Inward Book Club
149 episodes - English - Latest episode: 3 months ago - ★★★★★ - 2 ratingsWelcome 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.
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Episodes
Episode 150 - the JOLT effect - Dixon and Mckenna !
February 01, 2024 13:36 - 1 hour - 132 MBThe 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
November 13, 2023 14:57 - 1 hour - 93.2 MBIn this episode the dynamic duo talk about "to sell is human" by Daniel Pink /
Episode 149 - NAKED sales
September 05, 2023 10:12 - 53 minutes - 49.7 MBIf 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
June 29, 2023 08:07 - 1 hour - 113 MBNew 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 prospect...
Episode 147 - Selling in a crisis - jeb blount
February 14, 2023 10:54 - 1 hour - 70.7 MBThe 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
September 26, 2022 05:34 - 1 hour - 65.4 MBJG 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
June 27, 2022 09:38 - 37 minutes - 34.6 MBJG 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
June 09, 2022 05:37 - 1 hour - 71.7 MBJonny 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
May 09, 2022 04:30 - 37 minutes - 34.8 MBThe 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
May 02, 2022 06:10 - 36 minutes - 33.9 MBA 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
April 25, 2022 06:30 - 29 minutes - 27.1 MBThe 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
April 11, 2022 05:00 - 45 minutes - 42.1 MBJonny 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
April 04, 2022 05:00 - 46 minutes - 42.4 MBBook 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 Infi...
Work Like You're About To Go On Holiday! - Ep.138: Sell Different by Lee Salz Pt.2
February 07, 2022 08:00 - 23 minutes - 22 MBMike & 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
January 31, 2022 08:00 - 34 minutes - 32 MBNew 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
January 24, 2022 08:00 - 56 minutes - 51.8 MBThe 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
January 17, 2022 08:00 - 54 minutes - 50.2 MBThe 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
January 10, 2022 08:00 - 1 hour - 75.5 MBFresh 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
December 09, 2021 08:00 - 31 minutes - 28.8 MBJG 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
December 01, 2021 14:41 - 44 minutes - 40.9 MBA 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
November 25, 2021 08:00 - 55 minutes - 50.6 MBThis 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
November 17, 2021 16:44 - 52 minutes - 48 MBJG 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
November 10, 2021 11:00 - 1 hour - 63 MBThe 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
November 04, 2021 10:32 - 1 hour - 70.4 MBThis 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
October 28, 2021 09:21 - 47 minutes - 43.5 MBBook 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
July 22, 2021 09:00 - 1 hour - 58.5 MBThe 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
July 06, 2021 16:00 - 56 minutes - 51.7 MBAnother 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
June 28, 2021 12:32 - 51 minutes - 47.7 MBOver 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
March 15, 2021 11:19 - 43 minutes - 40.2 MBPrice 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
February 12, 2021 09:43 - 1 hour - 94.4 MBIn 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
January 18, 2021 12:39 - 57 minutes - 53.1 MBMike , 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
December 11, 2020 17:44 - 35 minutes - 32.4 MBThis 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
December 02, 2020 08:00 - 37 minutes - 33.9 MBIn 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
November 25, 2020 18:00 - 33 minutes - 31 MBPart 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
November 19, 2020 09:00 - 33 minutes - 31 MBNew 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 112 - Challenger Sale Part 2
October 02, 2020 10:00 - 34 minutes - 31.1 MBIn this show the dynamic duo cover the teaching approach of sales espoused by CEB In the challenger sale .
Episode 111 - Challenger Sales - part 1
September 24, 2020 10:32 - 48 minutes - 44.8 MBIts 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
September 17, 2020 11:54 - 16 minutes - 15.4 MBThis 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
September 10, 2020 09:53 - 40 minutes - 37.4 MBBig 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
September 03, 2020 10:30 - 38 minutes - 35.4 MBMike 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
August 06, 2020 09:00 - 1 hour - 62.7 MBA fascinating interview with the Authors of coaching winning sales teams .
Episode 106 - Coaching winning sales teams part 3
July 30, 2020 09:43 - 36 minutes - 33.4 MBBig 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
July 24, 2020 16:37 - 51 minutes - 46.8 MBPart two threw up a lot of discussion!
Episode 104 - Coaching Winning sales teams - Part 1
July 16, 2020 09:31 - 54 minutes - 49.6 MBHow 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
July 09, 2020 12:46 - 51 minutes - 47.4 MBThis 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
July 02, 2020 18:18 - 34 minutes - 31.5 MBMike 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
June 25, 2020 08:34 - 40 minutes - 37.4 MBEpisode 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
June 19, 2020 10:23 - 40 minutes - 37.5 MBNo 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 !
June 10, 2020 08:39 - 21 minutes - 20 MBIn 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 .