Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
How many of your reps follow a “Ready – Fire – Aim” selling philosophy?
Give one of your rep’s a new sales lead…what will they do first? Sadly, most immediately grab their phones calling the lead to get a conversation, or even better, schedule a face-to-face appointment.But these reactive “R...
Do you see selling as more art…or science?
Successful selling today demands we master both sides. But most salespeople only gravitate to one side, and that side is usually the intuitive art side. It used to be having the “gift for gab” was all that was needed to be ...
Have any unmotivated and underperforming sales reps?
How many of your reps could be selling more…if they just put more energy into their territory? How you motivate your people and get them energized is a critical component of effective sales leadership.There are four simple rules of motiv...
Are your buyers tired of only hearing about your features?
Are your reps only bragging about what they’ve got instead of focusing on the benefits your buyers will get?How many of your reps sell utilizing a self-focused approach. How many were taught a “feature-benefit” presentation styl...
Are your reps still saying the same, old, tired answers explaining your uniqueness and value?
One of the best ways to increase your team’s effectiveness (and sales) is to not respond with the same answers everybody else gives when asked “Why do I want to buy from you?”Ask this question of your reps and you’re likely to hear… ...