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IRC Book Club

75 EpisodesProduced by Inward Revenue Consulting Website

Welcome to the IRC Book Club audio experience where hosts Jonathan Graham (MD, Inward Revenue Consulting) and Michel Price (Partner, Inward Revenue Consulting) review an influential sales or business book each week.They deconstruct the advice given and add their own veteran insights to help listener… read more

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#75: How many actually have the capability to sell to the C-Suite? | SELLING TO THE C-SUITE - PART 1

December 5th, 2019

44:38

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 …

HOW TO not be weak and impulsive - Interview with bestselling author Nir Eyal - Indistractable - Part 4

November 28th, 2019

43:10

We all know what we need to do to be successful, so why don't we do it?  Jonathan, Michael and Nir himself conclude the Indistractable series of IRC …

The difference between fast-paced and dysfunctional - Nir Eyal - Indistractable - Part 3

November 21st, 2019

32:13

We have an 'always on' culture. So we welcome distraction to avoid painful situations. Being distractable or 'indistractable can define whether YOU …

How to prevent distracting internal and external triggers - Indistractable by Nir Eyal - Part 2

November 14th, 2019

50:01

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, …

STOP SELF MEDICATING and become Indistractable - by bestselling author Nir Eyal - Part 1

November 7th, 2019

50:26

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 …

Interview with SALES MENTOR and Author Andy Paul - Amp Up Your Sales Part 5

October 24th, 2019

46:31

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 …

Humans LOVE stories - Amp Up Your Sales - Part 4

October 17th, 2019

28:18

Storytelling in sales is an art that can be particularly powerful, if harnessed correctly. Stories can be highly engaging as they appeal to the …

The deals you DON'T do make you successful - Amp Up Your Sales - Part 3

October 10th, 2019

37:12

The penultimate chapters offer some of Andy Paul's best advice with regards to cold calling, prospecting, qualification and pipeline. 

Quality over …

Ask for forgiveness not permission - Amp up Your Sales Part 2

October 4th, 2019

32:03

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 …

You buy time with the value you add - Amp Up Your Sales Part 1

September 26th, 2019

47:40

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 …

Top performers have a READY TO WALK mindset - Never Split the Difference Part 4

September 19th, 2019

30:21

Jonny and Mike finish and summarise their review of Christoper Voss' 'Never Split the Difference'. 

It's a book on negotiating, active listening and …

Never Use the Word WHY - Never Split the Difference Part 3

September 12th, 2019

44:29

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 …

Most Salespeople Don't Understand Empathy and it's Holding Them Back - Never Split the Difference Part 2

September 5th, 2019

30:33

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 …

Why Listening is a Salesperson's No.1 Tool - Never Split the Difference Part 1

August 29th, 2019

37:37

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 …

Interview with Ian Mills Co-Author of 'The SalesPerson's Secret Code'

August 22nd, 2019

51:24

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. 

Company Culture and Lessons in Leadership - Ian Mills 'The Salesperson's Secret Code' Part 4

August 15th, 2019

24:19

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 …

Characteristics, Attributes and Actions that are Necessary for Success - Ian Mills 'The Salesperson's Secret Code' Part 3

August 8th, 2019

35:35

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 …

How to Be Creative Under Pressure - Ian Mills 'The Salesperson's Secret Code' Part 2

August 1st, 2019

44:42

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 …

Small Improvements That Make a Big Impact - Ian Mills 'The Salespersons Secret Code' Part 1

July 25th, 2019

32:46

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 …

Interview with Tony J Hughes Author of Combo Prospecting

July 22nd, 2019

44:32

 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 …

Why Persistent and Annoying Salespeople Have More Customers - Tony Hughes 'Combo Prospecting' Part 3

July 11th, 2019

42:38

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 …

Building Your Brand and What NOT to Do on LinkedIn - Tony Hughes 'Combo Prospecting' Part 2

July 4th, 2019

49:34

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 …

Salespeople Are Becoming Passive and Lazy - Tony Hughes 'Combo Prospecting' Part 1

June 27th, 2019

48:21

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 …

How to Say No When You Can't Add Value - Michael Hyatt 'Free to Focus' Part 3

June 21st, 2019

42:59

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 …

Don't Allow Yourself to Get Distracted, Say NO - Michael Hyatt 'Free to Focus' Part 2

June 14th, 2019

35:30

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 …

How to Stay Focused in a Distraction Economy - Michael Hyatt 'Free to Focus' Part 1

June 6th, 2019

39:49

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/ …

Interview with Keenan - Why Ego is a Salesperson's BEST and WORST Asset

May 30th, 2019

43:17

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 …

Why Curiosity is the Best Selling Technique - Keenan 'Gap Selling' Part 3

May 22nd, 2019

29:49

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 …

Why You Shouldn't Go After Prospects with Pain - Keenan 'Gap Selling' Part 2 with Benjamin Denney

May 16th, 2019

56:31

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 …

You Don't Need to be Likeable to be Successful - Keenan 'Gap Selling' Part 1

May 9th, 2019

32:04

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 …

Interview with Timothy T Sullivan 'Multifaceted Selling for Modern Buyers'

May 3rd, 2019

1:00:44

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 …

How important are processes and motivation in sales? - Eades and Sullivan 'The Collaborative Sale' Part 3

April 26th, 2019

53:26

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 …

How to Utilise Social Media Effectively - Eades & Sullivan 'The Collaborative Sale' Part 2

April 18th, 2019

46:11

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 …

The Millennial Sales Paradigm - Eades & Sullivan 'The Collaborative Sale' Part 1

April 10th, 2019

48:24

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. …

Interview with Bob Burg Author of 'The Go Giver'

April 5th, 2019

48:10

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 …

The Best Sales Attitude to Have - Bob Burg 'Go Givers Sell More' Part 2

March 29th, 2019

52:25

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 …

The Best Sales Advice I had When I was Young - Bob Burg 'Go Givers Sell More' Part 1

March 22nd, 2019

38:32

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 …

Interview with James Muir author of 'The Perfect Close'

March 15th, 2019

53:34

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 …

Why Adding Unexpected Value is More Important Than You Think - James Muir 'The Perfect Close' Part 4

March 8th, 2019

34:52

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 …

Why Prospects Go Silent - James Muir 'The Perfect Close' Part 3

March 1st, 2019

39:29

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 …

Tips on Advancing the Sale - James Muir 'The Perfect Close' Part 2

February 22nd, 2019

34:45

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 …

Why Non-Verbal Communication is Just as Important as Verbal Communication - James Muir 'The Perfect Close' Part 1

February 15th, 2019

46:33

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 …

Interview with Anthony Iannarino Sales Advice and How to Win and Close Your Dream Client

February 8th, 2019

1:14:06

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 …

How to Become a Trusted Advisor - Anthony Iannarino 'Eat Their Lunch' Chapters 10, 11 & 12

February 1st, 2019

43:31

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 …

You Either Win, Or You LOSE in Sales - Anthony Iannarino 'Eat Their Lunch' Chapters 7, 8 & 9

January 25th, 2019

41:18

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 …

3 Ways to Create Opportunities in Sales - Anthony Iannarino 'Eat Their Lunch' Chapters 4, 5 & 6

January 18th, 2019

37:23

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 …

This book is a me vs the world book - Anthony Iannarino 'Eat Their Lunch' Chapters 1, 2 & 3

January 11th, 2019

59:55

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 …

Overview of the Sales Books We've Read So Far and Who We'd Recommend Them To

December 21st, 2018

39:57

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 …

Interview with Keith Rosen 5 Ways Sales Managers Can Add Value to Your Team

December 14th, 2018

54:01

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?

Simple advice that will make you more successful - Keith Rosen 'Sales Leadership' Chapters 10-14

December 6th, 2018

1:04:35

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 …

Overturning Objections - Keith Rosen 'Sales Leadership' Chapters 7, 8 & 9

November 30th, 2018

52:09

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 …

The Fall of the Problem Solver - Keith Rosen 'Sales Leadership' Chapters 4, 5 & 6

November 23rd, 2018

37:13

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 …

A Must-Read for Salespeople and Sales Leaders - Keith Rosen 'Sales Leadership' Chapters 1, 2 & 3

November 19th, 2018

44:17

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 …

The Relentless Pursuit of 'Yes' - Jeb Blount 'Objections' Chapters 14, 15, 16 & Summary

November 12th, 2018

40:57

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 …

How to Master Objections in Sales - Jeb Blount 'Objections' Chapters 11, 12 & 13

November 5th, 2018

32:08

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 …

How Asking the Right Questions Can Overcome Objections - Jeb Blount 'Objections' Chapters 9 & 10

October 26th, 2018

43:17

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 …

Jeb Blount 'Objections Chapters 5, 6, 7 & 8 'Why No One Can Make You Feel Inferior Without Your Consent'

October 22nd, 2018

38:41

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 …

How to Overturn Conditional Responses Towards Salespeople - Jeb Blount 'Objections' Chapters 3 & 4

October 12th, 2018

38:22

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 …

A Promising Start - Jeb Blount 'Objections' Chapters 1 & 2

October 9th, 2018

29:02

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 …

Personality Traits of an Effective Leader - Peter Drucker 'The Effective Executive' Chapter 7

October 1st, 2018

31:45

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 …

Are You an Effective Executive? - Peter Drucker 'The Effective Executive' Chapters 5 & 6

September 24th, 2018

37:59

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 …

3 Ways to be Productive in Sales - Peter Drucker 'The Effective Executive' Chapter 4

September 14th, 2018

43:07

Peter Drucker 'The Effective Executive' Chapter 4: 'Making Strength Productive' 

We've moved onto chapter 4 of Drucker's 'The Effective Executive' …

How Great Timing Influences a Sale - Peter Drucker 'The Effective Executive' Chapters 2 & 3

September 11th, 2018

34:53

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

August 28th, 2018

36:06

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 outdated. We are however, more …

Sandler 'You Can't Teach a Kid to Ride a Bike at a Seminar' (7)

August 20th, 2018

34:40

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)

August 12th, 2018

36:16

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

Sandler 'You Can't Teach a Kid to Ride a Bike at a Seminar' (5)

August 6th, 2018

26:58

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)

July 29th, 2018

39:57

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)

July 23rd, 2018

34:13

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)

July 16th, 2018

39:12

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)

July 9th, 2018

33:22

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

July 1st, 2018

43:45

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

June 25th, 2018

34:59

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

June 19th, 2018

20:04

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

June 11th, 2018

45:44

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


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