Shows
Manufacturing GreatnessEmployee Motivation in Manufacturing for Plant Leaders: Why Teams Disengage and How to Reignite Performance with Jim Pancero #152Welcome to Manufacturing Greatness with Trevor Blondeel, where we work with organizations to manufacture greatness by leveraging resources you already have to achieve greater retention, productivity, and profits. To learn more, visit www.manufacturinggreatness.com and click here to subscribe to Trevor's monthly newsletter. Now, let's jump in! When you're dealing with disengagement or low morale on the manufacturing floor, a motivated team can feel like a myth. But with the right leadership mindset and workplace culture, you can improve engagement, productivity, and performance. In this episode, Jim Pancero,sales and leadership coach w...
2025-09-1725 min
Limitless Leadership LoungeMastering Modern Sales with Jim PanceroWhat truly moves buyers today?Jon Goehring, Coach Jim Johnson, and Dr. Rehnuma Karim welcome Jim Pancero — sales structuralist, author, and world-class sales coach — for a deep dive into the science and art of selling in today’s landscape.Jim shares why traditional sales approaches are changing rapidly and how focusing on customer needs and concise messaging (one to one and a half minutes!) leads to breakthrough success.He unpacks:The four foundational selling skill layers: attitude, operational skills, tactics, and strategyWhy most salespeople fail to follow a deliberate, multi-step sales processHow to engage...
2025-08-1347 min
Becoming PreferredReturning Guest, Jim Pancero – Sharpening Your Competitive EdgeSEASON: 4 EPISODE: 3Episode Overview:How can businesses communicate more value and uniqueness in today’s price-driven, hyper-competitive markets, or in a market that is saturated with options? In an era dominated by price-driven hyper-competitive markets, businesses must constantly grapple with the challenge of standing out from the crowd and becoming the preferred choice of their customers. My guest on today’s episode is here to unravel the complexities of this landscape and share invaluable perspectives and insights on how organizations can authentically differentiate themselves, communicate their unique value proposition, and navigate the competitive fray...
2024-06-1739 min
The Sparking Entrepreneur ShowSelling Simplified: Boosting Profits with Jim PanceroDive into the world of sales success with the one and only Jim Pancero. With over 80 different industries under his belt, Jim's unique approach has helped countless sales professionals increase their sales, market share, and profitability. He has a talent for simplifying complex selling and buying processes, making them understandable and actionable. Join us for an episode filled with humor, real-world examples, and larger-than-life personality as Jim shares invaluable insights that even seasoned sales pros will find fresh and inspiring. Get ready to supercharge your sales team and watch your productivity and profitability skyrocket. Tune in now for a dose...
2023-10-1623 min
FORDIFY LIVE: The Business Growth Show with Ford SaeksS1Ep138 How to Increase the Average Transaction with Jim PanceroEvery organization is concerned with increasing sales. How do you increase the average transaction? How do you find your ideal buyer? But more importantly, how do you elevate and lead a sales team? On this episode of The Business Growth Show, host Ford Saeks interviews Jim Pancero, an experienced sales trainer and consultant, to explore the challenges faced by businesses in today's ever-changing sales landscape. From the need for a structured sales approach to the importance of proactive leadership, Jim shares valuable insights and actionable strategies for improving sales and driving business growth. In this...
2023-07-2021 min
Your Intended MessageSelling has changed. Have you adapted? Jim PanceroYou can always sell more if you want to
How has selling evolved and how must you adapt?
Episode 154 (Jim is based in Dallas, Texas)
In this conversation with Jim Pancero:
How the sales person has lost their power
The loss of trust in sales
Where is the sales person in the process of researching a purchase?
How can the sales rep save the customer from misinformation?
How are you conveying your distinct difference and advantage?
What is the evolution of selling and what's next?
About our guest, Jim Pancero:
Jim Pancero is...
2023-05-251h 00
Construction DisruptionSystematic Selling with Intention with Jim Pancero“Selling is not an art. It is a structured science. Now, when it’s done right, it looks artful, but it’s not like this free form, like taking a blank canvas and painting a new picture for each customer. We can’t afford that inefficiency today. We need to have structures and processes to make us both more efficient and more effective in getting it done.” - Jim Pancero, Sales Speaker and Thought Leader When you hear the word ‘system,’ several thoughts might start racing through your head. Visions of stuffy offices, dusty bu...
2023-05-171h 06
Your Intended MessageHow to be more persuasive: Jim PanceroIf you work with people you need to persuade
What can you learn from effective selling techniques?
Episode 136 (Jim is based in Dallas, Texas)
In this conversation with Jim Pancero we explore:
The best way to be more persuasive
How to sell your ideas and yourself without feeling salesy
Why the first step is to lower resistance and how to do that
The power of asking questions and listening
Why you can't simply throw the weight of your authority around
How to accept unwelcomed suggestions with grace
About Jim Pancero:
Jim has worked...
2023-03-0242 min
Becoming PreferredJim Pancero – New Rules – Old ToolsSEASON: 2 EPISODE: 6Episode Overview:Today’s marketplace is more competitive than ever. The way people buy has changed and salespeople and sales leaders need to understand the new rules for old tools if they are to be successful. To help us understand how to evolve our salespeople and our sales leaders is author, speaker, and sales performance coach, Jim Pancero.Guest Bio: If you are excited, motivated, and ready to improve your sales team’s success, then Jim Pancero has the leading-edge solutions you need to increase your competitive advant...
2023-02-0645 min
Sales Leadership with Jim PanceroAre 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!
2022-06-0301 minSales Leadership with Jim PanceroWant 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 shares why most people became sales managers, and how strengthening your sales skills can make you a stronger coach and leader of your team.
2022-05-3003 minSales Leadership with Jim PanceroWant 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 salesperson for an open sales position a year. And the second reality I notice is most of those sales managers have never actually been coached or trained on how to conduct an effective interview. Join me as I share how you can become a stronger, and more insightful interviewer. In this video I also offer you a pdf...
2022-05-0602 minSales Leadership with Jim PanceroAre your reps selling with a “Ready – Fire – Aim” sales philosophy?How much pre-work or pre-planning are your sales reps doing to help increase their chances of winning the business? Join me as I offer some ideas of how you, as the leader of your team, can help your team think and plan multiple moves ahead…and selling on purpose!
2022-02-1102 minSales Leadership with Jim PanceroHow many moves ahead are your sales reps thinking?We have less time to sell today and tougher competition. How are your reps out-positioning, out-communicating, and out-selling your competition? Join me as I share how you can help your reps think and plan more moves ahead…so they can sell even more!
2022-02-0702 minSales Leadership with Jim PanceroHow many sales pros are you losing to “The Great Resignation?”These are volatile times where a record number of workers are changing jobs. What are you doing as a sales leader to insure all the members of your sales team are happy with their job and working or you? Join me as I share some ideas you can use to hopefully increase your team’s loyalty and satisfaction…so they don’t leave (so you can sell even more!)
2022-02-0402 minSales Leadership with Jim PanceroEight ideas you can use to strengthen your sales team for 2022.During this January kick-off month, I’ve been posting 8 specific immediately implemental ideas to help you grow your sales teams’ sales & profitability. How many of these video ideas have you been applying to your team? Join me as I review the eight ideas presented…all aimed at helping you and your team to sell even more in 2022! My eight January postings are all centered on helping you accelerate your team’s start into 2022 selling by helping strengthen their persuasive skills and control of their selling processes. You can view my already published video suggestions to accelerat...
2022-01-3104 minSales Leadership with Jim PanceroSelling success in 2022 Idea #8 – Are your sales reps capturing all the customer info you want and need to sell even more?How organized and complete is your customer information that’s maintained by your sales reps? Join me as I share how you can evaluate and strengthen your team’s information controls so you can sell even more! Want to strengthen your sales team for 2022? All my January postings (Monday & Friday) are meant to help you and your team increase your 2022 selling success and profitability. These January postings are all centered on helping you accelerate your team’s start into 2022 selling by helping strengthen their persuasive skills and control of their selling processes. https://pancero.com/category/virus/
2022-01-2803 minSales Leadership with Jim PanceroSelling success in 2022 Idea #7 – Could your team carve out more time to sell?2021 was a tough, yet profitable, selling year for most sales professionals. Supply chain interruptions, delivery delays and slow deliveries meant most reps spent most of their time apologizing and supporting their upset customers. Join me as I share the components of any solid sales call…and what your team can be doing to sell even more! My eight January postings are all centered on helping you accelerate your team’s start into 2022 selling by helping strengthen their persuasive skills and control of their selling processes. https://pancero.com/category/virus/
2022-01-2403 minSales Leadership with Jim PanceroSelling success in 2022 Idea #6 – Why do I want to buy from you?Do you agree this is one of the toughest questions being asked by buyers today? Join me as I share how you can strengthen your team’s answers, so you increase your competitive edge and sell even more! Want to strengthen your sales team for 2022? All my January postings (Monday & Friday) are meant to help you and your team increase your 2022 selling success and profitability. These January postings are all centered on helping you accelerate your team’s start into 2022 selling by helping strengthen their persuasive skills and control of their selling processes. https://pancero.com/c...
2022-01-2103 minSales Leadership with Jim PanceroCould your team sell more by they were bringing more proactive solutions to their buyers?2021 was a tough selling year for most sales professionals. Supply chain interruptions, delivery delays and slow deliveries meant most reps spent most of their time apologizing and supporting their upset customers. Think 2022 is the year to get back to selling and bringing new solutions to your customers? Join me as I share how your sales team can become more proactive solution providers in this coming year…so they can sell even more!
2022-01-1703 minSales Leadership with Jim PanceroSelling success in 2022 Idea #4 – Could your team sell more by developing one more contact at each of their important accounts?Want to strengthen your sales team for 2022? All my January postings (Monday & Friday) are meant to help you and your team increase your 2022 selling success and profitability. Join me for my fourth video sharing how developing just one additional contact within each of their important accounts can increase your competitive advantage…and help you sell even more!
2022-01-1402 minSales Leadership with Jim PanceroSelling success in 2022 Idea #3 – Could your team sell more by focusing more on your buyer’s pain?Want to strengthen your sales team for 2022? All my January postings (Monday & Friday) are meant to help you and your team increase your 2022 selling success and profitability. Join me for my third video sharing how selling to your buyer’s pain can increase your competitive advantage…and help you sell even more!
2022-01-1003 minSales Leadership with Jim PanceroSelling success in 2022 #2 – Could asking more questions strengthen your team’s selling success?All my January postings (Monday & Friday) are meant to help you and your team increase your 2022 selling success and profitability. Join me for this second video sharing how asking more questions can increase your competitive edge and selling success in 2022 (and beyond)!
2022-01-0703 minSales Leadership with Jim PanceroSelling success in 2022 #1 – Could using Zoom strengthen your customer relationships?Want to strengthen your sales team for 2022? All my January postings (Monday & Friday) are meant to help you and your team increase your 2022 selling success and profitability. Join me for this first video sharing how you can use Zoom to strengthen your customer support efforts and connectivity to your most important accounts.
2022-01-0303 minSales Leadership with Jim PanceroAre you and your team ready to take advantage of all the new opportunities now available in your markets?Congratulations on surviving 2021 and all the disruptions you’ve had to deal with to keep your buyers supplied and happy! Join me as I wrap up my December 8 video module series by offering you ideas that can help maximize your team’ success and profitability in this coming year of selling! I wish you and yours a positive, healthy, and prosperous 2022, and hope you continue watching, and hopefully sharing, my weekly videos, all aimed at helping you and your team to sell even more!
2021-12-3103 minSales Leadership with Jim PanceroGet ready for 2022. Can your support team become more proactive in 2022?A key to all selling and client service is having a support team that helps their buyers and adds value to your long-term relationship. Join me as I share ideas of how you can help your support team to become more proactive in 2022 so you can sell even more!
2021-12-2703 minSales Leadership with Jim PanceroAre your reps prepared for the new business prospecting opportunities of 2022?Have you and your team organized your new business prospecting plans for 2022? Buyers are more open today to considering new vendors than they have been for years. How are you and your team preparing for these new selling opportunities? Join me as I share ideas to help you and your team identify, and then focus time to take advantage of these new business opportunities!
2021-12-2002 minSales Leadership with Jim PanceroGet ready for 2022…Think you might need to be strengthening the coaching and leadership your team receives?2022 is expected to be both a challenging and exciting year of selling. How will you, as the manager and leader of your team, help them achieve all of the success (and sales) possible? Join me as I share how you can strengthen your role as their coach and leader…so they can sell even more!
2021-12-1702 minSales Leadership with Jim PanceroGet ready for 2022…Are your reps too repetitive in their selling messages?Want help getting your team ready for 2022? Join me in my fourth of eight videos I’m posting in December as I share ideas of how you and your team can add more message variety to your year by organizing 2022 into selling campaigns (so you can sell even more!)
2021-12-1304 minSales Leadership with Jim PanceroGet ready for 2022…Do your team members have all the selling skills they’ll be needing?Want help getting your team ready for 2022? Do they have all of the selling skills they need for success? Join me in my third of eight videos I’m posting in December as I share ideas of how you and your team can strengthen their skills of selling…so you can sell even more!
2021-12-1002 minSales Leadership with Jim PanceroGet ready for 2022…By talking about the importance of strengthening your value message of uniqueness.Want help getting your team ready for 2022? Join me in my second of eight videos I’m posting in December as I share ideas of how you and your team can strengthen your answers to a buyer asking, “Why do I want to buy from you?”
2021-12-0602 minSales Leadership with Jim PanceroAre you and your team prepared for 2022?Are you ready for this coming year and its unique selling challenges? I will be taking the month of December and the 8 videos I’ll be posting to help you and your team get ready to sell even more in 2022. Join me and this first video as I share how the need to be more proactive will have a significant impact on your 2022 selling success. I’ll be posting a new video every Monday and Friday specifically focused on helping you and your team get ready for next year. These are great videos to show in your sales...
2021-12-0302 minSales Leadership with Jim PanceroAnswering ‘Your Price is too high’ by taking advantage of the 4 steps to financial justification.How are your reps handling the buyer’s challenge of “Your price is too high!” Join me as I share how understanding and utilizing the four steps of financial justification can help your team defend themselves and win the business…even when you have a higher price!
2021-11-2903 minSales Leadership with Jim PanceroAre your sales reps delivering boring presentations to your dealers?Does your sales team present on a regular basis to their dealers, retailers, or franchisees? Most manufacturers present to their distributor’s sales teams responsible for selling their products. Join me as I share the consistent challenges most companies have with these presentations…and how you can improve your team’s presentations…so you can sell even more!
2021-11-2203 minSales Leadership with Jim PanceroWant to increase your competitive advantage?Success in selling today comes down to a few simple ways you can increase the competitive advantage and selling effectiveness of your team. Join me as I share the three keys to increasing your competitive selling advantage…so you can sell even more!
2021-11-1903 minSales Leadership with Jim PanceroAre 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 more insight and competitive positioning from their customer facilities tours…so your team can sell even more!
2021-11-1502 minSales Leadership with Jim PanceroAre all members of your team on the same page?How consistent are the messages and selling focus being delivered by the various members of your sales team? Most teams are merely a gang of independent gunfighters, each selling their own way with their own messaging. Join me as I share the three most critical questions you need to be asking your team to ensure they are all selling the same messages of value and uniqueness…so you can sell even more!
2021-11-1203 minSales Leadership with Jim PanceroThe competitive landscape has dramatically changed…have you?Notice how significant the changes are to today’s competitive markets? How has this tightened competitive environment impacted you and your team? Join me as I share the major causes of today’s hyper-competitive markets…and what you and your team can do about it so you can sell even more!
2021-11-0802 minSales Leadership with Jim PanceroWhat’s the best way to improve the effectiveness of your sales team?Supply chain disruptions, customer service challenges and aggressive competitive price challenges are impacting (and distracting) most sales professionals today. How many of these disruptions are reducing the effectiveness, and sales revenues of your team? Join me as I share what I’ve observed is the best way to strengthen and increase the effectiveness of your sales reps today...so they can sell even more!
2021-11-0502 minSales Leadership with Jim PanceroWhat’s the best role for a sales manager riding with their sales reps?How often are you able to ride with your sales reps? Join me as I share the most important responsibilities a sales manager has when riding with their sales reps so you get the best outcomes…and your people are able to sell even more!
2021-11-0103 minSales Leadership with Jim PanceroHow prepared are your reps for their sales calls?Do any of your reps still follow that old habit of selling…of going into a sales call with little research or preparation? How many of your reps still follow a “Ready – Fire – Aim” approach to selling doing little research prior to a call? Join me as I talk about how selling is tightening up and how to best prepare for these new critical selling opportunities…by being more prepared.
2021-10-2902 minSales Leadership with Jim PanceroWant to improve your closing skills?Have you been saying “I’d just be selling more if I could strengthen my closing skills?” The realty of sales training today is sales reps ask for help learning how to close…when the real challenge is their lack of understanding of how to sell. Join me as I share the role of closing skills in selling…and how you can help your team close more business by improving the way they sell!
2021-10-2502 minSales Leadership with Jim PanceroThink it’s time to tighten up your team’s selling message?Notice how selling has become more challenging in recent years? Harder to reach buyers, shorter sales calls when you do talk, and aggressive competition trying to take business away from you. Join me as I share how you can lead your team to tighten up their selling messaging and improve their selling impact…so you can sell even more!
2021-10-2201 minSales Leadership with Jim PanceroSelling today has dramatically changed…have you?There’s been a profound shift in what works in selling today…have your reps been keeping up with all these new aspects required for success in selling? Join me as I share the most significant changes impacting selling today…and what you and your team can do about it (so you can sell even more!)
2021-10-1803 minSales Leadership with Jim PanceroCould you be getting more value and insights from your sales team’s call reports?Most sales teams are utilizing some type of weekly call reporting to help your leadership team better understand what your reps have been doing…and plan to do in the future. How are you using your call reporting to help you become a stronger coach and leader of your team? Join me as I share how you can increase the quality of the information you receive from these reports…as well as use them to sell even more!
2021-10-1503 minSales Leadership with Jim PanceroAre you following the “ABC’s of coaching?”Noticed how selling has become so much tougher this last year due to all the supply chain disruptions and not enough people to properly service and support your customers? Selling and customer service is dramatically changing for all sales teams today. Join me as I share ways you can increase your leadership success in today’s turbulent times by following the “ABC’s of coaching” (“Always Be Coaching”).
2021-10-1101 minSales Leadership with Jim PanceroNotice sales reps are asking fewer questions today?Are your sales team members really asking enough questions? Join me as I share how too many sales reps today continue to follow a “Ready – Fire – Aim” philosophy of selling asking too few questions of their buyers and just going right to their presentation? Think your reps could be asking more qualifying and discovery questions from their buyers…so they can sell even more?
2021-10-0801 minSales Leadership with Jim PanceroAre you role-playing with your sales team?Are you discovering your sales reps have less time in front of their customers, and that your buyers are demanding more than ever from your team? Join me as I share how utilizing role playing can significantly increase your team’s selling effectiveness and profitability…through management-led role playing!
2021-10-0401 minSales Leadership with Jim PanceroDo you refer to your various salespeople as “Hunters” vs “Farmer?”Are you using “Hunters” vs “Farmers” as terms to describe your sales team members? Traditionally “Hunters” focus on going after new business accounts while “Farmers” work to maintain and grow your existing customers. Join me as I share my concerns for you using these antiquated terms…and how this could be hurting your long term sales and competitive success!
2021-10-0102 minSales Leadership with Jim PanceroWant to improve your dealer’s and retailer’s showroom displays?How many of your retail or dealer customers use displays to increase their sales? Join me as I offer ideas to help you increase the seasonal marketing creativity and effectiveness of your retailers and dealers…so they can sell even more!
2021-09-2702 minSales Leadership with Jim PanceroCan you still trust your instincts as the leader of your sales team?We’ve gone through profound changes in selling the last few years… selling has changed dramatically, what gives you a competitive advantage has changed significantly. Join me as I share how you, as the leader of your sales team, can adjust your leadership style and learn what your buyers are really wanting today as well as what your sales reps most want from you as their manager. Everything the last few years are upside down and have changed. The more you learn as a leader about what motivates your buyers and sales team today, the more your team is like...
2021-09-2402 minSales Leadership with Jim PanceroGiving many plant tours lately?Plant tours of your facilities have always been a great way to impress your customers. One of the consequences of COVID’s impact on selling is that customers today are less likely, and less interested in touring vendor facilities. So how are you getting your strong message of value and uniqueness across to your clients when you can’t get them to come to your facilities? Join me as I share how you can take your plant tours to your customers combining a video of your facilities while your sales rep explains what your customers are seeing…so your team c...
2021-09-2002 minSales Leadership with Jim PanceroAmazing the results you won’t get when you don’t prospect!How many of your reps are complaining about not having enough new business…but are doing nothing to go out prospecting and uncover any new accounts? Join me as I share some of the great prospecting tips from sales trainer Brad Tonini of Melbourne, Australia…so you and your team can sell even more!
2021-09-1701 minSales Leadership with Jim PanceroAre your reps ready for your next season of selling?When does your big selling season happen in your industry? And what are you doing to get your team (especially your established reps), ready for your next big selling opportunity? Most businesses do little to prepare. Join me as I share how you can help your team be best prepared to take advantage of this upcoming seasonal window of opportunity…so your team can sell even more!
2021-09-1302 minSales Leadership with Jim PanceroHave you noticed how effective selling today has become more “paint by numbers?”How are you helping increase the efficiency and effectiveness of your sales team? One of the most effective ways to improve a team today is to provide them with more steps, structures, and processes of selling. Join me as I share how adapting a more “paint by numbers” approach to selling can help you increase the selling success of your team!
2021-09-1003 minSales Leadership with Jim PanceroHow are you tracking your sales team’s progress and improvement?What kind of feedback and tracking are you following for your sales team members? Join me as I share some ideas on how you can improve and strengthen your tracking of your team…so you can sell even more!
2021-09-0601 minSales Leadership with Jim PanceroFive ideas to help improve the impact of your sales contests.Sales contests are an important component of your motivational efforts to help your team sell even more. Join me as I share five ways you can strengthen the impact and motivation of your sales contests…so your team can sell even more!
2021-09-0303 minSales Leadership with Jim PanceroAre your sales contests achieving all your goals?Are your sales contests not generating enough revenues and excitement? Join me as I share the four goals of any sales contests…and what you can do about it! Also check out my video this coming Friday where I’ll be offering ideas to help strengthen the contests you hold for your team.
2021-08-3002 minSales Leadership with Jim PanceroAre you holding your reps accountable?Most organizations assign quotas and various performance expectations to their sale team. But what kind of follow-up and tracking are you doing with this data? Join me as I share ideas to help you track, coach, and improve your team’s performance…so they can sell even more!
2021-08-2701 minSales Leadership with Jim PanceroIs your sales leadership style the best for today’s hypercompetitive markets?Sales leadership is changing… and the old style of sales leadership is no longer as effective as it once was. What are you doing to insure you have the strongest, and most effective management style to motivate and lead your team to increased sales? Join me as I share a template that can define the best sales leadership style you can be applying to your sales team…so they can sell even more!
2021-08-2303 minSales Leadership with Jim PanceroHow stable and happy are your sales team members?We’re in a time of high change. I’m also seeing a lot of sales reps unhappy in their jobs today. How stable and happy are your sales team members? Think any of them are actively looking for another job right now? Join me as I share the reality of today’s dissatisfied workers…and what you as their sales manager can do about it before it’s too late!
2021-08-2001 minSales Leadership with Jim PanceroTime to start up ride-alongs with your reps?Managers riding with their sales reps to observe them selling and to offer coaching support has been a foundation of good sales leadership for years. But, due to COVID, most managers stopped riding with their reps (as their reps stopped traveling). Things today are finally starting to open again. Join me as I offer ideas to help you strengthen the impact and results you receive from you riding with your sales reps…so they can sell even more!
2021-08-1601 minSales Leadership with Jim PanceroWhat are you and your sales team ready to give up to get even better?We’ve been experiencing a major shift in selling and buying today. Most markets are full of unfulfilled new business areas. Do your reps even have the time to take advantage of these new prospecting opportunities? Most sales reps’ plates are already full preventing them from taking advantage of new areas or accounts to sell. Join me as I share ideas to help you reassess your sales rep’s selling efforts…and to discuss what they can be giving up so they can sell even more!
2021-08-1302 minSales Leadership with Jim PanceroFive ideas to strengthen your interviewing skills when hiring a new sales rep.Interviewing and hiring a new salesperson is one of the most challenging skills for any sales manager…and a skill most managers have never received training or coaching. Join me as I share five key ideas you can use to help you become more persuasive and effective with your interviewing skills so can find, and hire, the best candidates for the job!
2021-08-0903 minSales Leadership with Jim PanceroCould you increase your sales by better understanding what your buyers really want from you today?Post-COVID, several buyers are re-evaluating and redefining what they want most from the vendors and sales reps calling on them. How comfortable are you that you and your team really know what your buyers are wanting and expecting today from the people calling on them? Join me as I share three immediately implementable ideas that can help you and your team to learn more about what your buyers really want…so you can sell even more!
2021-08-0602 minSales Leadership with Jim PanceroWant to improve your onboarding of new sales reps to your team?Adding new salespeople to a team is always challenging. Join me as I share two ideas to help your newly hired sales reps better understand your company, expectations, and your company’s values you want them communicating to your customers…so they can sell even more!
2021-08-0302 minSales Leadership with Jim PanceroFour ideas to take your customer presentations to the next level.As business continues to open, more salespeople are again starting to give presentations to their prospects, customers, or dealers. How persuasive are your team’s slides? Join me as I share four immediately implementable ideas of how you and your team can improve their persuasiveness…and effectiveness of your next slide presentation!
2021-07-3003 minSales Leadership with Jim PanceroWhat’s your sales team’s plans now that we’re getting back to normal?Things are starting to return to normal. Salespeople are making in-person sales calls again and buyers are again interested in talking about new opportunities of how you can help their business. What are you doing, as the leader of your team, to refocus and redirect your team’s selling efforts? Join me as I share ideas to help you, as the leader of your team, take full advantage of all these new opportunities available today in this new business restart. Ready to help your team get even better?
2021-07-2601 minSales Leadership with Jim PanceroBuyers today are more open to talking to new vendors – Is that good news or bad news for your sales team?Today, post-COVID, is a time of profound change in buying and selling. Buyers are looking for ways to improve their processes and lower their costs. Join me as I discuss today’s post-COVID good news (buyers are more open to listening to new suppliers) and the post-COVID really bad news (buyers are more open to listening to new suppliers) …and what you and your team can be doing about it…so you can sell even more! Do your sales team members have all the skills and awareness they need for success in today’s post-COVID selling environment? Join me a...
2021-07-2301 minSales Leadership with Jim PanceroAre you taking advantage of today’s latest style of coaching and leading your sales team?Sales leadership has changed. Are you still only managing and leading to results only focusing on the transactions? Or have you evolved to today’s more successful sales leadership style focusing more on coaching to your selling processes? Join me as I share the key words, if changed, can help you become a more successful coach and leader of your sales team!
2021-07-2001 minSales Leadership with Jim PanceroBuyers love great listeners!Notice how much buyers want to talk, and have you really listened to what they’re saying and asking? But the average sales pro is talks over 90% of their sales calls. What percent of a sales call do your reps talk vs listen? Join me as I share my extensive personal research showing how and why salespeople talk too much…and what you can do about it (so they can sell even more)!
2021-07-1602 minSales Leadership with Jim PanceroHow many of your sales reps still believe “Experience = Trained?”How many of your most senior sales reps still believe “Experience = Trained” and that sales training is only for beginning salespeople? Markets and selling have changed dramatically post-COVID…so how many changes have your senior reps been making? Join me as I share what you can be doing as their sales leader to break this bias of “Experienced = Trained” so they can sell even more?
2021-07-1202 minSales Leadership with Jim PanceroHow to successfully sell to technical buyers.How effective are your team members when selling to a technical buyer? The ones who have done their homework, know exactly what they want, have high expectations and ask the toughest questions? Join me as I offer several immediately implemental ideas that can make your team more effective and successful when selling to their toughest technical buyers…so you can sell even more!
2021-07-0902 minSales Leadership with Jim PanceroHow do you win business when you have NO competitive advantage?Products and services today have much less differentiation or uniqueness in today’s hyper-competitive selling environment. Is your team having to sell product models and brands identical to your competitors? Maybe there are so many similarities your buyers see no differences? Especially enough of a difference to pay a higher price from you? Join me as I share an idea that can help you differentiate your offerings…even when you’re selling the identical items as your competition!
2021-07-0502 minSales Leadership with Jim PanceroHow (and why) are you successful as a sales manager?The job of coaching and leading a sales team has today become a critical need and responsibility within a sales organization. Do you (or do your sales managers if you are running your company) have all the skills and awareness they need to successfully lead your sales team in today’s post-COVID selling environment? Join me as I share four critical tests you can give yourself as a sales manager to see if you have all the skills needed to successfully lead your team to success today!
2021-07-0203 minSales Leadership with Jim PanceroHow (and why) are your salespeople successful?Do your sales team members have all the skills and awareness they need for success in today’s post-COVID selling environment? Join me as I share three critical tests you can give your sales team to see if they have all the skills needed for selling success today!
2021-06-2803 minSales Leadership with Jim PanceroCould your sales reps survive an “Account Information Audit”?Have your sales reps been keeping solid information about their customers and their plans to sell them? When was the last time you checked? Join me as I share how you can quickly and easily check out a few accounts with each rep to insure you have a solid foundation of client information…so you can sell even more!
2021-06-2502 minSales Leadership with Jim PanceroSelling has changed – but not because of COVID.How many of your sales team members believe all the changes in buying and selling today are related to the impact of COVID on our lives? That also means they assume things will settle down and go back to the old ways as soon as this is all over. Join me as I share five of the most profound changes in selling and buying today…and the reasons things are never going back to the “good old days” of selling. The best way to gain a competitive edge is to understand and utilize the latest tools of selling and persua...
2021-06-2103 minSales Leadership with Jim PanceroHow many of your sales reps are only event sellers?Event sellers are sales reps who view each sales call as a single, stand-alone event with no connectivity or positioning of their future calls to this account? Join me as I share how you can coach your team away from this event selling attitude…and make their selling efforts more of a process…so they can sell even more!
2021-06-1801 minSales Leadership with Jim PanceroCould the Lifeboat Analogy help you as a sales leader?How are you reaching your sales team members to make sure they understand you’re on their side and are committed to their success? Join me as I share how the “Lifeboat Analogy” can help you, as a sales leader, to best communicate your commitment to helping and supporting each of your team members…so they can sell even more!
2021-06-1401 minSales Leadership with Jim PanceroHow to handle sales objections…so you can sell even more!Does your sales team see customer objections as the start of a fight? When handled persuasively, objections can be a significant selling opportunity to help you win more business. Join me as I share the four steps to effective, and persuasive, objection handling. Are you and your team ready to get even better?
2021-06-1103 minSales Leadership with Jim PanceroAre you managing more as a consultant than as a coach to your salespeople?As the leader of your sales team, how much time are you spending acting like a consultant compared to functioning as a coach? Join me as I share the critical differences between coaching your team vs consulting with them…and how adjusting your leadership style could significantly increase your team’s sales!
2021-06-0702 minSales Leadership with Jim PanceroWhat’s the best way to respond to a buyer asking you about your competitors?Are your sales reps trained and prepared with the best response to a buyer asking for you to comment about your competitors? Join me as I share four key ideas your team can utilize to make sure your responses are as positive and professional as possible…so you can sell even more!
2021-06-0402 minSales Leadership with Jim PanceroWhat’s preventing you from being a more proactive coach and leader of your sales team?How distracted are you as a sales manager? How much time are you spending each week as a “911 dispatch center” problem solver for your team instead of being able to invest your time coaching and leading? Join me as I share ways you can become more proactive, and effective as the leader of your sales team. After all…your team can always sell more!
2021-06-0102 minSales Leadership with Jim PanceroAre all members of your sales team on the same page?How many of your sales reps are still just doing their own thing…and selling like an independent gunfighter? They have their own messaging and their own, unique, way of approaching their prospects and customers? Join me as I share the four most critical selling and messaging areas all members of your team need to be embracing for you to maximize all your sales opportunities!
2021-05-2802 minSales Leadership with Jim PanceroHow balanced are you as a coach and leader of your sales team?Your effectiveness as a leader of your sales team is directly impacted by how balanced and aligned your coaching and communications language is for your team. Join me as I share the four most critical areas of balance needed to maintain and focus your effectiveness as the leader of your sales team…so you sell even more!
2021-05-2503 minSales Leadership with Jim PanceroStill waiting for selling to return to the good old days?How many of your sales team members are just waiting until things get back to normal and don’t see any need to change the way they sell in the meantime? Join me as I share the six strongest reasons for today’s profound cultural shift in selling…and what you and your team can do about it…so you can sell even more!
2021-05-2103 minSales Leadership with Jim PanceroAre you ready to take the next step to becoming a stronger coach and leader of your team?Do you have enough time each week to do the things you know you need to be doing to be an effective coach and leader of your team? Sadly, most don’t. Join me as I share what you can be doing today to be a more effective coach and leader of your team…if you just had enough time.
2021-05-1702 minSales Leadership with Jim PanceroAre your sales reps only selling to one personality…their own?How are your sales reps adjusting their questioning style to best connect and learn from each of your buyers? How flexible and effective are they at adjusting their selling language to best fit the language of their buyer? Join me as I share how the principals of NLP (Neuro-Linguistic Programming) can expand the persuasiveness…and effectiveness of even your most experienced sales pros!
2021-05-1402 minSales Leadership with Jim PanceroHow are you balancing the four most critical responsibilities of a sales leader?There are four critical responsibilities of managing and leading a sales team. Two of these responsibilities at best only maintain your team’ business and profitability while the other two are the main drivers to increased sales and profitability. Join me as I share how each of these four responsibilities impact your leadership abilities…and what you can do can be doing today to become more balanced and effective leading your team!
2021-05-1103 minSales Leadership with Jim PanceroAre your people just chasing buyer symptoms, or are they able to get to the real problems?Have you noticed our buyers only tend to identify their symptoms, but rarely can ID the root causes of those symptoms? Join me as we talk about how to look for the real problems our buyers are having, so we can propose solutions that will work!
2021-05-0702 minSales Leadership with Jim PanceroHow to motivate unmotivated employees.Have any members of your sales team who just don’t seem to be motivated by anything? They’re happy with the money they’re making and are happy right where they are now…even if you, as their manager, are not. Join me as I share several ways you might be able to motivate an otherwise unmotivated team member…so they can sell even more!
2021-05-0302 minSales Leadership with Jim PanceroCould initiating more proactive selling efforts increase your sales in today’s hyper-competitive markets?Business and selling efforts are being refocused and reorganized to work best in today’s Post-COVID hyper-competitive markets. How much of your new business efforts are based on just reactively waiting for the phone to ring and buyers to call you? Join me as I talk about how you and your team could benefit from increasing your proactive new business selling efforts…so 2021 is even stronger than last year!
2021-04-3002 minSales Leadership with Jim PanceroHow to sell when your products aren’t workingA customer recently asked me what to do when their products or services just aren’t working. It might be you have scheduling and delivery delay problems or performance problems in the products you are selling. It might be your services and or information isn’t being handled properly and is not getting to your buyers. Join me as I share seven ideas you can use to keep your buyers satisfied even when you aren’t able to deliver what was promised to the quality they expected. After all, keeping customers is the first step to increasing your sales!
2021-04-2703 minSales Leadership with Jim PanceroDo your reps have all the skills they need to turn objections into selling opportunities?How effective are your reps with handling customer objections? Join me as I share how to handle the two most common types of objections, and how to turn them around so you can win the business and sell even more!
2021-04-2303 minSales Leadership with Jim PanceroAre you in the Coaching Zone with your team?The Coaching Zone is that space where you, as the leader of your sales team, have the most power and influence with your reps. Join me as I share the three most critical components or efforts you can be doing…so you stay in the Coaching Zone!
2021-04-1902 minSales Leadership with Jim PanceroSteps of a sales call, to gain more control over your selling efforts!Can your reps even write down the steps of a sales call? Most can’t and aren’t using them in their selling efforts. Join me as I review the steps…and share how you can become more persuasive, and effective, when your team takes advantage of this critical selling tool. This is a great video to share with your team at your next meeting!
2021-04-1603 min