Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
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...
How often do you need to be talking with your customers?
It used to be how often you contacted a buyer was defined by their sales volumes. But today things are more complex. One of the best things you can do is to just ask customers how often they want you calling and bringing new ideas.We ris...
What can you learn by doing business with your competitors?
Years ago I consulted with a major bank in Cincinnati. I was so impressed with the senior leadership of the bank. They had a rule their senior leadership had to do business with another bank. They wanted to make sure their executive...
Are your reps using their cell phones as effective sales tools?
Though cell phone video capabilities have existed for years, most salespeople are not taking advantage of this technology. The goal is to use your cell phone to capture more images of your products being utilized and satisfied customers talking...