Diary of a Sales Expert

James White
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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/

  1. 2D AGO

    The Triumphs and Trials of Peter Trego: Lessons from a Sporting Legend

    The podcast delves into the life and accomplishments of Peter Trego, a celebrated cricketer, footballer, and golfer. Trego reflects on his extensive athletic career, spanning over two decades, during which he achieved significant milestones in cricket, notably as one of Somerset's finest players. He shares insights into the early recognition of his talent by teachers and coaches, emphasizing the importance of self-belief and perseverance in pursuing one's passion for sports. Trego's journey is not merely a tale of athletic prowess; it also encompasses the pressures faced in competitive sports, drawing parallels between the world of athletics and business. He discusses the mental fortitude required to perform under pressure, a skill that transcends sports and resonates deeply within the business realm. Throughout the conversation, Trego's humility and dedication to his craft are evident, leaving listeners with a profound understanding of the resilience necessary to achieve success in any field. Takeaways: The journey to success in sports often mirrors the challenges faced in business, emphasizing resilience and hard work.Self-belief is crucial; many successful individuals attribute their achievements to unwavering confidence in their abilities.Handling pressure in high-stakes situations requires preparation, focus, and a calm mindset to perform effectively.The importance of nurturing genuine relationships, both in sports and business, cannot be overstated as they foster trust and collaboration.

    1 hr

  2. FEB 11

    How to run effective sales meetings

    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 structure, tight time management, and focused agendas can transform meetings from time-wasters into powerful performance tools. James shares practical frameworks to bring clarity and consistency to your sales meetings, including the LION model for weekly check-ins and the MIST model for monthly sessions. These structures help teams review progress, surface obstacles, and commit to clear next steps, while keeping energy and accountability high. This episode is a must-listen for sales leaders who want meetings that motivate their teams, improve communication, and directly contribute to hitting targets. Key Takeaways Effective sales meetings should be concise, ideally no longer than 45 minutes.A clear agenda with time limits keeps discussions focused and productive.The LION model provides structure for weekly updates around wins, obstacles, and commitments.Strong sales leadership involves engaging with individuals and supporting team morale.Documenting actions and commitments ensures accountability and follow-through.Adding feedback and motivation to monthly meetings helps drive sustained performance. Sales shouldn't feel like guesswork. Get clear, proven tactics delivered weekly — no fluff, just results. If you want to close more and stress less, this is for you. 👉 Subscribe here: https://www.jameswhite.business/newsletter-sign-up/ Enjoy the podcast? We’d love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you’ve enjoyed the podcast, we’d also really appreciate a review.

    28 min

  3. FEB 4

    The sales deal that saved the country

    In this episode, James is joined by Tom Baldock, Managing Director of Synertec, for an in-depth conversation on leadership, communication, and responsibility during times of crisis. Tom shares how Synertec played a critical role during the COVID-19 pandemic, delivering millions of vaccine invitations across the UK and supporting one of the largest public health communication efforts in history. He explains how the business evolved from a document management consultancy into a trusted partner for NHS trusts and healthcare organisations nationwide. The discussion goes beyond operations, exploring the pressures of leadership during uncertain times, the importance of customer-centric solutions, and why clear, ethical communication is vital when the stakes are high. Tom also reflects on his personal journey within the company and the principles that continue to guide Synertec’s growth and impact. This episode offers valuable insight for business leaders navigating complexity, scale, and responsibility in challenging environments. Key Takeaways Effective communication is critical during crisis situations, particularly within large public-sector organisations like the NHS.Synertec’s bespoke, customer-focused solutions enabled them to support millions during the COVID vaccine rollout.The evolution of Synertec highlights the importance of adapting services to meet changing client and societal needs.Leadership during crisis brings intense pressure, requiring clarity, resilience, and strong values.Ethical decision-making and prioritising community welfare strengthen long-term trust and reputation. Sales shouldn't feel like guesswork. Get clear, proven tactics delivered weekly — no fluff, just results. If you want to close more and stress less, this is for you. 👉 Subscribe here: https://www.jameswhite.business/newsletter-sign-up/ Enjoy the podcast? We’d love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you’ve enjoyed the podcast, we’d also really appreciate a review.

    1h 5m

  4. JAN 28

    Why you lose a deal in the last 10 minutes of a call

    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 losses rarely come out of nowhere and are usually the result of missed signals earlier in the process. James breaks down the importance of emotional intelligence in sales — recognising hesitation, resistance, or uncertainty before they become deal-breakers. He explores why engaging the real decision-maker is critical, how building a strong internal champion can protect deals, and why deeply understanding a prospect’s pain points is essential for closing successfully. This episode offers practical guidance to help sales professionals spot risks earlier, maintain momentum, and approach the final stages of a deal with confidence and control. Key Takeaways Deals often fall apart late on when the real decision-maker hasn’t been properly engaged.Building a strong internal champion reduces risk and strengthens your position in larger deals.Fully understanding and quantifying a prospect’s pain points makes the decision to buy far clearer.Failing to set clear next steps can stall momentum and jeopardise the close. Sales shouldn't feel like guesswork. Get clear, proven tactics delivered weekly — no fluff, just results. If you want to close more and stress less, this is for you. 👉 Subscribe here: https://www.jameswhite.business/newsletter-sign-up/ Enjoy the podcast? We’d love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you’ve enjoyed the podcast, we’d also really appreciate a review.

    33 min

  5. JAN 21

    Breaking Records Through Resilience with Josh Simpson

    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 calendar year. Josh achieved an extraordinary total of 581 courses in 365 days, surpassing the previous record and cementing his place in sporting history. But this conversation goes far beyond golf. Josh shares the deeply personal story behind his challenge, explaining how the loss of his mother became the driving force behind an ambition that tested him mentally, physically, and emotionally. From battling illness and exhaustion to managing the relentless logistics of travel and scheduling, Josh opens up about the realities behind the record. Together, James and Josh explore resilience, purpose, and the power of turning grief into positive action. Josh’s journey also had a greater mission at its heart — raising money for charity and proving what’s possible when determination is anchored to meaning. This episode is a powerful reminder that even in the face of adversity, extraordinary achievements are within reach. Key Takeaways Josh Simpson broke the world record by playing at least 581 different golf courses in one year.Personal tragedy played a central role in motivating Josh to undertake this immense challenge.Mental strength and physical endurance were just as important as golfing ability throughout the journey.Resilience and determination can transform grief into purposeful, life-changing action.Purpose-driven challenges can create meaningful impact beyond personal achievement.Careful planning and strong support networks were essential to overcoming the logistical demands of the record attempt. Sales shouldn't feel like guesswork. Get clear, proven tactics delivered weekly — no fluff, just results. If you want to close more and stress less, this is for you. 👉 Subscribe here: https://www.jameswhite.business/newsletter-sign-up/ Enjoy the podcast? We’d love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you’ve enjoyed the podcast, we’d also really appreciate a review.

    40 min

  6. JAN 14

    The Future of Sales with Richard Few: Connection, Culture, and Human Behaviour

    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 evolving and why genuine human connection is becoming increasingly valuable for salespeople. Richard shares his journey from a traditional sales background to building Sales Geek, a fast-growing organisation dedicated to improving the sales profession across the UK and beyond. He explains why empathy, emotional intelligence, and understanding human behaviour now matter more than pushing products or features. The conversation digs deep into the importance of great leadership, supportive sales cultures, and the role of community in helping salespeople thrive. Richard also reveals his bold long-term vision for Sales Geek: a thousand franchisees by 2030, each contributing their personal stories and impact to the wider mission. This episode is packed with insights on how to sell in a more human, meaningful way and how leaders can shape sales environments that bring out the best in their teams. If you'd like to find out more about Sales Geek, you can visit their website here: https://www.salesgeek.co.uk/about-us/ Key Takeaways Richard’s journey shows that understanding people matters far more than simply knowing your product.Building genuine relationships and solving real client needs is at the heart of successful selling.Sales Geek’s impressive growth is driven by offering high-quality guidance and support to small businesses across multiple regions.Empathy, emotional intelligence, and active listening are essential skills for modern sales success.A strong, supportive sales culture significantly boosts team performance and morale.Richard’s long-term vision of 1,000 Sales Geek franchisees highlights the power of community and shared purpose. Sales shouldn't feel like guesswork. Get clear, proven tactics delivered weekly — no fluff, just results. If you want to close more and stress less, this is for you. 👉 Subscribe here: https://www.jameswhite.business/newsletter-sign-up/ Enjoy the podcast? We’d love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you’ve enjoyed the podcast, we’d also really appreciate a review.

    1h 4m

  7. JAN 7

    How to build a Scalable Sales System for 2026

    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 wins, he explains why sustainable growth comes from clarity, structure, and consistency across your entire sales operation. James walks through the foundational steps every business owner must get right before scaling, from clearly defining your product or service and pricing, to understanding the metrics that actually drive performance. He highlights why documenting your sales process is essential, especially as teams grow, and how consistency across the customer journey prevents bottlenecks and missed opportunities. This episode is a practical guide for business owners who want to scale without chaos, using data, discipline, and well-designed systems to support long-term success. Key Takeaways Scaling starts with clearly defining your product or service and pricing structure.Sales targets must be realistic, particularly when longer sales cycles are involved.Documenting your sales process creates consistency and improves team performance.Using the right metrics helps identify weaknesses and opportunities within your sales funnel.A balanced inbound and outbound strategy maximises lead generation and conversions.Investing in the right technology stack is critical to supporting growth at every stage of the funnel. CTA Sales shouldn't feel like guesswork. Get clear, proven tactics delivered weekly — no fluff, just results. If you want to close more and stress less, this is for you. 👉 Subscribe here: https://www.jameswhite.business/newsletter-sign-up/ Enjoy the podcast? We’d love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you’ve enjoyed the podcast, we’d also really appreciate a review.

    37 min

  8. 12/31/2025

    19 Ways to Generate More Sales Meetings in 2026

    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: consistently generating meetings and new opportunities. He breaks down the full journey from first contact to conversion, explaining why early conversations matter just as much as closing the deal. James shares 19 practical, daily actions designed to help you improve the quality of your conversations, nurture prospects more effectively, and book more meetings. The emphasis throughout is on discipline, consistency, and understanding the real problems your potential customers are facing. As the year draws to a close, this episode encourages listeners to reflect on what’s worked, identify areas for improvement, and commit to better sales habits that drive long-term success. Key Takeaways Generating consistent meetings remains one of the biggest challenges in sales and must be tackled head-on.Understanding your prospect’s problems is the foundation of meaningful engagement.Keeping a clear, well-defined list of ideal prospects increases outreach effectiveness.Consistent, disciplined action is essential for building relationships and creating opportunities. Sales shouldn't feel like guesswork. Get clear, proven tactics delivered weekly — no fluff, just results. If you want to close more and stress less, this is for you. 👉 Subscribe here: https://www.jameswhite.business/newsletter-sign-up/ Enjoy the podcast? We’d love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you’ve enjoyed the podcast, we’d also really appreciate a review.

    31 min
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About

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/

Information

  • Creator
    James White
  • Years Active
    2023 - 2026
  • Episodes
    155
  • Rating
    Explicit
  • Copyright
    © Copyright 2026 James White
  • Show Website
    Diary of a Sales Expert

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