Sales Leadership with Jim Pancero
Jim Pancero has been influencing, guiding, and inspiring sales professionals in more than 80 different industries to increase sales, market share and profitability. Jim's combination of humor, larger-than-life personality, outstanding research and real-world examples that hit home, provide even experienced sales pros who think they've heard it all, with strategies and concepts that work! Your sales team will be charged up and ready to go...and your company and customers will reap the rewards. Time with Jim is time well spent. Watch your productivity and profitability soar! https://pancero.com
Episodes
120 episodes
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...
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Season 4
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Episode 21
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2:52
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.
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Season 4
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Episode 20
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1:55
Are any of your reps guilty of “Ready – Fire – Aim?”
How many of your reps, when given an opportunity, will just act without doing any research or account prep? Join Jim as he talks about how you can help your reps break this “Ready – Fire – Aim” challenge…so they can sell even more!
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Season 4
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Episode 19
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1:58
Want to evaluate how strong a sales leader you really are?
Success in sales today is based on the strength of your sales coaching and leadership. So how much actual sales leadership training have you had? Are you even aware of all the skills critical to today’s successful leadership? Join Jim as he sha...
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Season 4
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Episode 18
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3:10
Do your reps understand (and use) the 3 basic structures of asking questions?
How skilled are your reps at asking questions of their buyers? How much time have you spent training and coaching your reps on the basic structures of questioning? Join me as I share the three fundamental skills of persuasive questioning…and ho...
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Season 4
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Episode 17
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3:48
How much time are you really spending as a coach and leader of your sales team?
Where are you spending your time as the manager of your sales team? How much time are you spending fighting fires and fixing problems compared to coaching…and leading your team? Your buyers and competitors are dramatically changing, join me as ...
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Season 4
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Episode 16
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2:44
Can your reps deliver their message of uniqueness before they burn their fingers?
How long is it taking your reps to deliver their messages of value and uniqueness to your customers? Especially in today’s hyper-competitive world where we have less time to sell compared to as little as 5 years ago. Join me as I share an old s...
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Season 4
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Episode 15
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1:33
Do your reps really understand the persuasive impact they’re having on their buyers?
Are your team members aware of how their spatial distances impact their persuasiveness? Join me as I share how control of spatial distances has a direct impact on your ability to sell and close business…so you can sell even more!
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Season 4
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Episode 14
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2:44
When your reps are under pressure, do they just collapse into “Presentation mode?”
Are your reps talking too much? Do your reps automatically go into “Presentation mode” when a buyer says they only have a few minutes to talk? Join me as I offer ideas to help your reps improve their persuasive skills even when they only have a...
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Season 4
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Episode 13
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1:55
How are you helping your reps get more value out of their lost sales?
What can you do to help your reps learn, and improve, from a lost sale? What can you do to use your losses as opportunities for research, for follow-up and to help increase your team’s competitive edge? Join me as I share how you can help your ...
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Season 4
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Episode 12
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2:02
Want to strengthen your new sales candidate interviewing skills?
Are you learning the best information and insights when you interview new people to join your sales team? I watch two realities with most sales leaders I meet. The first reality is almost all sales managers interview at least one new salesperso...
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Season 4
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Episode 11
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2:15
How are your reps selling to today’s self-educated buyers?
Have you noticed that your sales reps are being brought in later into their customer’s buying decisions? Think any of your reps are being cut out of your buyer’s evaluation and selection decisions? Join me as I share ideas to help you coach you...
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Season 4
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Episode 10
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1:54
What are you doing to help your reps gain more respect (and business) from your customers?
Where are your sales reps positioned in the eyes of your customers? Are your reps still only seen as order takers to their buyers, with little respect to their suggestions or opinions? Join me as I share the four levels of sales positioning and...
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Season 4
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Episode 9
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3:18
Can you help your sales team improve their persuasiveness with a wider range of buyers due to their age?
How many of your younger reps are struggling to gain respect and to be taken seriously by their older customers? And how many of your most senior reps are having a hard time selling to buyers much younger than they are? Join me as I share techn...
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Season 4
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Episode 8
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3:20
Can Zig Ziglar help your team “Keep pumping” and not give up?
Are your people giving up too early? How many voicemails will your reps leave before they abandon a sales lead? Zig Ziglar was famous for his motivational talk explaining how an old farm pump and selling have so much in common. Join me as I tal...
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Season 4
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Episode 7
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1:32
Are you training and motivating all the members of your sales team?
What are you doing to make sure all members of your selling efforts feel they are part of your team? Join me as I share ideas that can help strengthen your entire sales team, your drivers, inside sales and technical support people, by making su...
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Season 4
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Episode 6
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1:51
Are your reps getting maximum selling advantage from their customer plant tours?
Receiving a tour of a customer’s offices or production facilities is a major competitive selling opportunity. Are your reps getting maximum advantage from their tours of customer’s facilities? Join me as I share what your reps can do to gain mo...
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Season 4
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Episode 6
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3:35
How are you helping your reps get higher, wider, and deeper?
How many of your reps are only calling on people at the lowest customer levels who place orders but are not the decision makers? Join me as I share ideas of how you and your team can get higher, wider, and deeper within your accounts…both to st...
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Season 4
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Episode 5
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1:58
How persuasive and effective are your team’s presentations to your distributors and dealer’s sales meetings?
Do you sell through distributors or dealers? Do your reps make presentations to distributor or dealer sales team meetings to talk about the value and uniqueness of your products? If this is a part of your selling environment, then please join m...
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Season 4
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Episode 4
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3:46
How visible are you as a sales manager to your customers?
How stable are your customers under your responsibility? How visible are you as a sales manager to these customers, so if your sales rep left suddenly, you would still likely keep their business? Join me as I offer some ideas to help you stabil...
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Season 4
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Episode 3
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2:20
Are you still allowing your reps to deliver price quotes without selling cover letters?
Does your quoting system produce computer-generated price quotes for your customers? What kinds of selling messages are included in the quotes your reps are delivering? Join me as I share how cover letters could strengthen your customer’s under...
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Season 4
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Episode 2
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3:11
What can you do to get your reps out of their comfort zones so they can sell even more!
How many of your reps are only calling on existing customers, and even the same old contacts within their existing customers? How can you possibly increase sales (and more importantly profitability) if your team does the same things, the same w...
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Season 4
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Episode 1
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1:28
Can your reps become better storytellers to help increase their sales?
We are all more persuasive and effective when we use stories to sell. But most otherwise successful reps are not natural story tellers. How many of your reps take too long to tell a story or include too many distracting details that take away f...
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Season 3
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Episode 24
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2:13
Quick prospecting idea to generate more sales leads!
Are your reps having a hard time finding solid, qualified sales leads? Join me as I share an idea that’s worked for me in my business generating new prospects…by calling on old and dormant customers…so you can sell even more!
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Season 3
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Episode 23
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1:39
Where is your team selling on The Competitive Pyramid and is it working?
What gives your sales team their greatest competitive edge today? And what are you doing as their coach and leader to help them advance to a higher level on the “Competitive Pyramid?” Join me as I discuss the six levels of the competitive pyram...
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Season 3
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Episode 22
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3:02