Podcast
Inward Book Club
Hosted by Inward Revenue Consulting · EN
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.
10episodes
Episodes
Newest firstAll episodes
Episode 150 - the JOLT effect - Dixon and Mckenna !
Feb 1, 202401:36:06Tap to summarizeThe 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
Transcribe →Episode 148 - To Sell is Human - Daniel Pink
Nov 13, 202301:07:46Tap to summarizeIn this episode the dynamic duo talk about "to sell is human" by Daniel Pink /
Transcribe →Episode 149 - NAKED sales
Sep 5, 202300:53:40Tap to summarizeIf 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
Transcribe →Episode 148 - New Sales Simplified - Mike Weinberg
Jun 29, 202301:22:17Tap to summarizeNew 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
Transcribe →Episode 147 - Selling in a crisis - jeb blount
Feb 14, 202301:16:21Tap to summarizeThe 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 .
Transcribe →How To Manage Salespeople - Ep.146: The New One Minute Manager by Kenneth Blanchard
Sep 26, 202201:11:15Tap to summarizeJG 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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A Manual of One-Uppedmanship?? - Ep.145: Elite Sales Strategies by Anthony Iannarino Part 2
Jun 27, 202200:37:42Tap to summarizeJG 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.
Transcribe →Have We Thrown The Baby Out With The Bathwater??? - Ep. 144: Elite Sales Strategies by Anthony Iannarino Pt.1
Jun 9, 202201:18:09Tap to summarizeJonny 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.
Transcribe →Hire for SKILL!!! - Ep.143: Qualified Sales Leader by John McMahon Part 2
May 9, 202200:37:48Tap to summarizeThe guys continue with their reading of Qualified Sales Leader, discussing ideal customer profiles, the mentality of sales leadership and conversion ratios.
Transcribe →Approved by Sales & Tech ROYALTY! - Ep.142: Qualified Sales Leader by John McMahon Part 1
May 2, 202200:36:48Tap to summarizeA 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.
Transcribe →