Inward Book Club
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Welcome to the Inward Book Club audio experience where hosts Jonathan Graham (MD, Inward) and Michael Price (Partner, Inward) review an influential sales or business book each week. They deconstruct the advice given and add their veteran insights to help listeners improve their sales game. The authors and other special guests also join in the banter.
Inward Book Club
2M ago
The best show ever in the history of inward Book club .
If not the best then the most important .
Why ? because this book is the game changer .
Find out why - sales people who tell clients what to do sell more than those who are consultative.
Find out that sales people who close in an appointment sell more than those who don't .
Everything you thought you learned about not pushing a client , listening and not talking , and not closing .....IS WRONG ..read more
Inward Book Club
6M ago
In this episode the dynamic duo talk about "to sell is human" by Daniel Pink ..read more
Inward Book Club
8M ago
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 JG discuss "Naked Sales" by Ashley Welch and justin jones ..read more
Inward Book Club
11M ago
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
Why our clients are as frustrated as they are with the state of salesmanship they are experiencing
Why getting in the car for one client sales meeting trumps 5 video calls
Why sales scripts work
Why you can never be paid too much to pick up the phone and make a cold call
Why the phone is your friend
Sales prospecting is easy and Many many other topics for the modern sales professional ..read more
Inward Book Club
1y ago
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 practices, the difficulties of balancing democracy with executive decision in sales teams, and whether setting goals is the best method to get the most out of salespeople ..read more
Inward Book Club
1y ago
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 concept of one-upmanship is present throughout, and commodity sales ..read more
Inward Book Club
1y ago
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, the place of mavericks in a sales team, and ponder whether there is a new rule set in the profession today ..read more
Inward Book Club
1y ago
The guys continue with their reading of Qualified Sales Leader, discussing ideal customer profiles, the mentality of sales leadership and conversion ratios ..read more
Inward Book Club
1y ago
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 drive ..read more
Inward Book Club
1y ago
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 companies do wrong when interviewing and hiring candidates. Plus, the author is a top guy ..read more