“We just finished a day with Jim. We’ve got an organization that’s got several facets when it comes to sales. We have the technical sales guy, the immediate sales, day sales kind of individuals. Jim helped us look at how we do business across the different types of sales we do and gave us some […]
Basden Steel Testimonial MORE »
“Here at Firestone Industrial Products we hired Jim to help our organization to become most more proactive as we found ourselves much more reactive than we like to be, very technically focused. But we want to be more customer focused, and Jim’s done that.” In the day and a half we spent with him he’s
Firestone Industrial Products – Testimonial MORE »
My name is Chad Kasprzak, sales manager for GreenMark Equipment, John Deere dealership in Indiana and Michigan. We have 16 locations and somewhere around 60 sales people and with managers about 75. We just took that team this past week through Jim Pancero’s training, 2-day training, with two phases of our team going through the
GreenMark Equipment Testimonial MORE »
What are you doing about the aging of your sales team, your management style, and the new millennials coming on board? It’s time to face this challenge and change your management style. In this 3 minute video Jim describes the challenge and offers a few suggestions. Our thanks to ISSA for the production and use
The Aging of Your Sales Team MORE »
How many times have you heard that from a buyer? What do you say? I’m Jim Pancero. In the last 33 years I’ve consulted and trained over 600 experienced sales teams in 80 different industries. Dealing with pricing demands and pressures from buyers is a constant in all industries…whether you’re in retail or business-to-business sales…selling
“Through Jim’s training our sales force has had a great opportunity to really be able to focus on the customer and in the process determine what it is that we do uniquely so that we can really win in the marketplace. Both our company and our sales force is looking forward to the year
Warn Industries – Testimonial MORE »
Proactive Customer Service – Initiate Ideas As a sales pro have you tried being more proactive with your clients? Offer your best clients a day of research and allowing them to see the value you can provide.
Proactive Customer Service – Show Value MORE »
Account planning – how to lead your sales team using a future focus of account planning. Jim Pancero reveals four key questions that will coach salespeople to be future-focused while boosting sales. Thanks to our friends at ISSA.com for the production and use of this video.
Account Planning – Leading Your Sales Team to be Future Focused MORE »
How much account planning do you lead your team through at this time of year? For the majority of sales teams the last month of a business year and the first month of a new year traditionally involve some type of territory planning and quota assignments for the year. Account and territory planning are always
Using Formal Account Planning With Your Sales Team MORE »
You don’t have to shoot more 3-pointers to coach LeBron James. And you don’t have to be a better salesperson to lead an award-winning sales team. But you do have to understand the philosophies and process of good selling techniques. Don’t be the towel boy. Let Jim Pancero show you how to become a
Gaining Credibility with Your Sales Team MORE »
