Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
Does your literature and packaging actually explain why I’d want to buy your products?
We were helping a friend move into her new apartment. As we were helping her get set up, I commented, “You really ought to have a carbon monoxide detector.”She asked, “Why?” I didn’t really know, so I went out to buy on...
How predictable and consistent are your sales team’s selling messages?
How are your reps responding to a buyer asking “Why, based on all the competitive options available to me, do I want to buy from you?” A great test to learn what’s being delivered by your team is to individually ask each re...
How many of your sales reps are selling on purpose?
We need salespeople today to be more proactive initiators, not just reactive responders. How many of your team spend most of their time answering the phone, covering their territory on the same days each month, and calling on the sa...
Are your reps selling with a “Ready – Fire – Aim” philosophy?
One of the ways, as a sales leader, that we can increase the effectiveness of our sales team is to make sure they have the best habits of selling, that they’re selling more as a process instead of events.The reality is most sales reps ar...
Can you be more of a “Future Focused” sales leader?
There's a simple coaching technique that you, as a sales leader, can use to help make sure your salespeople continue to stay more future focused in their account discussions and account planning. This simple phrase is… ”And then what?” ...