Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
Selling using physical comfort zones
How aware are you of the physical comfort zones you have between yourself and your customers? Being too far away from a buyer could be seen as being aloof. But if you stand too close, you could be seen as pushy and aggressive.The first z...
Are you training your team to take advantage of the seasonality of your business?
Is there any seasonality to your team’s selling efforts? What can you do prior to a season’s start to coach, remind and fine-tune your team’s selling skills and messaging?Each industry tends to have a different peak time of year, whether...
Could your reps do a better job presenting to your dealer – distributor - retailer sales meetings?
Do the presentations being given by your sales team to your independent distributor or dealer salespeople have the best information possible so they can do their job more effectively?The problem is most sales presentations given to these...
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...