Jim Pancero

Think it’s time to tighten up your team’s selling message?

Notice how selling has become more challenging in recent years? Harder to reach buyers, shorter sales calls when you do talk, and aggressive competition trying to take business away from you. Join me as I share how you can lead your team to tighten up their selling messaging and improve their selling impact…so you can …

Think it’s time to tighten up your team’s selling message? MORE »

Could you be getting more value and insights from your sales team’s call reports?

Most sales teams are utilizing some type of weekly call reporting to help your leadership team better understand what your reps have been doing…and plan to do in the future. How are you using your call reporting to help you become a stronger coach and leader of your team? Join me as I share how …

Could you be getting more value and insights from your sales team’s call reports? MORE »

Are you following the “ABC’s of coaching?”

Noticed how selling has become so much tougher this last year due to all the supply chain disruptions and not enough people to properly service and support your customers? Selling and customer service is dramatically changing for all sales teams today. Join me as I share ways you can increase your leadership success in today’s …

Are you following the “ABC’s of coaching?” MORE »

Notice sales reps are asking fewer questions today?

Are your sales team members really asking enough questions? Join me as I share how too many sales reps today continue to follow a “Ready – Fire – Aim” philosophy of selling asking too few questions of their buyers and just going right to their presentation? Think your reps could be asking more qualifying and …

Notice sales reps are asking fewer questions today? MORE »

Do you refer to your various salespeople as “Hunters” vs “Farmer?”

Are you using “Hunters” vs “Farmers” as terms to describe your sales team members? Traditionally “Hunters” focus on going after new business accounts while “Farmers” work to maintain and grow your existing customers. Join me as I share my concerns for you using these antiquated terms…and how this could be hurting your long term sales …

Do you refer to your various salespeople as “Hunters” vs “Farmer?” MORE »

Can you still trust your instincts as the leader of your sales team?

We’ve gone through profound changes in selling the last few years… selling has changed dramatically, what gives you a competitive advantage has changed significantly. Join me as I share how you, as the leader of your sales team, can adjust your leadership style and learn what your buyers are really wanting today as well as …

Can you still trust your instincts as the leader of your sales team? MORE »

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