SPEAKER INTERVIEW

JAMES WHITE

• What is your brand philosophy and how does it give you a competitive advantage?

My philosophy is simple. I want to change entrepreneurial mindsets to achieve even greater results. If you invest in yourself and in what you know then there is no limit to the business you can achieve if you solve a real customer problem.


• What customer-centric strategies do you use and why?

Everything I do as a sales mentor is about understanding my customers and how they tick and then challenging them to think differently and evolve to get the real results they want. The world of sales is so much about how you think and act and when you adjust those behaviours, you get better results. I work with my customers to help them become sales experts which in turn helps them achieve more.


• How does your business recruit and retain your employees?

By making them see there is a bigger picture involved than just what we do on a day to day basis. We are changing peoples lives as a result of the support, training and mentoring we give them. Being able to do that is far more important thing to do than just pick up a pay slip!


• What inspired the launch of your business?

I founded an online CRM business and ran that for 13 years but around 6 months ago I realised my REAL passion was in helping good businesses get incredible sales results. The software companies use is important but it’s the foundations, skills and prospect journey they take prospects on which is key to.


• Describe your business model and what makes your business unique?

My business model is simple. I work with only 12 clients at anyone time and I give them access to me and my years of sales experience to ensure they hit the sales targets they set for themselves. I am unique because no one is quite like me in how they help, advise, support and yet challenge business owners to get the sales results they want.


• What technology has made the greatest difference to your business?

I think the ability to access your key business tasks, information and contacts wherever you are is vital as a business owner and so I think the development of great online business applications allows me to work wherever and whenever I choose.


• What future advancements do you foresee in your market and how are you preparing for them?

The challenge for all businesses is going to be how Automation comes in and replaces tasks that humans currently do now. The key is to ensure you build your skills and profile to be able to do what technology cannot! Selling is one of those things I have yet to see a robot do effectively.


• What’s your favourite business book?

I am an avid book reader/listener and so its hard to pick just one. Key Person of Influence by Daniel Priestley has definitely changed my focus but I also loved the The Hard Thing about Hard Things by Ben Horowitz.


• How could you become a better leader?

There are always areas where we can all improve. I know that I need to improve the planning and organisation that I do so that I don’t put those I work with under pressure. I work well under last minute pressure but others don’t enjoy that!


• What will you discuss in your BIO2018 presentation?

The secrets to achieving consistent sales success in a modern business world - What actions do you need to take in business to ensure you avoid sales spreadsheet fantasy land!


• Who is the Target Audience for your BIO2018 presentation?

Business owners, sales professionals, coaches, consultants, entrepreneurs and anyone who understands sales but who wants to get better at sales and hit the sales targets they have!

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