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
Interview with Keenan - Why Ego is a Salesperson's BEST and WORST Asset
May 30, 2019 13:51 - 43 minutes - 80.4 MBIn 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
May 22, 2019 10:30 - 29 minutes - 55.5 MBWe'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
May 16, 2019 16:23 - 56 minutes - 105 MBIn 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
May 09, 2019 16:26 - 32 minutes - 60 MBWe'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://...
Interview with Timothy T Sullivan 'Multifaceted Selling for Modern Buyers'
May 03, 2019 09:10 - 1 hour - 112 MBThis 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
April 26, 2019 08:54 - 53 minutes - 99.4 MBWe'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
April 18, 2019 08:55 - 46 minutes - 86.3 MBMichael 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 L...
The Millennial Sales Paradigm - Eades & Sullivan 'The Collaborative Sale' Part 1
April 10, 2019 14:54 - 48 minutes - 90.5 MBWe'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'
April 05, 2019 09:22 - 48 minutes - 89.8 MBThis 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
March 29, 2019 11:11 - 52 minutes - 98 MBJG 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 Lun...
The Best Sales Advice I had When I was Young - Bob Burg 'Go Givers Sell More' Part 1
March 22, 2019 14:48 - 38 minutes - 71.4 MBIn 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 Linke...
Interview with James Muir author of 'The Perfect Close'
March 15, 2019 14:40 - 53 minutes - 98.4 MBIn 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...
Why Adding Unexpected Value is More Important Than You Think - James Muir 'The Perfect Close' Part 4
March 08, 2019 13:26 - 34 minutes - 65 MBThis 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
March 01, 2019 13:16 - 39 minutes - 73.9 MBIn 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
February 22, 2019 11:54 - 34 minutes - 64.8 MBJG 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 Mic...
Why Non-Verbal Communication is Just as Important as Verbal Communication - James Muir 'The Perfect Close' Part 1
February 15, 2019 13:53 - 46 minutes - 86.7 MBJG 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
February 08, 2019 11:11 - 1 hour - 138 MBWe 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 st...
How to Become a Trusted Advisor - Anthony Iannarino 'Eat Their Lunch' Chapters 10, 11 & 12
February 01, 2019 14:13 - 43 minutes - 81.3 MBWe'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 whe...
You Either Win, Or You LOSE in Sales - Anthony Iannarino 'Eat Their Lunch' Chapters 7, 8 & 9
January 25, 2019 13:57 - 41 minutes - 77.2 MBThis 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 peop...
3 Ways to Create Opportunities in Sales - Anthony Iannarino 'Eat Their Lunch' Chapters 4, 5 & 6
January 18, 2019 10:05 - 37 minutes - 69.9 MBWe'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 a...
This book is a me vs the world book - Anthony Iannarino 'Eat Their Lunch' Chapters 1, 2 & 3
January 11, 2019 12:00 - 59 minutes - 112 MBWe'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. Th...
Overview of the Sales Books We've Read So Far and Who We'd Recommend Them To
December 21, 2018 14:14 - 39 minutes - 73.5 MB2019 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...
Interview with Keith Rosen 5 Ways Sales Managers Can Add Value to Your Team
December 14, 2018 16:15 - 54 minutes - 100 MBIn 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 aro...
Simple advice that will make you more successful - Keith Rosen 'Sales Leadership' Chapters 10-14
December 06, 2018 16:52 - 1 hour - 120 MBWe'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 a...
Overturning Objections - Keith Rosen 'Sales Leadership' Chapters 7, 8 & 9
November 30, 2018 16:10 - 52 minutes - 97 MBWe'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 det...
The Fall of the Problem Solver - Keith Rosen 'Sales Leadership' Chapters 4, 5 & 6
November 23, 2018 15:52 - 37 minutes - 69.5 MBWe'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....
A Must-Read for Salespeople and Sales Leaders - Keith Rosen 'Sales Leadership' Chapters 1, 2 & 3
November 19, 2018 11:12 - 44 minutes - 82.2 MBWe'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...
The Relentless Pursuit of 'Yes' - Jeb Blount 'Objections' Chapters 14, 15, 16 & Summary
November 12, 2018 12:15 - 40 minutes - 75.8 MBWe'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 reflec...
How to Master Objections in Sales - Jeb Blount 'Objections' Chapters 11, 12 & 13
November 05, 2018 11:59 - 32 minutes - 59.5 MBChapter 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 Asking the Right Questions Can Overcome Objections - Jeb Blount 'Objections' Chapters 9 & 10
October 26, 2018 14:13 - 43 minutes - 80.7 MBJeb 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 fr...
Jeb Blount 'Objections Chapters 5, 6, 7 & 8 'Why No One Can Make You Feel Inferior Without Your Consent'
October 22, 2018 12:08 - 38 minutes - 71.7 MBWe'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, i...
How to Overturn Conditional Responses Towards Salespeople - Jeb Blount 'Objections' Chapters 3 & 4
October 12, 2018 14:55 - 38 minutes - 71.6 MBJeb 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 i...
A Promising Start - Jeb Blount 'Objections' Chapters 1 & 2
October 09, 2018 10:41 - 29 minutes - 53.8 MBJeb 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
October 01, 2018 11:20 - 31 minutes - 58.9 MBIn 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 gl...
Are You an Effective Executive? - Peter Drucker 'The Effective Executive' Chapters 5 & 6
September 24, 2018 15:52 - 37 minutes - 70.4 MBWe'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
September 14, 2018 13:20 - 43 minutes - 39.5 MBPeter 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
September 11, 2018 08:48 - 34 minutes - 32 MBPeter 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
August 28, 2018 09:29 - 36 minutes - 65.4 MBWe'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)
August 20, 2018 08:00 - 34 minutes - 64.7 MBIn 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)
August 12, 2018 08:00 - 36 minutes - 67.7 MBIn 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)
August 06, 2018 08:43 - 26 minutes - 50 MBIn 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)
July 29, 2018 11:05 - 39 minutes - 74.6 MBIn 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)
July 23, 2018 08:00 - 34 minutes - 63.3 MBIn 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)
July 16, 2018 07:27 - 39 minutes - 72.1 MBIn 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)
July 09, 2018 07:00 - 33 minutes - 61.7 MBIn 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
July 01, 2018 08:08 - 43 minutes - 80.6 MBIn 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
June 25, 2018 08:00 - 34 minutes - 65.3 MBIn 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
June 19, 2018 08:05 - 20 minutes - 37.2 MBWe talk about Chapters 4 ,5 and 6 of 'Way of the Wolf' by Jordan Belfort
Belfort 'Way of the Wolf' Chapters 1, 2 & 3
June 11, 2018 08:27 - 45 minutes - 82.5 MBThis week on Book Club, we're starting 'Way of the Wolf' by Jordan Belfort.