Inward Book Club
Inward Revenue Consulting
Welcome to the Inward Book Club audio experience, where hosts Jonathan Graham (MD, Inward) and Michael Price (Partner, Inward) review an influential sales or business book each week.
They deconstruct the advice given and add their own veteran insights to help listeners improve their sales game. The authors and other special guests also join in the banter.
Episode 150 - the JOLT effect - Dixon and Mckenna !
The best show ever in the history of inward Book club .
If not the best then the most important .
Why ? because this book is the game changer .
Find out why - sales people who tell clients what to do sell more than those who are consultative.
Find out that sales people who close in an appointment sell more than those who don't .
Everything you thought you learned about not pushing a client , listening and not talking , and not closing .....IS WRONG
Episode 148 - To Sell is Human - Daniel Pink
In this episode the dynamic duo talk about "to sell is human" by Daniel Pink /
Episode 149 - NAKED sales
If you were selling software to greyhound buses would you get on a greyhound bus ?
how deep do you really need to go in your product discovery ?
In this episode MO and JG discuss "Naked Sales" by Ashley Welch and justin jones
Episode 148 - New Sales Simplified - Mike Weinberg
New Sales Simplified by Mike Weinberg
One of the most highly recommended sales books we've ever read on the show .
never ask for permission to speak in a sales call
Why our clients are as frustrated as they are with the state of salesmanship they are experiencing
Why getting in the car for one client sales meeting trumps 5 video calls
Why sales scripts work
Why you can never be paid too much to pick up the phone and make a cold call
Why the phone is your friend
Sales prosp
Episode 147 - Selling in a crisis - jeb blount
The boys are back in town !
The boys are back in towwwwwooowwwn !!!!
If we didn't get a copywrite strike for it the opening of this months episode would be just that !
After a bit of a hiatus MP and JG are back with episode 147 of inward book club talking about Selling a crisis by jeb blount .
How To Manage Salespeople - Ep.146: The New One Minute Manager by Kenneth Blanchard
JG and Mike are back once again, and this time with special guest Rob Barraclough as they review The New One Minute Manager by Kenneth Blanchard. Join them as they discuss the best managerial practices, the difficulties of balancing democracy with executive decision in sales teams, and whether setting goals is the best method to get the most out of salespeople.
A Manual of One-Uppedmanship?? - Ep.145: Elite Sales Strategies by Anthony Iannarino Part 2
JG and Mike wrap up Elite Sales Strategies by Anthony Iannarino. They deliberate the purpose of the book and how useful it is to salespeople (and WHAT STAGE in a career it's useful), how the concept of one-upmanship is present throughout, and commodity sales.
Have We Thrown The Baby Out With The Bathwater??? - Ep. 144: Elite Sales Strategies by Anthony Iannarino Pt.1
Jonny and Mike are back fresh with another piece of literature - this time by veteran sales book author Anthony Iannarino. Join them as they discuss manipulation and pressure in the sales world, the place of mavericks in a sales team, and ponder whether there is a new rule set in the profession today.
Hire for SKILL!!! - Ep.143: Qualified Sales Leader by John McMahon Part 2
The guys continue with their reading of Qualified Sales Leader, discussing ideal customer profiles, the mentality of sales leadership and conversion ratios.
Approved by Sales & Tech ROYALTY! - Ep.142: Qualified Sales Leader by John McMahon Part 1
A highly-requested book by fans, JG and Mike begin their foray into The Qualified Sales Leader by 5-time CRO John McMahon. With gleaming testimonials given by top-tier sales and tech royalty offered in its first pages, the duo were very excited to get into this book. Will it live up to the hype? Tune in and find out.
Elon Musk, Bob Dylan & Mike Hunt - Ep.141: The Art of Impossible by Steven Kotler Part 3
The boys wrap up The Art of Impossible and dwell on its utility as a book for salespeople. They discuss creativity burnout, making notes (or not) during meetings, and Elon Musk's attempt to buy Twitter.
"John Lennon Couldn't Have Come Up With That Contract" - Ep.140: The Art of Impossible by Steven Kotler Part 2
Jonny and Mike sink their teeth further into The Art of Impossible by Steven Kotler. Join them as they discuss goals, grit, gravitas and how Mike hates the Beatles.
NOT A Sales Book...Or Is It? - Ep.139: The Art of Impossible by Steven Kotler Part 1
Book Club is BACK once again as JG and Mike return to the fold. With a slight shift in focus, the dynamic duo of sales recruitment will be reviewing sales books as well as quality books that aren't explicitly 'sales' books but are provide insight and utility to salespeople, starting with The Art of Impossible: A Peak Performance Primer by Steven Kotler.
Listen in as they discuss the potential of an over-looming economic crash and its effect on the sales profession, Elon Musk, and 'The Infinite
Work Like You're About To Go On Holiday! - Ep.138: Sell Different by Lee Salz Pt.2
Mike & JG cover the second half of Sell Different by Lee Salz. Listen in as they discuss common sense email practice (that many salespeople don't observe), finding your target clients and 4-day workweeks.
How To Outsmart, Outmanoeuvre & OUTSELL Your Competition??? - Ep.137: Sell Different by Lee Salz Pt. 1
New week, new book. This time, the boys review Sell Different by Lee Salz, wihch claims to have game-changing new strategies to outwit your competitors and keep you ahead of the game. JG and Mike decide whether this claim holds true.
In between their thoughts on the book, the pair also discuss prospecting, the 'buying experience', and the premier golf fitter in the north of England.
We Review JG's Own Book! - Ep.136: Always Be Hiring Pt. 3 by Jonathan Graham
The boys finish up their review of Always Be Hiring, and reflect upon its wise teachings. Overall, the book is a great insight into recruitment and hiring. The dos and don'ts, best practices, how to onboard and smooth the transition process. It's got it all and is well worth the read if you're in a position to be hiring.
Episode 135 - Always be Hiring by Jonathan Graham Part 2
The guys delve deeper into JG's (frankly excellent) book and and discuss the cost of recruitment, a homeworking backlash in 2022 and how employers can use Tik Tok to bolster their recruitment drive.
Episode 134 - Always Be Hiring by Jonathan Graham
Fresh into 2022, JG and Mike review a book that is very close to their hearts. Always Be Hiring is the memoirs of a sales recruiter with 20+ years in the business and an deep insight into what companies do wrong when interviewing and hiring candidates. Plus, the author is a top guy.
Episode 133 - Selling The Cloud by Mark Petruzzi & Paul Melchiorre Part 3
JG and Mike conclude Selling The Cloud, and mull over the interview held last episode with the authors themselves. Mike dons his most garishly festive blazer for the occasion as Christmas looms.
Episode 132 (ft. Mark Petruzzi and Paul Melchiorre) - Selling the Cloud Part 2
A trans-Atlantic episode this week, as JG and Mike discuss Selling the Cloud with its authors Mark Petruzzi and Paul Melchiorre live from the east coast of the USA. The quartet discuss how the IT Sales game has evolved, how to define grit and tenacity in a salesperson, and ponder the question 'is the new generation of salespeople working hard to be as lazy as possible?'.
Episode 131 - Selling The Cloud by Mark Petruzzi and Paul Melchiorre Part 1
This week, JG and Mike discuss Selling The Cloud ahead of meeting the authors themselves. Listen in as they discuss passion for the sales profession, the archetype of the 'smarmy used car salesmen' and the bubble of business economics.
Episode 130 (ft. Tony Hughes) - Tech-Powered Sales by Tony Hughes & Justin Michael Part 3
JG and Mike are joined by Tony Hughes himself all the way from Sydney, Australia.
Listen in as they discuss the future of sales, the disruption technology will have on the profession and what salespeople can do to ensure they won't be replaced by automated tech or AI in the coming years.
Episode 129 - Tech-Powered Sales by Tony Hughes & Justin Michael Part 2
The second part of one of the most important books the veterans have ever covered. Join JG and Mike as they conclude their deliberations on this crucial piece of sales literature.
Episode 128 - Tech-Powered Sales by Tony Hughes & Justin Michael Part 1
This time, the duo cover what is possibly the most important book EVER covered on the show. If you don't read this book, you are a fool. JG and Mike discuss why in the first of a three-part series.
Episode 127 - Pitch Anything - Oren Klaff Part 2
Book Club is BACK. As people are returning to their cars and commuting again, the dynamic duo of sales are back to discuss Part 2 of Pitch Anything by Oren Klaff.
Episode 126 - Pitch Anything - Oren Klaff part 1
The amount of listeners who have asked us to cover this book is incredible . "Pitch Anything" by Oren Klaff - We've covered in two parts as a show . Enjoy the dulcit tones of MP and JG
Episode 125 - Secrets of Closing the sale - Zig Ziglar part B
Another installment of the gang talking about the sales classic "Secrets of closing the sale" by Zig Ziglar
Episode 124 - Secrets of closing the sale - Zig Ziglar with Guest Jamie Gallagher
Over the next two shows the team debate one of the most famous sales books of all time - Secrets of closing the sale by Zig Ziglar !
Episode 123 - Pre Suasion - Robert Cialdini
Price and Graham dissect another book this week in IRC book club .
This week - Pre suasion from Robert Cialdini. - Why did JG giver it ZERO out of Ten?
Episode 122 - the best sales book we have EVER read - Seriously - The Unfair Advantage
In this months Episode - MP and JG talk with Tim Hood of Hyland and Christian Hatton of Peak about a book they confidently describe as the best sales book they have ever read . The Unfair Advantage by Dr Duane Lakin. No disagreements in this episode!!!!!Enjoy and buy the book - it will change your sales game forever .
Episode 118 - Virtual Selling part 2
Mike , JG , Russell Poole and Dave Stanley discuss Part 2 of Virtual selling by Schultz and Shaby. An interesting read about how sales has changed in our virtual world that we have all found ourselves in during the last year.
Episode 117 - VIRTUAL Selling - Part 1
This week The Ant and Dec of recruitment Along with their guests Russell Poole and Dave Stanley Talk about Virtual Selling, by shultz Shaby and Doer . Next week we'll be taking A christmas break and will join you in the new years for parts 2 and three before starting on a new book . Enjoy
Episode 116 - The New Strategic Selling Part 3
In the final of three shows the dynamic duo wrap up on The New Strategic Selling by Miller Heiman.
A New Format! After 113 shows MP and JG return . The Mike Parry and Alan Brazil of sales recruitment have decided to invite guest panelists on to book club to share some of their real life sales experiences.
Paul O'Sullivan and Steve Lowndes join the show for the next few weeks as we discuss the legendary book that is the new strategic selling by Miller Heiman.
Episode 115 - The New Strategic Selling - Miller Heiman Part 2
Part 2 of our three show discussion of the new strategic selling by miller Heiman
A New Format! After 113 shows MP and JG return . The Mike Parry and Alan Brazil of sales recruitment have decided to invite guest panelists on to book club to share some of their real life sales experiences.
Paul O'Sullivan and Steve Lowndes join the show for the next few weeks as we discuss the legendary book that is the new strategic selling by Miller Heiman.
Episode 114 - The New Strategic Selling Part 1
New Sales Book !
A New Format!
After 113 shows MP and JG return . The Mike Parry and Alan Brazil of sales recruitment have decided to invite guest panelists on to book club to share some of their real life sales experiences.
Paul O'Sullivan and Steve Lowndes join the show for the next few weeks as we discuss the legendary book that is the new strategic selling by Miller Heiman.
Episode 113 - Challenger Part 3
its very good !
Episode 112 - Challenger Sale Part 2
In this show the dynamic duo cover the teaching approach of sales espoused by CEB In the challenger sale .
Episode 111 - Challenger Sales - part 1
Its time for Steak and chips !!! A sales book. About Selling . For sales people . The Challenger sale is one of the biggest sales concepts for the last 50 years . We're going to discuss it over the next three weeks. Turn on , Tune in and Sell out with IRC Book club .
Episode 110 - Words that change minds part 3
This book is a michelin star meal . A bit too rich for most listeners. One for the sales connoisseur . Its definitely not Fish and Tatties .
Episode 109 - Words that change minds part 2
Big picture or attention to detail?
independent worker or team player
How do you communicate with those types of people.
Thats what we are talking about from a sales perspective in this weeks episode of IRC book club .
Episode 108 - Words That change minds part 1
Mike and JG are delighted to announce that they have found a book they really like.
Words that change minds is a manual for communication that can be put to immediate practical use in sales, marketing and effective recruitment.
We LOVE it !
Episode 107 - Part 4 of coaching winning sales teams - interview with the authors
A fascinating interview with the Authors of coaching winning sales teams .
Episode 106 - Coaching winning sales teams part 3
Big debate this week !!!
Do sales people really want to be coached?
Why do some sales people resist coaching?
Best methods for coaching sales people ?
is coaching the right idea for a sales person on £100K base or should we just expect them to perform for their money .
Episode 105 - Coaching winning sales teams part 2
Part two threw up a lot of discussion!
Episode 104 - Coaching Winning sales teams - Part 1
How do you coach elite level sports performers.
How do you coach elite level sales people ?
How do you be a good coachee ?
Is it the same thing?
all this and more as the grumpy duo start the odyssey that is coaching winning sales teams by Pickford, Chapman and Smith.
Episode 103 - How to get a meeting with anyone - Interview with Stu Heinecke
This is the place on itunes where we big up the episode .
It was good.
Stu seemed like a nice guy.
As is always the case with these things interviewing the author really opens up the book for the readers and listeners.
Did you do a review yet?
Episode 102 - How to get a meeting with anyone - Stu Heinecke - Part three
Mike and JG are living the sales dream and bring you this phenomenal moment in the history of content marketing.
Enjoy!
Episode 101 - Stu Heinecke. - How to get a meeting with anyone part 2
Episode 101 - ready for the next century of episodes our intrepid sales psychonauts venture into being creative with their approach strategies in order to engage with C level contacts. Excellent stuff from the grumpy duo !
Episode 100 - Stu Heinecke - How to get a meeting with anyone - Part 1
No fanfare
No Party
No bunting
Just two grumpy middle aged men recording the 100th Episode of their podcast about a sales book that is good.
Episode 99 - It starts with clients - Andrew Sobel - One show only !
In this Episode the recruitment industries answer to Waldorf and Staedtler decimate "It starts with clients" by Andrew Sobel. Fascinating stuff . All set for the crescendo that will be Episode 100 .
Episode 98 - Influence Robert Cialdini Part 4
We read it and we thought it was ok. As a sales person there were some pretty good take aways from the book and at times it was a little long winded. But hey, what do Michael and JG know. They are grumpy middle aged sales professionals .......
Episode 97 - Influence - Robert Cialdini - Part three
And another epic show where the gruesome twosome discuss Influence by Robert Cialdini - Almost done now! This week they cover two key facets of influence useful for any sales professional. "Social Proof" and "like" .
Episode 96 - Influence Part 2 - Sales is all about Influence
The grumpy middle aged duo of Mike Price and Jonny Graham reunite over zoom for another lockdown spectacular as they discuss Part of Influence by Robert B Cialdini.
Episode 95 - Influence - Robert Cialdini - Part 1
In this weeks episode MP and JG start a new quest. Influence by Robert Cialdini is a seminal work on what motivates people to buy. A must read for any sales person looking to up their game. The guys seem to be really into this one with some fab anecdotes about the concept of reciprocation as a weapon of influence and how to use that in a sales context.
Episode 94 - Jeb Blount - The Big Interview
So after 4 weeks of reading "Inked" Jeb came on the show and as every Author does when we interview them about their book, Jeb brought a whole new dimension to our understand of the work. Enjoy and remember next week we start Part 1 of our 4 week cycle as we read "Influence" by Robert Cialdini - you can find it on amazon here https://www.amazon.co.uk/Influence-Psychology-Robert-Cialdini-PhD/dp/006124189X/ref=sr_1_1?crid=28NR12X5BLXR9&dchild=1&keywords=influence+the+psychology+of+persuasion&qid
Episode 93 - Inked by Jeb Blount - Part 4
Recruitments answer to Waldorf And Staedtler return for another compelling discussion of Inked By Jeb Blount before they meet the big man himself next week. Imagine raising your price in answer to a negotiation stance or plain walking away? The guys talk about how reading a jeb blount book is like buying a lamborghini and how inked is Jeb's difficult seventh album.....They'll never let you down.
Remember to check the guys out on Linkedin for more content and banter.
Episode 92 - Inked By Jeb Blount - Part three
Prepare for your negotiations. Know what the parameters are before you walk through the door. Michael and JG discuss some interesting topics in this episode of IRC book club.
Episode 91 - Inked by Jeb Blount Part 2
We laughed
We cried
We argued .
We had a lot to talk about in this Episode where dive deep into our discussion of "inked" by Jeb Blount.
Epiosode 90 - Inked Jeb Blount Part 1
In this Episode Michael and JG begin their discussion of Inked by Jeb Blount. In this newly released book the author gives us tools to work with as negotiators with a core focus on sales situations.
As we head to the tough times We think this one is going to prove to be an invaluable resource as we all fight for every penny of margin.
EP 89 Interview With Mark Hunter - Author of "A mind for sales"
This Week on book club we interviewed Mark Hunter Author of "A mind for sales". Mark was a great guest talking about his book that we had discussed over the previous 4 weeks and really provided some fascinating insight around the mindset we're all going to need to get through the next few months and possibly years as sales people.
88: Do you have a mind for sales? Part 4
When it comes to sales, nothing is permanent. Things change, people change, accounts change. Companies evolve. Pain increases, pain decreases. It's never a no...
"There are no goodbyes, only see you laters"
In such unprecedented times, there will be more barriers, more objections, more of the word 'no'. We will see the modern day natural selection of sales people. Who will survive? What will they be doing? How will they change and adapt their strategy? What questions will they be asking?
87: Don't let your environment control you. Mind for sales by Mark Hunter. Part 3
Don't let your environment control you, you are in control.
Here is the third instalment in this cycle from Jonathan Graham and Michael Price all about the mindsets of great sales people.
This is very relevant for the minefields and mind traps in the current trying times.
Take control of your own environment. Take responsibility and accountability for your output. Take control of your tools, your kit, your software - everything that you're using. Whilst it will be hard out there, the best sal
86: The natural selection of salespeople. Mind for sales by Mark Hunter. Part 2
If you hang around with idiots and vermin, don't be surprised if your knowledge, skills and success factor are that of the people you hang around with...
Would you survive the natural selection in sales?
Do you have the guts to gravitate to the top performer?
Is ego a benefit or a problem for a salesperson?
Is sales a solo activity or team sport?
Would you let your sales manager ride shot gun?
Are the weekly team meetings a complete waste of time?
Do you have a PRIORITY management problem?
J
85: SALES IS A CONTACT SPORT. A Mind for Sales by Mark Hunter. Part 1
It's not for the fainthearted. If you can't deal with the bad calls, then f**k off out of the job!
Do sales calls excite you or drain you? Is sales a job or a lifestyle? Can we compartmentalise between the two?
How important is meaningful work? Are we in sales to help people? Do you identify as a salesperson? Are all good salespeople charismatic? Have the new generation of salespeople been too spoilt?
How do we become the difference maker that other people will value? How many, and which, KPI’
84: Throw yourself out of your comfort zone. Interview with David Allen (Author of GTD)
David Allen is an A-LIST bestselling author with 35 years experience in consulting, training and coaching. Best known as the creator of the time management method that is Getting Things Done (GTD).
While we expected an authoritarian character, David Allen described himself as the 'laziest person you'll ever meet'. He suggested scrapping to-do lists and instead congratulating yourself for completing what you felt like doing. As well as avoiding cr*p you don't want to deal with, as long as it's la
83: The formula for the killer sales person. PART TWO
"Recommend a good book to me." "What's the BEST sales book?"
We get asked this daily. The answer is that there isn't one really...
Selling is made up of different parts, therefore different strategies and formulas are needed to master the whole process.
Luckily, following on from Jonathan's "Top 5 books that will shape your sales career" last week, Michael has combined 5 more to do just that. (Plus many more that made the shortlist, and a few that you should never waste your time reading!)
This
82: Top five books that will shape your sales career.
In this slightly different show; Jonathan shares the 5 books that have truly shaped his sales career.
He explains how immensely useful these texts can be for sales people at any stage of their career, and how he owes a big part of his own success to these self-directed learnings.
If you’re too busy to read all the books yourself, from each one Jonathan highlights the key takeaways and crucial processes we should be implementing to continuously hit target and progress in our careers.
Starting wit
81: Why organisation is your number one sales tool. Getting Things Done by David Allen - Part 2
'The brain is for thinking, not remembering.' Learn how to free up our psychic ram to allow for creativity, and productivity.
Does it matter which time management method is used? How can they be adapted to the context of a sales person? How important is energy management? And most importantly, what is the best way transform all our open ended tasks in to concise and actionable steps?
Part 2 covers a step by step manual on organising your workflow system as Jonathan and Michael continue their dis
80: The Secret to Stress-Free Productivity. Getting Things Done by David Allen – Part 1
Some don’t see the correlation between an efficient, well-computed and well-designed personal productivity system and sales success, but GTD is global and David Allen is an A-list player in this space.
Jonathan and Michael deconstruct and reconstruct the pros and cons of the system and compare to their own processes. They also discuss the boundaries between work and home life, the importance of asking why, outcome visioning, the impact of sales automation, and more ways to maximise your time and
#79: Finding the courage to thrive in sales. Interview with Nic Read - author of Selling to the C-Suite
Do you take orders or make the orders? Are you self-sufficient or relying on someone else to build your pipeline for you? Are you blundering along or hungry to overachieve?
This week we're discussing real research about what really works for salespeople. No sugarcoating, instead a warning that if you don't do these things, your sales process will suffer.
Nic Read, CEO of Saleslabs and author of Selling to the C-Suite, shares further detail of his findings from the thousands of salespeople and
#78: Create value, cultivate loyalty, repeat success | SELLING TO THE C-SUITE - PART 4
We're asking - How do you create true value for the c-suite? How do you differentiate your value? Do you understand cause and effect? How do you cultivate loyalty at the c-suite? How do we obtain repeated success? Plus, how do we quantify said value and success?
What a book! This episode covers the final chapters, the outstanding appendix, and summarises what we've learnt this month - there's a lot!
For all the latest from us, connect with us on LinkedIn -
https://www.linkedin.com/in/jonathangr
HNY! #77: How do you establish credibility with C-level players? | SELLING TO THE C-SUITE - PART 3
How do you gain access to the C-suite? How do you gain credibility within the C-suite? Do you intrinsically belong in the c-suite? If so, what's the criteria? How do we close the credibility gap?
How do we overcome executive roadblocks? Is go-giving more rewarding than go-getting? How do you know if you're in the client's value zone?
Want to join the conversation? Contact lily.lawson@inwardrevenue.co.uk
...and for all the latest from us, connect with us on LinkedIn -
https://www.linkedin.com/i
#76: What Does the RELEVANT Executive Want? | SELLING TO THE C-SUITE - PART 2
Do you understand what C-Level executives want? How do you find the relevant executive?
'What every executive wants you to know about successfully selling to the top'. Based on a decade of empirical research with 500+ global CEO's.
Rate and review, let us know what you think! Subscribe to the podcast here -
https://podcasts.apple.com/gb/podcast/irc-book-club/id1397662527?mt=2
For all the latest from us, connect with us on LinkedIn -
https://www.linkedin.com/in/jonathangraham4/
https://www.li
#75: How many actually have the capability to sell to the C-Suite? | SELLING TO THE C-SUITE - PART 1
When do executives get involved in the decision making process? How does a CEO make an impact? Who has true trusted advisor status? How many people have legitimate influence? How do we market to the C-Suite? Are the gatekeepers softer now? How do we stay ahead of the curve?
Back to deconstructing and reconstructing the most influential sales texts out there - starting with the revised and updated Selling to the C-Suite. Written by Nicholas A.C. Read & Stephen J. Bistriz, with a foreword from N
HOW TO not be weak and impulsive - Interview with bestselling author Nir Eyal - Indistractable - Part 4
We all know what we need to do to be successful, so why don't we do it? Jonathan, Michael and Nir himself conclude the Indistractable series of IRC Book Club. 90% of you, our audience, work from home. Therefore taking responsibility for your actions, choosing traction over distraction, becomes even more crucial for your productivity and success. If willpower doesn't work, what is the antidote for distraction?
Please rate and review to help more people find the podcast! Remember, we make a char
The difference between fast-paced and dysfunctional - Nir Eyal - Indistractable - Part 3
We have an 'always on' culture. So we welcome distraction to avoid painful situations. Being distractable or 'indistractable can define whether YOU meet your targets. Psychological safety, work culture, your mindset can define whether you meet your targets. Jonathan and Michael explore Nir Eyal's revolutionary way of thinking and how to implement it in the most productive way as salespeople.
Please rate and review to help more people find the podcast! We make a donation to a Yorkshire based hom
How to prevent distracting internal and external triggers - Indistractable by Nir Eyal - Part 2
In this episode you will learn: How to hack back internal triggers. How to prevent distraction with pacts.
A trigger is something that will interrupt you, then you allow yourself to do something else. People are weak, we are in a social validation feedback loop. LinkedIn, Facebook, and all the social networks are designed to make you scroll, and scroll, and scroll...
The paradox is that for salespeople, your phone is your most essential piece of kit you own. But how do you ensure the trigger is
STOP SELF MEDICATING and become Indistractable - by bestselling author Nir Eyal - Part 1
The one thing we can control is how much time we spend on a task. Whether said task is getting us closer to where we want to be, or further away from it, is the life-changing difference between traction and DIStraction. You can control whether you get distracted or not in a way that takes you away from being a success.
In the first part of a four part series including an interview with the man himself, thought-leader and New York Times bestselling author Nir Eyal, Jonathan and Michael dissect a
Interview with SALES MENTOR and Author Andy Paul - Amp Up Your Sales Part 5
SALES IS A COLLABORATIVE ACT. But, salespeople can get stuck in a cycle of ticking boxes and going through robotic motions. Andy Paul tells Jonny and Mike he found inspiration for his writing through the many books available that simply don't challenge salespeople enough to think about what they're doing!
In this special interview with the author episode, the guys discuss their differing perspectives many topics from the book; including the best way to influence your customer, the difference bet
Humans LOVE stories - Amp Up Your Sales - Part 4
Storytelling in sales is an art that can be particularly powerful, if harnessed correctly. Stories can be highly engaging as they appeal to the social nature of us as humans, but on the other hand you could simply become boring and anecdotal!
From mastering stories that sell, to selling through customer service - Jonny and Mike finalise their ‘pleasant’ review of Andy Paul’s Amp up Your Sales and give their very honest summary.
Next week Andy Paul will be here on the show. He will add important
The deals you DON'T do make you successful - Amp Up Your Sales - Part 3
The penultimate chapters offer some of Andy Paul's best advice with regards to cold calling, prospecting, qualification and pipeline.
Quality over quantity seems like an obvious rule, however sales professionals often find themselves lowering their standards in an attempt to artificially broaden prospects and their pipeline.
Jonny and Mike continue their discussion on maintaining a value-based approach. This covers knowing where to invest your time despite immense pressure from superiors and mo
Ask for forgiveness not permission - Amp up Your Sales Part 2
Jonny and Mike continue their review of Andy Paul's Amp up Your Sales.
They discuss the value gap and setting yourself apart from the white noise of the industry.
This includes the importance of first impressions, creating peak experiences for your customers and always being that 1 percent better than your competitors.
For the latest content and job updates, follow IRC on LinkedIn:
IRC: https://linkedin.com/company/inward-revenue-consulting
Michael: https://www.linkedin.com/in/michaelprice6/
Jo
You buy time with the value you add - Amp Up Your Sales Part 1
In this week's episode of IRC Book Club, JG and Mike begin their review of Andy Paul's 'Amp Up Your Sales' (Part 1 & 2).
Customers will give you more of their time if they are confident you will add value. JG and Mike discuss the best ways to add value and prove to a client that you're a subject matter expert.
They also talk about the big question: what is selling?
One of the key topics in Part 2 of Amp Up Your Sales was never chase someone harder than they chase you. Let us know your thought
Top performers have a READY TO WALK mindset - Never Split the Difference Part 4
Jonny and Mike finish and summarise their review of Christoper Voss' 'Never Split the Difference'.
It's a book on negotiating, active listening and thinking carefully about language - it's a must read for sales professionals.
Jonny and Mike talk about the subconscious swagger that a top performer has when they've built a good pipeline and aren't relying on last minute deals to save their quarter.
For the latest content and job updates, follow IRC on LinkedIn:
IRC: https://linkedin.com/company
Never Use the Word WHY - Never Split the Difference Part 3
Mike and JG are reviewing chapters 5, 6 & 7 of Chris Voss' 'Never Split the Difference' this week on Book Club. They're chatting about the question "why" and how it has become too aggressive in the modern selling economy.
They also talk about the best questions to ask in a job interview to a) get the job and b) negotiate a higher salary.
For the latest content and job updates, follow us LinkedIn:
IRC: https://linkedin.com/company/inward-revenue-consulting
Michael: https://www.linkedin.com/in/
Most Salespeople Don't Understand Empathy and it's Holding Them Back - Never Split the Difference Part 2
Mike and JG are reviewing chapters 3 & 5 of Chris Voss' 'Never Split the Difference' this week on Book Club. They're chatting about why empathy is so important in the sales process. Most salespeople confuse empathy for sympathy and it is holding them back in the relationship building process.
They also talk about how to write an email that will engage a prospect and why labelling is a really key skill to develop.
For our latest content and job updates, follow us LinkedIn:
IRC: https://linkedin
Why Listening is a Salesperson's No.1 Tool - Never Split the Difference Part 1
Jonny and Mike start their review of Never Split the Difference by Chris Voss. They're reading Chapters 1 & 2 in this episode and discussing why you should never let a client know how clever you are.
They also share some banter on why listening is more important than any other sales skill and what happens when a salesperson becomes overwhelmed with work.
For our latest content and job updates, follow us LinkedIn:
IRC: https://linkedin.com/company/inward-revenue-consulting
Michael: https://www.
Interview with Ian Mills Co-Author of 'The SalesPerson's Secret Code'
This week Jonny and Mike chat to Ian Mills about why too much pressure stifles creativity and why being creative in sales isn't always a good thing.
For our latest content and job updates, follow us LinkedIn:
IRC: https://linkedin.com/company/inward-revenue-consulting
Michael: https://www.linkedin.com/in/michaelprice6/
Jonathan: https://www.linkedin.com/in/jonathangraham4/
Company Culture and Lessons in Leadership - Ian Mills 'The Salesperson's Secret Code' Part 4
JG and Mike finish and summarise their review of 'The Salesperson's Secret Code' by Ian Mills, Mark Ridley and Dr Ben Laker.
They chat about the effectiveness of home-working and companies who put the 'cult' in culture. They also question how much change a sales manager can have on their team.
For our latest content and job updates, follow us LinkedIn:
IRC: https://linkedin.com/company/inward-revenue-consulting
Michael: https://www.linkedin.com/in/michaelprice6/
Jonathan: https://www.linkedin.
Characteristics, Attributes and Actions that are Necessary for Success - Ian Mills 'The Salesperson's Secret Code' Part 3
JG and Mike are reading Chapters 5 & 6 of The Salesperson's Secret Code this week.
They discuss Mills' research into what characteristics and actions make a top performer.
They also share some banter on why people who are psychologically congruent with the company they work for, product they sell and identity as a salesperson are more successful.
For our latest content and job updates, follow us LinkedIn:
IRC: https://linkedin.com/company/inward-revenue-consulting
Michael: https://www.linkedi
How to Be Creative Under Pressure - Ian Mills 'The Salesperson's Secret Code' Part 2
To be creative under pressure is a very difficult thing. Creativity yields big results and most often, these moments don't occur under stress. Jonny and Mike answer how easy is it to find creative ways to achieve goals.
They also chat about how most salespeople need to reframe how they think about failure. Because there is no failure, only feedback.
For our latest content and job updates, follow us LinkedIn:
IRC: https://linkedin.com/company/inward-revenue-consulting
Michael: https://www.l
Small Improvements That Make a Big Impact - Ian Mills 'The Salespersons Secret Code' Part 1
New book this week which is 'The Salespersons Secret Code' by Ben Laker, Ian Mills, and Mark Ridley.
We're talking about what beliefs, attitudes and behaviors top performers have.
We also share some banter about the significance of self-actualisation, taking little steps to improve and having something you're passionate about in your private life is so important.
For our latest content and job updates, follow us LinkedIn:
Michael: https://www.linkedin.com/in/michaelprice6/
Jonathan: https://
Interview with Tony J Hughes Author of Combo Prospecting
We talked to B2B selling expert Tony J Hughes about how old school prospecting techniques are still the best way to build your pipeline and get in front of key customers.
For our latest content and job updates, follow us LinkedIn:
Michael: https://www.linkedin.com/in/michaelprice6/
Jonathan: https://www.linkedin.com/in/jonathangraham4/
IRC: https://linkedin.com/company/inward-revenue-consulting
Why Persistent and Annoying Salespeople Have More Customers - Tony Hughes 'Combo Prospecting' Part 3
We finish Combo Prospecting this week on Book Club. It's been more of a clarion call to lazy salespeople who aren't dynamic and creative in their approach rather than a step by step process guide.
There's some superb advice in this last section on how to use social effectively and when it won't add any value.
For our latest content and job updates, follow us LinkedIn:
Michael: https://www.linkedin.com/in/michaelprice6/
Jonathan: https://www.linkedin.com/in/jonathangraham4/
IRC: https://linke
Building Your Brand and What NOT to Do on LinkedIn - Tony Hughes 'Combo Prospecting' Part 2
Jonny and Mike chat about chapters 2 & 3 of Combo Prospecting by Tony J Hughes. Chapter 2 is about building a winning framework and chapter 3 discusses how to master your personal brand and platform. Chapter 2 was good, chapter 3 was great!
For latest content and job updates, follow us LinkedIn:
Michael: https://www.linkedin.com/in/michaelprice6/
Jonathan: https://www.linkedin.com/in/jonathangraham4/
IRC: https://linkedin.com/company/inward-revenue-consulting
Salespeople Are Becoming Passive and Lazy - Tony Hughes 'Combo Prospecting' Part 1
We're reading the introduction and first chapter of Combo Prospecting by Tony J Hughes. It's a must read for anyone who wants tips on how to pick up the phone and how to vary their prospecting skills to increase their success. Social selling is becoming increasingly popular and important, but if you can't pick up the phone and cold call someone, you won't be successful.
For latest content and job updates, follow us LinkedIn:
Michael: https://www.linkedin.com/in/michaelprice6/
Jonathan: https://
How to Say No When You Can't Add Value - Michael Hyatt 'Free to Focus' Part 3
In their final discussion of Michael Hyatt's 'Free to Focus', Jonny and Mike chat about adding the most value you can with the time you have.
They also discuss why how to say no to someone or a task that you can't add value to and why collaboration ruins productivity.
Follow us on LinkedIn for all the latest job and content updates:
Michael: https://www.linkedin.com/in/michaelprice6/
Jonathan: https://www.linkedin.com/in/jonathangraham4/
IRC: https://linkedin.com/company/inward-revenue-consu
Don't Allow Yourself to Get Distracted, Say NO - Michael Hyatt 'Free to Focus' Part 2
In this episode, hosts Jonny and Mike chat about part 2 of Michael Hyatt's 'Free to Focus' entitled 'CUT".
The section is all about saying no to tasks or conversations that will distract you and cause you to be less productive. Jonny and Mike use examples from their experience in sales of what can go wrong if you don't say no enough.
For our latest content and job updates, follow us LinkedIn:
Michael: https://www.linkedin.com/in/michaelprice6/
Jonathan: https://www.linkedin.com/in/jonathangra
How to Stay Focused in a Distraction Economy - Michael Hyatt 'Free to Focus' Part 1
Jonny and Mike are starting a non-sales book this week - Michael Hyatt's 'Free to Focus'.
This is a book on productivity and managing your time effectively - something that is so important in the social media/ Slack/ Asana age where so many platforms vie for your attention.
Jonny and Mike discuss how to stay focused and why working a 60 hour week doesn't necessarily mean you're being successful.
For our latest content and job updates, follow us LinkedIn:
Michael: https://www.linkedin.com/in/
Interview with Keenan - Why Ego is a Salesperson's BEST and WORST Asset
In this episode, we interview Keenan author of 'Gap Selling'. We chat about why a salesperson's ego is their best asset but can also be their downfall. We also share some banter about why most salespeople are afraid of saying no to their customer.
Why Curiosity is the Best Selling Technique - Keenan 'Gap Selling' Part 3
We're on the final furlong of 'Gap Selling' by Keenan which has been an excellent find. We're talking about what's better: listening skills or questioning skills?
Join us on LinkedIn for all the book club banter linkedin.com/company/inward-revenue-consulting
Why You Shouldn't Go After Prospects with Pain - Keenan 'Gap Selling' Part 2 with Benjamin Denney
In this episode we enter a fierce debate with the UKs most hated sales trainer, Benjamin Dennehy about whether you should prioritise a prospect with latent pain or go after prospects with budget and live projects instead.
Check us out on LinkedIn for all our latest content linkedin.com/company/inward-revenue-consulting
You Don't Need to be Likeable to be Successful - Keenan 'Gap Selling' Part 1
We're reading through part one of Keenan's 'Gap Selling' this week and it does provide a fresh outlook. He talks bluntly about why you don't have to be likeable in sales to be successful and why cold calling should still be your number 1 prospecting method.
For more on what we do check us out on LinkedIn linkedin.com/company/inward-revenue-consulting
For our latest content and job updates, follow us LinkedIn:
IRC: https://linkedin.com/company/inward-revenue-consulting
Michael: https://www.link
Interview with Timothy T Sullivan 'Multifaceted Selling for Modern Buyers'
This week we're joined by the legendary Timothy T Sullivan to chat about modern solution selling.
We discuss how important it is for salespeople to be multifaceted for the modern buyer.
Check us out on LinkedIn for all of our latest content updates linkedin.com/company/inward-revenue-consulting
How important are processes and motivation in sales? - Eades and Sullivan 'The Collaborative Sale' Part 3
We're joined by former Business Development Manager at Oracle, Mark Buchan-Jones. We talk about whether or not a company should use processes to manage their sales teams performance. We also share some banter on intrinsic and extrinsic motivation and which one is fundamental in sales success.
Tune in next week when we interview Timothy T Sullivan author of 'The Collaborative Sale' solution selling in a buyer driven world'
How to Utilise Social Media Effectively - Eades & Sullivan 'The Collaborative Sale' Part 2
Michael and Jonathan are on episode 2 of 'The Collaborative Sale' by Timothy T Sullivan and Keith M Eades.
Chapter 4 was one of the best chapters we've read so far on Book Club. It's all about micro-marketing yourself and how to produce quality content that gets you heard in the ever expanding noise on platforms like LinkedIn.
It's a great chapter and useful even if you work for a large corporation where the marketing is done for you.
For our latest content and job updates, follow us LinkedI
The Millennial Sales Paradigm - Eades & Sullivan 'The Collaborative Sale' Part 1
We're starting Keith M Eades and Timothy T Sullivan's 'The Collaborative Sale: solution selling in a buyer driven world' this week. So far, so good. This book really gets you thinking about how sales has changed in the past twenty years and what salespeople have to learn to keep up with the shifting sales paradigm that has arisen due to technology.
Interview with Bob Burg Author of 'The Go Giver'
This week on Book Club we're interviewing Bob Burg co-author of 'The Go Giver' which has sold over 900,000 copies!!
We share some tips on what makes a great salesperson and how you clients can tell this immediately. We also talk about why suspending your self interest IS IN your self interest.
For more on what we do, visit us on LinkedIn linkedin.com/company/inward-revenue-consulting
The Best Sales Attitude to Have - Bob Burg 'Go Givers Sell More' Part 2
JG and Mike finish their review of Bob Burg's 'Go Givers Sell More'.
It is a book that is entirely different from the other sales books they've read so far on the show. And it's useful because of that. It doesn't offer principles to follow but if you follow Bob's advice you will not only become a better salesperson, but a better person in general.
JG and Mike recommend that you read this to learn more about what sales attitude you should project and read Anthony Iannarino's 'Eat Their Lunch' to
The Best Sales Advice I had When I was Young - Bob Burg 'Go Givers Sell More' Part 1
In this weeks episode hosts JG and Mike are joined by guest panelist Mark Ackers (if you don't know who he is, check out his superb videos on teaching a 10 year old to cold call on LinkedIn)
They're deconstructing a new book - Bob Burg's 'Go Givers Sell More'.
This book is a good reminder not only of important sales techniques, but of the attitude successful salespeople have and how to adjust your psychology of selling to improve.
For our latest content and job updates, follow us LinkedIn:
I
Interview with James Muir author of 'The Perfect Close'
In this episode JG and Mike have the pleasure of interviewing James Muir who shares his insight on how to advance a sale without being controlling or pushy towards the client.
He also offered some top tips on the right way to prospect to ensure the customer knows exactly why they are meeting with you, what the shared desired outcome is and what you can do to help them.
For our latest content and job updates, follow us LinkedIn:
IRC: https://linkedin.com/company/inward-revenue-consulting
Michae
Why Adding Unexpected Value is More Important Than You Think - James Muir 'The Perfect Close' Part 4
This week JG and Mike are talking about chapters 11, 12 & 13 and discussing how to get the answers you want out of a meeting. They also share some banter about how to add unexpected value and why this is more important than you may realise.
For our latest content and job updates, follow us LinkedIn:
IRC: https://linkedin.com/company/inward-revenue-consulting
Michael: https://www.linkedin.com/in/michaelprice6/
Jonathan: https://www.linkedin.com/in/jonathangraham4/
Why Prospects Go Silent - James Muir 'The Perfect Close' Part 3
In this week's episode, JG and Mike chat about why prospects go silent and why the average age of salespeople is getting older and older.
For our latest content and job updates, follow us LinkedIn:
IRC: https://linkedin.com/company/inward-revenue-consulting
Michael: https://www.linkedin.com/in/michaelprice6/
Jonathan: https://www.linkedin.com/in/jonathangraham4/
Tips on Advancing the Sale - James Muir 'The Perfect Close' Part 2
JG and Mike are reviewing chapters 4, 5, 6 & 7 of James Muir's 'The Perfect Close'.
These chapters focus on advancing the sale and making sure that the customer makes commitments to you during the sales process, so that you are more likely to secure the deal.
Yet again this week, some more fierce debate ensued between Jonny and Mike - who do you think was right?
For our latest content and job updates, follow us LinkedIn:
IRC: https://linkedin.com/company/inward-revenue-consulting
Michael: ht
Why Non-Verbal Communication is Just as Important as Verbal Communication - James Muir 'The Perfect Close' Part 1
JG and Mike start a brand new book this week which is James Muir's 'The Perfect Close'.
There's some fierce debate about sincerity in sales. Chapter 3 on non-verbal communication is absolutely brilliant and the advice James gives is spot on!
For our latest content and job updates, follow us LinkedIn:
IRC: https://linkedin.com/company/inward-revenue-consulting
Michael: https://www.linkedin.com/in/michaelprice6/
Jonathan: https://www.linkedin.com/in/jonathangraham4/
Interview with Anthony Iannarino Sales Advice and How to Win and Close Your Dream Client
We interview Anthony Iannarino from https://thesalesblog.com/ and author of 'The Only Sales Guide You'll Ever need', 'The Lost Art of Closing' and his latest best-selling sales book 'Eat Their Lunch'
We discuss how best to win customers away from your competition, how to close your dream clients and general sales best practices and tips to succeed.
'Eat Their Lunch' focuses on how best to beat your competitors when you're selling the same or a very similar product and offers strategic steps to
How to Become a Trusted Advisor - Anthony Iannarino 'Eat Their Lunch' Chapters 10, 11 & 12
We're reading chapters 10, 11 & 12. This book is about winning business from a competitor from a competitor when your product is the same or very similar and you're in a zero-sum game and you either win or lose.
A lot of the other books we've read have talked about individual positioning. But Anthony talks about competing with someone who's product is very similar to your own.
We talk a lot about impartiality - can a salesperson actually be a trusted advisor and give impartial advice when the
You Either Win, Or You LOSE in Sales - Anthony Iannarino 'Eat Their Lunch' Chapters 7, 8 & 9
This book is about winning competitive business in a me too market and Iannarino refers to the 'red ocean' - when you're competing against someone whose product is similar to your own and where it's a zero some game i.e. they lose, you win.
Chapter 7: 'Building Consensus Horizontally and Vertically'.
This chapter talks about a sales pitch where you've got different decision makers involved in the process to get your product/solution signed off and the interrelationship between those people.
C
3 Ways to Create Opportunities in Sales - Anthony Iannarino 'Eat Their Lunch' Chapters 4, 5 & 6
We're on Chapters 5, 6 & 7 of Anthony Iannarino's 'Eat Their Lunch'. Are we glad we're reading the book? Yes, 100%. Would we recommend that you buy the book? Yes, 100%.
We felt like the book lost some of it's flow in these chapters, particularly chapter 5. Perhaps that's because we wanted the book to go in a slightly different direction.
Chapter 4: 'Prospecting with the Intention of Displacement'
First off, what a cracking title to a chapter. It had our attention. Anthony is looking at how t
This book is a me vs the world book - Anthony Iannarino 'Eat Their Lunch' Chapters 1, 2 & 3
We're on a. brand new book this week which is Anthony Iannarino's 'Eat Their Lunch: winning customers away from your competition' author of 'The Only Sales Guide You Will Ever Need'. You can tell from reading the book that Iannarino is a good salesman.
We've read the first 3 chapters and so far, it is a really great book and we've enjoyed it. It's really well suited to people who sell to a Me Too market - and whether or not people admit it, a lot of the IT industry is a Me Too market.
This boo
Overview of the Sales Books We've Read So Far and Who We'd Recommend Them To
2019 Schedule Below!!
In this episode, we summarise the 6 books that we've read on the show so far. When we read our first book, we didn't have many listeners or views, so now it makes sense for us to go through the books and tell the listeners whether they should be reading them and what we thought of it. The contents out there.
The first book we read was Patty McCord 'Powerful'
The next book we read was Jordan Belfort's 'Wolf of Wolf Street'
The third book we read was David H. Dand
Interview with Keith Rosen 5 Ways Sales Managers Can Add Value to Your Team
In the book Keith answers the questions the managers ask him.
1. How do I develop a trusting team?
2. How do I develop a team that's fully transparent?
3. How do ensure that my people know my intentions are in their best interests
4. how do I maintain my patience?
5. What's a framework I can use?
6. How do I hit the reset button with some of the relationships I have?
7. It failed before how do I stop it from failing again?
8. How do I build accountability with my team?
9. How do I turn around
Simple advice that will make you more successful - Keith Rosen 'Sales Leadership' Chapters 10-14
We're on Chapters 10, 11, 12, 13 & 14 this week.
Chapter 10 'Mindful Coaching: The Inner Game of Coaching Champions'
This chapter is about coaching oneself to be a good coach. It's an interesting one. I do think there is an extremely important case in who is coaching the coach.
Keith talks about mindful coaching, he's very into be aware of your own communication.
He talks about assumptions being a widespread problem, but for me, assumptions are the way we make sense of situations and are base
Overturning Objections - Keith Rosen 'Sales Leadership' Chapters 7, 8 & 9
We're on Chapters 7, 8 & 9 this week!
The first few chapters we thought were solid 10/10s. I think these 3 chapters are probably 9/10. BUT they're still good and very worth reading.
Chapter 7: 'Creating Unity, Trust and the Art of Enrolment'
I think the reason I didn't enjoy these chapters as much is because i only like to be told things once and he repeats things - but this works for some people! But do I think Keith is correct in what he says? He's 100% right.
He goes into greater detail in
The Fall of the Problem Solver - Keith Rosen 'Sales Leadership' Chapters 4, 5 & 6
We're on Chapters 4, 5 & 6 and I'd like to start off by saying that I've had two proper coaching interactions incorporating Keith's techniques! He's got me thinking and more than anything, it's nice to have a different strategy.
Chapter 4: 'How to Coach in 10 minutes or less'
This chapter is about real world scenarios which is what we both like about the book. Keith talks about how if you're chief problem solver, you'll always be chief problem solver and you'll never create any leverage. And o
A Must-Read for Salespeople and Sales Leaders - Keith Rosen 'Sales Leadership' Chapters 1, 2 & 3
We're on a new book this week! This book is particularly pertinent, even if you're not a sales leader, it can teach you how your sales leader should manage you and show you whether or not you are cut out to be a sales leader yourself.
We read the comments section before starting the content and normally these books are the different sales authors sucking up to each other, but wow, there are some top people here who have recommended Sales Leadership. president of Salesforce, country manager for
The Relentless Pursuit of 'Yes' - Jeb Blount 'Objections' Chapters 14, 15, 16 & Summary
We're finishing our discussion on Jeb Blount's 'Objections' this episode and then summarising the book and the value we've gained from it.
Chapter 14: 'Buying Commitment Objections'
Blount talks about isolating and clarifying an objection Don't 'Pump and Pounce' - as he says. You shouldn't get immediately combative which we agree with. However, we think there are much more elegant ways than isolating and clarifying an objection than the reasons he gives. Notably just listening and reflecting.
How to Master Objections in Sales - Jeb Blount 'Objections' Chapters 11, 12 & 13
Chapter 11: 'Yes Has a Number'
In this chapter Blount tells us that sales is governed by numbers. Our main issue is that we don't get why he included this in a book about objections.
Chapter 12: 'Red Herrings' We had a lot more to say about this chapter. We thought that he explained red herring objections badly. After reading this we went beck to the start and put the note 'he didn't actually tell us how to identify a red herring'. Jonny said to me years ago when I put the phone down - 'how mu
How Asking the Right Questions Can Overcome Objections - Jeb Blount 'Objections' Chapters 9 & 10
Jeb Blount 'Objections' Chapters 9 & 10 Our thoughts: objections you get are often created by the questions you ask - "Are you free" - oh there's an objection I walked straight into.
The longer we've been IT recruitment consultants, the better we've gotten at asking questions that lead us down a certain path and away from the obvious traps that are going to create certain objections.
Some people have an aura to which others simply don't object to. If you put a good enough candidate in front of
Jeb Blount 'Objections Chapters 5, 6, 7 & 8 'Why No One Can Make You Feel Inferior Without Your Consent'
We're racing through Jeb Blount's 'Objections' this week, chatting about why people shouldn't people afraid of cold-calling, how we suss out the ones who are and why this could be detrimental to your sales career.
We also ask the question: do all salespeople respond to objections in the same way?
Our thoughts: objections are a request for more information and they're a sign that your prospect is still engaged - don't confuse objection with rejection. Salespeople are in a contact sport, it's pa
How to Overturn Conditional Responses Towards Salespeople - Jeb Blount 'Objections' Chapters 3 & 4
Jeb Blount 'Objections' Chapters 3 & 4 Didn't I say last week that I'd have some killer takeaways from this book? Well, I wasn't wrong... I think a lot of sales people act with good intent, but I'm not sure society thinks the same - this topic crops up in Chapters 3 & 4 of Jeb Blount's 'Objections' - which, I have to say is getting better and better as we read on. We also chat about conditional responses towards salespeople and why these have come about. Jonny makes the comment that 'there is a
A Promising Start - Jeb Blount 'Objections' Chapters 1 & 2
Jeb Blount 'Objections' Chapters 1 & 2 We're on a new book this week! We've started reading Jeb Blount's 'Objections' and it's safe to say that this book is a huge breath of fresh air after Drucker's 'The Effective Executive'.
We highly recommend that you read it along with us - we've already found a few great takeaways from it that we're going to integrate into our game.
Personality Traits of an Effective Leader - Peter Drucker 'The Effective Executive' Chapter 7
In our final episode on Peter Drucker we summarise our views on 'The Effective Executive' which, if you've been listening in the past, are extremely mixed.
In the final chapter Drucker comments on decisions that executives must make in order to be successful and personality traits of an effective leader. We can see why this book is so heavily talked about among extremely successful sales professionals, but at the same time, neither of us are ever going to pick up this book again - we're glad to
Are You an Effective Executive? - Peter Drucker 'The Effective Executive' Chapters 5 & 6
We've got to say, there were some real gems in chapter 5. Chapter 6 on the other hand, was a whole different story... However, we both enjoyed Drucker talking about Britain's involvement in the European Union from a 1967 standpoint.
3 Ways to be Productive in Sales - Peter Drucker 'The Effective Executive' Chapter 4
Peter Drucker 'The Effective Executive' Chapter 4: 'Making Strength Productive'
We've moved onto chapter 4 of Drucker's 'The Effective Executive' and both of us thought that Drucker made some really insightful comments in this section that are still relevant to the world of sales and sales leaders today. Check it out and let us know what you think!
How Great Timing Influences a Sale - Peter Drucker 'The Effective Executive' Chapters 2 & 3
Peter Drucker 'The Effective Executive' Chapters 2 & 3. We have to say, after a disenchanted first impression of the book, we're both warming up to it (a little)
We Had a Fight About This Book!! - Peter Drucker 'The Effective Executive' Chapter 1
We're on a new book this week! We're reading Chapter 1: 'Effectiveness Can Be Learnt'
We had some mixed emotions about the first chapter, thinking that the writing style was very outdated. We are however, more optimistic about the next chapters to come, so tune into the next episode to tell us what you think!
Sandler 'You Can't Teach a Kid to Ride a Bike at a Seminar' (7)
In this episode we finally get to the end of 'You Can't Teach a Kid to Ride a Bike at a Seminar' By David H. Sandler
Sandler 'You Can't Teach a Kid to Ride a Bike at a Seminar' (6)
In this Episode we discuss chapters 12 and 13 of 'You Can't Teach a Kid To Ride A Bike At A Seminar' By David H. Sandler (NB: start reading our next book moving forward - 'The Effective Executive' By Peter Drucker
Sandler 'You Can't Teach a Kid to Ride a Bike at a Seminar' (5)
In this episode we discuss chapters 10 and 11 of 'You Can't Teach a Kid to Ride a Bike at a seminar" By David Sandler - Please note the abrupt ending - we'll catch up in this weeks show!
Sandler 'You Can't Teach a Kid to Ride a Bike at a Seminar ' (4)
In this episode of Book Club we discuss chapters 7, 8 and 9 of 'You Can't Teach a Kid to Ride a Bicycle at a Seminar' by David Sandler.
Sandler You Can't Teach a Kid to Ride a Bike at a Seminar' (3)
In this episode we discuss chapters 6 and 7 of you David Sandler's 'You Can't Teach a Kid to Ride a Bike at a Seminar'
Sandler 'You Can't Teach a Kid to Ride a Bike at a Seminar' (2)
In this episode we discuss chapters 3 and 4 of 'You Can't Teach a Kid to Ride a Bike at a Seminar' by David Sandler
Sandler 'You Can't Teach a Kid to Ride a Bike at a Seminar' (1)
In this episode we discuss the first two chapters of the legendary book 'You Can't Teach a Kid to Ride a Bike at a Seminar' by David Sandler
Belfort 'Way of the Wolf' Chapters 10,11 &12
In this Episode we finally get to the end of 'Way of the Wolf' by Jordan Belfort. All we can say is that has been emotional...
Belfort 'Way of the Wolf' Chapters 7, 8 & 9
In this episode we talk about 'Way of the Wolf' by Jordan Belfort through chapters 7, 8 and 9
Belfort 'Way of the Wolf' Chapters 4, 5 & 6
We talk about Chapters 4 ,5 and 6 of 'Way of the Wolf' by Jordan Belfort
Belfort 'Way of the Wolf' Chapters 1, 2 & 3
This week on Book Club, we're starting 'Way of the Wolf' by Jordan Belfort.