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.
In addition to his 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.
Customization: Each program Jim conducts is researched and customized to fit the unique challenges and requirements facing a sales organization. Jim believes in strong “take home” value so a customized workbook is developed and made available for duplication at no additional charge. Types of presentations include:
Advanced Selling Skills “Taking Your Selling Skills To The Next Level - Are You Good Enough To Get Better?” Proven tools on how to enhance a sales professional’s selling skills. Specifically developed for the experienced sales professional, this information-intensive sales program will help them understand the most advanced “Identify to close” multiple-stepped selling structures as well as how to communicate a stronger strategic message of competitive uniqueness.
Advanced Selling Assessment “Evaluating Your Personal Selling Skills – Are You good Enough To Get Better?” Aimed at the experienced and successful sales professional, this “interactive-intensive” program will help them identify both their best areas...and areas offering the “best” opportunities for improvement and growth. They will be provided with several tests to help measure and evaluate their personal selling skills along with receiving specific ideas and suggestions on what to do to improve identified selling areas.
Advanced Prospecting Skills “Increasing Your Competitive Edge Through New Business Prospecting” The majority of experienced sales reps, though successful professionals, are still not generating enough new business. Aimed at the experienced sales professional, this advanced program will focus on a proven system to increase their prospecting and new business generation efforts.
Sales Negotiations Skills “Understanding The Structures Of Successful Negotiations” Developed and presented only to experienced sales professionals, this advanced program will focus on how they can successfully increase their persuasive negotiations skills and philosophies.
Advanced Sales Management Skills “Leading The Team” - How To Successfully Lead A Team Of Sales Professionals” Specifically developed for the experienced sales manager, this advanced program will focus on proven ideas and practical theories to equip them with the skills necessary to increase the sales volume and profitability of their selling operations. How to manage and motivate an experienced sales team as well as how to manage and lead the selling process is also covered.
Owner/Senior Executive Level Skills “Seven Questions To Evaluate The Competitive Marketing Health Of Your Business” Aimed at the experienced business owner or senior executive, this advanced program will help them identify both their best areas...and areas offering the “best” opportunities for growth and improvement within their sales organization. They will be provided with several tests to help them measure their organizations “Marketing Health” and to learn if all members of their sales team are truly blended into one cohesive voice.
"I can't thank you enough for adding a unique and applicable dimension to our corporate sales meeting this week. I have now gotten input from every division and it is unanimous, Jim Pancero is a king!" - Cliff Becker, Group Publisher, Food Systems Group, Lenexa KS
"Jim Pancero has been involved in several of our most recent Compact Products Training seminars. In entering this new market, Caterpillar believes his message is sound and improves our effectiveness. Seeing his audio tapes (from these sessions) in the tape players of the salesmen's trucks and answering questions about his message validates the opportunity Jim presents to our sales process." - Terry Baumgarten, Caterpillar Inc.
"Hands down the most talked about strategic sales improvement program my industry has ever heard. While at a presentation for over 500 Avaya business partners, Jim Pancero turned on a light bulb for every person in that room." - David Derusha, An Avaya Business Partner
"We ranked our message of competitive Uniqueness, which Jim helped us with, as one of the ten most significant accomplishments in the last 3 years." - Steve Oman, Director of Sales, Despatch Industries
"Our sales team enjoyed the training - and they apply the skills! Our customers notice the differencein service and appreciate it. Our bottom line shows that it is working." - John Hackett, Hope Lumber
