Hello Reader, As the new year begins, many businesses set ambitious goals to grow and succeed. But when it comes to sales targets, how can you set objectives that drive success without overwhelming your team? How do you even know that you’re setting the right targets? The reality is that it’s incredibly important to have your targets set up. But they need to be realistic – while also able to grow your business. Because sales targets are more than just numbers — they're the cornerstone of your...
14 days ago • 4 min read
Hello Reader, I hope you had an amazing Christmas, and wishing you well for the new year that’s imminently upon us. Now, I always have and always will be a massive fan of reading. The knowledge you can gain from a properly good book is simply brilliant. As we close out 2024, I wanted to share some of the most impactful books I read this year and the lessons I took from each one. Now, apart from these books being packed with insights that helped me shape how I approach business, mindset, and...
21 days ago • 1 min read
Hello Reader, 2024 is almost up, and the festive season is upon us. That means it’s a time to celebrate, reflect, and look ahead. So, with that in mind, my team here at James White Sales and I want to wish you a very Merry Christmas. Thank you for being part of this newsletter. I genuinely appreciate your support, and I really hope the information I share here every Saturday truly helps you! But I am curious: since we are at the end of the year – what growth have you seen for 2024? Did you...
28 days ago • 2 min read
Hello Reader, If you’re anything like me, you’re naturally enthusiastic and eager to engage in conversations. There’s a widespread belief that people who are super extroverted and confident are, or will be… good at sales. But there’s one skill I’ve had to refine over the years that has made all the difference in my sales success: knowing when to shut up. It might sound counterintuitive, but talking less and listening more is a game changer. In fact, the best salespeople are the ones who...
about 1 month ago • 4 min read
Hello Reader, 2025 is around the corner. How are your sales this year looking? And more importantly, how does your pipeline for next year look? If your pipeline isn’t where it needs to be right now, you’re leaving money – and momentum – on the table. December isn’t the time to wind down; it’s the time to gear up. Many sales professionals see December as a dead month for prospecting, but that’s a mistake. In reality, it’s one of the most untapped opportunities of the year, as this period holds...
about 1 month ago • 5 min read
Hello Reader, This week, I want to tackle one of the most common challenges in sales. One that nearly every salesperson will face at some point: Booking first meetings with prospects. Recently, Matthew, a person working in sales, reached out to me on LinkedIn and shared his struggle about booking meetings, stating that booking first meetings with prospects is the biggest challenge. And here’s the truth: Mathew’s experience isn’t unique. If you’re reading this and thinking, “That’s me too,”...
about 2 months ago • 3 min read
Hello Reader, This week, I have a very specific topic I wanted to unpack. I’ll tell you what that is in a minute, first let me give you some context on how I chose it. So, I’m currently on holiday and wanted to buy a football shirt for my nephew (how could I deny it after he asked so nicely?) Now, I had a price in mind - the maximum I was willing to pay. But I strategically got it at a lower price. How? Read on and you’ll find out. And that brings us to this week’s topic. Negotiation. When I...
about 2 months ago • 5 min read
Hello Reader, We've reached week 5, the end of the 5-week email series related to Emotional Intelligence. So far, we’ve covered: Self-Awareness - The ability to know when others aren’t listening to you Self-Control - The ability to control your emotions and keep your mouth shut Socialisation - The ability to build relationships Motivation - The ability to find your reason why you're doing this. And as I'd mentioned last week, and will continue to drill in, these are all key skills for success...
2 months ago • 3 min read
Hello Reader, This is Week 4 of the 5 week email series related to Emotional Intelligence. We have covered: Self Awareness - The ability to know when others aren’t listening to you Self Control - The ability to control your emotions and keep your mouth shut Socialisation - The ability to build relationships All 3 of these are key skills to master if you want to become successful in selling and there is one BIG trait we are going to cover next week which is the ability to show Empathy. This...
2 months ago • 3 min read