Posts by Jim Pancero

Can you define the steps of your team’s selling process?

Do you have a clear definition of the steps of your team’s “Identify to close” selling process? Is your team wasting massive amounts of selling time and effort because they keep trying to redefine their selling process with each new selling opportunity? Learn how, as their sales leader, you can lead the definition, and implementation…

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What can you and your sales team learn from McDonald’s?

McDonald’s found a way to package better service by providing faster, simpler and easier to use solutions to their customer’s challenges. Can their creative idea to providing a better customer experience help you and your sales team? Love to know what you think of their idea! And please reach out if I can answer any…

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How can I motivate my salespeople?

Learn the four rules of motivation…and how they can help strengthen your skills as a coach and leader of your sales team. And please reach out if I can answer any questions or offer ideas to help you become a better leader of your sales team.

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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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