Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
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… ...
How are you strengthening the weakest skills within your sales team?
There are three skill sets a salesperson needs to master to achieve long-term success in selling. We can view this as three points on a triangle.The first skill area, and triangle point, is strong relationship skills so your buyers like ...
How much time are you really spending as a coach and leader of your sales team?
How much time do you spend fighting fires and fixing problems compared to actually coaching…and leading your team? Will you be able to spend more time this year being more of a coach conducting account planning and strategizing with your salesp...
Is this a good time to remind your team of your company values and ethics?
Most businesses assume their employees understand, and are following, their company’s values and ethics. But for most it’s also been a while since management actually talked with their employees to review the values and ethics expected.