Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
Is the Internet screwing things up for your reps?
How many of your buyers are doing more research and know more about your products than your reps do? Customers are doing their own research today before talking to a salesperson. They’re also delaying when they bring salespeople in...
Are you, as the leader of your sales team, using the latest technologies to extend your reach and impact?
A great way to increase your customer impact as the leader of your sales team is to increase your use of technology by connecting with prospects and customers utilizing Zoom, GoToMeetings, or Microsoft Teams. In the old days, you’d ...
Are your reps asking enough “Why” questions?
One of the best questions a sales rep can ask a buyer at any time in their selling process is “Why?” Too many times we only ask buyers a lot of “What” they want and “How” often they want it questions. If a buyer sh...
Does your team really trust you’re on their side?
The job of a sales leader is to help your people achieve more than they would have achieved if you just left them alone. Do your sales reps really believe that's your goal? It’s your responsibility to make sure everybody is in line ...
Are your reps still just selling their stuff?
How many of your reps have become too self-focused in their selling efforts? All they do is talk about how great their products are, how many other satisfied customers they have, and how they promise they’ll be there to help? And how many do 90...