Jim Pancero

Advanced Sales Training Professional

Pancero, Jim

Advanced Sales Training Professional
Fee Code : 2

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About Jim Pancero

Sales advisor 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 40 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. As a sales advisor, Jim has con­ducted over 3,000 pre­sen­ta­tions or con­sult­ing days for 600 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” sales advisor who will take you to a level beyond the­ory to productivity.

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 Enogh 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?”


“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