Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
Are your reps functioning as order takers or as trusted advisors?
Where are your sales reps positioned in the eyes of your customers? Too many salespeople are not functioning as trusted advisers in their customers eyes but are just seen as order takers and fulfillers of what their customers need. This is a ke...
Are your customer problem resolution skills as strong as Disney’s?
I was speaking at a conference at a Disney hotel in Orlando. As my cab pulled into the hotel, the hotel valet got into an argument with my driver over who should pull my bags out of the cab.As I checked in at the front desk, I shared the...
Are your reps still using the lessons of “The Challenger Sale?”
Ever read the book “The Challenger Sale” by Matthew Dixon and Brent Adamson? It was one of the hottest sales books twelve or thirteen years ago that had a big impact on a lot of sales teams.The authors did research on the best p...
Are your reps just chasing buyer symptoms…or are they getting to the real problems?
Years ago I noticed my backyard was filled with moles. They were digging tunnels all over my yard making it look terrible.I spent a month working with my local hardware store trying to fix my mole problem. I put poisons down the holes an...
How to motivate unmotivated sales reps
Any low-motivated members of your team? The first challenge is not how we get them motivated but how we discover why they’re unmotivated. They could be unmotivated due to any of four reasons…Are they coasting to retirement? If within a f...