Inward Book Club

We're on a new book this week! This book is particularly pertinent, even if you're not a sales leader, it can teach you how your sales leader should manage you and show you whether or not you are cut out to be a sales leader yourself.  We read the comments section before starting the content and normally these books are the different sales authors sucking up to each other, but wow, there are...

We're finishing our discussion on Jeb Blount's 'Objections' this episode and then summarising the book and the value we've gained from it.  Chapter 14: 'Buying Commitment Objections'  Blount talks about isolating and clarifying an objection Don't 'Pump and Pounce' - as he says. You shouldn't get immediately combative which we agree with. However, we think there are much more elegant ways...

Chapter 11: 'Yes Has a Number'  In this chapter Blount tells us that sales is governed by numbers. Our main issue is that we don't get why he included this in a book about objections.  Chapter 12: 'Red Herrings' We had a lot more to say about this chapter. We thought that he explained red herring objections badly. After reading this we went beck to the start and put the note 'he didn't a...

Jeb Blount 'Objections' Chapters 9 & 10 Our thoughts: objections you get are often created by the questions you ask - "Are you free" - oh there's an objection I walked straight into.  The longer we've been IT recruitment consultants, the better we've gotten at asking questions that lead us down a certain path and away from the obvious traps that are going to create certain objections.&nbs...

We're racing through Jeb Blount's 'Objections' this week, chatting about why people shouldn't people afraid of cold-calling, how we suss out the ones who are and why this could be detrimental to your sales career.  We also ask the question: do all salespeople respond to objections in the same way?  Our thoughts: objections are a request for more information and they're a sign that your p...

Jeb Blount 'Objections' Chapters 3 & 4 Didn't I say last week that I'd have some killer takeaways from this book? Well, I wasn't wrong... I think a lot of sales people act with good intent, but I'm not sure society thinks the same - this topic crops up in Chapters 3 & 4 of Jeb Blount's 'Objections' - which, I have to say is getting better and better as we read on. We also chat about condit...

Jeb Blount 'Objections' Chapters 1 & 2 We're on a new book this week! We've started reading Jeb Blount's 'Objections' and it's safe to say that this book is a huge breath of fresh air after Drucker's 'The Effective Executive'.  We highly recommend that you read it along with us - we've already found a few great takeaways from it that we're going to integrate into our game.

In our final episode on Peter Drucker we summarise our views on 'The Effective Executive' which, if you've been listening in the past, are extremely mixed.  In the final chapter Drucker comments on decisions that executives must make in order to be successful and personality traits of an effective leader. We can see why this book is so heavily talked about among extremely successful sales pro...

We've got to say, there were some real gems in chapter 5. Chapter 6 on the other hand, was a whole different story... However, we both enjoyed Drucker talking about Britain's involvement in the European Union from a 1967 standpoint.

Peter Drucker 'The Effective Executive' Chapter 4: 'Making Strength Productive'  We've moved onto chapter 4 of Drucker's 'The Effective Executive' and both of us thought that Drucker made some really insightful comments in this section that are still relevant to the world of sales and sales leaders today. Check it out and let us know what you think!

Peter Drucker 'The Effective Executive' Chapters 2 & 3. We have to say, after a disenchanted first impression of the book, we're both warming up to it (a little)

We're on a new book this week! We're reading Chapter 1: 'Effectiveness Can Be Learnt'  We had some mixed emotions about the first chapter, thinking that the writing style was very outdated. We are however, more optimistic about the next chapters to come, so tune into the next episode to tell us what you think!

In this episode we finally get to the end of 'You Can't Teach a Kid to Ride a Bike at a Seminar' By David H. Sandler

In this Episode we discuss chapters 12 and 13 of 'You Can't Teach a Kid To Ride A Bike At A Seminar' By David H. Sandler (NB: start reading our next book moving forward - 'The Effective Executive' By Peter Drucker

In this episode we discuss chapters 10 and 11 of 'You Can't Teach a Kid to Ride a Bike at a seminar" By David Sandler - Please note the abrupt ending - we'll catch up in this weeks show!

In this episode of Book Club we discuss chapters 7, 8 and 9 of 'You Can't Teach a Kid to Ride a Bicycle at a Seminar' by David Sandler.

In this episode we discuss chapters 6 and 7 of you David Sandler's 'You Can't Teach a Kid to Ride a Bike at a Seminar'

In this episode we discuss chapters 3 and 4 of 'You Can't Teach a Kid to Ride a Bike at a Seminar' by David Sandler

In this episode we discuss the first two chapters of the legendary book 'You Can't Teach a Kid to Ride a Bike at a Seminar' by David Sandler

In this Episode we finally get to the end of 'Way of the Wolf' by Jordan Belfort. All we can say is that has been emotional...

In this episode we talk about 'Way of the Wolf' by Jordan Belfort through chapters 7, 8 and 9

We talk about Chapters 4 ,5 and 6 of 'Way of the Wolf' by Jordan Belfort

This week on Book Club, we're starting 'Way of the Wolf' by Jordan Belfort.