Sales Management Articles

How sticky is your message of value and uniqueness?

Graphic showing Jim Pancero in an archway with the text, "How sticky is your message of value and uniqueness?" on the right.

The stickier your message – the longer it’ll be retained by your customer – the more likely that will give you a competitive edge. Join me as we talk about immediately implementable ideas you can use…to make your team’s selling messages even stickier…so you can sell even more!

How sticky is your message of value and uniqueness? MORE »

How much prospecting time are you investing each week in your territory?

Graphic showing Jim Pancero in an archway with the text, "How much prospecting time are you investing each week in your territory?" on the right.

What can you do as the leader of your sales team to make sure your team actually has a new business prospecting plan that includes a set of expectations of how many hours a week or how many days a month you expect reps to be devoting to going after new business?

How much prospecting time are you investing each week in your territory? MORE »

Winning under today’s new rules of selling is still only accomplished by utilizing the old rules of sales

Graphic showing Jim Pancero in an archway with the text, "Winning with today's new rules of selling by utilizing the old rules of sales" on the right.

Selling has changed. Sales calls today are briefer and it’s harder to get buyers to talk with you. You’re also brought in later in their buying process after they’ve already made decisions.

Winning under today’s new rules of selling is still only accomplished by utilizing the old rules of sales MORE »

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