Diary of an IT Sales Expert

James White
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  • Entrepreneurship
  • Updated Weekly

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. 5d ago

    The 7 Hard Truths About MSP Growth

    There are 7 Key components of #salesgrowth for MSPs and IT service providers Each has a key role in allowing good companies to scale and become great Do you agree with the 7? Especially point number 2? Have a listen and tell me I'm wrong Chapters 00:00 - Introduction to the 7 Hard Truths about MSP Growth 02:07 - Technical Brilliance vs. Soft Skills and Sales Engines 05:38 - Bespoke Setups Kill Scalability 09:34 - Founders as the Biggest Bottleneck 13:25 - Growth Requires Capital Investment in People and Systems 17:20 - A Niche Beats a Generalist 21:52 - Lack of a Structured, Repeatable Sales Process 25:04 - Sales Cycles in the MSP Space are Long 29:11 - Inspirational Story: Ann Makosinski and the Hollow Flashlight 30:21 - Closing Thoughts and "Eat or Be Eaten" Ethos 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.

    31 min

  2. Jun 3

    5 amazing gains when you NICHE down & a BIG update about the Podcast

    For years, I've given customers advice on achieving sales success, but during all that time, I wasn't heeding my own advice. I thought I was different. I enjoyed being different. Speaking to people from all over the world about their respective sales challenges gave me a buzz and of course so many of the fundamentals of sales and winning business are the same. But I was not being true to myself And I was also not going to hit an objective I had set for myself WITHOUT making some changes. I had to start drinking my own champagne. Which is what I am now going to do. All shared in this week's podcast episode. Trust me, its worth 20 mins of your time. There are 5 GAME changing reasons why. Chapters 00:00 - Introduction to Personal Change 02:55 - Focusing on a Niche Market 05:46 - Understanding Your Audience 09:08 - The Importance of Relevance 11:56 - Becoming Known for Something 15:02 - Training and Standard Operating Procedures 17:50 - Scaling Your Business 21:02 - Conclusion and Inspirational Story 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.

    26 min

  3. May 27

    How To Manage Different Personality Types

    James White shares insights on managing different personality types in sales and business, emphasizing understanding, communication, and consistency to build effective relationships and achieve success. Chapters 00:00 Understanding Personality Types in Management 09:49 The Importance of Communication and Relationships 20:07 Managing Emotions and Reactions 24:05 Inspirational Stories and Final Thoughts 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.

    27 min

  4. May 20

    Lost It All To Multi Millionaire - Andrew Scott's Inspirational Story

    Andrew Scott shares his inspiring journey from early struggles in Belfast to building multi-million pound businesses, overcoming setbacks, and fostering an entrepreneurial spirit. This episode offers practical frameworks, insights on resilience, and tips for growth and success. Chapters 00:00 - From Ireland to Opportunity: Andrew's Journey 05:53 - The Power of Hard Work and Learning 11:53 - Turning Around Distressed Businesses 17:57 - The Importance of Metrics in Business 24:03 - Resilience and Rebuilding After Failure 25:41 - Strategic Planning and Operational Growth 26:59 - The Journey of Scaling a Business 27:57 - Overcoming Imposter Syndrome 30:35 - Celebrating Failure as a Stepping Stone 34:29 - Reviving the Entrepreneurial Spirit 38:21 - The Importance of Experimentation 40:08 - The Emotional Journey of Selling a Business 43:49 - Inspiring Future Entrepreneurs 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. Guest links Linkedin - https://www.linkedin.com/in/andrewscottgb/ Website - andrewscott.bio

    48 min

  5. May 13

    How To Raise Prices Without Losing Customers

    In this episode, James White Sales shares expert strategies on how to raise prices effectively without losing customers. He covers market insights, customer segmentation, communication tactics, and psychological framing to help businesses navigate price increases confidently. Key topics : Pricing strategies during market changes, Customer segmentation for price increases & Communication techniques for price hikes Chapters : 00:00 Introduction and Gratitude 00:57 Understanding Price Increases 04:59 Customer Segmentation for Pricing 10:39 Framing the Price Increase Conversation 12:34 Linking Price Increases to Added Value 14:02 Strategies for Effective Price Increases 18:15 Communicating Value and Confidence 20:50 Knowing When to Walk Away 22:44 Final Thoughts on Pricing and Value 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.

    28 min

  6. May 6

    How To Handle The 'I Want To Think About It' Objection

    In this episode, James White Sales explores how to handle the common sales objection 'I want to think about it.' He discusses the importance of asking the right questions, understanding different personality types, and effectively addressing underlying concerns to close more deals. keywords sales objections, sales strategies, handling objections, sales questions, DISC profiles, sales tips, sales psychology, closing deals, sales training key topics Understanding why objections happen The importance of asking questions in sales DISC personality profiles and their impact on sales Strategies to handle 'I want to think about it' objections The layer model: listen, acknowledge, identify, reply Chapters 00:00 Understanding Sales Objections 1 0:02 Decoding 'I Want to Think About It' 20:12 Effective Strategies for Handling Objections 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.

    23 min

  7. Apr 29

    Mastering Outside Sales: Debbie Mrazek Proven Strategies

    Join us for an inspiring conversation with Debbie Mrazek a sales veteran with over 40 years of experience. Discover her insights on building confidence, leveraging networks, mastering outside sales, and overcoming gender biases in sales. Perfect for sales professionals seeking practical tips and motivation. Keywords sales, sales tips, outside sales, confidence, networking, referrals, sales mindset, women in sales, sales strategies, sales success Guest Name Debbie Mrazek 00:00 Introduction to Sales and Personal Branding 02:58 Debbie's Journey in Sales 06:05 The Importance of Authenticity in Sales 08:58 Building Confidence and Overcoming Challenges 12:09 The Power of Referrals in Sales 14:56 Navigating Gender Dynamics in Sales 17:50 Time Management and Productivity in Sales 21:08 Final Thoughts on Sales Success 27:38 The Power of Silence in Sales 30:01 Mistakes in Outside Sales 35:11 Time Management in Sales 37:38 Reading Body Language and Intuition 39:50 The Human Element in Sales 44:20 Learning from Sales Mistakes 49:51 Takeaways for Aspiring Salespeople 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.

    51 min

  8. Apr 22

    How To Deal With Price Objections

    Price objections are not the end of a sale. In this week’s episode, I discuss everything you need to know about working around objections during sales calls and meetings. We look at the three main causes of price objections and how you can work around them. We also take a closer look at the actual reason your prospect may not be committing to the sale. Key Takeaways: The questions you should be asking.Qualifying prospects correctly to ensure they are a fit. Showcasing the value of your product and services.Identifying why they object, using the LAIR method, and active listening. Time Stamps: 00:00 Introduction 01:09 Asking the Right Questions 04:40 Qualifying the Prospect Correctly 07:30 Understanding what the Prospect Values 10:24 Showcasing Your Value 14:44 Understanding the Prospects’ Reaction to Price 18:12 Isolate the Objection 24:53 Taking your Time with the Prospect 27:22 Summary 29:39 Conclusion Get In Contact: 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
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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
    171
  • Rating
    Explicit
  • Copyright
    © Copyright 2026 James White
  • Show Website
    Diary of an IT Sales Expert

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