Diary of an IT Sales Expert

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/

Diary of an IT Sales Expert is a business podcast hosted by Unknown Host, with 182 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Unknown Host hosts Diary of an IT Sales Expert, a business show with 182 episodes published.

Our AI reads these to draft pitches. Use them as grounding for a pitch that cites a real guest and a specific topic.

• 

  Episode #164

  How AI Will Change the MSP Business Model

  Aug 26, 202623 min

  Join Me as I explore how AI is transforming the MSP industry, changing client expectations, service models, and sales strategies. This episode offers insights into adapting to rapid technological shifts and maintaining human connection in a digital world 00:00 - Intro to AI's impact. 02:04 - Evolving into MIPs. 02:56 - Higher client expectations. 05:03 - Death of basic support. 09:58 - Outcome-based pricing models. 11:40 - Global workforce & soft skills. 16:34 - Trust & personalized sales. 20:24 - Inspirational charity story. -------------------------------------------------------------------------- SUBSCRIBE and hit the ALERT button for upcoming videos! Want to know the secrets to sales growth? Sign up for my weekly newsletter to get weekly insights on how you can grow and scale your business or Sales career. https://www.jameswhite.business/newsletter-sign-up/

  ListenShow Notes
• 

  Episode #163

  The Right (And wrong ways) To Handle Competitors In Sales

  Aug 19, 202627 min

  In this episode, we tackle a challenging sales scenario: how to effectively sell against an incumbent or competitor MSP that your prospect already likes. Learn how to qualify the relationship early, stay in control of the sales process, and highlight your unique value without criticizing the competition Chapters 00:13 - Selling against a liked or incumbent MSP competitor. 01:40 - Qualifying the opportunity and understanding relationship dynamics. 05:42 - Asking open-ended qualifying questions. 06:21 - Discovering why a prospect is exploring options without criticizing competitors. 08:48 - Acknowledging competitor strengths while highlighting your unique future vision. 11:08 - Embracing the idea of not being the right fit to build trust. 12:00 - Focusing on future security and productivity trends to give a reason to change. 16:13 - Using third-party articles to reinforce your value. 17:06 - Addressing the psychology behind human resistance to change. 20:53 - Focusing on the core drivers of buying: problems and desires. 21:24 - Explaining the customer onboarding journey and the four phases of sales. 23:49 - Walking away early from low-chance deals to save time. 25:00 - Inspirational closing story about John Parry's charity walk. -------------------------------------------------------------------------- SUBSCRIBE and hit the ALERT button for upcoming videos!Want to know the secrets to sales growth? Sign up for my weekly newsletter to get weekly insights on how you can grow and scale your business or Sales career. https://www.jameswhite.business/newsletter-sign-up/

  ListenShow Notes
• 

  Episode #162

  How To Know Which Clients Your MSP Should Walk away from

  Aug 12, 202625 min

  Join me as I discuss how to identify which Clients your MSP Business should consider walking away from, focus on profitability, treatment of your team and alignment with your business model. Chapters 00:59 – The "BMW" client acronym. 03:01 – Sign 1: Mistreating your team. 04:39 – Sign 2: Low profitability vs. high support costs. 06:08 – High pain vs. high profit framework. 07:43 - Sign 3: High time and emotional energy drain. 08:56 – Sign 4: Ignoring security or tech advice. 14:52 – Sign 5: Late payments or unrealistic demands. 16:04 – Sign 6: Mismatch with your updated service model. 18:16 – Handling termination/restructuring talks. 21:57 – Revenue impacts and opportunity costs. 22:24 – Inspirational closing story. ---------------------------------------------------------------------------- SUBSCRIBE and hit the ALERT button for upcoming videos! Want to know the secrets to sales growth? Sign up for my weekly newsletter to get weekly insights on how you can grow and scale your business or Sales career. https://www.jameswhite.business/newsletter-sign-up/

  ListenShow Notes
• 

  Episode #161

  Should MSP Founders ever stop selling personally

  Aug 5, 202616 min

  In this episode, we address a crucial question for Managed Service Provider (MSP) owners: Should you completely step away from sales? While many founders dream of handing off sales entirely, the goal shouldn't be removing yourself from the process altogether , it's about removing the company's sole dependency on you. Learn why you will always be your company's best salesperson and how building a repeatable "sales engine" can scale your business and protect its valuation. Chapters 01:12 - Why founders are always the best salespeople. 01:48 - The difference between a company cheerleader and a sales bottleneck. 02:56 - How lacking a sales engine slows growth and lowers business value. 03:49 - The authority and credibility founders bring to closing deals. 05:21 - The need for structures and processes beneath the founder. 06:29 - Using trained staff to qualify leads and involving founders for big deals. 09:16 - Removing total sales dependency on the founder, not removing the founder entirely. 11:20 - How technical founders can use their experience in meetings without walking away from sales. 13:46 - An inspirational story about a refugee engineering solar projects in Germany. ---------------------------------------------------------------------------- SUBSCRIBE and hit the ALERT button for upcoming videos! Want to know the secrets to sales growth? Sign up for my weekly newsletter to get weekly insights on how you can grow and scale your business or Sales career. https://www.jameswhite.business/newsletter-sign-up/

  ListenShow Notes
• 

  Episode #160

  What To Do When Referrals Dry Up.

  Jul 29, 202618 min

  Are you relying entirely on word of mouth to grow your MSP business? In this episode we discuss why relying on referrals isn't a sustainable growth strategy and what actions you need to take when that source dries up Chapters 00:00 – Topic intro: Referrals and MSP growth. 00:41 – Defining business goals and growth limits. 02:07 – Evaluating customer satisfaction. 02:44 – Customer Happiness Score explained. 05:27 – Asking for referrals proactively. 07:24 – Implementing outreach strategies. 09:37 – Documenting sales success. 11:00 – Alternative lead gen and budgeting. 13:21 – Measuring data and the sales cycle. 16:06 – Weekly inspirational story. 17:41 – Outro and final remarks. ----------------------------------------------------------------------------- SUBSCRIBE and hit the ALERT button for upcoming videos! Want to know the secrets to sales growth? Sign up for my weekly newsletter to get weekly insights on how you can grow and scale your business or Sales career. https://www.jameswhite.business/newsletter-sign-up/

  ListenShow Notes

Recent guests on Diary of an IT Sales Expert. Study who booked and why before you pitch.

Based on semantic analysis of episode topics and host coverage, this show is a strong guest fit for executives in:

Industry fit is computed by PitchCentric using vector embeddings of the show's episode catalog.