Diary of an IT Sales Expert

Should you ever give up on a prospect? It’s a tough question, but one every sales professional has to face.

In this episode, James digs into the balance between persistence and practicality. While following up is a vital part of winning new business, there are times when pushing harder just isn’t worth it. James explains how to spot the red flags that show a prospect doesn’t value what you offer, why qualifying properly matters, and when walking away might be the smartest move you can make.

Packed with practical advice and real-world insight, this episode will help you protect your time, focus on the right opportunities, and avoid chasing business that’s never going to close.

In this episode:

• The warning signs that a prospect isn’t worth pursuing
• Why valuing your offering is non-negotiable
• The importance of decision-making authority in sales conversations
• How to check if someone really fits your ideal customer profile
• Why budget alignment is critical from the start
• How to leave the door open, even when you walk away

Knowing when to persist and when to step back is a skill that separates good salespeople from great ones. This episode will help you master it.

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Enjoy the podcast? We'd love to hear from you! Email [email protected] to suggest topics for future episodes. If you've enjoyed the podcast, we'd appreciate a review.

As James hits the milestone of his 50th birthday, he’s taking a moment to look back and share the 50 lessons that have shaped his career, his business, and his life.

From the early days of learning the sales ropes to leading a successful business, these lessons are packed with hard-won insights, practical wisdom, and a few personal stories along the way. You’ll hear about the importance of finding purpose, building meaningful relationships, learning from failure, and why problem-solving always trumps “just selling.”

And to mark the occasion, James is giving listeners the chance to win a huge prize giveaway tune in for the details and get involved in the celebration!

In this episode:

• Why the journey matters as much as the destination
• How setbacks can become your greatest teachers
• The sales shift: from pushing products to solving problems
• The small daily challenges that build lasting resilience
• 50 lessons you can take into your own business and life

This is part reflection, part inspiration, and all about giving you the insights James wishes he’d known earlier.

Frustrated by missing sales targets? Struggling to hit your sales goals month after month?

Stop guessing!

Our scorecard reveals why you’re falling short. Take it now: https://www.missingsalestargets.com/

Enjoy the podcast? We'd love to hear from you! Email [email protected] to suggest topics for future episodes. If you've enjoyed the podcast, we'd appreciate a review.

Why do some businesses smash their goals while others seem stuck in neutral? In this episode, James breaks down the seven key differences between companies that thrive and those that struggle to get off the ground.

From the mindset of the leadership team to the systems that keep things running smoothly, James reveals the patterns he’s seen time and time again in businesses that achieve remarkable growth. You’ll learn why a true obsession with your customers, a willingness to experiment, and the ability to make quick, informed decisions are the real game-changers.

Packed with real-world examples and actionable insights, this episode is a blueprint for any business owner or leader who wants to move from stagnant to unstoppable, even in a challenging economy.

In this episode:

• Why leadership mindset is the number one driver of business growth
• The difference between selling products and obsessing over customer needs
• How scalable systems keep your business from relying on just a few people
• The role of experimentation in finding your next big win
• Why hiring for cultural fit can make or break your momentum
• How quick, informed decisions keep you ahead of the market

If you’re ready to leap from “getting by” to “flying high,” these seven lessons will set you on the right path.

Frustrated by missing sales targets? Struggling to hit your sales goals month after month?

Stop guessing!

Our scorecard reveals why you’re falling short. Take it now: https://www.missingsalestargets.com/

Enjoy the podcast? We'd love to hear from you! Email [email protected] to suggest topics for future episodes. If you've enjoyed the podcast, we'd appreciate a review.

In a crowded marketplace, being “good” isn’t enough; you’ve got to be different. In this episode, James dives into one of the most critical (and overlooked) parts of successful selling: your Unique Selling Proposition (USP).

Sharing a personal story from his very first business, where he secured funding in a highly competitive industry, James reveals how having a clear USP helped him stand out when others told him he wouldn’t make it. Now, he’s helping you do the same.

You’ll learn how to find and refine what makes your business different, how to use customer conversations to guide your positioning, and how to uncover market gaps your competitors are missing. Plus, James shares real-world examples of businesses that used their niche to dominate.

And it’s not just about going solo. James also explains how strategic collaborations can strengthen your position, boost your reach, and add extra value for your clients.

In this episode:

• How to define your USP and use it to win in any market
• What James learned from pitching investors in a crowded space
• Why understanding customer pain points is your sales superpower
• How to analyse competitors and spot the gaps you can own
• The hidden value of collaborating with complementary businesses
• Why pricing isn’t the only thing that wins clients, service and value matter more

If you’re tired of blending in, it’s time to sharpen your edge. This episode will show you how to stop chasing and start leading.

Frustrated by missing sales targets? Struggling to hit your sales goals month after month?

Stop guessing!

Our scorecard reveals why you’re falling short. Take it now: https://www.missingsalestargets.com/

Enjoy the podcast? We'd love to hear from you! Email: [email protected] to suggest topics for future episodes.

If you've enjoyed the podcast, we'd appreciate a review.

Ever wondered what a typical week looks like for a sales trainer who’s still in the trenches?

In this episode, James gives you an honest, behind-the-scenes look at how he structures his sales week, from lead generation and client calls to content creation and strategy planning. Sparked by a throwaway comment that assumed sales trainers are just failed salespeople, James sets the record straight and shares why he’s still so passionate about selling today.

He walks through how he uses time blocking to stay productive, why building a “fat funnel” is essential to sales success, and how to balance the grind with the rewards of helping clients win. Expect a mix of practical tactics, real-life stories (including the wins and the setbacks), and clear lessons that you can apply to your own sales process, whatever your industry.

In this episode:

• The truth about what sales trainers do day-to-day
• How James structures his sales week for maximum results
• Why time blocking is non-negotiable for sales success
• The power of building fat funnels to create better pricing and opportunity
• How to qualify leads and avoid wasting time
• Why selling is more like training at the gym than you might think

This one’s all about getting focused, staying consistent, and enjoying the journey, because sales done right isn’t just a job... It’s a craft.

Frustrated by missing sales targets? Struggling to hit your sales goals month after month?

Stop guessing!

Our scorecard reveals why you’re falling short. Take it now: https://www.missingsalestargets.com/

Enjoy the podcast? We'd love to hear from you! Email [email protected] to suggest topics for future episodes. If you've enjoyed the podcast, we'd appreciate a review.

If there’s one thing that separates average salespeople from great ones, it’s this: follow-up.

In this episode, James dives into one of the most overlooked yet most powerful elements in sales. Too many professionals give up after one or two touches, worried they’ll come across as pushy or annoying. But the truth? Most deals are done between the fifth and twelfth interaction.

James unpacks the mindset behind effective follow-up, sharing why persistence isn’t pestering when it’s done right. He also explains how to structure your follow-up strategy, the importance of adding value in every touchpoint, and how to stay organised using simple tools like a CRM.

If you’ve ever felt unsure about when or how often to follow up, this episode gives you the clarity and confidence you need to stay front-of-mind and close more sales.

In this episode:

• Most sales are lost because people give up too soon
• The stats that show just how vital follow-up is
• How to follow up without sounding desperate
• Using different channels to stay visible and add value
• Why your CRM might be your most powerful sales tool

Start following up like a professional and watch your conversion rate rise.

Frustrated by missing sales targets? Struggling to hit your sales goals month after month?

Stop guessing!

Our scorecard reveals why you’re falling short. Take it now https://www.missingsalestargets.com/

Enjoy the podcast? We'd love to hear from you! Email [email protected] to suggest topics for future episodes. If you've enjoyed the podcast, we'd appreciate a review.

In this episode, James tackles one of the biggest mistakes business owners make, trying to sell to everyone. Inspired by a question from listener Felicity, who’s recently launched a business, James breaks down exactly why niche marketing is the key to success.

Using real examples (including the story behind Beanie’s Coffee and its rise to fame), James shows how getting specific about your target audience helps you cut through the noise, attract the right customers, and grow your business faster.

You’ll hear about the challenges that come with being “too broad,” and how even great products can fail without a clear niche. James also shares lessons from his journey, including where he went wrong early on, and offers practical advice on how to define your ideal customer and build a message that speaks directly to them.

In this episode:

• Why being specific beats being general every time
• How niche brands like Beanie’s Coffee became household names
• The dangers of trying to please everyone in your market
• How to build a message that truly resonates with your ideal client
• James’ personal insights on what works (and what doesn’t)

If you’re struggling to find your niche or just unsure how to market what you do, this episode will help you refocus, refine, and start building serious momentum.

Frustrated by missing sales targets? Struggling to hit your sales goals month after month?

Stop guessing!

Our scorecard reveals why you’re falling short. Take it now https://www.missingsalestargets.com/

Enjoy the podcast? We'd love to hear from you! Email [email protected] to suggest topics for future episodes. If you've enjoyed the podcast, we'd appreciate a review.

In this episode, James gets straight to the point: too many professionals undervalue what they know, especially when it comes to sales. Whether you’re in IT, manufacturing or consultancy, your experience and insights have real value. The problem? Most people don’t own it.

James shares why recognising your expertise is a vital part of building credibility and standing out in today’s competitive market. He explains how your unique perspective is exactly what prospects are looking for, but only if you’re brave enough to talk about it.

You'll hear practical tips, real-world examples, and one simple exercise to help you identify your areas of expertise and start building a personal brand that gets noticed. If you’ve ever felt like you're not "salesy" enough or doubted the value you bring, this one’s for you.

In this episode:

• Your knowledge and experience already set you apart, if you let them
• A simple activity to uncover your own sales edge
• How to start building your expert status in your industry
• Real stories from James’ mentoring clients who turned their expertise into a USP
• The power of sharing what you know, consistently and confidently

Whether you’re new to sales or looking to elevate your game, this episode is your reminder that the knowledge you’ve got is more than enough; you just need to own it.

Frustrated by missing sales targets? Struggling to hit your sales goals month after month?

Stop guessing!

Our scorecard reveals why you’re falling short. Take it now https://www.missingsalestargets.com/

Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts by emailing [email protected] If you've enjoyed the podcast, please give us a review.

If your business is your pension plan, you'd better make sure it's valuable, and sellable. In this episode of Diary of a Sales Expert, James interviews entrepreneur and author Chris Spratling, who shares game-changing insights from his Amazon bestselling book, The Exit Roadmap.

Together, they unpack:

• Why profitability ≠ value

• What buyers really look for

• Common mistakes business owners make before exit

• How to structure your business to be ready to sell

• The emotional toll of letting go

• And how AI is reshaping sales prospecting and preparation

Whether you're 2 years or 10 years from selling, this episode gives you the roadmap to build value and avoid regret.

Grab a copy of The Exit Roadmap

Take the free Exit Readiness Survey at TalkToBlue.com

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#exitplanning #entrepreneurship #salesstrategy #diaryofasalesexpert #businesspodcast #businessgrowth #chrisspratling #theexitroadmap #scaleyourbusiness #saleyourbusiness #aiinsales

The necessity of a personal brand for achieving success is a topic of considerable debate, and I assert that it is not an absolute requirement. Throughout this podcast, I will elucidate the multifaceted nature of personal branding, highlighting its potential advantages and drawbacks while offering my insights drawn from six years of dedicated effort in building my own brand. I have witnessed firsthand the profound impact that a well-crafted personal brand can have on credibility and trust, yet I also recognise that numerous individuals have thrived without one. It is crucial to understand that while a personal brand can enhance one’s visibility and influence, success can certainly be attained through other avenues. Ultimately, I invite you to contemplate the role of personal branding in your own journey and consider how it may or may not align with your aspirations for success.

Takeaways:

• Personal branding is not a prerequisite for success, as many individuals achieve remarkable success without it.
• Building a personal brand can enhance credibility and trust, which are crucial for sales success.
• Consistency and dedication are essential for cultivating a personal brand over time.
• While personal branding can open doors, it is not the sole determinant of success in business.

Frustrated by missing sales targets? Struggling to hit your sales goals month after month?

Stop guessing!

Our scorecard reveals why you’re falling short. Take it now https://www.missingsalestargets.com/

Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts by emailing [email protected] if you've enjoyed the podcast, please give us a review.