Diary of an IT Sales Expert

Hosted by James White

Business Entrepreneurship

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Episodes

171

Latest episode

Jun 2026

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About the show

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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60 recent

June 10, 202631 min

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.

June 3, 202626 min

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 Change02:55 - Focusing on a Niche Market05:46 - Understanding Your Audience09:08 - The Importance of Relevance11:56 - Becoming Known for Something15:02 - Training and Standard Operating Procedures17:50 - Scaling Your Business21:02 - Conclusion and Inspirational StoryCTA 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.

May 27, 202627 min

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.Chapters00:00 Understanding Personality Types in Management09:49 The Importance of Communication and Relationships20:07 Managing Emotions and Reactions24:05 Inspirational Stories and Final ThoughtsCTASales 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.

May 20, 202648 min

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.Chapters00:00 - 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 EntrepreneursCTA 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

May 13, 202628 min

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.

May 6, 202623 min

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 trainingkey topicsUnderstanding 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, replyChapters00:00 Understanding Sales Objections 10:02 Decoding 'I Want to Think About It'20:12 Effective Strategies for Handling ObjectionsCTASales 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.

April 29, 202650 min

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 NameDebbie Mrazek00:00 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 SalespeopleCTA 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.

April 22, 202632 min

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 Introduction01:09 Asking the Right Questions04:40 Qualifying the Prospect Correctly07:30 Understanding what the Prospect Values10:24 Showcasing Your Value14:44 Understanding the Prospects’ Reaction to Price18:12 Isolate the Objection24:53 Taking your Time with the Prospect27:22 Summary29:39 ConclusionGet 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.

April 15, 202656 min

How To Build And Exit An 8 Figure Business

On this week’s episode, James White is joined by his long-time friend, David Harris, who is an investor and the executive chairman at One Big Circle.They discuss David’s career, which started in sales, and pivoted after he decided to take a risk and launch an IT Consultancy and Software Engineering firm, Purple Secure Systems, with business partner, Jez Williams. James and David deep dive into the 10+ years he spent pouring into Purple Secure Systems, which touches on business expansion, adaptation and staying motivated while finding footing in what started as a service to a niche market. Connect with David Harris via LinkedIn: https://uk.linkedin.com/in/david-harris-0ba569 https://onebigcircle.co.uk/ Key Takeaways:Finding what motivates a person to work.The role of hard work in founding a business. Treating every opportunity as a learning experience.Developing strong work ethics, being willing to make sacrifices, being flexible, and staying resilient during ups and downs. Creating the right work culture for your teams. Timestamps:00:00 Introduction01:44 Early Career and David’s Work Ethics20:01 Launching Purple Secure Systems31:32 The Expansion of Purple Secure Systems40:50 Departure from Purple Secure Systems46:00 David’s journey as an Investor52:25 Advice for Business Owners54:23 ConclusionGet 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.

April 8, 202621 min

How to get hold of hard to reach prospects

In this podcast episode, the speaker embarks on a comprehensive exploration of the intricacies involved in successfully reaching out to prospects who are notoriously difficult to engage. The conversation begins with an acknowledgment of the evolving challenges posed by technological advancements, particularly the introduction of caller ID, which has significantly complicated direct communication efforts. The speaker advocates for the establishment of a target list comprising 100 key prospects, emphasizing the necessity of relevance in sales for the year 2026 and beyond. Throughout the discussion, listeners are introduced to a plethora of strategic techniques designed to enhance their outreach efforts, including the importance of conducting thorough research on potential clients, the necessity of maintaining an engaging social media presence, and the value of offering insightful resources that address specific pain points within their industry. The speaker encourages a balance of creativity and professionalism in outreach methods, suggesting innovative approaches such as video prospecting and personalized direct mail campaigns as viable alternatives to traditional methods. The episode culminates in a powerful reminder of the significance of relationship-building, not only with prospective clients but also with gatekeepers, thereby reinforcing the idea that effective salesmanship is predicated on the cultivation of trust and mutual respect. This episode serves as an invaluable resource for sales professionals seeking to refine their strategies in an increasingly competitive market.Takeaways:In the contemporary business environment, reaching hard-to-contact prospects necessitates innovative methods and strategies.Establishing a concise and relevant list of top prospects is vital for sales effectiveness.Conduct thorough research on prospects to personalize engagement without crossing into intrusive territory.Utilize diverse outreach strategies such as video prospecting and direct mail to enhance contact opportunities.Building relationships with gatekeepers can facilitate access to decision-makers in organizations.Persistence and consistent follow-up are crucial, as many sales require multiple interactions to achieve success.