Sales Training Articles

Do all of your employees understand and realize they’re in sales?

Graphic showing Jim Pancero in an archway with the text, "Do all of your employees understand and realize they're in sales?" on the right.

Every employee of your company who interacts with a customer in any way, whether they realize it or not, is in sales. They’re in a sales position because they have a chance to impact your brand, impact your customer loyalty and impact your company’s reputation by what they do or say.

Do all of your employees understand and realize they’re in sales? MORE »

Do your reps really understand how your buyers measure success?

Graphic showing Jim Pancero in an archway with the text, "Do your reps really understand how your buyers measure success?" on the right.

Most salespeople believe they know their customers. They feel they know their buyer’s motivations and what they want from their suppliers. The problem for most though is these assumptions or biases by the salespeople (or their company) are not necessarily the reality of where their customer are or what they are wanting.

Do your reps really understand how your buyers measure success? MORE »

Can you gain a competitive edge by talking about helping your buyers gain a competitive advantage?”

Graphic showing Jim Pancero in an archway with the text, "Can you gain a competitive edge by talking more about 'lowering risk?'" on the right.

Join me as I talk about how you and your team can be sharing more about how you can improve your buyer’s business by helping improve their competitive advantage. It just might help you sell even more!

Can you gain a competitive edge by talking about helping your buyers gain a competitive advantage?” MORE »

Can you gain a competitive advantage by talking about the core buying value of “lowering my risk?”

Graphic showing Jim Pancero with a "Lower risk" slide over his right shoulder.

Join me as I share ideas on how you can work with your team to better understand the four core values of selling…and how to best utilize “lowing your risk” to describe why anyone would want to buy your products or services.

Can you gain a competitive advantage by talking about the core buying value of “lowering my risk?” MORE »

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