Jim Pancero

Everyone is working hard today. This is a great time to be saying thanks. Not just to your sales reps, but to the rest of your team. The people stocking the shelves and picking orders, those processing the paperwork and supporting your buyers on the phone. What are you doing to ensure all members of […]

We all talk about how important best customers are to our business…but most do little to proactively strengthening their research, support, and customer loyalty. What has your team done lately to build more loyalty and longevity with your most important customers? Join me as I share ideas you and your team can immediately implement with

Ever done the math? How many days does your team really have available to sell in a year? And how much do they need to sell each day if they expect to make their goals and quota? Join me as I walk through the math you can share with your team…to show them how little

The last sixty years of selling have been an evolving process of change and evolution of what gave you a competitive advantage. Most sales reps, without further training and coaching, stayed at the philosophy and skill level they entered selling even as markets (and competitors) continue to evolve and get stronger. How many of your

As things open there is a high likelihood that you’ll have a chance to ride with your reps. How will you take full advantage of the coaching opportunities available when you ride with one of your sales reps? How are you managing and controlling the conversations you have with your rep in between customer sales

Join me as I share how you and your team can avoid the potential consequences of political discussions with your buyers… so you can sell even more!

Does your current business technology match or exceed your buyer’s personal tech? Join me as I discuss what you and your company can be doing about today’s expectations of technology…so you and your team can sell even more!

You likely are interacting (and trying to motivate) all four generations in the workforce today… Boomers (Over 58 yrs old), Gen X’ers (Over 42), Millennials (Over 27) and Gen Z’s (under 27). Have you often heard from managers “you just can’t motivate our youngest workers?” Join me as I share how other management teams re

Are your proposals doing any selling? Most have all the terms & conditions you demand and all the detailed financials of what’s being proposed…but little actual selling or competitive positioning. Join me as I offer suggestions to make your proposals stronger selling tools for your team…so they can sell even more!

How much pre-work or pre-planning are your sales reps doing to help increase their chances of winning the business? Join me as I offer some ideas of how you, as the leader of your team, can help your team think and plan multiple moves ahead…and selling on purpose!