Sales Management Articles

Are your reps using their cell phones as effective sales tools?

Graphic showing Jim Pancero in an archway with the text, "Are your reps using their cell phones as effective sales tools?” on the right.

Though cell phone video capabilities have existed for years, most salespeople are not taking advantage of this technology. The goal is to use your cell phone to capture more images of your products being utilized and satisfied customers talking about why they like doing business with you.

Are your reps using their cell phones as effective sales tools? MORE »

How much time are you really spending as a coach and leader of your sales team?

Graphic showing Jim Pancero standing in an archway with the text, "How much time are you really spending as a coach and leader of your sales team?" on the right.

How much time do now spend fighting fires and fixing problems compared to actually coaching…and leading your team? Will you be able to spend more time this year being more of a coach conducting account planning and strategizing with your salespeople?

How much time are you really spending as a coach and leader of your sales team? MORE »

Could the “Match Test” exercise help your team deliver a stronger message of value and uniqueness to your customers?

Graphic showing Jim Pancero standing in an archway with the text, "Can your reps deliver their message of uniqueness before burning their fingers?" on the right.

There was an old sales training exercise used for years called the “Match Test. The test involved a sales rep lighting a match and then, before they burned their fingers, having to deliver their complete message of uniqueness of why a buyer would want to buy from them.

Could the “Match Test” exercise help your team deliver a stronger message of value and uniqueness to your customers? MORE »

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