Podcast
The Shift Control Sales Podcast
Hosted by Shift Control · EN
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.
I’m Paul McAnallen, founder of Shift Control, a consultancy that works with SMEs, sales leaders, and founders across Ireland to improve sales performance and leadership effectiveness.
Over the last 20 years, I’ve helped hundreds of businesses accelerate sales through strategy, coaching, and leadership development. From creating go-to-market strategies to developing SDR teams and mentoring senior sales professionals, I bring a no-nonsense, high-impact approach to driving commercial growth.
With deep cross-industry experience and a commitment to clarity and action, I work as a trusted growth partner — not just a trainer — helping businesses turn potential into performance.
14episodes
Episodes
Newest firstAll episodes
Sales Isn’t About Activity — It’s About Awareness
Jul 17, 202500:31:15Tap to summarizePlenty 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. Data is important, process is important but when it comes to influencing sales decisions, awareness and emotional intelligence matter most. In this episode I talk about the importance of awareness and being present when it comes to closing out on deals in your pipeline.
Transcribe →Forecasting for sales success
Jul 9, 202500:26:10Tap to summarizeI 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 operative word.) And so to sales forecasting - the devils business. So critical to all other parts of the business, planning, buying, HR, logistics and so difficult for sales people to get it right every time - because it matters every time. Some thoughts on forecasting from the world of the sales person and the sales manager.
Transcribe →You may ask yourself, how did I get here?
Jul 2, 202500:27:50Tap to summarizeI 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 begin with the first step - it begins with awareness. In sales performance that 'awareness" is critical - it is a level of self awarenes that might be beyond many - it certainly was beyond me for a long time. A line from their most famous song, David Byrne in Talking Heads asks YOU to ask the question: "you may ask yourself, how did i get here?" In trying to improve your sales performance you need to understand where you are, how you got there, where you wnat to go and more importantly are youy aware of what changing for success looks like? I have included a little clip at the end from Eric Thomas - the bane of every young sportstar's life....I hope you enjoy
Transcribe →Lex Fridman + Chris Voss
Mar 14, 2023Tap to summarizeThis episode is nothing short of a signpost to another podcaster and a specific podcast - Lex Fridman and Chris Voss on the Lex Fridman Podcast. If you're interested in fine-tuning your negotiation skills this episode gives a brilliant insight into human behaviour, emotional intelligence and helps explain some of the common stumbling blocks that we all face. I have listened to the episode 2 or 3 times at this stage - there's way to much for one listen.
Transcribe →