Jim Pancero

Do your reps really understand how to apply the interconnectivity of each of the steps of a sales call?

Graphic showing Jim Pancero in an archway with the text, "Do your reps understand how to apply the interconnectivity of each of the steps of a sales call?" on the right.

Today’s video shares how your questions during a sales call can set up each of your next steps in your sales call. And by gaining more control positioning your next moves to your buyer can eventually help you sell even more!

Do your reps really understand how to apply the interconnectivity of each of the steps of a sales call? MORE »

Are your reps asking enough questions…or do they talk too much on their sales calls?

Graphic showing Jim Pancero in an archway with the text, "Get reps to ask more questions" on the right.

When riding with reps researching my client’s business, I’ve secretly used a stopwatch to identify the percentage of a call a rep talks. From my years of timing calls, the average experienced pro talks about 90% of their sales call. 

Are your reps asking enough questions…or do they talk too much on their sales calls? MORE »

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