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JIM PANCERO
Business To Business Sales Expert
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 Pancero's work focuses on sales organizations with high priced, large and/or competitively complex products and services.
Jim Pancero's 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 Pancero 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 Pancero 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 Pancero 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.
In addition to Jim Pancero's project specific consulting and training activities, Jim will also help you in the design and delivery of in-house sales and sales management training programs. He may also be used to design incentive and compensation programs. Jim is a “hands-on” consultant who will take you to a level beyond theory to productivity.
Which Individuals Benefit Most From Working With Jim Pancero?
Jim Pancero works with experienced business salespeople, their front line sales managers, and the owner/executive in charge of leading a sales force. His very specific niche is in the sales and sales management training industry.
Jim Pancero offers the most advanced sales and sales management training offered today. He has a twenty-year-plus proven success record with a wide variety of "business-to-business" distribution, manufacturing, and services companies. But his strongest internationally unique "target audience" is highly experienced sales professionals and their management teams who are involved in the aggressively competitive environments of selling high-risk, large-dollar contracts for highly technical products or services that are being sold to first-time or uniquely challenged buyers.
Most sales training programs focus solely on teaching sales people how to sell. Steps of a sales call, personality awareness, how to ask questions, and how to see value over price are the types of topics covered.
Jim Pancero's ideal audience is comprised of experienced and successful sales professionals. He does not conduct remedial sales training. His focus is to take a strong sales team to the next level of competitive success.
Jim Pancero works best with - and can generate guaranteed improvements in - experienced sales professionals who believe there is nothing new in sales, have heard it all before, and think there is nothing out there that can make them better.
Jim Pancero’s information-intensive programs focus on selling structures, strategy, philosophy, and competitive positioning as the keys to increasing your competitive advantage - and ultimate value to your customers and prospects.
Speaking vs. In-depth Training and Consulting
Jim Pancero does not consider himself a "motivational speaker" but instead feels his programs are information-intensive training opportunities to change an experienced person's focus, awareness, efforts or skill sets. Jim prefers to use computer presentation software and attendee handouts for even his shortest presentations to increase the retention of ideas communicated and to extend the "mind share" of his ideas with the attendees. Presentation length can be from 60 minutes to multiple days of training.
Successful long-term positive change in a sales force is a process that involves a combination of consulting and training activities. Our goal is to help you increase the profitability, consistency and overall success of your sales and sales management efforts.
Achieving this type of change normally involves the following activities with your organization:
First
Research time to better understand your unique business, competitors, customers and selling environment.
Jim Pancero will spend a day meeting with you and your management team and possibly riding with one of your sales reps to learn more about the uniqueness and business goals of your company and to better understand your customers. There are no consulting fees charged for research time conducted as part of an in-depth consulting project. You would be responsible for any necessary travel expenses.
Second
Leading your sales management team through a redefinition of your competitive message of uniqueness
A clearly defined answer to your customers asking "Why, based on all of the competitive alternatives available to me as a buyer, do I want to buy from you?" will be developed in this consulting meeting. By developing a stronger message of competitive uniqueness for your company, you can reduce your selling time by being able to better communicate a stronger message of competitive uniqueness to your clients. This normally involves one to two days of consulting with your team.
Third
Leading a committee of your most successful sales people and your sales management through a redefinition and clarification of the steps of your multiple-call selling process.
Meeting with your team, Jim will help you clarify and define the steps unique to your larger account selling efforts. The complexities of any larger dollar selling process are difficult to successfully follow and implement. Most salespeople find that their selling process is reactively controlling them instead of being able to proactively lead their efforts. By developing a large account selling process template unique to your company, you can accomplish:
Increased consistency of the selling efforts of your salespeople.
Reduced selling time invested by helping minimize the months of selling time lost to their inability to effectively define their next selling step.
mprovements in your ability to coach both your sales people as well as your independent sales reps by having an industry specific template that can be utilized as a "coaching road map."
Developing the steps of your multiple-call selling process normally involves two to three days of consulting with your team.
Fourth
Helping you redefine the sales management coaching structure and support process necessary to maintain your enhanced, competitive selling advantage.
Achieving long-term change to your salespeople's efforts will require you to redefine how you coach and lead your sales force. How much time do your sales managers now have to manage and motivate your people and to manage your selling processes? Are they proactively involved as coaches and strategists or are they just acting as support assistants to your sales people in charge of special pricing, expediting orders and solving billing problems? Helping you refocus and redirect your sales management team normally involves one to four days of consulting with your team.
Fifth
Conducting sales management training.
For larger sales organizations training programs can be conducted focusing on how to better manage and motivate your people and manage your selling processes as a coach and strategist. For smaller sales management teams (normally fewer than five managers) we suggest your sales managers read Jim's book and/or listen to his six audio cassette tape series on sales management. This normally involves one to three days of sales management training with your team.
Sixth
Conducting advanced sales training to build on your sales team's existing level of skill and experience.
A variety of agenda are listed under the Sample Agenda section of this website. Any sales training conducted would be completely researched and customized to fit the unique skills, experience base and competitive challenges facing your team. Sales training is best conducted in one or two days increments. Click here to review a FUNDAMENTAL and ADVANCED multiple-day sales training agenda.
Seventh
Assisting you in development and/or refinement of your marketing materials, sales tools, "PowerPoint" presentations, sample letters and proposals.
This consulting time would help you identify and develop the variety of sales tools you need to supply your sales team as they shift to proactively selling with a stronger plan and message of uniqueness. This would also help insure that the majority of your sales tools, letters and proposals support your new strategic message of competitive uniqueness. Sales tools to be worked on could include printed marketing materials, sales tools (utilized during a sales call), and "PowerPoint" sales presentations. This normally involves one to five days of consulting with your team based on the complexity and variety of work required.
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865 - 546 - 0000
