Inward Book Club

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-Cialdi...

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.&n...

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. 

We 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. 

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.  W...

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...

If you hang around with idiots and vermin, don't be surprised if your knowledge, skills and success factor are that of the people you hang around with... Would you survive the natural selection in sales?  Do you have the guts to gravitate to the top performer? Is ego a benefit or a problem for a salesperson?  Is sales a solo activity or team sport?  Would you let your sales manager...

It's not for the fainthearted. If you can't deal with the bad calls, then f**k off out of the job!  Do sales calls excite you or drain you? Is sales a job or a lifestyle? Can we compartmentalise between the two? How important is meaningful work? Are we in sales to help people? Do you identify as a salesperson? Are all good salespeople charismatic? Have the new generation of salespeople been t...

David Allen is an A-LIST bestselling author with 35 years experience in consulting, training and coaching. Best known as the creator of the time management method that is Getting Things Done (GTD). While we expected an authoritarian character, David Allen described himself as the 'laziest person you'll ever meet'. He suggested scrapping to-do lists and instead congratulating yourself for completin...

"Recommend a good book to me." "What's the BEST sales book?" We get asked this daily. The answer is that there isn't one really... Selling is made up of different parts, therefore different strategies and formulas are needed to master the whole process.  Luckily, following on from Jonathan 's "Top 5 books that will shape your sales career" last week, Michael has combined 5 more to do just tha...

In this slightly different show; Jonathan shares the 5 books that have truly shaped his sales career. He explains how immensely useful these texts can be for sales people at any stage of their career, and how he owes a big part of his own success to these self-directed learnings. If you’re too busy to read all the books yourself, from each one Jonathan highlights the key takeaways and crucial proc...

'The brain is for thinking, not remembering.' Learn how to free up our psychic ram to allow for creativity, and productivity. Does it matter which time management method is used? How can they be adapted to the context of a sales person? How important is energy management? And most importantly, what is the best way transform all our open ended tasks in to concise and actionable steps? Part 2 covers...

Some don’t see the correlation between an efficient, well-computed and well-designed personal productivity system and sales success, but GTD is global and David Allen is an A-list player in this space. Jonathan and Michael deconstruct and reconstruct the pros and cons of the system and compare to their own processes. They also discuss the boundaries between work and home life, the importance of as...

Do you take orders or make the orders? Are you self-sufficient or relying on someone else to build your pipeline for you? Are you blundering along or hungry to overachieve?  This week we're discussing real research about what really works for salespeople. No sugarcoating, instead a warning that if you don't do these things, your sales process will suffer.  Nic Read, CEO of Saleslabs and...

We're asking - How do you create true value for the c-suite? How do you differentiate your value? Do you understand cause and effect? How do you cultivate loyalty at the c-suite? How do we obtain repeated success? Plus, how do we quantify said value and success? What a book! This episode covers the final chapters, the outstanding appendix, and summarises what we've learnt this month - there's a lo...

How do you gain access to the C-suite? How do you gain credibility within the C-suite? Do you intrinsically belong in the c-suite? If so, what's the criteria? How do we close the credibility gap?  How do we overcome executive roadblocks? Is go-giving more rewarding than go-getting? How do you know if you're in the client's value zone? Want to join the conversation? Contact lily.lawson@inwardr...

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...

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 up...

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 antid...