Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
Is your team selling your competitive advantages?
There are three levels of competitive awareness. The first level is your PRODUCT KNOWLEDGE competitive awareness. It’s understanding how your features and benefits compare to your competitors. About 90% of all salespeople have fairl...
Are your customer support efforts frustrating your customers?
There's an old sales term of “under-promise and over-deliver” to help make sure we are impressing our customers and satisfying their concerns. Are you, like too many other businesses today, not following this “under-promise / over-...
When was the last time you researched your competitors?
Most believe they have a fairly strong level of competitive awareness. They know what their competitors are doing, their prices, how they sell, and how they close business.But we're in a very fast-changing environment today. Companies co...
Are you helping your sales managers become stronger coaches and leaders?
The reality over decades of research is that people coached by somebody more skilled tend to have the fastest improvement in those skills. Your job as the coach and leader of your sales team is to help strengthen and improve the skills of all m...
Any of your reps afraid to ask for the order?
Too many salespeople are afraid to ask for the order. They're either afraid they’ll seem too pushy or they don't know the steps to getting a buyer to say yes.The close is not the most critical step in the selling process, especially when...