Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
Are you still a student of selling?
The profession of selling is experiencing some pretty tough times. We have less time in front of customers. Customers don't respect salespeople like they used to. Buyers assume all products are generic and believe there’s very little difference...
Are your reps only seen by your buyers as “Product Pushers?
Too many salespeople today spend so much time selling, pushing their products, and talking about their latest deals that they're not doing much to actually help their customers. A buyer recently shared, “The only time I see my ...
Are you coaching your reps to not give up?
Sales has gotten a lot tougher than what it was ten or even 15 years ago. Customers are harder to reach. They don't return phone calls anymore. When you stop by their office, they're not available. They don't answer the phone when you do call.&...
How are your reps adjusting to the new realities of selling today?
Selling in the last ten to fifteen years has gone through a cultural shift due to the general lack of trust buyers have with sales reps today. The first major challenge today is that customers are overworked. They want shorter sale...
Are your reps losing business because of not following the steps of a sales call?
Most salespeople today are intuitive and have never learned the steps of selling or see the importance in using them. Because of this, most are dealing with three problems…1st problem – A rep with little to no awareness of the steps of a...