Jim Pancero Speaker Biography
Jim Pancero has the most advanced, leading-edge "business-to-business" sales and sales management training available today. Everything he does is extensively researched and has one bottom line focus...to increase an organization's strategic competitive advantage and market uniqueness.
Jim's work focuses on sales organizations with high priced, large and/or competitively complex products and services.
His information-intensive keynote speeches, training programs and in-depth consulting work detail his innovative selling processes and strategies for the new economy and global marketplace.
Even during a sixty-minute keynote, Jim provides the most experienced members of his audience with proven, immediately usable advanced ideas to increase their competitive advantage and enhance their selling processes. His combination of humor and real-world examples evolved from his experience researching and training in over 80 different industries.
Jim has been directly involved in "business-to-business" selling for over 35 years. Six of those years were spent successfully selling the largest computer systems for the Data Processing Division of the IBM Corporation. During Jim's prestigious IBM career he earned several awards including the coveted "Golden Circle" designation annually awarded to the top 5% of their international sales force.
In 1982, Jim founded his advanced sales training and consulting company. Since then, Jim has conducted over 2,500 presentations or consulting days for 500 companies providing a career average of five events per client. Over 90% of Jim's clients utilize his services more than once.
"You Can Always Sell More -
Even In a Tougher Economy"
There are only two choices in this new economy…sit around and wait for things to get better or go out and proactively start rebuilding and selling more. Aimed at the experienced sales pro, this special training has been developed to help you sell your way out of this tougher and more competitive market
"Five Questions to Measure Your Selling
Skills and Success"
How complete and rounded are your personal selling skills? The majority of experienced and otherwise successful sales professionals have never been through any type of formal sales training in their careers. Most sales reps taught themselves how to sell based on a “trial and error” philosophy of skill building. Are your sales reps as good as they could be?
"New Business Prospecting for the Experienced Professional - Are You Good Enough to Get Better?"
How much new business prospecting have you implemented over the last year? What percentage of last years new business sales were reactively generated by the prospect calling you compared to you proactively finding them? The majority of experienced sales reps, though successful sales professionals, are still not generating enough new business efforts.
"The New Rules of Selling -
Are You Good Enough to Get Better?"
How have you, as an experienced salesperson, enhanced your selling skills over the last few years? Most salespeople have changed little and are still utilizing a 1980's style of selling. Just being good as a salesperson is no longer enough. The most critical issue today is "Are You Good Enough to Get Better?
"Keeping Your Best Accounts Loyal to You -
How to Stabilize Your Sales
Territory in Today's Volatile Times"
* The greatest problems with past sales territory management strategies
* How to become more proactive with your existing customers
* How to become more structured managing your territory with a pre-planned multiple-call process.
"Guiding Principles
for Sales Negotiations"
* The reality of negotiations from the sales person's perspective
* Understanding the fundamental structures of successful negotiations
* How to maximize the advanced steps of the sales negotiations process.
"Strategies for Successfully Selling
Your Largest Accounts"
* The reality of most large account selling efforts
* How to strategically position your large account selling process
* Understanding the structures and steps of the large account selling process.
"How to Maximize Your
National Account Selling Efforts"
* Differences between "national accounts" and "key accounts"
* How a National Account program integrates into a normal selling process
* How to maximize your National Account program
* National Account selling skills.
