Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
Are your reps able to win business without being the lowest price?
This is a great video to show at your next sales meeting!The reality is too many sales reps are only effective at winning business when they’re the lowest price. But this level of selling (and lower profit margins) is jus...
Are your customers getting harder to reach?
It used to be that sales reps were considered the chief new information source for a buyer. If a buyer wanted something, the first thing they did was call a sales rep. Because of the Internet and all the other options of communicati...
What does it take today to strengthen your competitive advantage?
I’ve spent my career in sales and sales leadership, studying what it takes to gain a competitive advantage.What I’ve discovered is that every 10 years, selling has gotten tougher. Today we’re in a hypercompetitive environment. Buyers don...
Are your reps trying to use leave-behind brochures as sales aids?
There are two types of brochures a salesperson can use to increase their persuasiveness. The first type is called a SALES AID. A sales aid is used during a call to assist the salesperson in explaining and promoting their message. Ef...
Are your reps really prepared for your next trade show?
Trade show selling is an important way for companies to reach both prospects and existing customers. But too many make the assumption, because they have experienced salespeople, that their reps are also experienced in working trade shows. ...