Inward Book Club

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. ...

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...

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 ma...

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 perspecti...

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...

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-bas...

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: http...

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...

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 the...

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, foll...

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 re...

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...

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/

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...

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 upda...

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 co...

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...

 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-consult...

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: h...

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/jon...

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 an...

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/mich...

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 Li...

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 s...

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.