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.

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Enjoy the podcast? We'd love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you've enjoyed the podcast, we'd appreciate a review.