Sales Leadership with Jim Pancero
Episodes
129 episodes
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...
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!
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...
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 ...
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...
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...
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...
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...
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...
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...