Diary of an IT Sales Expert

If you want to close larger deals, you HAVE to be prepared for the deal to take time to complete. For many MSPs and service businesses, large deals can often take six to twelve months to close if not longer. What is critical are the actions you take in that time period to ensure your deal continues to move forward. You don't want to undo months of hard work by taking the wrong action and so in thi...

In this week's episode James White sits down with David Brooks as they discuss organizational politics, leadership transparency, and how openness can mitigate political challenges within organizations. Chapters 00:51 — David Brooks’ career journey from support to CEO 03:17 — Early inspiration, work ethic, and family influence 08:47 — Why communication became a leadership strength 14:15 — Sales tra...

In this episode, I challenge conventional sales advice, arguing that a focus on "pitching" is often what kills deals. Drawing from experiences with Managed Service Providers (MSPs), the discussion centers on why shifting from a "selfish" sales mindset to a curious, problem-solving approach is critical for success in today’s market. Chapters 00:00 - Introduction: Sales advice that sounds right but...

Many MSP and IT service business owners find themselves in a cycle of hiring a salesperson only for the role to fail within months. In this episode, we dig into the eight critical reasons why these hires don't work out from expecting a new hire to have a founder's drive to failing to provide a documented sales blueprint. Chapters 00:00 - Introduction: Why your new sales hire didn't work out 01:17...

There are 7 Key components of #salesgrowth for MSPs and IT service providers Each has a key role in allowing good companies to scale and become great Do you agree with the 7? Especially point number 2? Have a listen and tell me I'm wrong Chapters 00:00 - Introduction to the 7 Hard Truths about MSP Growth 02:07 - Technical Brilliance vs. Soft Skills and Sales Engines 05:38 - Bespoke Setups Kill Sca...

For years, I've given customers advice on achieving sales success, but during all that time, I wasn't heeding my own advice. I thought I was different. I enjoyed being different. Speaking to people from all over the world about their respective sales challenges gave me a buzz and of course so many of the fundamentals of sales and winning business are the same. But I was not being true to myself An...

James White shares insights on managing different personality types in sales and business, emphasizing understanding, communication, and consistency to build effective relationships and achieve success. Chapters 00:00 Understanding Personality Types in Management 09:49 The Importance of Communication and Relationships 20:07 Managing Emotions and Reactions 24:05 Inspirational Stories and Final Thou...

Andrew Scott shares his inspiring journey from early struggles in Belfast to building multi-million pound businesses, overcoming setbacks, and fostering an entrepreneurial spirit. This episode offers practical frameworks, insights on resilience, and tips for growth and success. Chapters 00:00 - From Ireland to Opportunity: Andrew's Journey 05:53 - The Power of Hard Work and Learning 11:53 - Turnin...

In this episode, James White Sales shares expert strategies on how to raise prices effectively without losing customers. He covers market insights, customer segmentation, communication tactics, and psychological framing to help businesses navigate price increases confidently. Key topics : Pricing strategies during market changes, Customer segmentation for price increases & Communication techni...

In this episode, James White Sales explores how to handle the common sales objection 'I want to think about it.' He discusses the importance of asking the right questions, understanding different personality types, and effectively addressing underlying concerns to close more deals. keywords sales objections, sales strategies, handling objections, sales questions, DISC profiles, sales tips, sales p...

Join us for an inspiring conversation with Debbie Mrazek a sales veteran with over 40 years of experience. Discover her insights on building confidence, leveraging networks, mastering outside sales, and overcoming gender biases in sales. Perfect for sales professionals seeking practical tips and motivation. Keywords sales, sales tips, outside sales, confidence, networking, referrals, sales mindset...

Price objections are not the end of a sale. In this week’s episode, I discuss everything you need to know about working around objections during sales calls and meetings. We look at the three main causes of price objections and how you can work around them. We also take a closer look at the actual reason your prospect may not be committing to the sale. Key Takeaways: The questions you should be as...

On this week’s episode, James White is joined by his long-time friend, David Harris, who is an investor and the executive chairman at One Big Circle. They discuss David’s career, which started in sales, and pivoted after he decided to take a risk and launch an IT Consultancy and Software Engineering firm, Purple Secure Systems, with business partner, Jez Williams. James and David deep dive into th...

In this podcast episode, the speaker embarks on a comprehensive exploration of the intricacies involved in successfully reaching out to prospects who are notoriously difficult to engage. The conversation begins with an acknowledgment of the evolving challenges posed by technological advancements, particularly the introduction of caller ID, which has significantly complicated direct communication e...

A profound dialogue unfolds as Lynn Heidi, an industry veteran with three decades of experience in inside sales, shares her journey from an accidental salesperson to an expert in telesales. The conversation reveals the essence of what constitutes successful selling today, particularly in a post-COVID landscape that has shifted traditional paradigms. Lynn emphasizes the necessity of adaptability in...

This discussion elucidates the invaluable lessons I have gleaned from my experiences with unsuccessful sales endeavors. Central to my discourse is the premise that the losses we endure in sales can serve as pivotal learning opportunities, fostering personal and professional growth. I share several critical insights, beginning with the importance of heeding one's intuition and recognizing the signi...

In this episode, James is joined by David Apicella , a highly experienced HR professional with over 25 years in the field, to explore the powerful connection between HR, leadership, and sales performance. The conversation focuses on why sales teams don’t succeed in isolation — and how HR strategy, culture, and leadership play a crucial role in shaping behaviour, motivation, and results. David expl...

The focal point of this podcast episode centers on the criticality of effective forecasting within sales roles. I elucidate the intricacies of forecasting, exploring what constitutes sound forecasting practices, and delineating the numerous challenges that often impede accurate predictions. Drawing from my personal experiences, particularly a formative lesson learned under the rigorous tutelage of...

In this episode, James is joined by Thom Soutter , an experienced Business Development Director with over 20 years in sales and business growth across sectors, including legal and healthcare. Together, they explore why long-term relationships remain the foundation of sales success, even as technology and AI continue to reshape the industry. Thom shares key lessons from his career, highlighting the...

In a compelling discourse on health and entrepreneurship, James, the podcast host, candidly discusses his recent experience with illness, which serves as a poignant reminder of the importance of self-care in the high-stakes world of business. Typically resilient against sickness, James finds himself facing a mild cold, compelling him to reflect on how maintaining one’s health is critical not only...

The podcast delves into the life and accomplishments of Peter Trego, a celebrated cricketer, footballer, and golfer. Trego reflects on his extensive athletic career, spanning over two decades, during which he achieved significant milestones in cricket, notably as one of Somerset's finest players. He shares insights into the early recognition of his talent by teachers and coaches, emphasizing the i...

In this episode, James breaks down what makes a sales meeting genuinely effective and why so many fail to drive real outcomes. He explains how clear structure, tight time management, and focused agendas can transform meetings from time-wasters into powerful performance tools. James shares practical frameworks to bring clarity and consistency to your sales meetings, including the LION model for wee...

In this episode, James is joined by Tom Baldock , Managing Director of Synertec , for an in-depth conversation on leadership, communication, and responsibility during times of crisis. Tom shares how Synertec played a critical role during the COVID-19 pandemic, delivering millions of vaccine invitations across the UK and supporting one of the largest public health communication efforts in history....

In this episode, James tackles a frustrating but common problem in sales: losing deals right at the end of a call. He explains why these last-minute losses rarely come out of nowhere and are usually the result of missed signals earlier in the process. James breaks down the importance of emotional intelligence in sales — recognising hesitation, resistance, or uncertainty before they become deal-bre...

In this deeply inspiring episode, James is joined by Josh Simpson , the world record holder for playing the most different golf courses in a single calendar year. Josh achieved an extraordinary total of 581 courses in 365 days , surpassing the previous record and cementing his place in sporting history. But this conversation goes far beyond golf. Josh shares the deeply personal story behind his ch...