Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
Does your team really trust you’re on their side?
The job of a sales leader is to help your people achieve more than they would have achieved if you just left them alone. Do your sales reps really believe that's your goal? It’s your responsibility to make sure everybody is in line ...
Are your reps still just selling their stuff?
How many of your reps have become too self-focused in their selling efforts? All they do is talk about how great their products are, how many other satisfied customers they have, and how they promise they’ll be there to help? And how many do 90...
How are you increasing your sales team’s success?
There are three critical areas, when maximized, that can improve your team’s success. Ignoring any of these three areas, sales (and skills) will tend to remain flat causing much less growth than you could otherwise achieve. The firs...
Are you asking the best questions?
You can increase your sales team’s effectiveness by strengthening the persuasiveness and effectiveness of the questions they’re asking prospects and customers. Questioning is the path to discovering and explaining how you can improv...
Are you only winning business AFTER you’ve matched the lowest price bid?
You don't have to be the lowest price…you just have to prove you’re in range of your competitor and are offering a lower total cost. How much extra would you pay to have safer tires on your car? Sales is really just a two-step proce...