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Posts by Jim Pancero

Builders FirstSource Testimonial

“We used Jim Pancero for our sales training, and I got to tell you what came out of it was fantastic. What I thought was going to be more salesMEN driven, it really became a sales management driven tool for us. And he was fantastic in terms of what his delivery was, in terms of…

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The University of Industrial Distribution

Save the Date for 2019! The 2019 University of Innovative Distribution program will take place March 10-13 at the JW Marriott Indianapolis in Indianapolis, IN. You will not find a better sales management training program in the country. I have been honored to be an instructor for the last 10 years. Since 1994, the University…

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Millennial employees may be just as frustrated with you as you are with them

By Jason Cannon, January 23, 2018 in Truck Parts and Service Follow @By_Jason_Cannon on Twitter Millennial employees can be difficult to manage but Jim Pancero, speaking Tuesday at Heavy Duty Aftermarket Week (HDAW) in Las Vegas, says they may be just as frustrated with old-school management processes that have failed to adapt to changing business climates. “We…

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Generational Differences Present Challenges for Employers

January 2018, from TruckingInfo.com by Denise Rondini, Aftermarket Contributing Editor – Also by this author There have been more dramatic changes in the last three years than there have been in the previous 40, according to Jim Pancero, “The Powerhouse of Sales.”  Speaking at Heavy Duty Aftermarket Week in Las Vegas he said handling the challenges is complicated…

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“How Do You Change an Old-Style Sales Manager into a More Inclusive Leader?

The significant differences between your sales manager’s “Independent Gunfighter” leadership and selling style and your core values of collaboration and respect for the individual is the current struggle being faced by many companies (and industries) today. We are experiencing a generational shift in selling and sales leadership philosophies. The “old school” style of selling that…

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Nelson Architecture – Testimonial

I’m Nat Porter with Nelson. We’re a national architectural firm and we’re here in our Chicago office right now which I lead. I’ve worked with Jim for over 15 years. The reason I keep engaging Jim is he does a couple things really well. He takes very complex processes and makes them really simple so…

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AISC Testimonial

“I’ve known Jim for over twelve years and the American Institute of Steel Construction has been using Jim for almost 20 years for a variety of different things. From educating our membership on sales skills, business development, early involvement, also presentation training. And the most value that I’ve seen, particularly for our staff at AISC,…

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NAHAD – The Association for Hose and Accessories Distribution

Hi, I’m Joe Thompson with NAHAD the Association for Hose and Accessories Distribution. I’m at our annual conference for all of our 900 attending members where Jim Pancero just finished delivering two outstanding UID in a Day sessions on Sales and Sales Management. I’ve worked with Jim for over 20 years and he’s one of…

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Winthrop Resources Corp. – Testimonial

“Winthrop hired Jim needing a message of uniqueness. And one of the things Jim was able to do, far better than we were able to do ourselves, was to be able to distill down the message to a simple concept that we can now replicate across our entire sales force.” Brian Slipka, Sr. V. P.…

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Supreme Corporation – Testimonial

“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…

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