Articles for Sales Management Professionals
Are your reps still using the lessons of ‘The Challenger Sale?’
By Jim Pancero |
Ever read the book “The Challenger Sale” by Matthew Dixon and Brent Adamson? It was one of the hottest sales books twelve or thirteen years ago that had a big impact on a lot of sales teams.
The authors did research on the best personality styles for a sales rep to have to be successful and win the most business.
Read More Is it time to shake things up with your sales team?
By Jim Pancero |
How many of your reps are in a rut? Not growing their sales? Doing and saying the same old tired messages?
Read More Generational Changes Driving Today’s Sales Process
By Jim Pancero |
By Rick Mullen, Maintenance Sales News Magazine Associate Editor – Originally published at http://maintenancesalesnews.com/msnNews0120.htm During a presentation at the recent ISSA Show North America 2019, in Las Vegas, NV, titled, “Winning Selling Strategies for Today’s Disruptive Sales Realities,” Sales Consultant Jim Pancero told an audience of cleaning professionals that selling has changed dramatically in recent years. “Fifty years ago, in …
Read More How strong is your team’s competitive awareness?
By Jim Pancero |
Does your team have strong enough competitive awareness to effectively defend and win against your direct, and indirect, competitors? Can your team pass my test on the three levels of competitive awareness? 90% of the salespeople I’ve interviewed are only functioning with two of these three critical competitive awareness levels. How will you, as the …
Read More How many customers are you ‘One car wreck’ away from losing?
By Jim Pancero |
Are your reps really connected with their most important customers? How many of your important customers are you just “one car wreck” away from losing because your sales rep only has one real contact/connection at their account. But if that single-contact buyer is promoted, fired, or just not there anymore (and that’s your only contact) …
Read More How many customers are you ‘One car wreck’ away from losing? MORE »
How many of your reps can pass the “Hellarewe Bird” test?
By Jim Pancero |
How many of your reps can pass the “Hellarewe Bird” test? If you’ve ever heard me present then you’ve likely heard me talk about the “Hellarewe Bird”…the three-foot birds who live in four-foot grass and spend their whole life saying “Where the hell are we?” I tell the story to make a point about behaviors …
Read More How many of your reps can pass the “Hellarewe Bird” test? MORE »
Are you leading a team of Firefighters or Arsonists?
By Jim Pancero |
As a sales consultant and trainer, I see the majority of sales reps today are merely functioning as reactive order-takers asking the same servicing questions until their buyer switches to a lower-priced competitor. But it doesn’t have to end this way! Learn the problems with the four questions most of your reps ask on every …
Read More Can your team really prove your “Higher price – lower total cost” competitive solutions?
By Jim Pancero |
How effective are your sales team members at defending your higher prices against your competition? The majority of experienced sales reps can talk a good story about all the ways buying a higher-priced product can save your buyer’s money. But most also collapse when their buyer demands they prove on paper why spending more with …
Read More Can your team really prove your “Higher price – lower total cost” competitive solutions? MORE »
Can you define the steps of your team’s selling process?
By Jim Pancero |
Do you have a clear definition of the steps of your team’s “Identify to close” selling process? Is your team wasting massive amounts of selling time and effort because they keep trying to redefine their selling process with each new selling opportunity? Learn how, as their sales leader, you can lead the definition, and implementation …
Read More Can you define the steps of your team’s selling process? MORE »
JIM PANCERO, CSP, CPAE
Hall of Fame Speaker & Thought Leader
2006 Robin Hill Lane, Carrollton, TX 75007
800.526.0074 or 952.913.8998