Inward Book Club

Hosted by Inward Revenue Consulting

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Episodes

148

Latest episode

Feb 2024

Language

EN-GB

About the show

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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60 recent

February 1, 20241 hr 36 min

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

November 13, 20231 hr 7 min

Episode 148 - To Sell is Human - Daniel Pink

In this episode the dynamic duo talk about "to sell is human" by Daniel Pink /

September 5, 202353 min

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

June 29, 20231 hr 22 min

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 prospecting is easy and Many many other topics for the modern sales professional

February 14, 20231 hr 16 min

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 . 

September 26, 20221 hr 11 min

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.

June 27, 202237 min

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.

June 9, 20221 hr 18 min

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.

May 9, 202237 min

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.

May 2, 202236 min

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.