Award-Winning Keynote Speaker, Thought Leader, and Sales Expert
#1 Sales expert in distribution and
equipment sales today
Are you ready to increase your competitive advantage and selling success?
Helped 400+ distribution companies
Over 100 equipment sales companies
80 different industries in 35 years
One of top-rated faculty for more than 10 years at the University of Innovative Distribution
Are You Ready to Increase Your Sales, Competitive Advantage, and Selling Success?
Do You Want to Build Your Sales Leadership?
Customized Training to Increase Your Team's Competitive Advantage, Selling Effectiveness and Profitability
"Managing & Coaching The Sales Team"
"Jim is definitely not your typical sales speaker!"
What our clients are saying...
The problem was we really didn’t know what we wanted we just knew that what we had wasn’t good enough. So, Jim actually came in, sat down with us, helped us figure that out and he’s been kind enough to come in and do two two-day sessions with our whole sales force.
He covered a lot of different grounds and the nice thing is it’s not necessarily the information that everybody needs, but he’s found enough information to give everybody something to take home and make them better salespeople. So we look forward to working with Jim in the future.
Russ Kathrein, President & CEO
In the day and a half we spent with him he's introduced a lot of neat concepts, a lot of impactful ideas and suggestions to help us make that migration from technically focused sales organization to an organization that's much more proactive. An organization that can demonstrate and illustrate value to the customers.
It's really helped us to move to the next chapter in our sales evolution. I highly recommend Jim.
Firestone Industrial Products
Corey Moore, Director, Firestone North America Heavy Duty Sales
Jim obviously took copious notes from our lead up type discussions about our unique situation, and translated those into what I would consider a more customized approach to this training versus a set rote type of training, including the things that we needed to fit the umbrella of what he's trying to propose with the competitive advantage that he gave us through his training. The thing that really caught our eye was his insistence on the sales managers being involved, and ownership being involved for the stickability of this training. A little bit different than others we had talked to and also the advanced nature of what he proposed to give us a competitive advantage.
During the training we had our challenge of our advanced sales pros going through their cycle of learning the material, buying into the material, and ultimately won them over by evidence by their taking notes and comments after the fact.
Chad Kasprzak, Sales Manager
We trained 30 fairly good but untrained salesmen who over time doubled and tripled their volume because of the sales training that Jim provided us. So now at Mill Creek we've been eight months into a six step program. We've seen success as our salesman have become more disciplined, more professional, more structured, and our anticipation is that we will not only just improve, but the good salespeople will double their business again.
So we're excited, we would recommend this program for any sales force and I would be happy to communicate with anybody who has any questions.
Mill Creek Lumber & Supply
Jim Cavanaugh, President
We've used Jim now two times and have finished a round with our 120 person sales force. If you're looking for sales training that's different than anything else you've probably ever done, it's not about tricks, it's not about gimmicks, not about the lastest trick close out there, but a real strategic way to go about planning and thinking about and then executing your sales strategy, then I think you need to call Jim Pancero.
We see a benefit, we're seeing it already in our team, our team is responding to it. I've had our rookies thank me so much for the training, and I've had our veterans walk out feeling like they've really learned something new that they can help grow their market. So, where ever your team is, I would say this is not introductory training, this is higher level advanced sales training. If that's what you're looking for, than Jim's your man."
Southeastern Paper Group
Will Green, Sr. V.P. of Sales
We just completed two days of training with Jim, going over the sales process and some different techniques and really learned a lot.
He made us think differently about our processes, think differently about how we interact with our customers, different ways of engaging the customers, thinking about the customer, communicating with the customer, and we’re really excited about putting those in place. Incredible, great two days of training and we’re excited to see so of the success that comes out of it.
Neal Stanford, Corporate Sales/Inventory Manager
"We just finished a day with Jim. We've got an organization that's got several facets when it comes to sales. We have the technical sales guy, the immediate sales, day sales kind of individuals.
Jim helped us look at how we do business across the different types of sales we do and gave us some really good tools we can use to get proactive, get out in the customer's office and try to promote ourselves in a different and better way that we don't think our competition uses on a regular basis.
We're really appreciative of his day here and it's going to benefit us a great deal I think."
Nat Killpatrick, President
My name is Isaac Oswalt. I’ve been able to work with Jim Pancero for a few different meetings now. I’ve learned a lot. And what I’ve learned most importantly is to keep things simple and to give something that’s actionable. So in a lot of his training he teaches on many different facets and then at the end he gives you things to deliver on, actually makes you do it and makes you perform, because we know none of this stuff matters unless you take action.
So if you’re looking for some sales training, if you’re looking on how to sell to millennials and how to do this stuff, he’s very well versed. That’s coming from a millennial, I’m 35 years old, and I highly recommend him and he’s turned into a good friend.
Isaac Oswalt, Founder & Owner
"Through Jim's training our sales force has had a great opportunity to really be able to focus on the customer and in the process determine what it is that we do uniquely so that we can really win in the marketplace. Both our company and our sales force is looking forward to the year that we're going to have, and our future, based on the training we have just completed with Jim Pancero."
WARN Industries, Inc.
John Stransky, President
We have just completed our second round of Jim Pancero training. We had 45 of our salespeople complete the training this round. The training consisted of five different classes for two two-day sessions each time, so a total of about ten days. Our sales staff found it incredibly informative, very germane to the real world in which they work and very, very insightful. Jim has a knack for taking an intuitive principles and systematizing those into a format that is logical, that salespeople really can understand and grapple with and then apply it.
One of the more particular valuable things for our team was the role play sessions that Jim leads. It gives the sales folks the ability to apply the things that they're sitting and talking about and learning. There's a lot of repetition and good interaction that comes from the role play. Very much appreciate our relationship with Jim, he's very, very insightful and does a wonderful job with our sales force and will be a relationship that we continue to foster in the future. So thank you very much Jim.
Mill Creek Carpet & Tile
Jeff Dunn, President & CEO
We hired Jim Pancero to come in and give us some sales training. Our group has been in technical sales for many, many years and to try to overcome that we needed some expert assistance in that and Jim did a great job. He came and helped us, he challenged our thinking our thinking quite a bit.
He started out by just a few phone call discussions to learn our business and from that he developed a workbook around our strategy and where we wanted to go with branding. Then he visited our shop as a follow-up so he could understand our business better and as a result he put a great program together for us. Many people enjoyed it. Just a half-day session, but fast-paced, kept it moving, very entergetic and very passionate about what he does.
From it we learned we certainly have a lot of work to do, but we know the path we're going to be on and he developed a good map for us to get there. So, we thank him for all his time.
Cary Kapper, General Manager of Mueller BioPharm & PyroPure Systems
Hi, I’m Josh Coffman with Everglades Farm Equipment. We just used Jim Pancero for a four-day training session with our staff. We’re very excited about the program he put together and the industry knowledge he presented to us that helped break down some of our walls we had to the typical training stigmas.
We were able to quickly move through the material and I feel we’re going to be a much better organization because of it.
Josh Coffman, Everglades Farm Equipment, Odessa FL
Everglades Farm Equipment
Josh Coffman, Everglades Farm Equip., Odessa FL
“We hired Jim Pancero for our 2017 company sales meeting and had a wonderful event for a period of a week in January. Jim spent a lot of time in preparation with me, with other members of my team learning about our business, gathering details about the intricacies of our business compared to others. It’s been two very thoughtful, informative days with our sales team, teaching them, educating them and planting some seeds of things we’ve forgot, things we didn’t keep in mind, and things we probably could use to help improve our business immediately.”
“We plan on sitting down and revisiting the details of Jim’s presentation and making sure our entire sales team, inside, outside and sales management takes into account some of these concepts and themes and uses them going forward. We thank Jim for his work.”
United Pipe & Steel Corp.
Corey Lowsky, V. P. of Sales
Hi, this is Rick Hacker, Vice President with Pridestaff. We had the pleasure of bringing Jim back to our Pridestaff annual conference this year. The thing that’s great about Jim is his passion, but also the research, the knowledge that he knows about our company and so we can apply it directly to what we’re going to do next week. We loved everything he did, a lot of value, and a lot of fun. Thanks for everything Jim.
Rick Hacker, Vice President
“We just finished a two-day session with Jim. I found him through a friend of mine that I trusted to give me suggestions for a sales trainer, and we found Jim through him. We completed a real interesting and thought provoking two-day session with him where he discussed a lot of principles about sales. How sales has changed in the last 5 years and how you need to evolve as a sales group to meet those challenges. He really helped us to the extent of refocusing our people, looking at the habits they have, trying to break through those habits, produce new habits that are good habits to continue to grow our business. We were very happy to have Jim here and hopefully will help us in growing our business in the future.”