Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Latest Episodes
Could ‘Blitz Days’ increase your team’s prospecting success?
Blitz Days are based on team members blocking their calendars for a specific date agreeing, if at all possible, to not be calling on existing customers. The entire day is devoted to prospecting for new accounts and stopping by to identify new c...
How balanced are you as a coach and leader of your team?
Effective sales leadership is based on mastering four distinct skill sets to increase your team’s success, persuasiveness, and stability.The first skill set, taking the majority of most manager’s time, is solving problems and fighting fi...
Do your buyers really trust your sales reps?
Do you know anyone who doesn’t trust salespeople? They're afraid of being taken advantage of and not being told the truth. Do your buyers trust and believe your reps are committed to their best interests? Three ideas to help build e...
How many of your reps follow a “Ready – Fire – Aim” selling philosophy?
Give one of your rep’s a new sales lead…what will they do first? Sadly, most immediately grab their phones calling the lead to get a conversation, or even better, schedule a face-to-face appointment.But these reactive “R...
Do you see selling as more art…or science?
Successful selling today demands we master both sides. But most salespeople only gravitate to one side, and that side is usually the intuitive art side. It used to be having the “gift for gab” was all that was needed to be ...