Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
Do your reps just collapse into “Presentation Mode” when under pressure?
Do your reps automatically go into “Presentation mode” when a buyer says they only have a few minutes to talk?A buyer starts off a call saying “You’ve got 5 minutes… what do you want?” or says “We're very happy with...
How are you helping your reps get value from their lost sales?
Too many reps come back to the office announcing “We lost the Phillips proposal because our price was too high.” A critical responsibility as a sales leader is to understand price is never a reason you lost. Price is only a symptom.&nb...
How are your reps overcoming the reality of today’s self-educated buyers?
How buying decisions are made has changed dramatically in recent years. It used to be if you wanted to buy something, like a hot tub, the first thing you’d do is stop by a hot tub store, talk to a sales rep, pick up some literature and pricing ...
Are your reps functioning as order takers or as trusted advisors?
Where are your sales reps positioned in the eyes of your customers? Too many salespeople are not functioning as trusted advisers in their customers eyes but are just seen as order takers and fulfillers of what their customers need. This is a ke...
Are your customer problem resolution skills as strong as Disney’s?
I was speaking at a conference at a Disney hotel in Orlando. As my cab pulled into the hotel, the hotel valet got into an argument with my driver over who should pull my bags out of the cab.As I checked in at the front desk, I shared the...