Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
Are your delivery drivers effective members of your sales team?
If we look at the actual time spent in front of customers, there's a good chance your delivery drivers and service people are spending more time with your customers than your sales reps are. Do you find it surprising that most organ...
The three best ways to gain a competitive advantage
1st way to increase your competitive advantage is to have a stronger response to how your entire team is answering a buyer asking; “Why, based on all the competitive options available to me, do I want to buy from you?” Are ...
Could a cleaner and better organized car help your reps sell more?
The reality of any outside salesperson is they live in their car. It's their mobile office, rest area, and where they usually eat lunch. And because of that, a lot of reps' cars get rather messy. What happens if your rep has a custo...
Does your literature and packaging actually explain why I’d want to buy your products?
We were helping a friend move into her new apartment. As we were helping her get set up, I commented, “You really ought to have a carbon monoxide detector.”She asked, “Why?” I didn’t really know, so I went out to buy on...
How predictable and consistent are your sales team’s selling messages?
How are your reps responding to a buyer asking “Why, based on all the competitive options available to me, do I want to buy from you?” A great test to learn what’s being delivered by your team is to individually ask each re...