A Pint with JG – Season 2 Episode 7 – ‘4 Reasons Why Interviews Are Like Dragons Den’

BY: Lauren Gardiner | December 10, 2018

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IRC Book Club #28 Keith Rosen ‘Sales Leadership’ 7, 8 & 9 ‘Overcoming Difficult Conversations’

BY: Lauren Gardiner | December 10, 2018

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IRC Book Club Episode 24 Keith Rosen ‘Sales Leadership’ Chapters 4, 5 & 6 ‘The Fall of the Problem Solver’

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 […]

BY: Lauren Gardiner | November 30, 2018

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IRC Book Club Episode 23 Keith Rosen ‘Sales Leadership’ Chapters 1, 2 & 3 ‘A Must Read For ALL Salespeople’

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 […]

BY: Lauren Gardiner | November 30, 2018

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IRC Book Club Episode 22 Jeb Blount ‘Objections’ Chapters 14, 15 & 16 ‘The Relentless Pursuit of ‘Yes”

We’re finishing our discussion on Jeb Blount’s ‘Objections’ this episode, chatting about chapters 14, 15 & 16 and then summarising the book and the value we’ve gained from it on the whole. Chapter 14: ‘Buying Commitment Objections’ Blount talks about isolating and clarifying an objection Don’t ‘Pump and Pounce’ – as he says. You shouldn’t […]

BY: Lauren Gardiner | November 15, 2018

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A Pint With JG – ‘4 Reasons Why an Interview is NOT an Interview’

BY: Lauren Gardiner | November 9, 2018

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IRC Book Club Episode 21 – Blount ‘Objections’ Chapters 11, 12 & 13

‘How to Master Objections’ This week we’re on chapters 11, 12 & 13 of Jeb Blount’s ‘Objections’ It’s not been our favourite book that we’ve read thus far, but it has been the best one and the most well-written. This book is inoffensive and we’re now at the point where we’re thinking ‘exactly right. But […]

BY: Lauren Gardiner | November 5, 2018

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IRC Book Club Episode 20 – Blount ‘Objections’ Chapters 9 & 10

‘Ask the Right Questions’ 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 […]

BY: Lauren Gardiner | October 29, 2018

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IRC Book Club Episode 19 – Blount ‘Objections’ Chapters 5, 6, 7 & 8

We’re racing through Jeb Blount’s ‘Objections’ this week, covering why people shouldn’t be afraid of cold-calling, how we suss out the ones who are and why they aren’t successful salespeople. 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 […]

BY: Lauren Gardiner | October 24, 2018

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IRC Book Club Episode 18 – Blount ‘Objections’ Chapters 3 & 4

We said last week that we’d have some killer takeaways from this book? Well, we weren’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 […]

BY: Lauren Gardiner | October 15, 2018

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IRC Book Club Episode 17 – 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 […]

BY: Lauren Gardiner | October 15, 2018

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IRC Book Club Episode 16 – Drucker ‘The Effective Executive’ Chapter 7 & Summary

We reach each the end of ‘The Effective Executive’ by Peter Drucker and BOY are we glad it’s over. We chat about Chapter 7 and about the book as a whole, so if you haven’t read it, this is the episode to watch! There is some really useful advice that we’ve taken on board and […]

BY: Lauren Gardiner | October 2, 2018

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