Diary of a Sales Expert

Mar 11 2025 106 ep. 27 mins 1

Diary of a Sales Expert Podcast artwork

The Diary of a Sales Expert podcast is all about sales success and sales failures and the whole journey around sales and selling. In the podcast share stories, ideas, mistakes, and learnings to help ensure you can become better at selling. If you would like to find out more visit my website: https://jameswhite.business/ Frustrated at missing your sales targets? Take my scorecard to find out why this is. https://www.missingsalestargets.com/

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The best ways to use LinkedIn

Mar 11 2025 28 mins

The optimal utilisation of LinkedIn is paramount for individuals seeking to captivate their target market effectively. Remarkably, a staggering 98% of LinkedIn users do not engage in posting more than once monthly, which underscores a significant opportunity for those willing to adopt a more proactive approach. This episode elucidates the strategies that can transform LinkedIn from

4 Rules for Hiring Elite Sales People

Mar 04 2025 17 mins

The principal focus of this discourse is the articulation of four cardinal rules that facilitate the hiring of elite salespeople. Through my extensive experience in sales and business ownership, I have discerned the paramount importance of hiring individuals who exhibit not only skill but also the intrinsic qualities necessary for success. The first rule emphasizes the necessity of

The surprising power of silence on sales calls

Feb 25 2025 16 mins

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 episode of Diary of a Sales Expert James dives into the transformative power that silence wields during sales conversations. By embracing moments of quiet, we allow prospects the necessary space to reflect, thereby fostering deeper c

How customer retention drives revenue growth

Feb 18 2025 20 mins

Customer retention plays a pivotal role in driving revenue growth, as it fosters long-term relationships that significantly enhance a company's profitability. In this discourse, I elucidate the critical missteps made by a prominent brand, Dyson, which ultimately resulted in my irrevocable departure as a loyal customer. Through a detailed examination of this case, I aim to illuminat

Cricket Legend Jack Brooks on The Parallels Between Sport and Business

Feb 11 2025 85 mins

Jack Brooks, a former professional cricketer with a remarkable 15-year career, joins us to share insights from his journey through the world of cricket and beyond. Renowned for his impressive tally of 531 wickets and his pivotal role in two County Championships with Yorkshire, Jack reflects on the lessons learned from both sports and business. Our conversation delves into the paral

Getting started as a Sales Leader

Feb 04 2025 24 mins

Success as a sales leader necessitates a profound understanding of expectations and a strategic approach to leadership. In this discourse, I elucidate the fundamental steps essential for thriving in such a pivotal role. I commence by emphasizing the critical importance of acquiring clarity regarding the expectations set forth by superiors, which serves as the foundation for any bur

Why you are missing your sales targets

Jan 28 2025 23 mins

Are you struggling to meet your sales targets? This podcast dives deep into the critical reasons behind missed sales goals and offers actionable solutions to get you back on track. James discusses the common pitfalls, such as setting unrealistic targets, lacking a clear sales strategy, and failing to understand your market adequately. He emphasizes the importance of focusing on a s

How to book a meeting in 2025

Jan 21 2025 24 mins

Booking meetings with prospects for 2025 requires a clear purpose and a focus on problem-solving, rather than simply selling. James White emphasizes the importance of viewing sales as a duty to help clients rather than a mere job, which can significantly impact how potential clients perceive outreach efforts. He suggests that understanding the value a meeting provides to the other

How to write GREAT proposals

Jan 14 2025 24 mins

Writing great proposals is essential for avoiding the frustration of being ghosted by potential clients. James White emphasizes that proposals should not be mere documents of hope but rather clear outlines that confirm what you will deliver to the prospect. He discusses the importance of understanding the buyer's pain points and budget before sending a proposal, as well as the nece

The Complete Business Exit Strategy You Need to Know

Jan 07 2025 92 mins

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 extensive experience in the corporate world and provide valuable insights into the intricacies of business setup and sale. They emphasize the importance of having a clear plan and understanding the potential value of your business, while also