The Inside Game; How to Become a Top Performing Sales Person and Enjoy Every Step of the Way eBook Mark Shriner
Download As PDF : The Inside Game; How to Become a Top Performing Sales Person and Enjoy Every Step of the Way eBook Mark Shriner 
"The Inside Game" was designed to show you how to become a top performing sales person and enjoy every step of the way. It will show you how to immediately move forward on the road to achieving record sales, and how seemingly difficult sales tasks such as cold calling and networking can actually be quite enjoyable. These twin goals are accomplished by breaking down every aspect of sales into two types of activities; internal behaviors and external actions, and showing you how to quickly master both. If you want to master the secrets of the sales superstars, this is the book for you!
The Inside Game; How to Become a Top Performing Sales Person and Enjoy Every Step of the Way eBook Mark Shriner
This book was certainly crafted with the salesperson's goal of growing his or her business in mind. As my fellow reviewers have already covered, it delivers. In fact, for someone like myself who has had a decidedly non-sales career, Mark's work makes me think that even I could become a salesman with the proper determination and preparation.First, let's briefly recap the story-line. Mark observes that to achieve success, performance and enjoyment need to be linked. The better you do, the more fun you will have, creating a virtuous cycle which be perpetuated. To do so he identifies two sets of behaviors: internal, mindset-behaviors, and external actions, which in tandem will help you achieve record sales while making ostensibly onerous tasks downright enjoyable.
Internal behaviors take place on our heads. They include our emotions, thoughts, and rationalizations. They are absolutely controllable, and have a direct and immediate impact on our confidence, attitude, and well-being. By being aware of what they are and becoming adept at using them to our advantage, we can increase our motivation and effectiveness when approaching the external actions that sales professionals usually associate with a successful sales strategy.
External actions on the other hand include the steps that will be visible to the prospect, and hopefully eventual customer. They include such activities as researching leads, preparing for and conducting meetings, and developing proposals. These activities naturally have a direct effect on our external environment and can be observed and measured. They are intimately intertwined with our internal behaviors..
This is the gist of the book, and on the surface it reads like a manual for a salesperson starting out in the profession and eager to make his or her mark. On a personal level, as I consider my own career progression my motivation for picking up this volume was to consider how I can develop myself as a beginning salesman. Yet what I found is that Mark effectively addresses interpersonal skills on a much broader level, without the jargon-laden HR speak which can be easily found in many books covering leadership and business development.
In our modern times we are increasingly seeing jobs being replaced by automation, even such highly skilled professions as interpreters, trainers, and private detectives. Transaction-based work, no matter how ostensibly specialized, is moving down the value chain. As a result, higher value work in virtually any profession will involve the need to bring tangible incremental value to your stakeholder. Even if you do not consider yourself a a salesperson per se, you have no reason not to follow the principles laid out in this book to establish trust with your prospects, deliver results, and profit from the outcome.
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The Inside Game; How to Become a Top Performing Sales Person and Enjoy Every Step of the Way eBook Mark Shriner Reviews
"Inside Game" is one of my favorite Sales Book with a lot of practical advice.
Lots of practical advices and insights from an experienced and talented salesperson.
A highly recommended read if you want to improve your sales skills or build a successful business.
I really like how the book give you the tools to recognize and adjust your internal behaviors, which is often the reason for lack luster sales performance. The book is equally successful at presenting tactics to improve your external activities. A very balanced way of approaching not just sales, but everything else in life.
I highly recommend this book. Its thoughtful and concise writing style is helpful in explaining an often-overlooked factor in achieving record sales - attitude and its impact on performance. The author, a top performing sales professional himself, helps the reader appreciate first what is happening inside and how this might be turned to advantage. Then he smartly moves to breaking down the practical activities every sales person should and can do well, and explains how these daily sales activities and the mindset we all need to reach our goals are linked in a feedback loop. If you want to make record sales and have fun along the road, this book is for you.
This book is different than most "sales" books as it provides a lot of advice on how to stay motivated and positive when working in a sales job. I really liked the chapters about "hard and easy" and "the importance of attitude." Highly recommended.
I loved this book. It is absolutely marvelous. You will find it filled with keen insights, motivating and tremendously useful towards becoming a successful sales person. You will learn how to break through obstacles and achieve what you want in Life.
This book was certainly crafted with the salesperson's goal of growing his or her business in mind. As my fellow reviewers have already covered, it delivers. In fact, for someone like myself who has had a decidedly non-sales career, Mark's work makes me think that even I could become a salesman with the proper determination and preparation.
First, let's briefly recap the story-line. Mark observes that to achieve success, performance and enjoyment need to be linked. The better you do, the more fun you will have, creating a virtuous cycle which be perpetuated. To do so he identifies two sets of behaviors internal, mindset-behaviors, and external actions, which in tandem will help you achieve record sales while making ostensibly onerous tasks downright enjoyable.
Internal behaviors take place on our heads. They include our emotions, thoughts, and rationalizations. They are absolutely controllable, and have a direct and immediate impact on our confidence, attitude, and well-being. By being aware of what they are and becoming adept at using them to our advantage, we can increase our motivation and effectiveness when approaching the external actions that sales professionals usually associate with a successful sales strategy.
External actions on the other hand include the steps that will be visible to the prospect, and hopefully eventual customer. They include such activities as researching leads, preparing for and conducting meetings, and developing proposals. These activities naturally have a direct effect on our external environment and can be observed and measured. They are intimately intertwined with our internal behaviors..
This is the gist of the book, and on the surface it reads like a manual for a salesperson starting out in the profession and eager to make his or her mark. On a personal level, as I consider my own career progression my motivation for picking up this volume was to consider how I can develop myself as a beginning salesman. Yet what I found is that Mark effectively addresses interpersonal skills on a much broader level, without the jargon-laden HR speak which can be easily found in many books covering leadership and business development.
In our modern times we are increasingly seeing jobs being replaced by automation, even such highly skilled professions as interpreters, trainers, and private detectives. Transaction-based work, no matter how ostensibly specialized, is moving down the value chain. As a result, higher value work in virtually any profession will involve the need to bring tangible incremental value to your stakeholder. Even if you do not consider yourself a a salesperson per se, you have no reason not to follow the principles laid out in this book to establish trust with your prospects, deliver results, and profit from the outcome.
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