Articles for Sales Management Professionals
How are you reaching your buyers?
By Jim Pancero |
Buyers communicating and evaluating sellers through online platforms continues to grow. If you're in retail your buyers are likely on Facebook and Instagram. Business-to-business buyers are on LinkedIn and YouTube. How are you using this to your advantage?
Read More Can your reps shorten their “Selling Cycle Times?”
By Jim Pancero |
We used to increase the efficiency of a sales team by shortening their selling cycle times. The time between ending one phone call and making another. If we shorten their time between calls we can increase their sales by increasing their volume of opportunities.
Read More Are you still only selling to THE decision maker?
By Jim Pancero |
What can you do to help your team understand and direct their selling efforts to include all expected to have influence on the decision to buy from you?
Read More Are your reps utilizing “2nd Step” selling?
By Jim Pancero |
Ever hear of the selling concept called “Second Step Selling?” Step one is satisfying your buyer’s needs so, Step two, they’ll satisfy your needs by giving you their business.
Read More Using “100% Forecasts” to help reps think and plan more moves ahead
By Jim Pancero |
Have you noticed most sales reps today do not think or plan enough moves ahead? Most don't even know until the Fall what they still need to do to achieve their annual quota.
Read More Are you following up on recently cancelled business?
By Jim Pancero |
What are you doing to follow up with customers leaving to do more in-depth research asking “What could we have done better?” “How could we have been more competitive doing more to satisfy what you are wanting?”
Read More Virtual plant tours – Can they help increase your competitive edge?
By Jim Pancero |
Are you giving remote facility tours to your prospects and customers? Plant tours have always been a critical opportunity to sell your value and to demonstrate your quality. But customers are just not traveling as much today.
Read More Three critical selling processes to master
By Jim Pancero |
Today’s video talks about these three most critical selling processes your team needs for success in today’s hypercompetitive markets…so you can sell even more!
Read More Are you spending so much time closing deals that you have no time left to coach and lead?
By Jim Pancero |
Are you leading your sales team…or just acting as the head doer?
Read 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