Jim Pancero

Are you taking advantage of today’s latest style of coaching and leading your sales team?

Sales leadership has changed. Are you still only managing and leading to results only focusing on the transactions? Or have you evolved to today’s more successful sales leadership style focusing more on coaching to your selling processes? Join me as I share the key words, if changed, can help you become a more successful coach […]

Are you taking advantage of today’s latest style of coaching and leading your sales team? MORE »

How many of your sales reps still believe “Experience = Trained?”

How many of your most senior sales reps still believe “Experience = Trained” and that sales training is only for beginning salespeople? Markets and selling have changed dramatically post-COVID…so how many changes have your senior reps been making? Join me as I share what you can be doing as their sales leader to break this

How many of your sales reps still believe “Experience = Trained?” MORE »

How to successfully sell to technical buyers.

How effective are your team members when selling to a technical buyer? The ones who have done their homework, know exactly what they want, have high expectations and ask the toughest questions? Join me as I offer several immediately implemental ideas that can make your team more effective and successful when selling to their toughest

How to successfully sell to technical buyers. MORE »

How do you win business when you have NO competitive advantage?

Products and services today have much less differentiation or uniqueness in today’s hyper-competitive selling environment. Is your team having to sell product models and brands identical to your competitors? Maybe there are so many similarities your buyers see no differences? Especially enough of a difference to pay a higher price from you? Join me as

How do you win business when you have NO competitive advantage? MORE »

How (and why) are you successful as a sales manager?

The job of coaching and leading a sales team has today become a critical need and responsibility within a sales organization. Do you (or do your sales managers if you are running your company) have all the skills and awareness they need to successfully lead your sales team in today’s post-COVID selling environment? Join me

How (and why) are you successful as a sales manager? MORE »

Could your sales reps survive an “Account Information Audit”?

Have your sales reps been keeping solid information about their customers and their plans to sell them? When was the last time you checked? Join me as I share how you can quickly and easily check out a few accounts with each rep to insure you have a solid foundation of client information…so you can

Could your sales reps survive an “Account Information Audit”? MORE »

How many of your sales reps are only event sellers?

Event sellers are sales reps who view each sales call as a single, stand-alone event with no connectivity or positioning of their future calls to this account? Join me as I share how you can coach your team away from this event selling attitude…and make their selling efforts more of a process…so they can sell

How many of your sales reps are only event sellers? MORE »

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