Articles for Sales Management Professionals

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?

Join me as I discuss the difference between the steps of a sales call when applied to the multiple-call selling environment compared to the retail single-call sale…so your team can sell even more!

Is your current service level really helping increase your competitive advantage?

Are your customers really aware of everything you sell? How often are your salespeople hearing “I didn’t know you did that!” from your prospects or customers?

Join Jim Pancero as he shares ideas that can help you coach your people into thinking, selling (and winning!) more moves ahead!

As the leader of your sales team, what are you doing to make sure your team truly understands and utilizes the more modern version of 1st lowering resistance, 2nd asking questions, 3rd presenting, 4th closing and then 5th and finally agreeing and setting up your next contact?

What can you do to help your reps realize how late they’re entering a new buyer’s decision process today? How can you help identify the best questions to ask early in their call to identify buyer decisions already made?

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?”

How can we say we’re customer-focused if we rarely even mention our buyers and their problems in our writing?