HR is no longer just about managing people—it’s about shaping the future of work. Jens Baier, BCG’s HR transformation expert, discusses how AI and shifting employee expectations are forcing companies to rethink talent strategies. From re-recruiting to upskilling employees, HR must adapt to a rapidly changing landscape. Learn More: Jens Baier: https://on.bcg.com/41ca7Gv BCG on People Strategy: https://on.bcg.com/3QtAjro Decoding Global Talent: https://on.bcg.com/4gUC4IT…
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Inward Book Club
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Το περιεχόμενο παρέχεται από το Inward Revenue Consulting. Όλο το περιεχόμενο podcast, συμπεριλαμβανομένων των επεισοδίων, των γραφικών και των περιγραφών podcast, μεταφορτώνεται και παρέχεται απευθείας από τον Inward Revenue Consulting ή τον συνεργάτη της πλατφόρμας podcast. Εάν πιστεύετε ότι κάποιος χρησιμοποιεί το έργο σας που προστατεύεται από πνευματικά δικαιώματα χωρίς την άδειά σας, μπορείτε να ακολουθήσετε τη διαδικασία που περιγράφεται εδώ https://el.player.fm/legal.
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.
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Σήμανση όλων ότι έχουν ή δεν έχουν αναπαραχθεί ...
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Το περιεχόμενο παρέχεται από το Inward Revenue Consulting. Όλο το περιεχόμενο podcast, συμπεριλαμβανομένων των επεισοδίων, των γραφικών και των περιγραφών podcast, μεταφορτώνεται και παρέχεται απευθείας από τον Inward Revenue Consulting ή τον συνεργάτη της πλατφόρμας podcast. Εάν πιστεύετε ότι κάποιος χρησιμοποιεί το έργο σας που προστατεύεται από πνευματικά δικαιώματα χωρίς την άδειά σας, μπορείτε να ακολουθήσετε τη διαδικασία που περιγράφεται εδώ https://el.player.fm/legal.
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.
…
continue reading
148 επεισόδια
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Inward Book Club
1 Episode 150 - the JOLT effect - Dixon and Mckenna ! 1:36:06
1:36:06 
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Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like LikedThe 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…
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Inward Book Club
1 Episode 148 - To Sell is Human - Daniel Pink 1:07:46
1:07:46 Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like Liked1:07:46
Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like LikedIn this episode the dynamic duo talk about "to sell is human" by Daniel Pink /
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
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Inward Book Club
1 Episode 148 - New Sales Simplified - Mike Weinberg 1:22:17
1:22:17 Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like Liked1:22:17
Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like LikedNew 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 prospecting is easy and Many many other topics for the modern sales professional…
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Inward Book Club
1 Episode 147 - Selling in a crisis - jeb blount 1:16:21
1:16:21 Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like Liked1:16:21
Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like LikedThe 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 .
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Inward Book Club
1 How To Manage Salespeople - Ep.146: The New One Minute Manager by Kenneth Blanchard 1:11:15
1:11:15 Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like Liked1:11:15
Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like LikedJG 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.…
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Inward Book Club
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.
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Inward Book Club
1 Have We Thrown The Baby Out With The Bathwater??? - Ep. 144: Elite Sales Strategies by Anthony Iannarino Pt.1 1:18:09
1:18:09 Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like Liked1:18:09
Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like LikedJonny 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.…
The guys continue with their reading of Qualified Sales Leader, discussing ideal customer profiles, the mentality of sales leadership and conversion ratios.
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Inward Book Club
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.…
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Inward Book Club
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.
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Inward Book Club
1 "John Lennon Couldn't Have Come Up With That Contract" - Ep.140: The Art of Impossible by Steven Kotler Part 2 45:49
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.
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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 Game'.…
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Inward Book Club
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.
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Inward Book Club
1 How To Outsmart, Outmanoeuvre & OUTSELL Your Competition??? - Ep.137: Sell Different by Lee Salz Pt. 1 34:45
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.…
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Inward Book Club
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.…
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.
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Inward Book Club
1 Episode 134 - Always Be Hiring by Jonathan Graham 1:22:17
1:22:17 Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like Liked1:22:17
Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like LikedFresh 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.
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.
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Inward Book Club
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?'.…
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Inward Book Club
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.
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Inward Book Club
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.
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Inward Book Club
1 Episode 129 - Tech-Powered Sales by Tony Hughes & Justin Michael Part 2 1:08:39
1:08:39 Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like Liked1:08:39
Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like LikedThe 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.
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Inward Book Club
1 Episode 128 - Tech-Powered Sales by Tony Hughes & Justin Michael Part 1 1:16:39
1:16:39 Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like Liked1:16:39
Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like LikedThis 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.
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.
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Inward Book Club
1 Episode 126 - Pitch Anything - Oren Klaff part 1 1:03:41
1:03:41 Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like Liked1:03:41
Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like LikedThe 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
Another installment of the gang talking about the sales classic "Secrets of closing the sale" by Zig Ziglar
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Inward Book Club
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 !
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?
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Inward Book Club
1 Episode 122 - the best sales book we have EVER read - Seriously - The Unfair Advantage 1:43:03
1:43:03 Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like Liked1:43:03
Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like LikedIn 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 .…
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.
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
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.…
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.…
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.…
its very good !
In this show the dynamic duo cover the teaching approach of sales espoused by CEB In the challenger sale .
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 .
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 .
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 .
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 !
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Inward Book Club
1 Episode 107 - Part 4 of coaching winning sales teams - interview with the authors 1:08:25
1:08:25 Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like Liked1:08:25
Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like LikedA fascinating interview with the Authors of coaching winning sales teams .
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 .
Part two threw up a lot of discussion!
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.
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Inward Book Club
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?
Mike and JG are living the sales dream and bring you this phenomenal moment in the history of content marketing. Enjoy!
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 !
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.
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 .
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 .......
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" .
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.
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.…
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=1588336615&sprefix=influ%2Caps%2C150&sr=8-1…
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.…
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.
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Inward Book Club
1 Episode 91 - Inked by Jeb Blount Part 2 1:01:53
1:01:53 Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like Liked1:01:53
Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like LikedWe 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.
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.…
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.…
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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 homeless charity for each one.…
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Inward Book Club
1 How to prevent distracting internal and external triggers - Indistractable by Nir Eyal - Part 2 50:01
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 serving you, rather than you serving it?…
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Inward Book Club
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 and review Indistractable. It goes without saying that we're all hooked on technology (and many other self-medications!) but what can we do with that information? This book teaches you how to master those triggers, regain your attention, and CHOOSE YOUR LIFE. Essential listening for us all. ESPECIALLY salespeople striving to be better.…
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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 between being reactive and proactive, as well as putting your competition in the shade. 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/…
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 context to the book, offering a new perspective readers and listeners may have missed. Make sure you subscribe to be notified when it’s out! 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/ Jonathan: https://www.linkedin.com/in/jonathangraham4/…
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 most importantly, knowing when it’s time to qualify out and move on. Is it the deals you do, or the deals you don't do, that progress you further? 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/ Jonathan: https://www.linkedin.com/in/jonathangraham4/…
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/ Jonathan: https://www.linkedin.com/in/jonathangraham4/ “…
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 thoughts on this section in the comments! 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/ Jonathan: https://www.linkedin.com/in/jonathangraham4/…
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Inward Book Club
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/inward-revenue-consulting Michael: https://www.linkedin.com/in/michaelprice6/ Jonathan: https://www.linkedin.com/in/jonathangraham4/…
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/michaelprice6/ Jonathan: https://www.linkedin.com/in/jonathangraham4/…
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Inward Book Club
1 Most Salespeople Don't Understand Empathy and it's Holding Them Back - Never Split the Difference Part 2 30:33
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.com/company/inward-revenue-consulting Michael: https://www.linkedin.com/in/michaelprice6/ Jonathan: https://www.linkedin.com/in/jonathangraham4/…
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Inward Book Club
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.linkedin.com/in/michaelprice6/ Jonathan: https://www.linkedin.com/in/jonathangraham4/…
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/…
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Inward Book Club
1 Company Culture and Lessons in Leadership - Ian Mills 'The Salesperson's Secret Code' Part 4 24:19
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.com/in/jonathangraham4/…
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Inward Book Club
1 Characteristics, Attributes and Actions that are Necessary for Success - Ian Mills 'The Salesperson's Secret Code' Part 3 35:35
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.linkedin.com/in/michaelprice6/ Jonathan: https://www.linkedin.com/in/jonathangraham4/…
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? Join Jonathan Graham and Michael Price as they ask, do you have a mind for sales? This is the last instalment covering "Mind for Sales" before the interview with author himself Mark Hunter, The Sales Hunter. To join the conversation - contact lily.lawson@inwardrevenue.co.uk For more of what we do, connect with us on LinkedIn: https://www.linkedin.com/company/inward-revenue-consulting/…
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Inward Book Club
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 sales people will still hit target - now is the time to adapt and improve your skills. To join the conversation - contact lily.lawson@inwardrevenue.co.uk For more of what we do, connect with us on LinkedIn: https://www.linkedin.com/company/inward-revenue-consulting/…
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Inward Book Club
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Inward Book Club
1 85: SALES IS A CONTACT SPORT. A Mind for Sales by Mark Hunter. Part 1 1:07:33
1:07:33 Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like Liked1:07:33
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Inward Book Club
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Inward Book Club
1 81: Why organisation is your number one sales tool. Getting Things Done by David Allen - Part 2 55:46
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Inward Book Club
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Inward Book Club
1 #79: Finding the courage to thrive in sales. Interview with Nic Read - author of Selling to the C-Suite 53:23
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Inward Book Club
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Inward Book Club
1 HNY! #77: How do you establish credibility with C-level players? | SELLING TO THE C-SUITE - PART 3 37:50
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Inward Book Club
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.linkedin.com/in/michaelprice6/ https://www.linkedin.com/company/inward-revenue-consulting/ www.inwardrevenue.co.uk…
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Inward Book Club
1 #75: How many actually have the capability to sell to the C-Suite? | SELLING TO THE C-SUITE - PART 1 44:38
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 Neil Rackham! Subscribe to the podcast here. https://podcasts.apple.com/gb/podcast/irc-book-club/id1397662527?mt=2 Rate and review, let us know what you think! For all the latest from us, connect with us on LinkedIn. https://www.linkedin.com/in/jonathangraham4/ https://www.linkedin.com/in/michaelprice6/ https://www.linkedin.com/company/inward-revenue-consulting/ www.inwardrevenue.co.uk…
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Inward Book Club
1 HOW TO not be weak and impulsive - Interview with bestselling author Nir Eyal - Indistractable - Part 4 43:10
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 charity donation for each one.…
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Inward Book Club
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.linkedin.com/in/michaelprice6/ Jonathan: https://www.linkedin.com/in/jonathangraham4/…
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Inward Book Club
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://www.linkedin.com/in/jonathangraham4/ IRC: https://linkedin.com/company/inward-revenue-consulting…
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…
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Inward Book Club
1 Why Persistent and Annoying Salespeople Have More Customers - Tony Hughes 'Combo Prospecting' Part 3 42:38
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://linkedin.com/company/inward-revenue-consulting…
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Inward Book Club
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…
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Inward Book Club
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://www.linkedin.com/in/jonathangraham4/ IRC: https://linkedin.com/company/inward-revenue-consulting…
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Inward Book Club
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-consulting…
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Inward Book Club
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/jonathangraham4/ IRC: https://linkedin.com/company/inward-revenue-consulting…
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Inward Book Club
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/michaelprice6/ Jonathan: https://www.linkedin.com/in/jonathangraham4/ IRC: https://linkedin.com/company/inward-revenue-consulting…
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.
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
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Inward Book Club
1 Why You Shouldn't Go After Prospects with Pain - Keenan 'Gap Selling' Part 2 with Benjamin Denney 56:31
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…
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Inward Book Club
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.linkedin.com/in/michaelprice6/ Jonathan: https://www.linkedin.com/in/jonathangraham4/…
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Inward Book Club
1 Interview with Timothy T Sullivan 'Multifaceted Selling for Modern Buyers' 1:00:44
1:00:44 Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like Liked1:00:44
Αναπαραγωγή αργότερα Αναπαραγωγή αργότερα Λίστες Like LikedThis 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
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Inward Book Club
1 How important are processes and motivation in sales? - Eades and Sullivan 'The Collaborative Sale' Part 3 53:26
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'…
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