Τα καλύτερα Sales Expert podcast (2024)

1
You'll sell more when you adapt your personality styles 22:40

5d ago22:40

22:40

Understanding the different personality types of prospects is crucial for increasing sales success. In this episode, James discusses a framework that categorizes people into four distinct colours based on their personality traits: reds, yellows, greens, and blues. Each colour represents a unique style that influences their interactions and decision…

1
Your Authority Paradox - Why Experts Stay Invisible, with Linda Ugelow 38:50

21d ago38:50

38:50

Ever notice how the most brilliant experts often remain hidden in plain sight? 💡 Here's a mind-bender: what if the thing holding back your business isn't your expertise or strategy, but simply your relationship with being seen? In this episode, I speak with Linda Ugelow, author of "Delight in the Limelight" about transforming that fear of visibilit…

1
Making Sales Frameworks Work For You (Not the Other Way Around) -- Part 2 with Jeff Bajorek 17:26

6d ago17:26

17:26

With so many sales frameworks to choose from, it’s easy to get lost in the rules and lose sight of what makes each approach effective. We met Sales Coach Jeff Bajorek in a recent episode of Closing Time, where he walked us through the highs and lows of various sales methodologies like the MEDDICC sales methodology, Miller-Heiman strategic selling, …

1
What is involved in raising funds for your business 27:23

12d ago27:23

27:23

In this episode, James shares valuable insights on the essential steps to raise funds for a business effectively. He emphasizes that raising investment is a process that requires time, preparation, and a well-thought-out strategy. Drawing on his personal experiences, including raising over £475,000, James outlines the importance of being EIS regist…

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4 Top Sales Methodologies: Which Fits Your Organization Best? -- with Jeff Bajorek 15:19

14d ago15:19

15:19

Challenger vs. Sandler vs. Miller-Heiman vs. MEDDICC. How do you choose a sales methodology? In this episode of Closing Time, we welcome Sales Coach Jeff Bajorek as he walks us through the what, why, and when of the top sales methodologies on the market. Whether you are a new sales leader searching for the right program or a salesperson wanting to …

1
Unlocking Ethical Selling: Insights from Fred Copestake 1:00:42

19d ago1:00:42

1:00:42

In this episode, James welcomes Fred Copestake, a fellow sales coach and author, to discuss the importance of ethical selling in today’s business landscape. They delve into how sales professionals can effectively add value to their clients by focusing on understanding their needs rather than simply pushing products. Fred emphasizes the significance…

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Redefining Marketing: Customer-Centric Strategies for Agency Growth in 2025 -- with Marketbridge's Tony Mohr 24:46

21d ago24:46

24:46

Today’s most successful agencies know that real growth comes from putting the customer at the center of every strategy. But shifting to a truly customer-centric approach means rethinking traditional marketing tactics and rallying entire teams around a shared vision. In this episode of Closing Time, Tony Mohr, former CEO of strategic marketing agenc…

1
5 Questions to uncover the buyers pain 24:07

26d ago24:07

24:07

Understanding a prospect's pain is crucial for sales success. In the episode, James emphasises this by outlining five key questions that can help uncover the underlying issues faced by potential buyers. He firmly believes that people buy to satisfy a want or to alleviate a problem, and identifying these pain points is essential for effective sellin…

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What is Sales Enablement? And Why You Need the Function in Your Organization -- with Databrick's Danny Wasserman 19:58

28d ago19:58

19:58

The stigma is gone when it comes to sales enablement. Once the red-headed stepchild, sales enablement has grown into a key part of a successful go-to-market program. Join Danny Wasserman of Databricks in this episode of Closing Time as he talks about all things enablement - from answering the question ‘What is sales enablement’ to the tech stack, p…

1
Turn On Your Creativity - 2 Minutes to Better Business Ideas, with Julie Stout 42:30

28d ago42:30

42:30

Many people feel they’re not creative. They’re wrong - they just need to understand how to harness it. Having rapid access to your own creativity can transform your business - so how do we make it happen? This week on ‘Building your LeaderBrand’ spoke with Julie Stout, an entrepreneur and marketing agency owner who has spent 23 years in business. J…

1
The value of a buyer persona (ICP) 17:02

1M ago17:02

17:02

In this episode, James discusses why a buyer persona is vital for a business. Having an ideal customer avatar is vital for sales and marketing. It helps us cut through the noise and speak to our target market, but of course, that doesn’t mean we cannot take on clients outside of that demographic. James talks about a recent experience in which he sp…

1
How to Lead Your Sales Team Through the Chaos of Mergers and Acquisitions -- with Epassi's Pete Briggs 16:36

1M ago16:36

16:36

Mergers and acquisitions are seemingly everywhere. The latest Deal Barometer forecasts that the 2024 US corporate M&A deal volume will increase by 20%, and US private equity M&A deal volume will be up by 16%. What does that mean for sales leaders managing teams through the process? How do you keep selling business as usual when there’s nothing usua…

1
Personal Wellbeing & Sustainable Business Growth, with Mike Morrison 39:25

1M ago39:25

39:25

Mental health problems, just like physical problems, range from a boo boo to a full blown crisis. We know how to take care of our physical bodies but business owners are both stoic and, with mental health - kind of accident prone. There’s a lot of pressure. In this deeply personal episode, Mike Morrison (founder of Membership Geeks) joins me for an…

1
My Best Sales Wins 28:27

1M ago28:27

28:27

In this special episode of Diary of a Sales Expert, James White pops the cork on his most memorable sales wins in honour of National Champagne Day. From the deals that weren’t the biggest but held the most meaning, to the moments that shaped his career, James reflects on the wins that truly matter in the world of sales. Join James as he shares the …

1
Buffalo Computer Graphics’ Journey to Successful CRM Adoption and Customization | Customer Spotlight 15:03

1M ago15:03

15:03

Successful CRM adoption can make or break a company’s ability to streamline processes and improve team efficiency, but it doesn’t stop there—customizability is key to making it truly work for your unique business needs. In this special Customer Spotlight edition of Closing Time, Anastasia Dorsheimer of Buffalo Computer Graphics shares how her team …

1
Why Followers Don’t Buy & How to Fix It!, with Louise McDonnell 42:22

1M ago42:22

42:22

Some build lead generation power ☢️ stations and others build lame 😒 ducks? In this episode of Building Your Leader Brand, I sit down with Louise McDonnell to unravel the real secrets behind making social media work for your business. We’re not talking about going viral or racking up likes—Louise shares how even small accounts can drive real, measu…

1
How to sell into corporate organisations 24:53

2M ago24:53

24:53

In this episode, following a recent sale of over £120K recently but £300K in the last 4 years. James talks about how he got the business, and what he did to obtain this deal. James started working with this organisation around 4 years ago, he breaks this episode down into several areas where he goes into far more detail: 03:29 - The entry point int…

1
How to Get Marketing Attribution Right in 2025 -- with LeadsRx's Larry Todd 13:21

2M ago13:21

13:21

When marketers get marketing attribution right, it opens up a whole new world to them in terms of finding efficiency with spending. However, the complexities of a multi-channel marketing team often lead to marketing attribution only showing a small piece of the puzzle. In this episode of Closing Time, meet Larry Todd of LeadsRx, a marketing attribu…

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How to lead teams, clients, audience & even yourself, with Dr Bill Gentry 40:43

2M ago40:43

40:43

In episode 281 of Building Your LeaderBrand, I sit down with Bill Gentry, an industrial organisational psychologist, leadership expert, and author of Be the Boss Everyone Wants to Work For: A Guide for New Leaders. Bill shares practical leadership lessons from his experience working with new leaders, emphasising the importance of fit, empathy, and …

1
Business and Sales Forcasting 26:17

2M ago26:17

26:17

In this episode, James discusses forecasting and how to remove the guesswork. Why forecast? In business, we need to know we can continue and ensure that we have the assets in place to win that business. James gives his insights and experiences into forecasting and why it is so important in business. He discusses forecasting for different business t…

1
How to Climb the Sales Career Ladder - Enterprise Edition -- with Craig Surgey 15:07

2M ago15:07

15:07

You know you’ve arrived as a sales professional when you have repeatable business as an enterprise seller. Large deal sizes and a 7-figure W2…you’ve arrived. How can you start your career off on the right foot to end up a successful enterprise seller? Is sales leadership your end goal? In this episode of Closing Time, meet Craig Surgey, head of sal…

1
Networking Strategies & AI Applications for Small Business, with Cheryl Laidlaw 33:28

2M ago33:28

33:28

If you run a business then making sure you are front and centre wherever opportunities happen often seems more a matter of luck than design. My business is all about changing that for clients. When I find someone doing smart things which get me excited - I love to share. In this week’s episode I ‘finally’ had the pleasure of chatting with Cheryl La…

1
Adversity to Success: Alexander Seery's Entrepreneurial Journey 1:02:43

2M ago1:02:43

1:02:43

In this episode of Diary of a Sales Expert, James White sits down with Alexander Seery, an entrepreneur who overcame a challenging start in life through a strong mindset and self-investment. Alexander shares his inspiring journey, how he turned adversity into success, with his ventures, from Property to Shifts to Success (which helps police officer…

1
Sales, Comedy, and Coping: The Role of Humor in B2B Sales -- with Tom Boston 18:50

2M ago18:50

18:50

There’s nothing funny about sales…or is EVERYTHING funny about sales? That’s the question for this week’s Closing Time guest, Tom Boston. The daily trials and tribulations of the modern seller are happening in offices and homes across the world every day. As a former Brand Awareness leader for SalesLoft, Tom created a safe, fun place for salespeopl…

1
How to write subject lines and e-mails that generate results 27:11

2M ago27:11

27:11

In this episode, James talks about subject lines and e-mails that get results. This is something James works with on his own sales team and when you implement this the chance of success increases. The average response rate of e-mails is between 1% and 3% at best, which is why many companies have automated e-mails however they are often very poor. J…

1
The Key to Creating Landing Pages That Convert? See Data From the 2024 Conversion Benchmark Report 11:41

2M ago11:41

11:41

Simple copy wins now more than ever. That’s what data from Unbounce, the global leader in landing page creation and optimization software, showed in the newly released 2024 Conversion Benchmark Report. Analyzing proprietary Unbounce data from over 57 million conversions across multiple industries, the report found a 2x conversion rate with simple c…

1
How to Outsmart Your Own 🧠 Thinking , with Laura Aura 31:48

2M ago31:48

31:48

In this episode of The Personal Brand Business Show, I had a conversation with Laura Ora, a speaker and coach from Pennsylvania. Laura shares her journey of transitioning from a successful branding agency to pursuing full-time speaking and offers profound insights on personal growth, authenticity, and professional evolution. Laura's mission is to d…

1
How to deal with asking the buyer their budget 24:41

2M ago24:41

24:41

In this episode, James talks about obtaining your prospect's budget. This is a big problem in the sales process; qualifying leads is vital as soon as possible to save time. James starts by talking about budgets and how they work. However, this is vital for qualifying leads so James covers how best to find if their budget matches the service you off…

1
From Minimal Viable Product to Market Domination: The 6 Pillars of Growth for SaaS Startups -- with Stijn Hendrikse 17:30

3M ago17:30

17:30

Getting your startup from the minimum viable product (MVP) to unicorn status doesn’t happen by chance. In this episode of Closing Time, we meet Stijn Hendrikse, GTM sales coach and author of T2D3 - a handbook for early-stage SaaS leaders. T2D3 stands for tripling your annual revenue for two years in a row and then doubling it for three more years. …

1
How to Optimise for Passion & for Profit, with Jenna VanLeeuwen 36:20

3M ago36:20

36:20

In this episode I'm chatting with Jenna VanLeeuwen about the often-overlooked aspects of financial strategy that can make or break your business. From balancing work you love with essential growth activities like sales and marketing to planning for future financial stability, this conversation is packed with practical advice and wisdom. 🔑 5 Keys th…

1
The Importance of Building your own brand 26:14

3M ago26:14

26:14

In this episode, James discusses the importance of building a brand. With the rise of AI, James believes that brands are more important than ever. AI is, of course, the way the world is going, but that is why James believes building your own brand is so important. Humans prefer talking to humans. In addition, building a brand is about building trus…

1
Entering the Buyer-Led Growth Era (& How it Impacts Your Go-to-Market Motions) -- with Sean Piket 19:32

3M ago19:32

19:32

You’ve heard of the six go-to-market motions, but there's a new kid on the block...buyer-led growth. Meet Sean Piket, a fractional CRO and founder of RevXsell. Sean is passionate about buyer-first, customer-centric B2B selling, and he coined buyer-led growth to help sellers recognize the way today’s buyer wants to buy. This isn't a new motion but r…

1
Simplify to Amplify : Virtual Assistants & Leadership, with Kris Ward 47:16

3M ago47:16

47:16

In the latest episode of The podcast, I sat down with Kris Ward to talk about how entrepreneurs approach their business time, team, and toolkit management. Kris shares some real belters on reducing work hours, improving productivity, and the vital role of Virtual Assistants (VAs) can play when you get it right. 🎙 Key Takeaways: - Team Building & Ef…

1
Why your Body's Health is key to your Business Success - Felicity Jay 1:03:34

3M ago1:03:34

1:03:34

In this episode, James welcomes Felicity Jay to talk about our bodies and how we can get the most out of them. James himself feels this is vitally important in business. We drive our businesses and operating at our peak feeling great is vital to business success. If you would like to know more about James, and how he helps businesses with their sal…

1
The 10 Commandments of Daily Sales Success -- with Kevin "KD" Dorsey 17:56

3M ago17:56

17:56

B2B sales has never been more of a challenge than it is today—buying committees are complex, sales cycles are long, and buyers are inherently risk-averse. When you’re focused on the big picture (closing deals and hitting quota), it’s easy to forget how your daily activities drive your success or hold you back. In this episode of Closing Time, Kevin…

1
How to reset your Mindset, with Sean Osborn 42:54

3M ago42:54

42:54

Today on The Personal Brand Business Show I'm speaking with Sean Osborne who shares his journey from homelessness to building a multimillion-dollar tech company by age 30. Sean broke down the importance of having a solid email list as an unshakeable business asset and we delved into mindset mastery, the impact of surrounding yourself with successfu…

1
Thinking outside the box 22:44

3M ago22:44

22:44

In this episode, James talks about sales challenges and gives some ideas on how you can think outside the box to overcome those challenges. Here are the main parts of the podcast but be sure to listen to get James’s insights. 1 – Self-review and Self Reflection 2 – Create some time to think away from distractions 3 – Brainstorm and write ideas down…

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How to Sell to Mid-Sized Businesses -- with Insightly & Unbounce CEO Steve Oriola 14:05

3M ago14:05

14:05

Many businesses aspire to move upmarket to enterprise, but there’s a catch—long, sometimes painfully long, deal cycles and demanding customers can make it a challenging arena. If your small business deals aren’t fueling your growth, here’s a tip: don’t underestimate the mid-market advantage. Mid-market companies (typically with 50-250 employees) of…

1
Mastering Productivity and Avoiding Shiny Object Syndrome with Louise Miller 31:23

3M ago31:23

31:23

This week on the podcast I'm speaking with incredible productivity mentor, Louise Miller! We delved into the secrets behind maintaining sanity while launching multiple ventures, the critical importance of starting where you are, and the magic of focusing on the essentials. In this episode, Louise and I tackled various topics, from tackling the shin…

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