Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
Are you training and motivating all members of your sales team?
A great way to increase the effectiveness and impact on your customers is to make sure all members of your team interacting with buyers have all the persuasive and problem-solving skills needed. Whether it be a delivery person, inside salespers...
Can Zig Ziglar help your team “Keep pumping” and not give up?
Are your people giving up too early? How many voicemails will your reps leave before they abandon a sales lead? Zig Ziglar was famous for his motivational talk explaining how an old farm pump and selling have so much in common. The...
Are you still only selling to THE decision maker
Business decisions used to be very hierarchical. The company owner or department head would make the final decision after getting input from their team. Selling in the past focused on getting to that single, top decision maker.Decisions ...
Are your reps utilizing “2nd Step” selling?
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.The only way we can get what we want is by first maki...
Using “100% Forecasts” to help reps think and plan more moves ahead
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.There's a great exercise you can conduct throughout the year cal...