Diary of an IT Sales Expert

In this episode, James is joined by LinkedIn guru Louise Brogan. With a YouTube following of over 50,000, Louise shares her top tips for leveraging LinkedIn to boost your sales. Are you curious as to if you need a sales plan? Visit www.ineedasalesplan.com for a free survey and discover how James's sales plan course can help you. Don't forget to subscribe to the podcast and leave a review on your p...

In this episode, James highlights the common mistakes he sees sales teams making in his role as a sales coach. Learn how to avoid these and boost your team's success. Key mistakes discussed include: Not sharing information about what is and isn't working. Fighting with internal departments instead of collaborating. Failing to make an effort to learn and apply new knowledge. Not using prompts effec...

Welcome to another episode of "Diary of a Sales Expert" with James White! In this episode, James delves into the pitfalls of letting data hinder your sales potential. Discover how to strike the perfect balance between data-driven insights and genuine salesmanship to achieve optimal results. James also takes a moment to introduce an exclusive course on building the perfect sales plan. Are you curio...

In this episode, James welcomes Lindsey, a procurement specialist, to the podcast. With sales and procurement closely intertwined, James seizes the opportunity to delve into insightful discussions with Lindsey about their shared field. If you have enjoyed this podcast, be sure to subscribe for more weekly sales-related episodes. As you may have heard during the episode, I am launching a sales plan...

In this episode, James talks about the importance of a sales plan, what they are and why you need one. Sales Plans are vital, and James covers a lot in this episode, as mentioned he also has a video on YouTube about how to create the PERFECT sales plan, you can find that here: https://youtu.be/g5RhKYZvOMY In addition to this, James is about to launch an in-depth course, to help you create your own...

In this episode, James gives his views on what separates the best from the rest in sales, breaking this down into the 4 things that he believes the best salespeople do. These Points are: 1 - Being able to listen and show empathy. 2 - Being able to ask the right question, in the right way at the right time. 3 - Being able to probe beneath the surface. 4 - Doing the right thing, not the easy thing....

In this episode, James gives his insights on whether "old school" sales techniques work. This follows a conversation James has had with a salesperson who has an old-school style. James give his thoughts and the reasons why he thinks they do not work. If you have enjoyed this podcast be sure to subscribe for more weekly episodes, and if you are enjoying this podcast or finding it helpful then be su...

In this episode, James talks about what he calls the hidden 10%. When we show passion, calm, and empathy along with engaging in the right way with the buyer they will want to work with you. The hidden 10% is about building a strong relationship with buyers so they feel that you are the right choice even if that means making a slightly higher investment. If you have enjoyed this podcast be sure to...

In this podcast episode, James talks about the issue of people not responding to your e-mails. This is something that many salespeople struggle with, you've put in the time and effort but it has been wasted. there are a few key points to get a better success rate, they are: 1) Offer them VALUE. 2) Be Self Aware. 3) Understand the sales cycle, and be sure to follow up. 4 Be personalised. There are...

In this podcast episode, James talks about your 2024 goals now we are getting much further into the year. He asks how you are doing with them and gives some advice that he has found helpful when it comes to keeping consistent and achieving your goals. If you've enjoyed this podcast, be sure to subscribe on your podcast platform for more weekly episodes. As you may have heard, James is launching a...

In this podcast episode, James is joined by Bobby Sahota a Financial Planner & Business Development Director at Attivo (independent financial planners). Bobby works with Individuals and Business owners to Grow, Enhance & Protect what’s most important to them. Bobby was nominated for The Times Top Rated IFA from 2019 to 2024. As you can tell from her track record Bobby is truly amazing at s...

In this episode, James talks about cold calling, do cold calls or as James likes to call them (if they are done right) Targeted Calls still work in 2024? James gives his opinions as well as some valuable tips on how you can engage with your target customers. If you have enjoyed this episode be sure to subscribe for more weekly sales-related episodes. You may have heard during the episode that Jame...

In this episode, James covers a topic that many ask him about. That is “Why am I not closing deals”, James gives an honest account of why you might not be closing a deal, talking honesty about how a higher value deal could mean more work than closing in the early stages. James breaks this down into reasons why you might not be closing a deal, they are: 1)   Understanding the true outcome...

In this episode, James talks about the 3 key points as to how a business can fail. This follows the news of a big British business called Bodyshop going into administration. James talks about why he believes this happens, and talks about the experiences of his father (a sales director), and other CEOs. James breaks down and analyses some of the biggest businesses to fail, taking points we can all...

In this episode, James talks about Time Management a key area in sales. It doesn’t matter who we are, a multi-billionaire business person or someone running a small business, we all have 24 hours in a day but what the most successful people do is manage their time effectively. James gives some tips to help you manage your time effectively. This episode's key areas include: Time Blocks – James uses...

In this episode, James is joined by sales veteran Glenn Poulos, co-founder and Vice President of Gap Wireless Inc. Together, they explore Glenn's remarkable journey in the sales industry, beginning as a Technical Sales Rep in 1985 and progressing to founding successful companies. Tune in to gain actionable insights from two seasoned experts in the field of sales. Whether you're a budding salespers...

In this episode of "Diary of a Sales Expert," James White highlights the crucial skill of asking the right questions in sales—a skill that not only propels sales success but also enriches life skills. Mastering the art of timing, phrasing, and selecting the right questions is essential for becoming a sales expert. James provides insight into the types of questions that yield valuable information,...

In this insightful episode, James delves into the world of sponsorship, breaking down its various forms and sharing how he leverages sponsorships for teams and events through his business. Sponsorship can often be misunderstood, with many expecting immediate results in the form of leads. However, James, with his eight crucial points, sheds light on the true advantages of sponsorship and offers pra...

In this episode of the Diary of a Sales Expert Podcast, James White, the sales growth expert, delves into his current favourite reads that promise to mould the perfect mindset for sales triumph. Join us as James handpicks and shares invaluable insights from eight books, each chosen for their unique perspective and practical advice to elevate your sales game: The 5 am Club – Discover the power of o...

In this episode, James dives into why sometimes you might need to talk to someone higher up than the person you're dealing with, but also why it's usually not the best move. He breaks down the three kinds of people you'll find in any company: Decision Makers, Influencers, and Implementers. James shows us how knowing who's who helps us tailor our sales pitch to make sure we're talking to the right...

In this episode, James talks about not just following up but following up with value. This is something that can help you build trust with your prospect, by helping them with value we help build trust, and the chance of a sale increases. Why not take a look at our free resource "Convert leads more consistently" which can be found here: https://www.jameswhite.business/resources/convert-leads-more-c...

In this episode, James talks about the comparisons between sales and his favorite sport. Drawing the comparisons to being successful at sales, and to being successful at golf. James did a YouTube video about the 3 lessons we can learn from Tiger Woods come back win in sales, which can be found here: https://youtu.be/4S5f9I-gYvg?si=kLpySAth0i7z39jF If you've enjoyed this episode, be sure to subscri...

In this episode, James talks about how to handle the first sales meeting with a client. This is something that many struggle with, yet first impressions go a long way so in this episode James give his views on how you can go about this meeting in the best possible way. If you have found this podcast helpful, be sure to subscribe for more weekly episodes. And if you would like to get in the mind of...

In this episode, James talks about a personal experience he has had with a large telecoms company. James uses this experience to talk about how you should not look after your customers. Taking the opportunity of a bad experience to learn to improve for our customers. If you have enjoyed this episode, be sure to subscribe. If you want to get into the mind of your buyer, to get better sales results...

In this episode, James interviews Matt Garman who has an incredible business story. Starting his working life on a fishing boat Matt went on to achieve business success selling his business. What is next for Matt though and what can we learn from his story? If you would like to find out more about Growth Resourcing visit the website: https://growthresourcing.co.uk If you've enjoyed this podcast be...