should make interesting listening for those business leaders who are considering or are on the cusp of cultural change within their organisation. It will also make great lis

  • Episode 15: The long game of sales training

    Episode 15: The long game of sales training

    19/08/2020 Duração: 12min

    This podcast is a reflection on why some people engage in sales training successfully and why others don't. It's as easy to be the accused as it is the victim but my question is what really motivates business and business owners to engage with sales coaches if they expect a short term result. Would be interested in thoughts on this - everyone should be looking from a sweet spot customer - coaches as well. Leaving the decision making process down to a search engine can also be a disappointment. Thanks for reading Paul

  • Episode14 - Unprocessing the processed

    Episode14 - Unprocessing the processed

    11/08/2020 Duração: 38min

    Can anything that's processed be all that good for us? I'm thinking food to start with - what makes food accessible and gives it greater shelflife also as the potential in the long term to kill us. What about processed media? Can it have the same long term impact?

  • Epsiode 13 - Sales training and coaching in a virtual world

    Epsiode 13 - Sales training and coaching in a virtual world

    21/07/2020 Duração: 13min

    This podcast is unashamedly a sales pitch - the last few months have shaped a changing landscape in sales communication...people working from home, Zoom, Teams, WebEx calls with clients. IN March 2020, everything changed in the world of sales training and sales coaching, for me at least. Clients were less willing to continue training programmes in such uncertain times nor try any new technologies but after a settling in period, virtual training has been given the green light by a number of my clients and it seems to be working well. So, how should virtual training differ from face-to-face? The podcast covers format, learning platform, session time and a host of other practical changes which will assist individual and team sales training. Enjoy. All feedback welcome.

  • Episode 12: Characteristics of the human sales approach

    Episode 12: Characteristics of the human sales approach

    24/06/2020 Duração: 30min

    The latest Shift Control Podcast segues between current social and emotional anxieties and the importance of remembering that the default position for the human condition is one of calm, honesty, friendship and doing good. Not dissimilar to the behaviour required and the role of sales and business development. Trading anecdotes from the brilliant HumanKind, by Rutger Bregman and discussing the key behavioural characteristics of a good sales person, the podcast focuses on what we can control within ourselves and argues that despite some compelling evidence to the contrary with humanity, all is not lost.

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

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

    20/04/2020 Duração: 28min

    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 [email protected]

  • Episode 10 - Trusting in yourself before you trust others

    Episode 10 - Trusting in yourself before you trust others

    10/03/2020 Duração: 11min

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

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

    03/03/2020 Duração: 31min

    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 8 Sales advice from experience

    Episode 8 Sales advice from experience

    25/02/2020 Duração: 14min

    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 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 7: Using Moneyball to measure your sales performance

    Episode 7: Using Moneyball to measure your sales performance

    10/02/2020 Duração: 13min

    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 alr

  • Episode 6: Have I got your attention now?

    Episode 6: Have I got your attention now?

    06/02/2020 Duração: 17min

    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 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 [email protected]

  • Episode 5: High Performance Sales

    Episode 5: High Performance Sales

    29/01/2020 Duração: 36min

    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

  • Episode 4: 20 minutes at Croke Park

    Episode 4: 20 minutes at Croke Park

    25/01/2020 Duração: 13min

    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 3 Commodity Sales

    Episode 3 Commodity Sales

    15/01/2020 Duração: 10min

    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 [email protected] or visit

  • Episode 2: Shift your bias

    Episode 2: Shift your bias

    09/01/2020 Duração: 22min

    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 or email [email protected]

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