Diary of a Sales Expert
Episodes
The journey of selling a £100k plus piece of software
17 Jan 2024
Contributed by Lukas
In this episode, James talks about how he has helped one of his clients sell a £100k plus piece of software. If you have enjoyed this episode, please...
How to network to win business with Bradley Hatchett
10 Jan 2024
Contributed by Lukas
In this episode, James is joined by Bradley Hatchett owner of Network My Club to talk about networking. Bradley has a love of all things sports and de...
How to sell high and wide into business
03 Jan 2024
Contributed by Lukas
It is a known fact in sales that selling to existing customers is easier than finding a new client. In this episode, James talks about selling high an...
How to build a sales machine that scales
27 Dec 2023
Contributed by Lukas
In this episode, James talks about building not just a successful sales team, but a sales team that scales.If you have enjoyed this episode be sure to...
10 Key factors to know when you are ready to sell
20 Dec 2023
Contributed by Lukas
In this episode, James talks about a common problem within sales and that is trying to sell to someone too early. He talks about 10 key factors to tak...
Why your prospect has to believe you!
13 Dec 2023
Contributed by Lukas
In this episode, James speaks about one of the most important aspects of sales. The need for your prospect to have belief in you and your business. If...
Can you cross the value gap in your buyers mind?
06 Dec 2023
Contributed by Lukas
In this week's episode, James talks about one of the key fundamentals of sales the gap in your buyer's mind. He then goes on to cover the 5 key points...
Why Emotional Sales Intelligence Matters More Than You Think!
29 Nov 2023
Contributed by Lukas
In this episode, James speaks about the importance of emotional intelligence in business leaders and managers. He uses examples from his work with num...
Why people buy
22 Nov 2023
Contributed by Lukas
In this episode, James talks about the reason that people buy. This can be broken down into a number of reasons to solve a problem or forfil a desire....
Master the art of referrals in sales
15 Nov 2023
Contributed by Lukas
In this episode, James unravels a hidden gem of sales success - the art and importance of referrals. Drawing from his extensive experience as a sales ...
How to see the positives in a no
08 Nov 2023
Contributed by Lukas
In this episode, James covers how to find the positives in "no" when it comes to sales. As sales professionals we often see the word no as a negative,...
What can business learn from sport?
01 Nov 2023
Contributed by Lukas
In this episode, James speaks to Catherine Baker who is the author of "Staying the Distance". In this books, Catherine takes a look at the similaritie...
Mistakes most B2B salespeople make
25 Oct 2023
Contributed by Lukas
In this value-packed episode, James talks about the biggest mistakes he sees when selling B2B and explains how you should go about your sales if you w...
How to master the foundations of sales
18 Oct 2023
Contributed by Lukas
In this episode, James unveils the blueprint for sales success, laying down the essential foundations that every sales professional must master. Tune ...
How to sell to the C-suite?
11 Oct 2023
Contributed by Lukas
In this episode, James dives into a critical aspect of sales success - connecting with the decision-makers at the top.With decades of experience in sa...
Build the mindset of a successful salesperson
04 Oct 2023
Contributed by Lukas
In this episode, "Build the Mindset of a Successful Salesperson," James delves deep into the psychological landscape that underlies every successful s...
Get inside the mind of your buyer. An interview with the incredible Melina Palmer
27 Sep 2023
Contributed by Lukas
In this episode, James speaks to Melina Palmer from The Brainy Business (httpsthebrainybusiness.com) to talk about Behavioural Economics. Behavioural ...
How to find your ideal client
20 Sep 2023
Contributed by Lukas
In this episode, James talks about the importance of finding your ideal client. This is vital and when done well makes not only working with that pers...
Changing your sales habits
13 Sep 2023
Contributed by Lukas
In this episode, James talks about the importance of changing sales habits to bring about sales success. If you have enjoyed this episode be sure to s...
How to use video in your sales outreach
06 Sep 2023
Contributed by Lukas
In this episode, James talks about the benefits of video within your business, he goes on to explain the huge benefits when using video as part of you...
How to lead your sales team through uncertain times
30 Aug 2023
Contributed by Lukas
In this episode, James talks about leading your sales team through uncertain times. We all know that the market is tough at the moment, inflation is h...
Where people go wrong when following up on sales opportunities
23 Aug 2023
Contributed by Lukas
In this punchy episode, James talks about the importance of following up on sales opportunities to drive sales success and talks about where he thinks...
What a Global Sales Trainer and Leader learned from working for Elon Musk
16 Aug 2023
Contributed by Lukas
In this episode, James speaks to Billy Samoa Saleeby to the podcast. Billy is a podcast genius but he also had an incredible career with sales. Most n...
How to avoid burnout as a small business owner
09 Aug 2023
Contributed by Lukas
In this episode, James talks about 3 ways to avoid burnout as a small business owner. Being a small business owner can be hard and our businesses can ...
Why university worked for me but it wasn't what I learnt
02 Aug 2023
Contributed by Lukas
In this episode, James talks about his time at university. This may not be what he intended to learn but in this episode, he talks about the lessons h...
Why some sales managers fail!
26 Jul 2023
Contributed by Lukas
In this episode, James talks about why a sales manager he has previously worked with failed. James explores where this person went wrong and talks abo...
How Sebastian Bates is building a multi- million pound company
19 Jul 2023
Contributed by Lukas
In this episode, James talks to a serial entrepreneur about sales, Sebastian Bates is the founder of a number of businesses including the Warrior Acad...
How to be effective in Story telling in sales
12 Jul 2023
Contributed by Lukas
In this episode, James talks about the power of storytelling when it comes to sales. Storytelling is powerful and if used successfully can help bring ...
Why I complete challenges regularly
05 Jul 2023
Contributed by Lukas
In this episode, James speaks about Challenges and why they are good for you. James recently completed the second year of his own 1:10:100 challenge. ...
Getting Past the Gatekeeper
28 Jun 2023
Contributed by Lukas
In this episode, James talks about getting past the gatekeeper to make contact with the decision-makers within the business a common problem for sales...
Why Sales culture is so important for your business to grow
21 Jun 2023
Contributed by Lukas
In this episode, James talks about creating a sales-driven culture and why it is important in your business. A sales culture can propel your business ...
3 common sales fears and how you can overcome them!
14 Jun 2023
Contributed by Lukas
In this episode, James talks about the 3 R's in Sales Reaction, Rejection, and Reputation and why it is important to overcome them in sales.If you hav...
Are you a Sales hunter or Farmer?
07 Jun 2023
Contributed by Lukas
In this episode, James talks about Sales Hunters and Sales Farmers 2 types of salespeople within sales. Which one are you?If you enjoyed this episode,...
My Biggest Sales Mistake
31 May 2023
Contributed by Lukas
In this episode, James talks about his biggest sales mistake. Mistakes are a part of life, and what is important is that we learn the lessons from the...
10 things successful Salespeople do!
24 May 2023
Contributed by Lukas
In this episode, James talks about the little things that sales professionals can do to elevate themselves and bring sales success, he breaks this dow...
How Gary ran 365 marathons!
17 May 2023
Contributed by Lukas
In this episode, James is joined by Gary McKee who was one of our early inspirational stories, Gary has a truly exceptional achievement that reached t...
Reading the signs in sales
10 May 2023
Contributed by Lukas
In this episode, James talks about the importance of reading the signs when it comes to making sales. If we read the signs wrong this can lead to a sa...
Chatbot GPT (AI) in Sales
03 May 2023
Contributed by Lukas
In this episode, James talks about Chatbot GPT which is a form of AI that seems to be taking the world by storm. There is no doubt that AI is going to...
Taking early action in sales
26 Apr 2023
Contributed by Lukas
In this episode, James talks about the importance of taking early action when it comes to making sales. This is vital in taking the stress away and ma...
How to handle sales objections
19 Apr 2023
Contributed by Lukas
This episode follows on from last week's episode around sales questions, and in this episode, James covers some common sales objections and how you ca...
Sales Questions for Sales Success
12 Apr 2023
Contributed by Lukas
In this episode we follow on from last weeks podcast where we talked about following up with value, today James discusses sales questions. This really...
Follow up with value in Sales
05 Apr 2023
Contributed by Lukas
In this episode, James talks about Follow up which is an important part of sales success. James talks openly about follow-up and how it should be done...
8 Pet Hates in Sales
29 Mar 2023
Contributed by Lukas
In this episode, James talks about building credits in sales rather than debits. These are little things that you can do to help sway sales in your fa...
Don't be everything to everyone
22 Mar 2023
Contributed by Lukas
In this episode, James speaks about the importance of identifying your target customers. Don't be everything to everyone, it's about working with a sp...
The key to sales success - Vision, Mission, Values & your Why
15 Mar 2023
Contributed by Lukas
In episode 3 James talks about the foundations of a successful business, looking at the importance of your Vision, Mission, Values, and Your Why. Thes...
Knowing your own weaknesses, and how to overcome them
08 Mar 2023
Contributed by Lukas
In this second episode, James White the Sales Expert talks about knowing your weaknesses and how to overcome them. When we understand our weaknesses, ...
My Sales Story
28 Feb 2023
Contributed by Lukas
Welcome to our new podcast, The Diary of a Sales Expert with James White a small business sales expert and the founder of the Small Business Sales Aca...