Diary of a Sales Expert
Episodes
Strategies for Engaging Hard-to-Reach Clients
08 Apr 2026
Contributed by Lukas
In this podcast episode, the speaker embarks on a comprehensive exploration of the intricacies involved in successfully reaching out to prospects who ...
How To Be Successful With "Inside" Sales
01 Apr 2026
Contributed by Lukas
A profound dialogue unfolds as Lynn Heidi, an industry veteran with three decades of experience in inside sales, shares her journey from an accidental...
Navigating Sales Losses: Lessons Learned from Failure
25 Mar 2026
Contributed by Lukas
This discussion elucidates the invaluable lessons I have gleaned from my experiences with unsuccessful sales endeavors. Central to my discourse is the...
Why Sales and HR Must Work Together with David Apicella
18 Mar 2026
Contributed by Lukas
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 conn...
Understanding the Reality of Sales Forecasting
11 Mar 2026
Contributed by Lukas
The focal point of this podcast episode centers on the criticality of effective forecasting within sales roles. I elucidate the intricacies of forecas...
Why Relationships Still Matter Most in Sales with Thom Souttar
04 Mar 2026
Contributed by Lukas
In this episode, James is joined by Thom Souttar, an experienced Business Development Director with over 20 years in sales and business growth across ...
The Irony of Illness: Self-Care Strategies for Busy Entrepreneurs
25 Feb 2026
Contributed by Lukas
In a compelling discourse on health and entrepreneurship, James, the podcast host, candidly discusses his recent experience with illness, which serves...
The Triumphs and Trials of Peter Trego: Lessons from a Sporting Legend
17 Feb 2026
Contributed by Lukas
The podcast delves into the life and accomplishments of Peter Trego, a celebrated cricketer, footballer, and golfer. Trego reflects on his extensive a...
How to run effective sales meetings
11 Feb 2026
Contributed by Lukas
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 s...
The sales deal that saved the country
04 Feb 2026
Contributed by Lukas
In this episode, James is joined by Tom Baldock, Managing Director of Synertec, for an in-depth conversation on leadership, communication, and respons...
Why you lose a deal in the last 10 minutes of a call
28 Jan 2026
Contributed by Lukas
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 l...
Breaking Records Through Resilience with Josh Simpson
21 Jan 2026
Contributed by Lukas
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 cal...
The Future of Sales with Richard Few: Connection, Culture, and Human Behaviour
14 Jan 2026
Contributed by Lukas
In this episode, James is joined by Richard Few, renowned sales expert and founder of Sales Geek. Together, they explore how the world of sales is evo...
How to build a Scalable Sales System for 2026
07 Jan 2026
Contributed by Lukas
In this episode, James breaks down what it really takes to build a scalable sales system as we move into 2026 and beyond. Rather than chasing quick wi...
19 Ways to Generate More Sales Meetings in 2026
31 Dec 2025
Contributed by Lukas
In this final episode of 2025, James focuses on one of the biggest challenges facing sales professionals and business leaders as we head into 2026: co...
Recap of 2025
24 Dec 2025
Contributed by Lukas
In this reflective end-of-year episode, James looks back on 2025 — a year defined by rapid change, particularly the continued rise of artificial int...
How to deal with price based issues or rejections
17 Dec 2025
Contributed by Lukas
In this episode, James tackles one of the most common challenges in sales: price objections. Rather than seeing price as the problem, James explains w...
How to promote the right people in sales
10 Dec 2025
Contributed by Lukas
In this episode, James dives into one of the most important responsibilities of any sales leader: promoting the right people. Drawing on years of expe...
How to sell multiple services to the same company
03 Dec 2025
Contributed by Lukas
In this episode, James breaks down the strategy behind selling multiple services to the same company, one of the most effective ways to increase reven...
Why you are being Ghosted and how to Avoid it
26 Nov 2025
Contributed by Lukas
In this episode, James tackles one of the most frustrating experiences in sales: being ghosted. When a prospect suddenly stops responding after positi...
How to handle new inbound leads effectively
19 Nov 2025
Contributed by Lukas
In this episode, James breaks down the essential steps for managing inbound sales leads, a critical part of the sales process that many professionals ...
Why most discovery calls fail and how I run mine
12 Nov 2025
Contributed by Lukas
In this episode, James tackles one of the most misunderstood parts of the sales process: the discovery call. Far too often, salespeople approach these...
How can you stand out in a crowded market in 2026
05 Nov 2025
Contributed by Lukas
In this episode, James explores what it will take to truly stand out as we move toward 2026, a time when authenticity, connection, and creativity will...
Why Outbound Still Matters and How to Do It Better
29 Oct 2025
Contributed by Lukas
In this episode, James breaks down the power of proactive selling and why waiting for leads to come to you is no longer enough. Using the vivid metaph...
What the top 1% of sellers do differently
22 Oct 2025
Contributed by Lukas
In this episode, James reveals what truly separates the top 1% of sales professionals from the rest. It’s not just about closing more deals; it’s ...
Outdated Sales Advice Is Killing You
15 Oct 2025
Contributed by Lukas
In this episode, James challenges one of the most enduring clichés in sales, the old “always be closing” mantra. He explains why this outdated ap...
Cracking the Code: What Makes 5-Star Customer Service
08 Oct 2025
Contributed by Lukas
In this episode, James reflects on the true meaning of exceptional customer service, drawing on his own experiences to highlight the stark differences...
From Dining Room Table to Acquisition: Gemma McGrattan’s Entrepreneurial Journey
01 Oct 2025
Contributed by Lukas
James welcomes the remarkable Gemma McGrattan to the podcast, who shares her inspiring journey of co-founding a highly successful business that grew f...
12 Sales Tips you Can Implement Today
24 Sep 2025
Contributed by Lukas
In this episode, James takes a moment to thank listeners for their ongoing support and feedback on the podcast. Building on that appreciation, he shar...
How Adaptable Are You… Really?
17 Sep 2025
Contributed by Lukas
In sales, things rarely go as planned. That’s why adaptability isn’t just a nice-to-have skill, it’s essential.In this episode, James shares why...
What the Wimbledon Tennis Championship can teach us about Sales
10 Sep 2025
Contributed by Lukas
What does the world’s most famous tennis tournament have to do with sales? A lot more than you might think.Fresh from a visit to Wimbledon, James sh...
Not Every Prospect Is Worth It — Here’s Why
03 Sep 2025
Contributed by Lukas
Should you ever give up on a prospect? It’s a tough question, but one every sales professional has to face.In this episode, James digs into the bala...
50 Things I have learned by the age of 50
27 Aug 2025
Contributed by Lukas
As James hits the milestone of his 50th birthday, he’s taking a moment to look back and share the 50 lessons that have shaped his career, his busine...
From Stuck to Scaling: Why Some Brands Win Big
20 Aug 2025
Contributed by Lukas
Why do some businesses smash their goals while others seem stuck in neutral? In this episode, James breaks down the seven key differences between comp...
How to dominate in a competitive market
13 Aug 2025
Contributed by Lukas
In a crowded marketplace, being “good” isn’t enough; you’ve got to be different. In this episode, James dives into one of the most critical (a...
What my sales week actually looks like
06 Aug 2025
Contributed by Lukas
Ever wondered what a typical week looks like for a sales trainer who’s still in the trenches?In this episode, James gives you an honest, behind-the-...
"You’re Not Following Up Enough (Yes, You!)
30 Jul 2025
Contributed by Lukas
If there’s one thing that separates average salespeople from great ones, it’s this: follow-up.In this episode, James dives into one of the most ov...
How to hone down on a niche market
23 Jul 2025
Contributed by Lukas
In this episode, James tackles one of the biggest mistakes business owners make, trying to sell to everyone. Inspired by a question from listener Feli...
Own Your Expertise – The Key to Standing Out in Sales
16 Jul 2025
Contributed by Lukas
In this episode, James gets straight to the point: too many professionals undervalue what they know, especially when it comes to sales. Whether you’...
How to Build & Sell a Valuable Business | Chris Spratling
09 Jul 2025
Contributed by Lukas
If your business is your pension plan, you'd better make sure it's valuable, and sellable. In this episode of Diary of a Sales Expert, James interview...
Do you need a personal brand to be successful?
02 Jul 2025
Contributed by Lukas
The necessity of a personal brand for achieving success is a topic of considerable debate, and I assert that it is not an absolute requirement. Throug...
3 Rituals that will keep you winning
25 Jun 2025
Contributed by Lukas
In this episode, I discuss the significance of three essential rituals that serve as the foundation for sustained success in the domain of sales. The ...
Amazon Sales Machine - How to sell like Jeff Bezos
18 Jun 2025
Contributed by Lukas
Selling like Amazon is an art that transcends conventional sales techniques, a discipline that requires an unwavering commitment to customer satisfact...
3 Lessons from the worlds greatest Sales People
11 Jun 2025
Contributed by Lukas
The principal focus of this episode revolves around the invaluable lessons imparted by three of the world's foremost sales luminaries. Each exemplifie...
How to spot a bad prospect
04 Jun 2025
Contributed by Lukas
Sales is an intricate art, and one of its paramount skills is the ability to discern a bad prospect. I, James White, will elucidate the essential indi...
What Happens When You MASTER the Art of Sales Mindset
28 May 2025
Contributed by Lukas
Watch sales expert Kristie Jones dive deep into the mental toughness required to succeed in sales. Discover why sales is more than just skill, and how...
The great debate, should sales and marketing be one team
21 May 2025
Contributed by Lukas
The focal point of this discussion revolves around the prevailing debate regarding the integration of sales and marketing into a singular cohesive ent...
What great sales leaders do differently
14 May 2025
Contributed by Lukas
Great sales leaders distinguish themselves through their ability to articulate a compelling vision that inspires and energises those around them. In t...
Sales Clues or Buying Signals you can't ignore
07 May 2025
Contributed by Lukas
James White, a distinguished sales expert, elucidates the critical nature of recognising sales cues or buying signals that one cannot afford to overlo...
How to stay persistent without being annoying
30 Apr 2025
Contributed by Lukas
A question posed by a listener regarding the delicate balance of persistence in follow-ups without crossing the threshold into annoyance is at the for...
The real reason why decision makers ignore you
23 Apr 2025
Contributed by Lukas
Are you constantly being ignored by key decision-makers in your sales outreach? You're not alone — but you're probably making one (or more) of these...
What makes people say yes
16 Apr 2025
Contributed by Lukas
The intricacies of the sales process are often underappreciated, yet they play an integral role in determining the outcome of a sales interaction. A s...
Revealing the negotiation secrets I use (Yes, it works)
09 Apr 2025
Contributed by Lukas
Negotiation on larger purchases is an imperative skill that often goes underutilized, and I seek to elucidate its significance in this discourse. Many...
How to pitch effectively and win deals
02 Apr 2025
Contributed by Lukas
Pitching constitutes a pivotal element in the realm of sales, yet it is a practice fraught with peril when executed without due diligence. In our disc...
The ideal 1 to 1 meeting with one of your staff
26 Mar 2025
Contributed by Lukas
The optimal one-on-one meeting with a staff member is paramount for fostering a productive and supportive workplace environment. Establishing a consis...
How I closed a £980,000 IT deal with Dan Hicks
19 Mar 2025
Contributed by Lukas
Dan Hicks, a distinguished sales professional with nearly three decades of experience in the IT sector, shares the remarkable story of closing a £980...
The best ways to use LinkedIn
12 Mar 2025
Contributed by Lukas
The optimal utilisation of LinkedIn is paramount for individuals seeking to captivate their target market effectively. Remarkably, a staggering 98% of...
4 Rules for Hiring Elite Sales People
05 Mar 2025
Contributed by Lukas
The principal focus of this discourse is the articulation of four cardinal rules that facilitate the hiring of elite salespeople. Through my extensive...
The surprising power of silence on sales calls
26 Feb 2025
Contributed by Lukas
Sales calls often evoke a sense of urgency and the need for continuous dialogue; however, the profound impact of silence cannot be overstated. In this...
How customer retention drives revenue growth
19 Feb 2025
Contributed by Lukas
Customer retention plays a pivotal role in driving revenue growth, as it fosters long-term relationships that significantly enhance a company's profit...
Cricket Legend Jack Brooks on The Parallels Between Sport and Business
12 Feb 2025
Contributed by Lukas
Jack Brooks, a former professional cricketer with a remarkable 15-year career, joins us to share insights from his journey through the world of cricke...
Getting started as a Sales Leader
05 Feb 2025
Contributed by Lukas
Success as a sales leader necessitates a profound understanding of expectations and a strategic approach to leadership. In this discourse, I elucidate...
Why you are missing your sales targets
29 Jan 2025
Contributed by Lukas
Are you struggling to meet your sales targets? This podcast dives deep into the critical reasons behind missed sales goals and offers actionable solut...
How to book a meeting in 2025
22 Jan 2025
Contributed by Lukas
Booking meetings with prospects for 2025 requires a clear purpose and a focus on problem-solving, rather than simply selling. James White emphasizes t...
How to write GREAT proposals
15 Jan 2025
Contributed by Lukas
Writing great proposals is essential for avoiding the frustration of being ghosted by potential clients. James White emphasizes that proposals should ...
The Complete Business Exit Strategy You Need to Know
08 Jan 2025
Contributed by Lukas
Building a business of value is essential, whether for a future exit or to create a legacy. Caroline and Martin from 55 Financial share their extensiv...
Unlocking Sales Success: Insights from the podcast in 2024
01 Jan 2025
Contributed by Lukas
James White reflects on the highlights and lessons learned from the Diary of a Sales Expert Podcast in 2024, sharing valuable insights gained from his...
The Ultimate Sales Reading List: 6 Books You Can't Miss in 2024
18 Dec 2024
Contributed by Lukas
James White shares his favourite sales books of 2024, highlighting six impactful reads that can enhance your sales skills and understanding of custome...
From VP to AI Innovator: Brian Dietmeyer's Sales Journey
11 Dec 2024
Contributed by Lukas
James White is joined by Brian Dietmeyer to explore the evolving landscape of sales, negotiation, and the integration of AI in training sales professi...
How to leave effective voicemails that get a response
04 Dec 2024
Contributed by Lukas
Leaving an effective voicemail can significantly increase your chances of getting a response, and in this podcast, James White dives deep into the art...
Getting a first meeting with a prospect
27 Nov 2024
Contributed by Lukas
Getting a first meeting with a prospect is one of the toughest challenges in sales, and James White dives deep into effective strategies to overcome t...
You'll sell more when you adapt your personality styles
20 Nov 2024
Contributed by Lukas
Understanding the different personality types of prospects is crucial for increasing sales success. In this episode, James discusses a framework that ...
What is involved in raising funds for your business
13 Nov 2024
Contributed by Lukas
In this episode, James shares valuable insights on the essential steps to raise funds for a business effectively. He emphasizes that raising investmen...
Unlocking Ethical Selling: Insights from Fred Copestake
06 Nov 2024
Contributed by Lukas
In this episode, James welcomes Fred Copestake, a fellow sales coach and author, to discuss the importance of ethical selling in today’s business la...
5 Questions to uncover the buyers pain
30 Oct 2024
Contributed by Lukas
Understanding a prospect's pain is crucial for sales success. In the episode, James emphasises this by outlining five key questions that can help unco...
The value of a buyer persona (ICP)
23 Oct 2024
Contributed by Lukas
In this episode, James discusses why a buyer persona is vital for a business. Having an ideal customer avatar is vital for sales and marketing. It hel...
My Best Sales Wins
16 Oct 2024
Contributed by Lukas
In this special episode of Diary of a Sales Expert, James White pops the cork on his most memorable sales wins in honour of National Champagne Day. Fr...
How to sell into corporate organisations
09 Oct 2024
Contributed by Lukas
In this episode, following a recent sale of over £120K recently but £300K in the last 4 years. James talks about how he got the business, and what h...
Business and Sales Forcasting
02 Oct 2024
Contributed by Lukas
In this episode, James discusses forecasting and how to remove the guesswork. Why forecast? In business, we need to know we can continue and ensure th...
Adversity to Success: Alexander Seery's Entrepreneurial Journey
25 Sep 2024
Contributed by Lukas
In this episode of Diary of a Sales Expert, James White sits down with Alexander Seery, an entrepreneur who overcame a challenging start in life throu...
How to write subject lines and e-mails that generate results
18 Sep 2024
Contributed by Lukas
In this episode, James talks about subject lines and e-mails that get results. This is something James works with on his own sales team and when you i...
How to deal with asking the buyer their budget
11 Sep 2024
Contributed by Lukas
In this episode, James talks about obtaining your prospect's budget. This is a big problem in the sales process; qualifying leads is vital as soon as ...
The Importance of Building your own brand
04 Sep 2024
Contributed by Lukas
In this episode, James discusses the importance of building a brand. With the rise of AI, James believes that brands are more important than ever. AI ...
Why your Body's Health is key to your Business Success - Felicity Jay
28 Aug 2024
Contributed by Lukas
In this episode, James welcomes Felicity Jay to talk about our bodies and how we can get the most out of them. James himself feels this is vitally imp...
Thinking outside the box
21 Aug 2024
Contributed by Lukas
In this episode, James talks about sales challenges and gives some ideas on how you can think outside the box to overcome those challenges. Here are t...
Pricing and Packages with Robin Waite
14 Aug 2024
Contributed by Lukas
In this episode, James is joined by fellow business coach and friend Robin Waite owner of Fearless Business. Robin teaches business owners how to pric...
The Importance of Accountability
07 Aug 2024
Contributed by Lukas
In this episode of "Diary of a Sales Expert," James White delves into the importance of accountability in sales. James shares his approach to keeping ...
Sales and LinkedIn with Louise Brogan
31 Jul 2024
Contributed by Lukas
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 Li...
Mistakes I often see sales teams making
24 Jul 2024
Contributed by Lukas
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...
Death by Data - Don't let data ruin your sales potential
17 Jul 2024
Contributed by Lukas
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 ...
Procurement and Sales with Lindsey Eynon
10 Jul 2024
Contributed by Lukas
In this episode, James welcomes Lindsey, a procurement specialist, to the podcast. With sales and procurement closely intertwined, James seizes the op...
Sales Plan - What are they and why you need one
03 Jul 2024
Contributed by Lukas
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 i...
What separates the best from the rest in sales
26 Jun 2024
Contributed by Lukas
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 be...
Do "Old-School" sales techniques work?
19 Jun 2024
Contributed by Lukas
In this episode, James gives his insights on whether "old school" sales techniques work. This follows a conversation James has had with a salesperson ...
The Hidden 10%
12 Jun 2024
Contributed by Lukas
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...
Why are people not responding to my e-mails
05 Jun 2024
Contributed by Lukas
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, ...
Keeping on track of your 2024 goals
29 May 2024
Contributed by Lukas
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 give...
How to sell financial services with Bobby Sahota
22 May 2024
Contributed by Lukas
In this podcast episode, James is joined by Bobby Sahota a Financial Planner & Business Development Director at Attivo (independent financial plan...
Is Cold Calling still appropriate in 2024
15 May 2024
Contributed by Lukas
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 20...
Close that next big DEAL
08 May 2024
Contributed by Lukas
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 migh...