Articles for Sales Professionals

Cold calling, or contacting prospects you have never talked to, is one of the single toughest activities any salesperson can do. It’s not that cold calling is hard, it’s just takes a lot of work to generate a little new business and involves the highest rate of selling rejection. Most salespeople hate cold calling, not …

Increasing Your Cold Calling Efforts MORE »

Have you been using my three videos a week I’ve been posting on LinkedIn and YouTube? Each covers a single sales or sales leadership idea in less than two minutes.

How many different people from your company talk with your customers? Consider asking your team to evaluate and discuss two different selling scenarios. The first scenario deals with your newest customers. Ask your team how many different people from your company will talk with a new prospect (either by telephone or “face-to-face”) from the time …

Is Everyone Talking to Your Customers Properly Trained and Coached? MORE »

What can you do to review with all members of your team how you expect them to conduct themselves ethically and professionally in how they deal with customers and solve their problems?

What can you do to make sure you truly have a team supporting your customers as a single enterprise, and not as a bunch of independent silos?

  Jim describes the four levels of customer service: Assumed, Expected, Impressed and Amazed. How you can move your service from being reactive to proactive! Thanks to our friends at ISSA for the permission to use this video! https://www.issa.com/  

Jim Pancero and Satisfyd present “Moving Service Levels to Amazing – Make Your Service Department a Competitive Advantage!” – One hour webinar Topics include: – How do your customers view your sales and service team? – Where are your customer’s service team and support levels now? – The evolution of a competitive advantage – What types of …

Moving Your Service Levels to Amazing MORE »

So how are sales? I’m Jim Pancero. I’ve spent over 30 years as a sales and sales management consultant and trainer, helping experienced sales pro’s like you increase their selling success and margins. In just six minutes I’d like to share with you five proven things you can start doing now, today, that can immediately …

My Sales Suck! – Five Proven Ways to Invigorate Yourself and Your Team MORE »

What is your selling approach and competitive uniqueness? Is your selling strategy to win the business based on having the lowest prices or are you selling on your greater value and lower total cost? Less skilled sales people tend to gravitate to selling on price. They lack the skills of probing to understand better, their …

Positioning Buyers to Use Your Low Risk Customer Buying Process MORE »