Diary of a Sales Expert Diary of a Sales Expert

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 this in his own business, he gives priorities to staff members then encourages staff to put in place time blocks in their diaries. He explains in detail how he breaks this down into high impact, medium impact and low impact and how his staff focus their time in these areas to achieve results.
Use of time during the day – utilising your time effectively during the day, James talks about the 5 am club which is a book James has found extremely helpful. This is all about owning your morning to set up your day well. James is a firm believer in “owning your morning” to set up well for the day. However, if you are not a morning person it doesn’t mean this principal won’t work for you, you simply adapt to find a time that works for you.
Journal – this can be an extremely effective method, if you can identify the night before your key tasks for the following day this can keep you focused, reduce procrastination and can help you achieve your goals over the longer term. Finding small talks for each day, over time can help you achieve some big goals.
Multi-tasking – James talks about the danger of multi-tasking, this can actually become extremely counterproductive and actually focusing on tasks can be far more effective. Trying to identify a few significant tasks, and then focusing on them can be extremely powerful.
Removing distractions – We live in a digital age where we are more connected than ever, sometimes simply removing distractions such as mobile phones to focus on other tasks for a period of time can be extremely effective.
If you’ve enjoyed this podcast, be sure to subscribe for more weekly sales-related episodes.
Did you know that James also has a new course coming out? It is all about writing the perfect sales plan, if you would like to find out more sign up here: Sales Plan Waiting List - James White

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 salesperson or an established business owner, this conversation is sure to inspire and inform.
You can find out more about Glenn on his website: https://glennpoulos.com/
If you have enjoyed this episode, be sure to subscribe for next week's Diary of a Sales Expert episode.
Also, did you know that James is launching a course about building your perfect sales plan? If you would like to find out more click the link: Sales Plan Waiting List - James White

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, including practical examples of using open-ended questions to uncover what truly matters to the buyer. By perfecting this technique, sales professionals can tailor their responses more effectively to meet the buyer's needs.
If you've found value in this episode, don't forget to subscribe for more weekly insights into sales excellence.
if you’ve enjoyed this episode, then you’ll love this free resource that James mentions in the episode (52 of the best sales qualifying questions to ask), you can download this free resource here: https://www.jameswhite.business/resources/52-of-the-best-sales-qualifying-questions-to-ask/
Also, James has done a YouTube video on asking the right questions which can be found here: https://youtu.be/IdxAgxBWNGE?si=c_TkNx6qwfweegBr

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 practical advice on how to make a significant impact and achieve your desired outcomes through strategic sponsorship efforts.
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James is also launching a course around building a sales plan, if you would like to find out more or sign up to be kept informed, click this link: https://www.jameswhite.business/sales-plan-waiting-list/

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 owning your mornings to ultimately own your day, packed with life-enhancing insights and productivity hacks.
The Conversion Code – A deep dive into effective landing pages and campaign strategies designed to boost your sales results.
Will Power – A straightforward guide on bolstering your drive and determination to succeed.
Great CEOs are Lazy – Learn how top executives craft structures and processes to ensure their businesses thrive, even in their absence.
$100M Dollar Leads – Gain expertise in generating leads that can transform your business landscape.
Magic Words – Explore the realm of behavioural economics to uncover the impact of specific words and phrases on your sales objectives.
Endure – Cameron's journey through discipline in a field far removed from sales, offering lessons on overcoming challenges to achieve your goals.
A Book Called No – Jim Camp's classic take on the strategic power of saying no, aligned with your mission and values, to foster business integrity.
These books are a treasure trove for sales professionals eager to expand their knowledge and refine their strategies for unparalleled success.
Tune in to gain a competitive edge in your sales career through the wisdom distilled from these essential reads, carefully selected by James White to guide you towards achieving sales excellence.
During this episode, we shared that James is launching a course around building a Sales Plan, if you would like more information or to join our waiting list visit: https://www.jameswhite.business/sales-plan-waiting-list/

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 person with the right message.
Tune in to sharpen your sales skills and learn how to navigate company structures more effectively.
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And if you would like to get in the mind of your buyer, check out our weekly newsletter here: https://www.jameswhite.business/newsletter-sign-up/