Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
How are your reps adjusting to the new realities of selling today?
Selling in the last ten to fifteen years has gone through a cultural shift due to the general lack of trust buyers have with sales reps today. The first major challenge today is that customers are overworked. They want shorter sale...
Are your reps losing business because of not following the steps of a sales call?
Most salespeople today are intuitive and have never learned the steps of selling or see the importance in using them. Because of this, most are dealing with three problems…1st problem – A rep with little to no awareness of the steps of a...
Are your reps successfully selling to buyers with opposite personalities?
Most reps are good at selling to someone just like them…with the same likes and dislikes. Are your team members equally skilled at selling to buyers with completely opposite personalities? A goal of sales training today is to help s...
Is the Internet screwing things up for your reps?
How many of your buyers are doing more research and know more about your products than your reps do? Customers are doing their own research today before talking to a salesperson. They’re also delaying when they bring salespeople in...
Are you, as the leader of your sales team, using the latest technologies to extend your reach and impact?
A great way to increase your customer impact as the leader of your sales team is to increase your use of technology by connecting with prospects and customers utilizing Zoom, GoToMeetings, or Microsoft Teams. In the old days, you’d ...