Sales Leadership with Jim Pancero
Episodes
180 episodes
How are your reps adjusting to the new realities of selling today?
Selling in the last ten to fifteen years has gone through a cultural shift due to the general lack of trust buyers have with sales reps today. The first major challenge today is that customers are overworked. They want shorter sale...
Are your reps losing business because of not following the steps of a sales call?
Most salespeople today are intuitive and have never learned the steps of selling or see the importance in using them. Because of this, most are dealing with three problems…1st problem – A rep with little to no awareness of the steps of a...
Are your reps successfully selling to buyers with opposite personalities?
Most reps are good at selling to someone just like them…with the same likes and dislikes. Are your team members equally skilled at selling to buyers with completely opposite personalities? A goal of sales training today is to help s...
Is the Internet screwing things up for your reps?
How many of your buyers are doing more research and know more about your products than your reps do? Customers are doing their own research today before talking to a salesperson. They’re also delaying when they bring salespeople in...
Are you, as the leader of your sales team, using the latest technologies to extend your reach and impact?
A great way to increase your customer impact as the leader of your sales team is to increase your use of technology by connecting with prospects and customers utilizing Zoom, GoToMeetings, or Microsoft Teams. In the old days, you’d ...
Are your reps asking enough “Why” questions?
One of the best questions a sales rep can ask a buyer at any time in their selling process is “Why?” Too many times we only ask buyers a lot of “What” they want and “How” often they want it questions. If a buyer sh...
Does your team really trust you’re on their side?
The job of a sales leader is to help your people achieve more than they would have achieved if you just left them alone. Do your sales reps really believe that's your goal? It’s your responsibility to make sure everybody is in line ...
Are your reps still just selling their stuff?
How many of your reps have become too self-focused in their selling efforts? All they do is talk about how great their products are, how many other satisfied customers they have, and how they promise they’ll be there to help? And how many do 90...
How are you increasing your sales team’s success?
There are three critical areas, when maximized, that can improve your team’s success. Ignoring any of these three areas, sales (and skills) will tend to remain flat causing much less growth than you could otherwise achieve. The firs...
Are you asking the best questions?
You can increase your sales team’s effectiveness by strengthening the persuasiveness and effectiveness of the questions they’re asking prospects and customers. Questioning is the path to discovering and explaining how you can improv...
Are you only winning business AFTER you’ve matched the lowest price bid?
You don't have to be the lowest price…you just have to prove you’re in range of your competitor and are offering a lower total cost. How much extra would you pay to have safer tires on your car? Sales is really just a two-step proce...
Do your reps need to be more flexible?
How persuasive are you selling to someone with a personality and communication style opposite yours? Most salespeople tend to be persuasive when their buyer’s motivations or interests are like theirs. The real selling challenge is s...
Is your team selling your competitive advantages?
There are three levels of competitive awareness. The first level is your PRODUCT KNOWLEDGE competitive awareness. It’s understanding how your features and benefits compare to your competitors. About 90% of all salespeople have fairl...
Are your customer support efforts frustrating your customers?
There's an old sales term of “under-promise and over-deliver” to help make sure we are impressing our customers and satisfying their concerns. Are you, like too many other businesses today, not following this “under-promise / over-...
When was the last time you researched your competitors?
Most believe they have a fairly strong level of competitive awareness. They know what their competitors are doing, their prices, how they sell, and how they close business.But we're in a very fast-changing environment today. Companies co...
Are you helping your sales managers become stronger coaches and leaders?
The reality over decades of research is that people coached by somebody more skilled tend to have the fastest improvement in those skills. Your job as the coach and leader of your sales team is to help strengthen and improve the skills of all m...
Any of your reps afraid to ask for the order?
Too many salespeople are afraid to ask for the order. They're either afraid they’ll seem too pushy or they don't know the steps to getting a buyer to say yes.The close is not the most critical step in the selling process, especially when...
Are your trusted advisor sales reps selling like slimeballs?
I ask my sales training attendees to identify the slimiest salespeople they’ve ever met. Most identify a specific industry like time shares or used car sales.I next explain, the difference between a trusted advisor to a customer and some...
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 ...
Have any unmotivated and underperforming sales reps?
How many of your reps could be selling more…if they just put more energy into their territory? How you motivate your people and get them energized is a critical component of effective sales leadership.There are four simple rules of motiv...
Are your buyers tired of only hearing about your features?
Are your reps only bragging about what they’ve got instead of focusing on the benefits your buyers will get?How many of your reps sell utilizing a self-focused approach. How many were taught a “feature-benefit” presentation styl...