Posts by Jim Pancero

Hope this week’s ideas can help you as a leader of your sales team! Please share your comments and questions below…would love to hear your opinions on this. As a sales consultant and trainer I see the majority of sales reps today are merely functioning as reactive order-takers asking the same servicing questions until their…

How effective are your sales team members at defending your higher prices against your competition? The majority of experienced sales reps can talk a good story about all the ways buying a higher-priced product can save your buyer’s money. But most also collapse when their buyer demands they prove on paper why spending more with…

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…

Check out motivational sales expert Jim Cathcart’s idea to help you achieve your team’s sales goals faster…and with more success. It’s an idea that’s had a major impact on my success…think it can help you and your sales team? Love to know what you think of his idea! And please reach out if I can…

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…

Learn how (and why) you, as a sales coach and leader, need to get involved earlier helping your reps win business…before they lose all of their selling power. And please reach out if I can answer any questions or offer ideas to help you become a better leader of your sales team.

Do you have the same hidden hiring bias most sales managers have without even realizing it? Learn a different way to evaluate and select the skills of your next sales hire. And please reach out if I can answer any questions or offer ideas to help you become a better leader of your sales team.

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.