Sales Leadership with Jim Pancero
Episodes
138 episodes
Selling using physical comfort zones
How aware are you of the physical comfort zones you have between yourself and your customers? Being too far away from a buyer could be seen as being aloof. But if you stand too close, you could be seen as pushy and aggressive.The first z...
Are you training your team to take advantage of the seasonality of your business?
Is there any seasonality to your team’s selling efforts? What can you do prior to a season’s start to coach, remind and fine-tune your team’s selling skills and messaging?Each industry tends to have a different peak time of year, whether...
Could your reps do a better job presenting to your dealer – distributor - retailer sales meetings?
Do the presentations being given by your sales team to your independent distributor or dealer salespeople have the best information possible so they can do their job more effectively?The problem is most sales presentations given to these...
Do your reps just collapse into “Presentation Mode” when under pressure?
Do your reps automatically go into “Presentation mode” when a buyer says they only have a few minutes to talk?A buyer starts off a call saying “You’ve got 5 minutes… what do you want?” or says “We're very happy with...
How are you helping your reps get value from their lost sales?
Too many reps come back to the office announcing “We lost the Phillips proposal because our price was too high.” A critical responsibility as a sales leader is to understand price is never a reason you lost. Price is only a symptom.&nb...
How are your reps overcoming the reality of today’s self-educated buyers?
How buying decisions are made has changed dramatically in recent years. It used to be if you wanted to buy something, like a hot tub, the first thing you’d do is stop by a hot tub store, talk to a sales rep, pick up some literature and pricing ...
Are your reps functioning as order takers or as trusted advisors?
Where are your sales reps positioned in the eyes of your customers? Too many salespeople are not functioning as trusted advisers in their customers eyes but are just seen as order takers and fulfillers of what their customers need. This is a ke...
Are your customer problem resolution skills as strong as Disney’s?
I was speaking at a conference at a Disney hotel in Orlando. As my cab pulled into the hotel, the hotel valet got into an argument with my driver over who should pull my bags out of the cab.As I checked in at the front desk, I shared the...
Are your reps still using the lessons of “The Challenger Sale?”
Ever read the book “The Challenger Sale” by Matthew Dixon and Brent Adamson? It was one of the hottest sales books twelve or thirteen years ago that had a big impact on a lot of sales teams.The authors did research on the best p...
Are your reps just chasing buyer symptoms…or are they getting to the real problems?
Years ago I noticed my backyard was filled with moles. They were digging tunnels all over my yard making it look terrible.I spent a month working with my local hardware store trying to fix my mole problem. I put poisons down the holes an...
How to motivate unmotivated sales reps
Any low-motivated members of your team? The first challenge is not how we get them motivated but how we discover why they’re unmotivated. They could be unmotivated due to any of four reasons…Are they coasting to retirement? If within a f...
Time to get more proactive with your selling efforts?
In the past, a sales rep with a strong set of existing customers could be successful reactively supporting their buyers by answering their questions and fixing any problems that arose. But today we're selling in a hyper-competitive ...
How to sell when your products aren't working
A customer recently asked what to do when their products or services just aren’t working. It might be because of your service levels, scheduling, delivery delay or performance issues compared to your competitors.How does your company sup...
Are your reps holding onto problems too long?
Are your reps trying to take care of their customer problems themselves, and not asking for help soon enough? This happened to me when I was new to selling. I was trying to fix a problem one of my customers was experiencing. I was w...
Are your interviewing skills helping you select the best candidates for your sales team?
It's tough finding exactly what you want in a new salesperson. A great way to achieve better hiring decisions is to ask better questions. Consider including these four sets of questions to ask sales candidates. FIRST ask about their...
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.
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!
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...
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...
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 ...
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...