Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
Are your reps getting the best return on their time investments?
Could any of your reps benefit from help improving their efficiency and effectiveness? As sales managers we need to be helping our reps evaluate how much time they’re investing in each of their customers, what they’re doing, and as...
Are you spending so much time closing deals that you have no time left to coach and lead?
Are you leading your sales team…or just acting as the head doer? Too many managers today personally spend so much time selling and closing business that they’ve little time to be a coach and leader to their team. Are your “doing” efforts preven...
Three critical selling processes to master
There are three multiple-step tactical tools sales reps need to master for long-term success in selling. 1st – NEW BUSINESS PLANS, whether selling an existing customer or new prospect. What do you do from the time you identify a ne...
Are your reps taking full advantage of your video sales tools?
What kind of video sales aids and support are you providing your reps? Everyone now has access to Zoom and the other video conferencing platforms available…but are you effectively utilizing this new tool to increase your team’s customer-connect...
Are your reps successfully using WIIFM’s in their selling messaging?
Are you pushing your reps to sell using WIIFM’s (“What’s in it for me?”)? Join me as I talk about a classic of sales coaching…teaching reps to focus more on the WIIFM’s of what you’re selling than the product facts and features.