Diary of a Sales Expert

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Outdated Sales Advice Is Killing You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...

Why do companies fail

01 May 2024

Contributed by Lukas

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 goi...

Time management strategies

24 Apr 2024

Contributed by Lukas

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...

Why you are better to be last than second in sales

17 Apr 2024

Contributed by Lukas

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 rema...

Superpower Sales Techniques

10 Apr 2024

Contributed by Lukas

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 ...

Sponsorship

03 Apr 2024

Contributed by Lukas

In this insightful episode, James delves into the world of sponsorship, breaking down its various forms and sharing how he leverages sponsorships for ...

8 Books for Sales Professionals

27 Mar 2024

Contributed by Lukas

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 ...

Should I go above the person I am speaking to?

20 Mar 2024

Contributed by Lukas

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 usu...

How to follow up with value

13 Mar 2024

Contributed by Lukas

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 prospe...

Why sales is like golf

06 Mar 2024

Contributed by Lukas

In this episode, James talks about the comparisons between sales and his favorite sport. Drawing the comparisons to being successful at sales, and to ...

How to handle your first sales meeting with a client

28 Feb 2024

Contributed by Lukas

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 impressio...

How not to look after your customers.

21 Feb 2024

Contributed by Lukas

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 sh...

Sales, Selling a Business, Starting up a New Business and Rowing Across the Atlantic!

14 Feb 2024

Contributed by Lukas

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 achiev...

Be proud of your own history and story

07 Feb 2024

Contributed by Lukas

In this episode, James talks about the importance of recognising what has gone well, and not so well in your professional life. Some of the most succe...

Why you lost the deal

31 Jan 2024

Contributed by Lukas

In this episode, James talks about the key reason why you may have lost the sales deal. In business, learning from what went wrong is vital to achievi...

Why roleplay is a winning sales strategy

24 Jan 2024

Contributed by Lukas

Roleplay is something that professionals in all aspects of life do. It is no different in sales, in this episode, James talks about how roleplay can b...