Articles for Sales Professionals

11 Biggest Mistakes Sales Professionals Make in Their Presentations

A guest article by Patricia Fripp, Hall of Fame keynote speaker, executive speech coach, sales presentation skills and an on-line training expert. Like Hollywood actors, sales professionals put themselves and their companies on the line with every word, taking a risk in the hope of a favorable outcome. Just like actors, even the best, most experienced …

11 Biggest Mistakes Sales Professionals Make in Their Presentations MORE »

Read More
Graphic of Jim Pancero standing in an archway with the text, "1st of 3 ideas to strengthen your sales team in 2024 - Strengthen your coaching skills."

1st of 3 ideas to strengthen your sales team in 2024 – Strengthen your coaching skills

As we end 2023 I offer you three video suggestions to help strengthen your team’s success in 2024.
Read More
Graphic showing Jim Pancero standing in an archway with the text, "@nd of 3 ideas to strengthen your sales team in 2024 - Build stronger sales tools."

2nd of 3 ideas to strengthen your sales team in 2024 – Build stronger sales tools

I offer you three final videos for the year as we approach 2024. Each of my videos centers on what you and your team can do to generate even more selling success next year.
Read More
Graphic with Jim Pancero standing in an archway and the text, "3rd of 3 ideas to strengthen your sales team i 2024 - Use managers to reach more customers by Zoom."

3rd of 3 ideas to strengthen your sales team in 2024 – Help managers reach more customers by Zoom

I offer you three videos at the end of this year, all aimed at helping you increase the success and effectiveness of your sales team in 2024.
Read More

5 Tips When You Have 5 Minutes With A Prospect

A guest article by Patricia Fripp, Hall of Fame keynote speaker, executive speech coach, sales presentation skills and an on-line training expert. If you are on the phone, a webinar, or in person, and you have a few minutes with the executive, what do you say to keep on track and be professional? Here is an …

5 Tips When You Have 5 Minutes With A Prospect MORE »

Read More
Graphic showing Jim Pancero standing in an archway with the text, "How to motivate unmotivated sales reps" on the right.

How to motivate unmotivated sales reps

Where are your sales reps positioned in the eyes of your customers? Too many salespeople are not functioning as trusted advisers in their customers eyes but are just seen as order takers and fulfillers of what their customers need. This is a key differentiator in selling today between the successful reps selling as trusted advisors and those struggling as order takers and reactive responders.
Read More
Graphic showing Jim Pancero in an archway with the text, "A simple idea to help your reps better engage their buyers" on the right.

A simple idea to help your reps better engage their buyers

What can you do to get your reps to be talking less by getting their buyers to do more of the talking?
Read More
Graphic showing Jim Pancero in an archway with the text, "Are any of your reps guilty of "Ready - Fire - Aim?" on the right

Are any of your reps guilty of ‘Ready – Fire – Aim?

How many of your reps follow a “Ready – Fire – Aim” selling philosophy? Most are so action oriented they only think one selling move ahead.
Read More
Graphic with image of Jim Pancero and video title text: Are any of your reps selling like my friend Chuck?

Are any of your reps selling like my friend Chuck?

How many of your reps, like my friend Chuck, have a “Ready – Fire – Aim” philosophy of selling? How many do all the talking on their calls just bragging about how great their products are?
Read More
JimPanceroLogo

JIM PANCERO, CSP, CPAE
Hall of Fame Speaker & Thought Leader

2006 Robin Hill Lane, Carrollton, TX 75007
800.526.0074 or 952.913.8998

Scroll to Top