Sales Leadership with Jim Pancero

Are your reps functioning as order takers or as trusted advisors?

Fri, 12 Jun 2026 09:00:00 -0500

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 key differentiator in selling today between the successful reps selling as trusted advisors and those struggling as order takers and reactive responders.

This is a great time to lead your team in a discussion of ways to be more proactive bringing solutions to their buyers and re-affirming their value and relationship. What should reps look for when on a facilities tour? Talk about each of the industries you sell to discuss potential customer challenges you can solve or at least improve.

Today’s video discusses how, and why sales reps need to be positioning themselves as trusted advisors to their buyers…so they can sell even more!

Are your customer problem resolution skills as strong as Disney’s?

Wed, 10 Jun 2026 09:00:00 -0500

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 confrontation between their valet and my cab driver. I wasn’t expecting anything, I just thought they’d want to know a castmate needed more training.

Once in my hotel room I received a phone call from a manager asking what happened. As I shared my check-in challenges the manager started offering me things as an apology. I kept saying no to his offers of a free dinner or breakfast because I was leaving the next day and had no extra time.

He then asked “Are you ever going to come back again?" I said, "I’m back in Orlando in a few months for another client.” He said "Then you have a one-day free park pass as our apology for your experience."

I was impressed with his extra efforts. It was evident he wanted to make sure our call ended as a positive experience for me. What can you do to make sure, when your customers are unhappy, you can still make their outcome more positive than the experience itself?

Today’s video shares my Disney experience and how you can apply their service philosophy…so your team can sell even more!

Are your reps still using the lessons of “The Challenger Sale?”

Mon, 08 Jun 2026 09:00:00 -0500

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 personality styles for a sales rep to have to be successful and win the most business.

The book outlined five different approaches or styles of selling. The “Hard Worker,” the “Relationship Builder,” the “Lone Wolf,” the reactive “Problem Solver” and finally, the “Challenger.”

They explained how each style of selling had a different approach to reaching and persuading a customer. Their research showed the Challenger was the most effective selling style, challenging a customer with new ideas and thought processes.

This is still a great book to remind and discuss with your team what style is most effective for them and how they can apply the concepts of the “Challenger Sale” to improve their selling efforts and results.

Today’s video talks about the “Challenger Sale” and how, when you challenge your buyers by bringing new ideas and solutions so you can sell even more!

Are your reps just chasing buyer symptoms…or are they getting to the real problems?

Fri, 05 Jun 2026 09:00:00 -0500

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 and set traps but still didn’t get rid of the moles.

My uncle stopped by and asked what was wrong with my yard. I shared I had a mole problem. He replied “You don't have a mole problem; you have a grub problem.”

He said the reason I have moles is because my backyard was infested with grubs… and moles eat grubs. He told me if I get rid of the grubs, I’ll get rid of the moles. After two weeks of treating for grubs the moles were gone.

My situation reminded me of what I’ve seen in so many salespeople. They work hard to solve their customer’s symptoms, but miss the core problem(s) causing the symptoms.

What can you do, as the leader of your sales team, to discuss with your reps the difference between solving symptoms and solving actual problems?

Today’s video talks about this challenge of only solving symptoms and missing the real customer problems. When you can sell to your buyer’s problems, and not just their symptoms, you’ll sell even more!

How to motivate unmotivated sales reps

Wed, 03 Jun 2026 09:00:00 -0500

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 few years of retiring, it’s likely they're not going to be motivated to try new ideas or to work harder.

The second could be they're happy with their current income. They'd rather spend more time with family than working harder.

It could be they're just not happy with their manager, their job or their company. Unhappy people tend to also be un-motivated.

It also could be they’re not trained and lack the proper skills.

The first step to getting them motivated is to have a private talk to ask what's wrong. Why are they not exciting about their job?

Ultimately it might be they're just not a good fit and you need to either help them get another job within your company or find employment elsewhere.

It’s too expensive for you to let them coast and under-perform. You need to deal with this upfront. What can you do to start talking with these unmotivated and under-performing team members?

Today’s video talks about why employees tend to be unmotivated…and what you can do as their manager so you can help them sell even more!

Time to get more proactive with your selling efforts?

Mon, 01 Jun 2026 17:00:00 -0500

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 environment. There's so much more information available to buyers through Google and other search platforms. To be successful today requires salespeople to be more proactive, acting as initiators of new ideas and solutions instead of just functioning as supporters and responders.

How many of your reps go to their customers asking the same questions of “Anything you need?” “Anything coming up?” “Anything I can help with?” And “How's the family?”

Can you help your sales team identify additional proactive efforts and solutions they can bring to their customers?

Today’s video talks about the critical need for sales professionals today to be more proactive in how they sell and support their customers…so they can sell even more!

How to sell when your products aren't working

Fri, 29 May 2026 09:00:00 -0500

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 support your reps during these challenges? Too many companies do little to help their reps during these types of challenges except to demand they keep selling.

As the leader of your sales team, you need to be working in advance so you’re prepared and can effectively support your team when challenged so you minimize lost sales.

Consider conducting role playing exercises on how reps can discuss and handle these situations. This is a chance to prepare your team so, if challenged, they still have the best answers possible.

Today’s video discusses what you can do if your team is facing quality, performance or service problems. Only if you help them prepare for these challenges will they be able to sell even more!

Are your reps holding onto problems too long?

Wed, 27 May 2026 09:00:00 -0500

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 working hard to fix their problem but wasn't being successful.

I brought my manager on a sales call to talk with our customer (without me present in the room). As we were driving back to our office, my manager shared how Charlie (the customer) was very happy with my work except for one major complaint. I was holding onto problems too long.

My manager explained we're a large corporation. Even though we have hundreds of people to support our customers, I was handling everything alone. I wasn’t using our company resources soon enough and, because of that, I was upsetting our customer.

How many of your sales reps are holding onto problems too long? Is this something that needs to be discussed with your team? Today’s video discusses this challenge of reps holding onto problems too long…and what you can do about it so your reps can sell even more!

Are your interviewing skills helping you select the best candidates for your sales team?

Mon, 25 May 2026 09:00:00 -0500

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 attitude and energy. How do they keep working hard? How do they deal with rejection and stay motivated?

SECOND, focus on their personal selling skills. Do they understand the steps of a sales call? How to handle objections? How to ask questions, present and close?

And THIRD, ask about their understanding of the multiple steps of their selling processes. What do they do from the time they identify a new opportunity until they close the sale? How do they maintain and support a customer over a full year?

The final set of questions are meant to focus on their ability to communicate a strong message of value and uniqueness.

Today’s video discusses how to make your next round of interviewing stronger and more effective. Only by hiring the best sales candidates will your team be able to sell even more!

Are your reps getting the best return on their time investments?

Fri, 22 May 2026 09:00:00 -0500

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 asking if this is the most efficient and effective way to be utilizing their week/month/year in their territory.

Too many reps approach their territory in a rather reactive way. They’ll invest extra time and attention to an overly demanding customer at the expense of the time available to support their other customers or to go after new business.

What can you do, as the coach and leader of your team, to help make sure all team members are investing the proper balance of time to maintain existing business, keep their customers satisfied, and still have time to go after new accounts?

Today’s video talks about how to help a sales rep be more time-balanced, so they can sell even more!

Are you spending so much time closing deals that you have no time left to coach and lead?

Wed, 20 May 2026 09:00:00 -0500

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 preventing you from investing in the “leadership” efforts of your team?”

Are you, as the head of sales, acting more like the head salesperson personally handling the largest accounts closing the most business while giving little coaching help to the reps reporting to them?

What can you do to make sure you're not so busy selling and closing deals that you're ignoring your reps because you have no time to coach?

Today’s video discusses how you can become more of a “managing manager” and lead your team to selling success so they can sell even more!

Three critical selling processes to master

Mon, 18 May 2026 09:00:00 -0500

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 new opportunity until you close on the sale?

2nd – MULTIPLE-STEP CURRENT CLIENT SUPPORT (and growth) plans from January 1st to December 31st. How are you improving their satisfaction with a full-year plan of efforts and support?

3rd – Getting HIGHER, WIDER & DEEPER within important accounts. Half the accounts in an average sales territory have only one contact. Having multiple contacts provides more account stability.

What can you do, as the leader of your sales team, to work on these three multiple-stepped plans and processes so your sales reps can think and plan more moves ahead?

Today’s video talks about these three most critical selling processes your team needs for success in today’s hypercompetitive markets…so you can sell even more!

Are your reps taking full advantage of your video sales tools?

Fri, 10 Jun 2022 05:00:00 -0500

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-connectivity and competitive edge? Join me as I offer suggestions of how you and your team can take full advantage of today’s persuasive video capabilities.

Are your reps successfully using WIIFM’s in their selling messaging?

Mon, 06 Jun 2022 05:00:00 -0500

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?”

Fri, 03 Jun 2022 05:00:00 -0500

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?

Mon, 30 May 2022 11:00:00 -0500

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.

Do your reps understand (and use) the 3 basic structures of asking questions?

Fri, 27 May 2022 11:00:00 -0500

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 how your reps can be asking better questions…so they can sell even more!

How much time are you really spending as a coach and leader of your sales team?

Mon, 23 May 2022 11:00:00 -0500

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 I talk about what it takes to become a stronger coach and leader of your sales team…so they can sell even more!

Can your reps deliver their message of uniqueness before they burn their fingers?

Fri, 20 May 2022 05:00:00 -0500

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 sales training exercise meant to help your people develop, and appreciate, a stronger (and shorter) “Why buy from you?” message…so they can sell even more!

Do your reps really understand the persuasive impact they’re having on their buyers?

Mon, 16 May 2022 05:00:00 -0500

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?”

Fri, 13 May 2022 05:00:00 -0500

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 few minutes to sell. Because after all, you can always sell more.

How are you helping your reps get more value out of their lost sales?

Mon, 09 May 2022 05:00:00 -0500

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 reps still get significant value out of their lost sales…so they can sell even more!

Want to strengthen your new sales candidate interviewing skills?

Fri, 06 May 2022 05:00:00 -0500

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 of my latest twenty-question sales skills evaluation to help you identify all the skills you want to look for and hire.
https://pancero.com/sales/sales-pro-evaluation/

How are your reps selling to today’s self-educated buyers?

Mon, 02 May 2022 05:00:00 -0500

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 your team through this very current selling challenge…so they can sell even more!

What are you doing to help your reps gain more respect (and business) from your customers?

Fri, 29 Apr 2022 05:00:00 -0500

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 how your team can work to earn their customer’s respect as “Trusted Advisors.” Because they can always sell more!

Can you help your sales team improve their persuasiveness with a wider range of buyers due to their age?

Mon, 25 Apr 2022 05:00:00 -0500

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 techniques your reps can apply to help them successfully sell to any buyer, no matter what their age…so they can sell even more!

Can Zig Ziglar help your team “Keep pumping” and not give up?

Fri, 22 Apr 2022 06:00:00 -0500

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 talk about what you can be doing to build the tenacity in your team so they don’t give up too early…so they can sell even more!

Are you training and motivating all the members of your sales team?

Mon, 18 Apr 2022 06:00:00 -0500

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 sure all members of your team are proactive contributors to your selling success…so you can sell even more!

Are your reps getting maximum selling advantage from their customer plant tours?

Fri, 15 Apr 2022 05:00:00 -0500

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 they can sell even more!

How are you helping your reps get higher, wider, and deeper?

Mon, 11 Apr 2022 05:00:00 -0500

How many of your reps are only calling on people at the lowest customer levels who place orders but are not the decision makers? Join me as I share ideas of how you and your team can get higher, wider, and deeper within your accounts…both to stabilize your customers as well as grow your sales...so they can sell even more!

How persuasive and effective are your team’s presentations to your distributors and dealer’s sales meetings?

Fri, 08 Apr 2022 05:00:00 -0500

Do you sell through distributors or dealers? Do your reps make presentations to distributor or dealer sales team meetings to talk about the value and uniqueness of your products? If this is a part of your selling environment, then please join me on this video to learn how you can strengthen your presentations so they make a difference to the dealer and distributor reps you want selling your products...so they can sell even more!

How visible are you as a sales manager to your customers?

Mon, 04 Apr 2022 05:00:00 -0500

How stable are your customers under your responsibility? How visible are you as a sales manager to these customers, so if your sales rep left suddenly, you would still likely keep their business? Join me as I offer some ideas to help you stabilize and protect your customers…so your team can sell even more!

Are you still allowing your reps to deliver price quotes without selling cover letters?

Fri, 01 Apr 2022 05:00:00 -0500

Does your quoting system produce computer-generated price quotes for your customers? What kinds of selling messages are included in the quotes your reps are delivering? Join me as I share how cover letters could strengthen your customer’s understanding of your value and uniqueness…and to help your team sell even more!

What can you do to get your reps out of their comfort zones so they can sell even more!

Mon, 28 Mar 2022 05:00:00 -0500

How many of your reps are only calling on existing customers, and even the same old contacts within their existing customers? How can you possibly increase sales (and more importantly profitability) if your team does the same things, the same ways, to the same people that they did last year? Join me as I share ideas on how you, as the leader of your sales team, can really shake things up…so they can sell even more!

Can your reps become better storytellers to help increase their sales?

Fri, 25 Mar 2022 05:00:00 -0500

We are all more persuasive and effective when we use stories to sell. But most otherwise successful reps are not natural story tellers. How many of your reps take too long to tell a story or include too many distracting details that take away from their selling message? Join me as I share ideas of help strengthen your team’s story-telling skills…so they can sell even more!

Quick prospecting idea to generate more sales leads!

Mon, 21 Mar 2022 05:00:00 -0500

Are your reps having a hard time finding solid, qualified sales leads? Join me as I share an idea that’s worked for me in my business generating new prospects…by calling on old and dormant customers…so you can sell even more!

Where is your team selling on The Competitive Pyramid and is it working?

Fri, 18 Mar 2022 05:00:00 -0500

What gives your sales team their greatest competitive edge today? And what are you doing as their coach and leader to help them advance to a higher level on the “Competitive Pyramid?” Join me as I discuss the six levels of the competitive pyramid…and what you can do to help your team advance to a higher competitive selling level with their customers…so you can sell even more!

Have you been thanking the rest of your team lately?

Mon, 14 Mar 2022 05:00:00 -0500

Everyone is working hard today. This is a great time to be saying thanks. Not just to your sales reps, but to the rest of your team. The people stocking the shelves and picking orders, those processing the paperwork and supporting your buyers on the phone. What are you doing to ensure all members of your team are happy and satisfied? Join me as I share ideas for thanking the rest of your team (not just your reps) for the critical contributions they are making to your team’s success. After all, it takes an entire team – sales reps and support – to sell even more!

Are your sales reps improving their customer’s loyalty?

Fri, 11 Mar 2022 05:00:00 -0600

We all talk about how important best customers are to our business…but most do little to proactively strengthening their research, support, and customer loyalty. What has your team done lately to build more loyalty and longevity with your most important customers? Join me as I share ideas you and your team can immediately implement with your best accounts to strengthen loyalty an increase sales…so you can sell even more!

How many days do your sales reps really have to sell this year?

Mon, 07 Mar 2022 05:00:00 -0600

Ever done the math? How many days does your team really have available to sell in a year? And how much do they need to sell each day if they expect to make their goals and quota? Join me as I walk through the math you can share with your team…to show them how little time they have to sell and how much per day they need to be generating if they plan to make their quota…and to ell even more!

How old (and out of date) are your sales rep’s selling skills?

Fri, 04 Mar 2022 05:00:00 -0600

The last sixty years of selling have been an evolving process of change and evolution of what gave you a competitive advantage. Most sales reps, without further training and coaching, stayed at the philosophy and skill level they entered selling even as markets (and competitors) continue to evolve and get stronger. How many of your senior reps’ brag about using selling styles that stopped providing any kind of edge decades ago? Are you pushing your team to master antiquated selling skills and philosophies? Join me as I review the “Last 60 years of selling” …and what you can be doing to increase their selling skills and competitive edge…so they can sell even more!

How are you maximizing your sales rep Ride-With times?

Mon, 28 Feb 2022 05:00:00 -0600

As things open there is a high likelihood that you’ll have a chance to ride with your reps. How will you take full advantage of the coaching opportunities available when you ride with one of your sales reps? How are you managing and controlling the conversations you have with your rep in between customer sales calls? You get so little time to individually coach and strategize with your reps, join me on this video to learn what you can do to recapture this private coaching time…so you can sell even more!

Can you keep politics out of your team’s selling efforts?

Fri, 25 Feb 2022 05:00:00 -0600

Join me as I share how you and your team can avoid the potential consequences of political discussions with your buyers… so you can sell even more!

Is your current technology hurting your profitability?

Mon, 21 Feb 2022 14:00:00 -0600

Does your current business technology match or exceed your buyer’s personal tech? Join me as I discuss what you and your company can be doing about today’s expectations of technology…so you and your team can sell even more!

Are you thinking you just can’t motivate our youngest workers?

Fri, 18 Feb 2022 05:00:00 -0600

You likely are interacting (and trying to motivate) all four generations in the workforce today… Boomers (Over 58 yrs old), Gen X’ers (Over 42), Millennials (Over 27) and Gen Z’s (under 27). Have you often heard from managers “you just can’t motivate our youngest workers?” Join me as I share how other management teams re handling this situation…so you can sell even more!

How persuasive are your sales proposals?

Mon, 14 Feb 2022 20:00:00 -0600

Are your proposals doing any selling? Most have all the terms & conditions you demand and all the detailed financials of what’s being proposed…but little actual selling or competitive positioning. Join me as I offer suggestions to make your proposals stronger selling tools for your team…so they can sell even more!

Are your reps selling with a “Ready – Fire – Aim” sales philosophy?

Fri, 11 Feb 2022 05:00:00 -0600

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!

How many moves ahead are your sales reps thinking?

Mon, 07 Feb 2022 05:00:00 -0600

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!

How many sales pros are you losing to “The Great Resignation?”

Fri, 04 Feb 2022 05:00:00 -0600

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!)

Eight ideas you can use to strengthen your sales team for 2022.

Mon, 31 Jan 2022 05:00:00 -0600

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 accelerate your team’s selling success at: https://pancero.com/category/virus/

Selling success in 2022 Idea #8 – Are your sales reps capturing all the customer info you want and need to sell even more?

Fri, 28 Jan 2022 05:00:00 -0600

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/

Selling success in 2022 Idea #7 – Could your team carve out more time to sell?

Mon, 24 Jan 2022 05:00:00 -0600

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!

Selling success in 2022 Idea #6 – Why do I want to buy from you?

Fri, 21 Jan 2022 05:00:00 -0600

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!

Could your team sell more by they were bringing more proactive solutions to their buyers?

Mon, 17 Jan 2022 05:00:00 -0600

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!

Selling success in 2022 Idea #4 – Could your team sell more by developing one more contact at each of their important accounts?

Fri, 14 Jan 2022 05:00:00 -0600

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!

Selling success in 2022 Idea #3 – Could your team sell more by focusing more on your buyer’s pain?

Mon, 10 Jan 2022 05:00:00 -0600

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!

Selling success in 2022 #2 – Could asking more questions strengthen your team’s selling success?

Fri, 07 Jan 2022 05:00:00 -0600

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)!

Selling success in 2022 #1 – Could using Zoom strengthen your customer relationships?

Mon, 03 Jan 2022 05:00:00 -0600

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.

Are you and your team ready to take advantage of all the new opportunities now available in your markets?

Fri, 31 Dec 2021 05:00:00 -0600

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!

Get ready for 2022. Can your support team become more proactive in 2022?

Mon, 27 Dec 2021 05:00:00 -0600

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!

Are your reps prepared for the new business prospecting opportunities of 2022?

Mon, 20 Dec 2021 06:00:00 -0600

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!

Get ready for 2022…Think you might need to be strengthening the coaching and leadership your team receives?

Fri, 17 Dec 2021 05:00:00 -0600

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!

Get ready for 2022…Are your reps too repetitive in their selling messages?

Mon, 13 Dec 2021 05:00:00 -0600

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!)

Get ready for 2022…Do your team members have all the selling skills they’ll be needing?

Fri, 10 Dec 2021 06:00:00 -0600

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!

Get ready for 2022…By talking about the importance of strengthening your value message of uniqueness.

Mon, 06 Dec 2021 06:00:00 -0600

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?”

Are you and your team prepared for 2022?

Fri, 03 Dec 2021 06:00:00 -0600

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 meetings to help your team focus their energies, so 2022 is even more successful!

Answering ‘Your Price is too high’ by taking advantage of the 4 steps to financial justification.

Mon, 29 Nov 2021 06:00:00 -0600

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!

Are your sales reps delivering boring presentations to your dealers?

Mon, 22 Nov 2021 05:00:00 -0600

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!

Want to increase your competitive advantage?

Fri, 19 Nov 2021 05:00:00 -0600

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!

Are your reps getting maximum selling advantage from their customer plant tours?

Mon, 15 Nov 2021 05:00:00 -0600

Are all members of your team on the same page?

Fri, 12 Nov 2021 06:00:00 -0600

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!

The competitive landscape has dramatically changed…have you?

Mon, 08 Nov 2021 06:00:00 -0600

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!

What’s the best way to improve the effectiveness of your sales team?

Fri, 05 Nov 2021 06:00:00 -0500

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!

What’s the best role for a sales manager riding with their sales reps?

Mon, 01 Nov 2021 06:00:00 -0500

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!

How prepared are your reps for their sales calls?

Fri, 29 Oct 2021 05:00:00 -0500

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.

Want to improve your closing skills?

Mon, 25 Oct 2021 05:00:00 -0500

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!

Think it’s time to tighten up your team’s selling message?

Fri, 22 Oct 2021 05:00:00 -0500

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!

Selling today has dramatically changed…have you?

Mon, 18 Oct 2021 05:00:00 -0500

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!)

Could you be getting more value and insights from your sales team’s call reports?

Fri, 15 Oct 2021 05:00:00 -0500

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!

Are you following the “ABC’s of coaching?”

Mon, 11 Oct 2021 05:00:00 -0500

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”).

Notice sales reps are asking fewer questions today?

Fri, 08 Oct 2021 05:00:00 -0500

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?

Are you role-playing with your sales team?

Mon, 04 Oct 2021 05:00:00 -0500

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!

Do you refer to your various salespeople as “Hunters” vs “Farmer?”

Fri, 01 Oct 2021 05:00:00 -0500

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!

Want to improve your dealer’s and retailer’s showroom displays?

Mon, 27 Sep 2021 05:00:00 -0500

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!

Can you still trust your instincts as the leader of your sales team?

Fri, 24 Sep 2021 05:00:00 -0500

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 likely to sell!

Giving many plant tours lately?

Mon, 20 Sep 2021 05:00:00 -0500

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 can sell even more!

Amazing the results you won’t get when you don’t prospect!

Fri, 17 Sep 2021 05:00:00 -0500

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!

Are your reps ready for your next season of selling?

Mon, 13 Sep 2021 05:00:00 -0500

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!

Have you noticed how effective selling today has become more “paint by numbers?”

Fri, 10 Sep 2021 05:00:00 -0500

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!

How are you tracking your sales team’s progress and improvement?

Mon, 06 Sep 2021 13:00:00 -0500

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!

Five ideas to help improve the impact of your sales contests.

Fri, 03 Sep 2021 05:00:00 -0500

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!

Are your sales contests achieving all your goals?

Mon, 30 Aug 2021 05:00:00 -0500

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.

Are you holding your reps accountable?

Fri, 27 Aug 2021 05:00:00 -0500

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!

Is your sales leadership style the best for today’s hypercompetitive markets?

Mon, 23 Aug 2021 05:00:00 -0500

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!

How stable and happy are your sales team members?

Fri, 20 Aug 2021 05:00:00 -0500

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!

Time to start up ride-alongs with your reps?

Mon, 16 Aug 2021 05:00:00 -0500

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!

What are you and your sales team ready to give up to get even better?

Fri, 13 Aug 2021 05:00:00 -0500

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!

Five ideas to strengthen your interviewing skills when hiring a new sales rep.

Mon, 09 Aug 2021 05:00:00 -0500

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!

Could you increase your sales by better understanding what your buyers really want from you today?

Fri, 06 Aug 2021 05:00:00 -0500

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!

Want to improve your onboarding of new sales reps to your team?

Mon, 02 Aug 2021 21:00:00 -0500

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!

Four ideas to take your customer presentations to the next level.

Fri, 30 Jul 2021 05:00:00 -0500

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!

What’s your sales team’s plans now that we’re getting back to normal?

Mon, 26 Jul 2021 05:00:00 -0500

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?

Buyers today are more open to talking to new vendors – Is that good news or bad news for your sales team?

Fri, 23 Jul 2021 05:00:00 -0500

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 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!

Are you taking advantage of today’s latest style of coaching and leading your sales team?

Mon, 19 Jul 2021 19:00:00 -0500

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!

Buyers love great listeners!

Fri, 16 Jul 2021 05:00:00 -0500

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)!

How many of your sales reps still believe “Experience = Trained?”

Mon, 12 Jul 2021 05:00:00 -0500

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?

How to successfully sell to technical buyers.

Fri, 09 Jul 2021 05:00:00 -0500

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!

How do you win business when you have NO competitive advantage?

Mon, 05 Jul 2021 11:00:00 -0500

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!

How (and why) are you successful as a sales manager?

Fri, 02 Jul 2021 05:00:00 -0500

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!

How (and why) are your salespeople successful?

Mon, 28 Jun 2021 05:00:00 -0500

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!

Could your sales reps survive an “Account Information Audit”?

Fri, 25 Jun 2021 05:00:00 -0500

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!

Selling has changed – but not because of COVID.

Mon, 21 Jun 2021 05:00:00 -0500

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 persuasion!

How many of your sales reps are only event sellers?

Fri, 18 Jun 2021 05:00:00 -0500

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!

Could the Lifeboat Analogy help you as a sales leader?

Mon, 14 Jun 2021 07:00:00 -0500

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!

How to handle sales objections…so you can sell even more!

Fri, 11 Jun 2021 06:00:00 -0500

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?

Are you managing more as a consultant than as a coach to your salespeople?

Mon, 07 Jun 2021 06:00:00 -0500

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!

What’s the best way to respond to a buyer asking you about your competitors?

Fri, 04 Jun 2021 05:00:00 -0500

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!

What’s preventing you from being a more proactive coach and leader of your sales team?

Mon, 31 May 2021 18:00:00 -0500

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!

Are all members of your sales team on the same page?

Fri, 28 May 2021 05:00:00 -0500

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!

How balanced are you as a coach and leader of your sales team?

Mon, 24 May 2021 19:00:00 -0500

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!

Still waiting for selling to return to the good old days?

Fri, 21 May 2021 05:00:00 -0500

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!

Are you ready to take the next step to becoming a stronger coach and leader of your team?

Mon, 17 May 2021 05:00:00 -0500

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.

Are your sales reps only selling to one personality…their own?

Thu, 13 May 2021 17:00:00 -0500

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!

How are you balancing the four most critical responsibilities of a sales leader?

Mon, 10 May 2021 20:00:00 -0500

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!

Are your people just chasing buyer symptoms, or are they able to get to the real problems?

Fri, 07 May 2021 14:00:00 -0500

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!

How to motivate unmotivated employees.

Mon, 03 May 2021 09:00:00 -0500

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!

Could initiating more proactive selling efforts increase your sales in today’s hyper-competitive markets?

Fri, 30 Apr 2021 07:00:00 -0500

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!

How to sell when your products aren’t working

Tue, 27 Apr 2021 08:00:00 -0500

A 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!

Do your reps have all the skills they need to turn objections into selling opportunities?

Fri, 23 Apr 2021 07:00:00 -0500

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!

Are you in the Coaching Zone with your team?

Mon, 19 Apr 2021 14:00:00 -0500

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!

Steps of a sales call, to gain more control over your selling efforts!

Fri, 16 Apr 2021 07:00:00 -0500

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!

Ready to increase your competitive advantage?

Mon, 12 Apr 2021 09:00:00 -0500

No matter what your industry or markets, there are three things you can do right now to help your team become more competitive. Join me as I share the keys that have proven to be the strongest drivers of success that can most increase your sales and profitability!