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
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 sales call will likely do all the talking. 2nd problem – Reps doing all the talking means they’re also not asking enough buyer questions to discover needs and available opportunities. 3rd problem - If a rep doesn’t understand the steps of a sales call, does ...
3 Oct 2026
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 sales calls. The idea of sitting around with a customer for an hour just chatting to strengthen their relationship rarely happens today because customers just don't have time. A second challenge is that buyers have lost respect for most salespeople. If you...
3 Oct 2026
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 salespeople understand the personality differences that exist in buyers and how they compare (or contrast) to the salesperson. One of the great structures we can use to define the differences between people is to ask, which side of the fence are you on? Are yo...
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