Sales Leadership with Jim Pancero

How are your reps handling the buyer’s challenge of “Your price is too high!” Join me as I share how understanding and utilizing the four steps of financial justification can help your team defend themselves and win the business…even when you have a higher price!

Does your sales team present on a regular basis to their dealers, retailers, or franchisees? Most manufacturers present to their distributor’s sales teams responsible for selling their products. Join me as I share the consistent challenges most companies have with these presentations…and how you can improve your team’s presentations…so you can sell even more!

Success in selling today comes down to a few simple ways you can increase the competitive advantage and selling effectiveness of your team. Join me as I share the three keys to increasing your competitive selling advantage…so you can sell even more!

Receiving a tour of a customer’s offices or production facilities is a major competitive selling opportunity. Are your reps getting maximum advantage from their tours of customer’s facilities? Join me as I share what your reps can do to gain more insight and competitive positioning from their customer facilities tours…so your team can sell even more!

How consistent are the messages and selling focus being delivered by the various members of your sales team? Most teams are merely a gang of independent gunfighters, each selling their own way with their own messaging. Join me as I share the three most critical questions you need to be asking your team to ensure they are all selling the same messages of value and uniqueness…so you can sell even mo...

Notice how significant the changes are to today’s competitive markets? How has this tightened competitive environment impacted you and your team? Join me as I share the major causes of today’s hyper-competitive markets…and what you and your team can do about it so you can sell even more!

Supply chain disruptions, customer service challenges and aggressive competitive price challenges are impacting (and distracting) most sales professionals today. How many of these disruptions are reducing the effectiveness, and sales revenues of your team? Join me as I share what I’ve observed is the best way to strengthen and increase the effectiveness of your sales reps today...so they can sell...

How often are you able to ride with your sales reps? Join me as I share the most important responsibilities a sales manager has when riding with their sales reps so you get the best outcomes…and your people are able to sell even more!

Do any of your reps still follow that old habit of selling…of going into a sales call with little research or preparation? How many of your reps still follow a “Ready – Fire – Aim” approach to selling doing little research prior to a call? Join me as I talk about how selling is tightening up and how to best prepare for these new critical selling opportunities…by being more prepared.

Have you been saying “I’d just be selling more if I could strengthen my closing skills?” The realty of sales training today is sales reps ask for help learning how to close…when the real challenge is their lack of understanding of how to sell. Join me as I share the role of closing skills in selling…and how you can help your team close more business by improving the way they sell!

Notice how selling has become more challenging in recent years? Harder to reach buyers, shorter sales calls when you do talk, and aggressive competition trying to take business away from you. Join me as I share how you can lead your team to tighten up their selling messaging and improve their selling impact…so you can sell even more!

There’s been a profound shift in what works in selling today…have your reps been keeping up with all these new aspects required for success in selling? Join me as I share the most significant changes impacting selling today…and what you and your team can do about it (so you can sell even more!)

Most sales teams are utilizing some type of weekly call reporting to help your leadership team better understand what your reps have been doing…and plan to do in the future. How are you using your call reporting to help you become a stronger coach and leader of your team? Join me as I share how you can increase the quality of the information you receive from these reports…as well as use them to se...

Noticed how selling has become so much tougher this last year due to all the supply chain disruptions and not enough people to properly service and support your customers? Selling and customer service is dramatically changing for all sales teams today. Join me as I share ways you can increase your leadership success in today’s turbulent times by following the “ABC’s of coaching” (“Always Be Coachi...

Are your sales team members really asking enough questions? Join me as I share how too many sales reps today continue to follow a “Ready – Fire – Aim” philosophy of selling asking too few questions of their buyers and just going right to their presentation? Think your reps could be asking more qualifying and discovery questions from their buyers…so they can sell even more?

Are you discovering your sales reps have less time in front of their customers, and that your buyers are demanding more than ever from your team? Join me as I share how utilizing role playing can significantly increase your team’s selling effectiveness and profitability…through management-led role playing!

Are you using “Hunters” vs “Farmers” as terms to describe your sales team members? Traditionally “Hunters” focus on going after new business accounts while “Farmers” work to maintain and grow your existing customers. Join me as I share my concerns for you using these antiquated terms…and how this could be hurting your long term sales and competitive success!

How many of your retail or dealer customers use displays to increase their sales? Join me as I offer ideas to help you increase the seasonal marketing creativity and effectiveness of your retailers and dealers…so they can sell even more!

We’ve gone through profound changes in selling the last few years… selling has changed dramatically, what gives you a competitive advantage has changed significantly. Join me as I share how you, as the leader of your sales team, can adjust your leadership style and learn what your buyers are really wanting today as well as what your sales reps most want from you as their manager. Everything the la...

Plant tours of your facilities have always been a great way to impress your customers. One of the consequences of COVID’s impact on selling is that customers today are less likely, and less interested in touring vendor facilities. So how are you getting your strong message of value and uniqueness across to your clients when you can’t get them to come to your facilities? Join me as I share how you...

How many of your reps are complaining about not having enough new business…but are doing nothing to go out prospecting and uncover any new accounts? Join me as I share some of the great prospecting tips from sales trainer Brad Tonini of Melbourne, Australia…so you and your team can sell even more!

When does your big selling season happen in your industry? And what are you doing to get your team (especially your established reps), ready for your next big selling opportunity? Most businesses do little to prepare. Join me as I share how you can help your team be best prepared to take advantage of this upcoming seasonal window of opportunity…so your team can sell even more!

How are you helping increase the efficiency and effectiveness of your sales team? One of the most effective ways to improve a team today is to provide them with more steps, structures, and processes of selling. Join me as I share how adapting a more “paint by numbers” approach to selling can help you increase the selling success of your team!

What kind of feedback and tracking are you following for your sales team members? Join me as I share some ideas on how you can improve and strengthen your tracking of your team…so you can sell even more!

Sales contests are an important component of your motivational efforts to help your team sell even more. Join me as I share five ways you can strengthen the impact and motivation of your sales contests…so your team can sell even more!