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