Inward Book Club

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

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

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 upda...

This 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

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 s...

Michael and Jonathan are on episode 2 of 'The Collaborative Sale' by Timothy T Sullivan and Keith M Eades.  Chapter 4 was one of the best chapters we've read so far on Book Club. It's all about micro-marketing yourself and how to produce quality content that gets you heard in the ever expanding noise on platforms like LinkedIn.  It's a great chapter and useful even if you work for a larg...

We're starting Keith M Eades and Timothy T Sullivan's 'The Collaborative Sale: solution selling in a buyer driven world' this week. So far, so good. This book really gets you thinking about how sales has changed in the past twenty years and what salespeople have to learn to keep up with the shifting sales paradigm that has arisen due to technology. 

This week on Book Club we're interviewing Bob Burg co-author of 'The Go Giver' which has sold over 900,000 copies!!  We share some tips on what makes a great salesperson and how you clients can tell this immediately. We also talk about why suspending your self interest IS IN your self interest.  For more on what we do, visit us on LinkedIn linkedin.com/company/inward-revenue-consulting

JG and Mike finish their review of Bob Burg's 'Go Givers Sell More'. It is a book that is entirely different from the other sales books they've read so far on the show. And it's useful because of that. It doesn't offer principles to follow but if you follow Bob's advice you will not only become a better salesperson, but a better person in general.  JG and Mike recommend that you read this to...

In this weeks episode hosts JG and Mike are joined by guest panelist Mark Ackers (if you don't know who he is, check out his superb videos on teaching a 10 year old to cold call on LinkedIn)  They're deconstructing a new book - Bob Burg's 'Go Givers Sell More'.  This book is a good reminder not only of important sales techniques, but of the attitude successful salespeople have and how to...

In this episode JG and Mike have the pleasure of interviewing James Muir who shares his insight on how to advance a sale without being controlling or pushy towards the client.  He also offered some top tips on the right way to prospect to ensure the customer knows exactly why they are meeting with you, what the shared desired outcome is and what you can do to help them.  For our latest c...

This week JG and Mike are talking about chapters 11, 12 & 13 and discussing how to get the answers you want out of a meeting. They also share some banter about how to add unexpected value and why this is more important than you may realise.  For our latest content and job updates, follow us LinkedIn: IRC: https://linkedin.com/company/inward-revenue-consulting Michael: https://www.linkedin...

In this week's episode, JG and Mike chat about why prospects go silent and why the average age of salespeople is getting older and older.  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 are reviewing chapters 4, 5, 6 & 7 of James Muir's 'The Perfect Close'.  These chapters focus on advancing the sale and making sure that the customer makes commitments to you during the sales process, so that you are more likely to secure the deal.  Yet again this week, some more fierce debate ensued between Jonny and Mike - who do you think was right?  For our lates...

JG and Mike start a brand new book this week which is James Muir's 'The Perfect Close'.  There's some fierce debate about sincerity in sales. Chapter 3 on non-verbal communication is absolutely brilliant and the advice James gives is spot on!    For our latest content and job updates, follow us LinkedIn: IRC: https://linkedin.com/company/inward-revenue-consulting Michael: https://ww...

We interview Anthony Iannarino from https://thesalesblog.com/ and author of 'The Only Sales Guide You'll Ever need', 'The Lost Art of Closing' and his latest best-selling sales book 'Eat Their Lunch'  We discuss how best to win customers away from your competition, how to close your dream clients and general sales best practices and tips to succeed.  'Eat Their Lunch' focuses on how best...

We're reading chapters 10, 11 & 12. This book is about winning business from a competitor from a competitor when your product is the same or very similar and you're in a zero-sum game and you either win or lose.  A lot of the other books we've read have talked about individual positioning. But Anthony talks about competing with someone who's product is very similar to your own.  We t...

This book is about winning competitive business in a me too market and Iannarino refers to the 'red ocean' - when you're competing against someone whose product is similar to your own and where it's a zero some game i.e. they lose, you win.  Chapter 7: 'Building Consensus Horizontally and Vertically'.  This chapter talks about a sales pitch where you've got different decision makers invo...

We're on Chapters 5, 6 & 7 of Anthony Iannarino's 'Eat Their Lunch'. Are we glad we're reading the book? Yes, 100%. Would we recommend  that you buy the book? Yes, 100%.  We felt like the book lost some of it's flow in these chapters, particularly chapter 5. Perhaps that's because we wanted the book to go in a slightly different direction.  Chapter 4: 'Prospecting with the Inten...

We're on a. brand new book this week which is Anthony Iannarino's 'Eat Their Lunch: winning customers away from your competition' author of 'The Only Sales Guide You Will Ever Need'. You can tell from reading the book that Iannarino is a good salesman.  We've read the first 3 chapters and so far, it is a really great book and we've enjoyed it. It's really well suited to people who sell to a M...

2019 Schedule Below!!   In this episode, we summarise the 6 books that we've read on the show so far. When we read our first book, we didn't have many listeners or views, so now it makes sense for us to go through the books and tell the listeners whether they should be reading them and what we thought of it. The contents out there.    The first book we read was Patty McCord 'Powerfu...

In the book Keith answers the questions the managers ask him. 1. How do I develop a trusting team? 2. How do I develop a team that's fully transparent? 3. How do ensure that my people know my intentions are in their best interests 4. how do I maintain my patience? 5. What's a framework I can use? 6. How do I hit the reset button with some of the relationships I have? 7. It failed before how do I s...

We're on Chapters 10, 11, 12, 13 & 14 this week. Chapter 10 'Mindful Coaching: The Inner Game of Coaching Champions' This chapter is about coaching oneself to be a good coach. It's an interesting one. I do think there is an extremely important case in who is coaching the coach. Keith talks about mindful coaching, he's very into be aware of your own communication. He talks about assumptions being a...

We're on Chapters 7, 8 & 9 this week! The first few chapters we thought were solid 10/10s. I think these 3 chapters are probably 9/10. BUT they're still good and very worth reading. Chapter 7: 'Creating Unity, Trust and the Art of Enrolment' I think the reason I didn't enjoy these chapters as much is because i only like to be told things once and he repeats things - but this works for some people!...

We're on Chapters 4, 5 & 6 and I'd like to start off by saying that I've had two proper coaching interactions incorporating Keith's techniques! He's got me thinking and more than anything, it's nice to have a different strategy.  Chapter 4: 'How to Coach in 10 minutes or less'  This chapter is about real world scenarios which is what we both like about the book. Keith talks about how...