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Sales Leadership with Jim Pancero — 171 episodes
Are you asking the best questions?
Are you only winning business AFTER you’ve matched the lowest price bid?
Do your reps need to be more flexible?
Is your team selling your competitive advantages?
Are your customer support efforts frustrating your customers?
When was the last time you researched your competitors?
Are you helping your sales managers become stronger coaches and leaders?
Any of your reps afraid to ask for the order?
Are your trusted advisor sales reps selling like slimeballs?
Could ‘Blitz Days’ increase your team’s prospecting success?
How balanced are you as a coach and leader of your team?
Do your buyers really trust your sales reps?
How many of your reps follow a “Ready – Fire – Aim” selling philosophy?
Do you see selling as more art…or science?
Have any unmotivated and underperforming sales reps?
Are your buyers tired of only hearing about your features?
Are your reps still saying the same, old, tired answers explaining your uniqueness and value?
How are you strengthening the weakest skills within your sales team?
How much time are you really spending as a coach and leader of your sales team?
Is this a good time to remind your team of your company values and ethics?
Want to add more energy to your sales team?
Are you training and motivating all members of your sales team?
Can Zig Ziglar help your team “Keep pumping” and not give up?
Are you still only selling to THE decision maker
Are your reps utilizing “2nd Step” selling?
Using “100% Forecasts” to help reps think and plan more moves ahead
How often do you need to be talking with your customers?
What can you learn by doing business with your competitors?
Are your reps using their cell phones as effective sales tools?
Are your reps successfully utilizing ‘WIIFM’s’ in their selling messaging?
Are any of your reps guilty of “Ready – Fire – Aim?
Do your reps understand (and use) the 3 basic structures of asking questions?
Could the “Match Test” exercise help your team deliver a stronger message of value and uniqueness to your customers?
Selling using physical comfort zones
Are you training your team to take advantage of the seasonality of your business?
Could your reps do a better job presenting to your dealer – distributor - retailer sales meetings?
Do your reps just collapse into “Presentation Mode” when under pressure?
How are you helping your reps get value from their lost sales?
How are your reps overcoming the reality of today’s self-educated buyers?
Are your reps functioning as order takers or as trusted advisors?
Are your customer problem resolution skills as strong as Disney’s?
Are your reps still using the lessons of “The Challenger Sale?”
Are your reps just chasing buyer symptoms…or are they getting to the real problems?
How to motivate unmotivated sales reps
Time to get more proactive with your selling efforts?
How to sell when your products aren't working
Are your reps holding onto problems too long?
Are your interviewing skills helping you select the best candidates for your sales team?
Are your reps getting the best return on their time investments?
Are you spending so much time closing deals that you have no time left to coach and lead?
Three critical selling processes to master
Are your reps taking full advantage of your video sales tools?
Are your reps successfully using WIIFM’s in their selling messaging?
Are any of your reps guilty of “Ready – Fire – Aim?”
Want to evaluate how strong a sales leader you really are?
Do your reps understand (and use) the 3 basic structures of asking questions?
How much time are you really spending as a coach and leader of your sales team?
Can your reps deliver their message of uniqueness before they burn their fingers?
Do your reps really understand the persuasive impact they’re having on their buyers?
When your reps are under pressure, do they just collapse into “Presentation mode?”
How are you helping your reps get more value out of their lost sales?
Want to strengthen your new sales candidate interviewing skills?
How are your reps selling to today’s self-educated buyers?
What are you doing to help your reps gain more respect (and business) from your customers?
Can you help your sales team improve their persuasiveness with a wider range of buyers due to their age?
Can Zig Ziglar help your team “Keep pumping” and not give up?
Are you training and motivating all the members of your sales team?
Are your reps getting maximum selling advantage from their customer plant tours?
How are you helping your reps get higher, wider, and deeper?
How persuasive and effective are your team’s presentations to your distributors and dealer’s sales meetings?
How visible are you as a sales manager to your customers?
Are you still allowing your reps to deliver price quotes without selling cover letters?
What can you do to get your reps out of their comfort zones so they can sell even more!
Can your reps become better storytellers to help increase their sales?
Quick prospecting idea to generate more sales leads!
Where is your team selling on The Competitive Pyramid and is it working?
Have you been thanking the rest of your team lately?
Are your sales reps improving their customer’s loyalty?
How many days do your sales reps really have to sell this year?
How old (and out of date) are your sales rep’s selling skills?
How are you maximizing your sales rep Ride-With times?
Can you keep politics out of your team’s selling efforts?
Is your current technology hurting your profitability?
Are you thinking you just can’t motivate our youngest workers?
How persuasive are your sales proposals?
Are your reps selling with a “Ready – Fire – Aim” sales philosophy?
How many moves ahead are your sales reps thinking?
How many sales pros are you losing to “The Great Resignation?”
Eight ideas you can use to strengthen your sales team for 2022.
Selling success in 2022 Idea #8 – Are your sales reps capturing all the customer info you want and need to sell even more?
Selling success in 2022 Idea #7 – Could your team carve out more time to sell?
Selling success in 2022 Idea #6 – Why do I want to buy from you?
Could your team sell more by they were bringing more proactive solutions to their buyers?
Selling success in 2022 Idea #4 – Could your team sell more by developing one more contact at each of their important accounts?
Selling success in 2022 Idea #3 – Could your team sell more by focusing more on your buyer’s pain?
Selling success in 2022 #2 – Could asking more questions strengthen your team’s selling success?
Selling success in 2022 #1 – Could using Zoom strengthen your customer relationships?
Are you and your team ready to take advantage of all the new opportunities now available in your markets?
Get ready for 2022. Can your support team become more proactive in 2022?
Are your reps prepared for the new business prospecting opportunities of 2022?
Get ready for 2022…Think you might need to be strengthening the coaching and leadership your team receives?
Get ready for 2022…Are your reps too repetitive in their selling messages?
Get ready for 2022…Do your team members have all the selling skills they’ll be needing?
Get ready for 2022…By talking about the importance of strengthening your value message of uniqueness.
Are you and your team prepared for 2022?
Answering ‘Your Price is too high’ by taking advantage of the 4 steps to financial justification.
Are your sales reps delivering boring presentations to your dealers?
Want to increase your competitive advantage?
Are your reps getting maximum selling advantage from their customer plant tours?
Are all members of your team on the same page?
The competitive landscape has dramatically changed…have you?
What’s the best way to improve the effectiveness of your sales team?
What’s the best role for a sales manager riding with their sales reps?
How prepared are your reps for their sales calls?
Want to improve your closing skills?
Think it’s time to tighten up your team’s selling message?
Selling today has dramatically changed…have you?
Could you be getting more value and insights from your sales team’s call reports?
Are you following the “ABC’s of coaching?”
Notice sales reps are asking fewer questions today?
Are you role-playing with your sales team?
Do you refer to your various salespeople as “Hunters” vs “Farmer?”
Want to improve your dealer’s and retailer’s showroom displays?
Can you still trust your instincts as the leader of your sales team?
Giving many plant tours lately?
Amazing the results you won’t get when you don’t prospect!
Are your reps ready for your next season of selling?
Have you noticed how effective selling today has become more “paint by numbers?”
How are you tracking your sales team’s progress and improvement?
Five ideas to help improve the impact of your sales contests.
Are your sales contests achieving all your goals?
Are you holding your reps accountable?
Is your sales leadership style the best for today’s hypercompetitive markets?
How stable and happy are your sales team members?
Time to start up ride-alongs with your reps?
What are you and your sales team ready to give up to get even better?
Five ideas to strengthen your interviewing skills when hiring a new sales rep.
Could you increase your sales by better understanding what your buyers really want from you today?
Want to improve your onboarding of new sales reps to your team?
Four ideas to take your customer presentations to the next level.
What’s your sales team’s plans now that we’re getting back to normal?
Buyers today are more open to talking to new vendors – Is that good news or bad news for your sales team?
Are you taking advantage of today’s latest style of coaching and leading your sales team?
Buyers love great listeners!
How many of your sales reps still believe “Experience = Trained?”
How to successfully sell to technical buyers.
How do you win business when you have NO competitive advantage?
How (and why) are you successful as a sales manager?
How (and why) are your salespeople successful?
Could your sales reps survive an “Account Information Audit”?
Selling has changed – but not because of COVID.
How many of your sales reps are only event sellers?
Could the Lifeboat Analogy help you as a sales leader?
How to handle sales objections…so you can sell even more!
Are you managing more as a consultant than as a coach to your salespeople?
What’s the best way to respond to a buyer asking you about your competitors?
What’s preventing you from being a more proactive coach and leader of your sales team?
Are all members of your sales team on the same page?
How balanced are you as a coach and leader of your sales team?
Still waiting for selling to return to the good old days?
Are you ready to take the next step to becoming a stronger coach and leader of your team?
Are your sales reps only selling to one personality…their own?
How are you balancing the four most critical responsibilities of a sales leader?
Are your people just chasing buyer symptoms, or are they able to get to the real problems?
How to motivate unmotivated employees.
Could initiating more proactive selling efforts increase your sales in today’s hyper-competitive markets?
How to sell when your products aren’t working
Do your reps have all the skills they need to turn objections into selling opportunities?
Are you in the Coaching Zone with your team?
Steps of a sales call, to gain more control over your selling efforts!
Ready to increase your competitive advantage?