Articles for Sales Management Professionals

Graphic showing Jim Pancero in an archway with the text, "How positive are you as a sales leader?" on the right.

How positive are you as a sales leader?

What can you be doing, as the leader of your team, to have a strong balance between your positive to negative communications, even if it’s only “We know you're trying hard?”
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Graphic showing Jim Pancero in an archway with the text, "A test to help your communications be more persuasive and customer focused" on the right.

Want a simple test to make your team’s communications more persuasive and customer-focused?

How can we say we’re customer-focused if we rarely even mention our buyers and their problems in our writing?
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Graphic showing Jim Pancero in an archway with the text, "Have you noticed no one brings you problems today?" on the right.

Have you noticed no one brings you problems today?

Join me as I share ideas your team can be using to focus more on problems instead of just symptoms…so they can sell even more!
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Graphic showing Jim Pancero in an archway with the text, "Are you posting client testimonials on your website, LinkedIn, and YouTube?" on the right.

Are you posting client testimonials on your website, LinkedIn, and YouTube?

It used to be you only had to put your customer’s picture and their one paragraph testimonial on your website. Today the best testimonials are on video.
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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.

Winning with today’s new rules of selling by utilizing the old rules of sales

The best way to sell today is by using the old sales tools like the steps of a sales call to give you more control of your persuasiveness and having defined multiple-call sales plans. It’s getting higher, wider and deeper within an account to make sure you're talking to the best people who will make a buying decision.
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Graphic showing Jim Pancero in an archway with the text, "Are you successful selling against Amazon?" on the right.

Are you successful selling against Amazon?

Have you noticed offering high quality products backed by great service is just not enough today to gain a consistent competitive edge? Today you also need to be focused on speed, simplicity and ease of use…the Amazon model.
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Graphic showing Jim Pancero in an archway with the text, "Think trying one new idea a week could increase your sales?" on the right.

Think your team could take advantage of my friend’s idea to increase your sales and profitability?

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?
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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?
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Graphic showing Jim Pancero in an archway with the text, "Do you really know what your customers want and expect?" on the right.

Do you really know what your customers want and expect?

Most salespeople assume they know their customers. But how much of their awareness is based on what buyers wanted years ago?
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JIM PANCERO, CSP, CPAE
Hall of Fame Speaker & Thought Leader

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

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