Podcasts by Inward Book Club

Episode 148 - To Sell is Human - Daniel Pink from 2023-11-13T14:57:43

In this episode the dynamic duo talk about "to sell is human" by Daniel Pink /

Episode 149 - NAKED sales from 2023-09-05T10:12:29

If 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...

Episode 148 - New Sales Simplified - Mike Weinberg from 2023-06-29T08:07:42

New 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 <...
  Listen

Episode 147 - Selling in a crisis - jeb blount from 2023-02-14T10:54:35

The 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 ! <...

How To Manage Salespeople - Ep.146: The New One Minute Manager by Kenneth Blanchard from 2022-09-26T05:34:18

JG 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 pr...

A Manual of One-Uppedmanship?? - Ep.145: Elite Sales Strategies by Anthony Iannarino Part 2 from 2022-06-27T09:38:45

JG 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 con...

Have We Thrown The Baby Out With The Bathwater??? - Ep. 144: Elite Sales Strategies by Anthony Iannarino Pt.1 from 2022-06-09T05:37:30

Jonny 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,...

Hire for SKILL!!! - Ep.143: Qualified Sales Leader by John McMahon Part 2 from 2022-05-09T04:30:49

The guys continue with their reading of Qualified Sales Leader, discussing ideal customer profiles, the mentality of sales leadership and conversion ratios.

Approved by Sales & Tech ROYALTY! - Ep.142: Qualified Sales Leader by John McMahon Part 1 from 2022-05-02T06:10:34

A 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 off...

Elon Musk, Bob Dylan & Mike Hunt - Ep.141: The Art of Impossible by Steven Kotler Part 3 from 2022-04-25T06:30:46

The boys wrap up The Art of Impossible and dwell on its utility as a book for salespeople. They discuss creativity burnout, making notes (or not) during meetings, and Elon Musk's attempt to buy ...

"John Lennon Couldn't Have Come Up With That Contract" - Ep.140: The Art of Impossible by Steven Kotler Part 2 from 2022-04-11T05:00

Jonny and Mike sink their teeth further into The Art of Impossible by Steven Kotler. Join them as they discuss goals, grit, gravitas and how Mike hates the Beatles.

NOT A Sales Book...Or Is It? - Ep.139: The Art of Impossible by Steven Kotler Part 1 from 2022-04-04T05:00

Book Club is BACK once again as JG and Mike return to the fold. With a slight shift in focus, the dynamic duo of sales recruitment will be reviewing sales books as well as quality books that are...

Work Like You're About To Go On Holiday! - Ep.138: Sell Different by Lee Salz Pt.2 from 2022-02-07T08:00

Mike & JG cover the second half of Sell Different by Lee Salz. Listen in as they discuss common sense email practice (that many salespeople don't observe), finding your target clients and 4-...

How To Outsmart, Outmanoeuvre & OUTSELL Your Competition??? - Ep.137: Sell Different by Lee Salz Pt. 1 from 2022-01-31T08:00

New week, new book. This time, the boys review Sell Different by Lee Salz, wihch claims to have game-changing new strategies to outwit your competitors and keep you ahead of the game. JG and Mik...

We Review JG's Own Book! - Ep.136: Always Be Hiring Pt. 3 by Jonathan Graham from 2022-01-24T08:00

The boys finish up their review of Always Be Hiring, and reflect upon its wise teachings. Overall, the book is a great insight into recruitment and hiring. The dos and don'ts, best practices, ho...

Episode 135 - Always be Hiring by Jonathan Graham Part 2 from 2022-01-17T08:00

The guys delve deeper into JG's (frankly excellent) book and and discuss the cost of recruitment, a homeworking backlash in 2022 and how employers can use Tik Tok to bolster their recruitment dr...

Episode 134 - Always Be Hiring by Jonathan Graham from 2022-01-10T08:00

Fresh into 2022, JG and Mike review a book that is very close to their hearts. Always Be Hiring is the memoirs of a sales recruiter with 20+ years in the business and an deep insight into what c...

Episode 133 - Selling The Cloud by Mark Petruzzi & Paul Melchiorre Part 3 from 2021-12-09T08:00

JG and Mike conclude Selling The Cloud, and mull over the interview held last episode with the authors themselves. Mike dons his most garishly festive blazer for the occasion as Christmas looms....

Episode 132 (ft. Mark Petruzzi and Paul Melchiorre) - Selling the Cloud Part 2 from 2021-12-01T14:41:58

A trans-Atlantic episode this week, as JG and Mike discuss Selling the Cloud with its authors Mark Petruzzi and Paul Melchiorre live from the east coast of the USA. The quartet discuss how the I...

Episode 131 - Selling The Cloud by Mark Petruzzi and Paul Melchiorre Part 1 from 2021-11-25T08:00

This week, JG and Mike discuss Selling The Cloud ahead of meeting the authors themselves. Listen in as they discuss passion for the sales profession, the archetype of the 'smarmy used car salesm...

Episode 130 (ft. Tony Hughes) - Tech-Powered Sales by Tony Hughes & Justin Michael Part 3 from 2021-11-17T16:44:29

JG and Mike are joined by Tony Hughes himself all the way from Sydney, Australia. 

Listen in as they discuss the future of sales, the disruption technology will have on the professio...

Episode 129 - Tech-Powered Sales by Tony Hughes & Justin Michael Part 2 from 2021-11-10T11:00

The second part of one of the most important books the veterans have ever covered. Join JG and Mike as they conclude their deliberations on this crucial piece of sales literature.

Episode 128 - Tech-Powered Sales by Tony Hughes & Justin Michael Part 1 from 2021-11-04T10:32:57

This time, the duo cover what is possibly the most important book EVER covered on the show. If you don't read this book, you are a fool. JG and Mike discuss why in the first of a three-part seri...

Episode 127 - Pitch Anything - Oren Klaff Part 2 from 2021-10-28T09:21:45

Book Club is BACK. As people are returning to their cars and commuting again, the dynamic duo of sales are back to discuss Part 2 of Pitch Anything by Oren Klaff.

Episode 126 - Pitch Anything - Oren Klaff part 1 from 2021-07-22T09:00

The amount of listeners who have asked us to cover this book is incredible . "Pitch Anything" by Oren Klaff  - We've covered in two parts as a show . Enjoy the dulcit tones of MP and JG&nbs...

Episode 125 - Secrets of Closing the sale - Zig Ziglar part B from 2021-07-06T16:00

Another installment of the gang talking about the sales classic "Secrets of closing the sale" by Zig Ziglar 

Episode 124 - Secrets of closing the sale - Zig Ziglar with Guest Jamie Gallagher from 2021-06-28T12:32:57

Over the next two shows the team debate one of the most famous sales books of all time  - Secrets of closing the sale by Zig Ziglar ! 

Episode 123 - Pre Suasion - Robert Cialdini from 2021-03-15T11:19:27

Price and Graham dissect another book this week in IRC book club . 

This week  - Pre suasion from Robert Cialdini. - Why did JG giver it ZERO out of Ten?

Episode 122 - the best sales book we have EVER read - Seriously - The Unfair Advantage from 2021-02-12T09:43:50

In this months Episode  - MP and JG talk with Tim Hood of Hyland and Christian Hatton of Peak about a book they confidently describe as the best sales book they have ever read . The Unfair ...

Episode 118 - Virtual Selling part 2 from 2021-01-18T12:39:50

Mike , JG , Russell Poole and Dave Stanley discuss Part 2 of Virtual selling  by Schultz and Shaby.  An interesting read about how sales has changed in our virtual world that we have a...

Episode 117 - VIRTUAL Selling - Part 1 from 2020-12-11T17:44:34

This week The Ant and Dec of recruitment Along with their guests Russell Poole and Dave Stanley Talk about Virtual Selling, by shultz Shaby and Doer . Next week we'll be taking A christmas break...

Episode 116 - The New Strategic Selling Part 3 from 2020-12-02T08:00

In the final of three shows the dynamic duo wrap up on The New Strategic Selling by Miller Heiman. 

A New Format! After 113 shows MP and JG return . The Mike Parry and Alan Brazil of...

Episode 115 - The New Strategic Selling - Miller Heiman Part 2 from 2020-11-25T18:00

Part 2 of our three show discussion of the new strategic selling by miller Heiman 

A New Format! After 113 shows MP and JG return . The Mike Parry and Alan Brazil of sales recruitmen...

Episode 114 - The New Strategic Selling Part 1 from 2020-11-19T09:00

New Sales Book !

A New Format!
After 113 shows MP and JG return . The Mike Parry and Alan Brazil of sales recruitment have decided to invite guest panelists on to book club to share s...

Episode 113 - Challenger Part 3 from 2020-10-08T10:48:06

its very good !

Episode 112 - Challenger Sale Part 2 from 2020-10-02T10:00:41

In this show the dynamic duo cover the teaching approach of sales espoused by CEB In the challenger sale . 

Episode 111 - Challenger Sales - part 1 from 2020-09-24T10:32:50

Its time for Steak and chips !!! A sales book. About Selling . For sales people . The Challenger sale is one of the biggest sales concepts for the last 50 years . We're going to discuss it over ...

Episode 110 - Words that change minds part 3 from 2020-09-17T11:54:03

This book is a michelin star meal . A bit too rich for most listeners. One for the sales connoisseur . Its definitely not Fish and Tatties . 

Episode 109 - Words that change minds part 2 from 2020-09-10T09:53:09

Big picture or attention to detail? 

independent worker or team player 

How do you communicate with those types of people. 

Thats what we are talking about fr...

Episode 108 - Words That change minds part 1 from 2020-09-03T10:30:34

Mike and JG are delighted to announce that they have found a book they really like. 

Words that change minds is a manual for communication that can be put to immediate practical use ...

Episode 107 - Part 4 of coaching winning sales teams - interview with the authors from 2020-08-06T09:00

A fascinating interview with the Authors of coaching winning sales teams . 

Episode 106 - Coaching winning sales teams part 3 from 2020-07-30T09:43:11

Big debate this week !!!

Do sales people really want to be coached?

Why do some sales people resist coaching?

Best methods for coaching sales people ?

is coaching the...

Episode 105 - Coaching winning sales teams part 2 from 2020-07-24T16:37:45

Part two threw up a lot of discussion!

Episode 104 - Coaching Winning sales teams - Part 1 from 2020-07-16T09:31:50

How do you coach elite level sports performers. 

How do you coach elite level sales people ?

How do you be a good coachee ?

Is it the same thing? 

all this ...

Episode 103 - How to get a meeting with anyone - Interview with Stu Heinecke from 2020-07-09T12:46:20

This is the place on itunes where we big up the episode . 

It was good.

Stu seemed like a nice guy. 

As is always the case with these things interviewing the autho...

Episode 102 - How to get a meeting with anyone - Stu Heinecke - Part three from 2020-07-02T18:18:04

Mike and JG are living the sales dream and bring you this phenomenal moment in the history of content marketing. 

Enjoy!

Episode 101 - Stu Heinecke. - How to get a meeting with anyone part 2 from 2020-06-25T08:34:08

Episode 101  - ready for the next century of episodes our intrepid sales psychonauts venture into being creative with their approach strategies in order to engage with C level contacts. Exc...

Episode 100 - Stu Heinecke - How to get a meeting with anyone - Part 1 from 2020-06-19T10:23:20

No fanfare

No Party 

No bunting

Just two grumpy middle aged men recording the 100th Episode of their podcast about a sales book that is good. 

Episode 99 - It starts with clients - Andrew Sobel - One show only ! from 2020-06-10T08:39:14

In this Episode the recruitment industries answer to Waldorf and Staedtler decimate "It starts with clients" by Andrew Sobel. Fascinating stuff . All set for the crescendo that will be Episode 1...

Episode 98 - Influence Robert Cialdini Part 4 from 2020-06-04T13:17:28

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 a...

Episode 97 - Influence - Robert Cialdini - Part three from 2020-05-28T08:59:17

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. "Soci...

Episode 96 - Influence Part 2 - Sales is all about Influence from 2020-05-21T08:00

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. 

Episode 95 - Influence - Robert Cialdini - Part 1 from 2020-05-13T16:41:01

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 ...

Episode 94 - Jeb Blount - The Big Interview from 2020-05-07T13:00

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 ...

Episode 93 - Inked by Jeb Blount - Part 4 from 2020-04-30T08:00

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 ...

Episode 92 - Inked By Jeb Blount - Part three from 2020-04-23T08:00

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. 

Episode 91 - Inked by Jeb Blount Part 2 from 2020-04-16T16:00

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. 

Epiosode 90 - Inked Jeb Blount Part 1 from 2020-04-09T16:00

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 situati...

EP 89 Interview With Mark Hunter - Author of "A mind for sales" from 2020-04-01T08:56:26

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 ...

88: Do you have a mind for sales? Part 4 from 2020-03-26T12:24:17

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 n...

87: Don't let your environment control you. Mind for sales by Mark Hunter. Part 3 from 2020-03-19T10:42:48

Don't let your environment control you, you are in control. 

Here is the third instalment in this cycle from Jonathan Graham...

86: The natural selection of salespeople. Mind for sales by Mark Hunter. Part 2 from 2020-03-12T10:06:17

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 sel...

85: SALES IS A CONTACT SPORT. A Mind for Sales by Mark Hunter. Part 1 from 2020-03-05T10:08:58

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 comp...

84: Throw yourself out of your comfort zone. Interview with David Allen (Author of GTD) from 2020-02-27T12:23:35

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 (GT...

83: The formula for the killer sales person. PART TWO from 2020-02-20T10:44:40

"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 ...

82: Top five books that will shape your sales career. from 2020-02-13T11:39:31

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 ...

81: Why organisation is your number one sales tool. Getting Things Done by David Allen - Part 2 from 2020-02-06T10:31:21

'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 ...

80: The Secret to Stress-Free Productivity. Getting Things Done by David Allen – Part 1 from 2020-01-30T11:46:09

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...

#79: Finding the courage to thrive in sales. Interview with Nic Read - author of Selling to the C-Suite from 2020-01-23T14:21:09

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 wee...

#78: Create value, cultivate loyalty, repeat success | SELLING TO THE C-SUITE - PART 4 from 2020-01-16T10:31:41

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 obtai...

HNY! #77: How do you establish credibility with C-level players? | SELLING TO THE C-SUITE - PART 3 from 2020-01-09T11:31:15

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...

#76: What Does the RELEVANT Executive Want? | SELLING TO THE C-SUITE - PART 2 from 2019-12-12T09:45:23

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 o...

#75: How many actually have the capability to sell to the C-Suite? | SELLING TO THE C-SUITE - PART 1 from 2019-12-05T09:10:32

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...

HOW TO not be weak and impulsive - Interview with bestselling author Nir Eyal - Indistractable - Part 4 from 2019-11-28T09:13:48

We all know what we need to do to be successful, so why don't we do it?  Jonathan, Listen

The difference between fast-paced and dysfunctional - Nir Eyal - Indistractable - Part 3 from 2019-11-21T09:13:21

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 ...

How to prevent distracting internal and external triggers - Indistractable by Nir Eyal - Part 2 from 2019-11-14T08:47:21

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 a...

STOP SELF MEDICATING and become Indistractable - by bestselling author Nir Eyal - Part 1 from 2019-11-07T09:52:07

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 bet...

Interview with SALES MENTOR and Author Andy Paul - Amp Up Your Sales Part 5 from 2019-10-24T08:55:18

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 th...

Humans LOVE stories - Amp Up Your Sales - Part 4 from 2019-10-17T08:38:44

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 ha...

The deals you DON'T do make you successful - Amp Up Your Sales - Part 3 from 2019-10-10T09:14:48

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 rul...

Ask for forgiveness not permission - Amp up Your Sales Part 2 from 2019-10-04T09:01:59

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 includ...

You buy time with the value you add - Amp Up Your Sales Part 1 from 2019-09-26T10:28:03

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 c...

Top performers have a READY TO WALK mindset - Never Split the Difference Part 4 from 2019-09-19T11:12:13

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...

Never Use the Word WHY - Never Split the Difference Part 3 from 2019-09-12T09:42:44

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...

Most Salespeople Don't Understand Empathy and it's Holding Them Back - Never Split the Difference Part 2 from 2019-09-05T11:30

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 sal...

Why Listening is a Salesperson's No.1 Tool - Never Split the Difference Part 1 from 2019-08-29T12:04:19

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...

Interview with Ian Mills Co-Author of 'The SalesPerson's Secret Code' from 2019-08-22T11:53:41

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 u...

Company Culture and Lessons in Leadership - Ian Mills 'The Salesperson's Secret Code' Part 4 from 2019-08-15T11:28:03

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 co...

Characteristics, Attributes and Actions that are Necessary for Success - Ian Mills 'The Salesperson's Secret Code' Part 3 from 2019-08-08T11:41:14

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.

How to Be Creative Under Pressure - Ian Mills 'The Salesperson's Secret Code' Part 2 from 2019-08-01T12:59:38

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 ...

Small Improvements That Make a Big Impact - Ian Mills 'The Salespersons Secret Code' Part 1 from 2019-07-25T13:09:23

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. &...

Interview with Tony J Hughes Author of Combo Prospecting from 2019-07-22T08:51:41

 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 la...

Why Persistent and Annoying Salespeople Have More Customers - Tony Hughes 'Combo Prospecting' Part 3 from 2019-07-11T10:58:59

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 guid...

Building Your Brand and What NOT to Do on LinkedIn - Tony Hughes 'Combo Prospecting' Part 2 from 2019-07-04T13:29:09

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 ...

Salespeople Are Becoming Passive and Lazy - Tony Hughes 'Combo Prospecting' Part 1 from 2019-06-27T12:39:20

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 s...

How to Say No When You Can't Add Value - Michael Hyatt 'Free to Focus' Part 3 from 2019-06-21T08:54:36

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 ...

Don't Allow Yourself to Get Distracted, Say NO - Michael Hyatt 'Free to Focus' Part 2 from 2019-06-14T08:01:44

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 dis...

How to Stay Focused in a Distraction Economy - Michael Hyatt 'Free to Focus' Part 1 from 2019-06-06T15:22:11

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 im...

Interview with Keenan - Why Ego is a Salesperson's BEST and WORST Asset from 2019-05-30T13:51:09

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 s...

Why Curiosity is the Best Selling Technique - Keenan 'Gap Selling' Part 3 from 2019-05-22T10:30:27

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 LinkedI...

Why You Shouldn't Go After Prospects with Pain - Keenan 'Gap Selling' Part 2 with Benjamin Denney from 2019-05-16T16:23:51

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...

You Don't Need to be Likeable to be Successful - Keenan 'Gap Selling' Part 1 from 2019-05-09T16:26:26

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...

Interview with Timothy T Sullivan 'Multifaceted Selling for Modern Buyers' from 2019-05-03T09:10:21

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 bu...

How important are processes and motivation in sales? - Eades and Sullivan 'The Collaborative Sale' Part 3 from 2019-04-26T08:54:14

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 sha...

How to Utilise Social Media Effectively - Eades & Sullivan 'The Collaborative Sale' Part 2 from 2019-04-18T08:55:22

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'...

The Millennial Sales Paradigm - Eades & Sullivan 'The Collaborative Sale' Part 1 from 2019-04-10T14:54:51

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 ...

Interview with Bob Burg Author of 'The Go Giver' from 2019-04-05T09:22:32

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 ...

The Best Sales Attitude to Have - Bob Burg 'Go Givers Sell More' Part 2 from 2019-03-29T11:11:39

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 be...

The Best Sales Advice I had When I was Young - Bob Burg 'Go Givers Sell More' Part 1 from 2019-03-22T14:48:50

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)&nbs...

Interview with James Muir author of 'The Perfect Close' from 2019-03-15T14:40:13

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 al...

Why Adding Unexpected Value is More Important Than You Think - James Muir 'The Perfect Close' Part 4 from 2019-03-08T13:26:24

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 an...

Why Prospects Go Silent - James Muir 'The Perfect Close' Part 3 from 2019-03-01T13:16:03

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, fol...

Tips on Advancing the Sale - James Muir 'The Perfect Close' Part 2 from 2019-02-22T11:54:19

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 commitment...

Why Non-Verbal Communication is Just as Important as Verbal Communication - James Muir 'The Perfect Close' Part 1 from 2019-02-15T13:53:20

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...

Interview with Anthony Iannarino Sales Advice and How to Win and Close Your Dream Client from 2019-02-08T11:11:17

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 L...

How to Become a Trusted Advisor - Anthony Iannarino 'Eat Their Lunch' Chapters 10, 11 & 12 from 2019-02-01T14:13:16

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 yo...

You Either Win, Or You LOSE in Sales - Anthony Iannarino 'Eat Their Lunch' Chapters 7, 8 & 9 from 2019-01-25T13:57:13

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 ...

3 Ways to Create Opportunities in Sales - Anthony Iannarino 'Eat Their Lunch' Chapters 4, 5 & 6 from 2019-01-18T10:05:38

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...

This book is a me vs the world book - Anthony Iannarino 'Eat Their Lunch' Chapters 1, 2 & 3 from 2019-01-11T12:00

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 tel...

Overview of the Sales Books We've Read So Far and Who We'd Recommend Them To from 2018-12-21T14:14:43

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 m...

Interview with Keith Rosen 5 Ways Sales Managers Can Add Value to Your Team from 2018-12-14T16:15:28

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 inte...

Simple advice that will make you more successful - Keith Rosen 'Sales Leadership' Chapters 10-14 from 2018-12-06T16:52:57

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 interestin...

Overturning Objections - Keith Rosen 'Sales Leadership' Chapters 7, 8 & 9 from 2018-11-30T16:10:27

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: '...

The Fall of the Problem Solver - Keith Rosen 'Sales Leadership' Chapters 4, 5 & 6 from 2018-11-23T15:52:15

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, i...

A Must-Read for Salespeople and Sales Leaders - Keith Rosen 'Sales Leadership' Chapters 1, 2 & 3 from 2018-11-19T11:12:17

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 ar...

The Relentless Pursuit of 'Yes' - Jeb Blount 'Objections' Chapters 14, 15, 16 & Summary from 2018-11-12T12:15:49

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'...

How to Master Objections in Sales - Jeb Blount 'Objections' Chapters 11, 12 & 13 from 2018-11-05T11:59:23

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...

How Asking the Right Questions Can Overcome Objections - Jeb Blount 'Objections' Chapters 9 & 10 from 2018-10-26T14:13:34

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.  Listen

Jeb Blount 'Objections Chapters 5, 6, 7 & 8 'Why No One Can Make You Feel Inferior Without Your Consent' from 2018-10-22T12:08:17

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...

How to Overturn Conditional Responses Towards Salespeople - Jeb Blount 'Objections' Chapters 3 & 4 from 2018-10-12T14:55

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, ...

A Promising Start - Jeb Blount 'Objections' Chapters 1 & 2 from 2018-10-09T10:41:41

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 ...

Personality Traits of an Effective Leader - Peter Drucker 'The Effective Executive' Chapter 7 from 2018-10-01T11:20:58

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 Druc...

Are You an Effective Executive? - Peter Drucker 'The Effective Executive' Chapters 5 & 6 from 2018-09-24T15:52:51

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 ...

3 Ways to be Productive in Sales - Peter Drucker 'The Effective Executive' Chapter 4 from 2018-09-14T13:20:03

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...

How Great Timing Influences a Sale - Peter Drucker 'The Effective Executive' Chapters 2 & 3 from 2018-09-11T08:48:16

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 Had a Fight About This Book!! - Peter Drucker 'The Effective Executive' Chapter 1 from 2018-08-28T09:29:06

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 ou...

Sandler 'You Can't Teach a Kid to Ride a Bike at a Seminar' (7) from 2018-08-20T08:00

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

Sandler 'You Can't Teach a Kid to Ride a Bike at a Seminar' (6) from 2018-08-12T08:00

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 Executiv...

Sandler 'You Can't Teach a Kid to Ride a Bike at a Seminar' (5) from 2018-08-06T08:43:50

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!

Sandler 'You Can't Teach a Kid to Ride a Bike at a Seminar ' (4) from 2018-07-29T11:05:08

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.

Sandler You Can't Teach a Kid to Ride a Bike at a Seminar' (3) from 2018-07-23T08:00

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'

Sandler 'You Can't Teach a Kid to Ride a Bike at a Seminar' (2) from 2018-07-16T07:27:19

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

Sandler 'You Can't Teach a Kid to Ride a Bike at a Seminar' (1) from 2018-07-09T07:00:37

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

Belfort 'Way of the Wolf' Chapters 10,11 &12 from 2018-07-01T08:08:04

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...

Belfort 'Way of the Wolf' Chapters 7, 8 & 9 from 2018-06-25T08:00

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

Belfort 'Way of the Wolf' Chapters 4, 5 & 6 from 2018-06-19T08:05:23

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

Belfort 'Way of the Wolf' Chapters 1, 2 & 3 from 2018-06-11T08:27:17

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