Jim Pancero

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.

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.

Publications

Leading Your Sales Team

Titles

“You Can Always Sell More - Even In A Tougher Economy!”
Audio Sales Training Program and Coaches Guide
A number of industries are now wrestling with a significant slow down in buying behaviors and an increase in pressures to reduce margins. Today the majority of sales professionals are having to sell in a tougher, more competitively-aggressive market. The reality is there are still buyers buying and there is still business to win. But winning in this new, and tougher marketplace requires your sales team to change. How are your sales people adjusting their selling styles, attitudes and habits to maximize their selling opportunities…even in a tougher market? Are your sales people working harder? Smarter? And with more creativity?

"Understanding How to Maximize 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.

"New Rules Of Selling- Are You Good Enough to Get Better?"
Please Note: A version of this agenda is available as either a keynote, half, full or multiple day program. This agenda is only meant as an overview. Your program would be completely customized to maximize your selling environment.

"Increasing Your Competitive Edge Through New Business Prospecting"
New Business Prospecting for the Experienced Professional - Are You Good Enough to Get Better?

"Taking Your Skills to the Next Level - Are You Good Enough to Get Better?"
Proven tools on how to enhance a sales professional's selling skills.

"Time & Territory Organizational Skills"
Refining The Masters: Increasing Your Competitive Advantage Through Advanced Time & Territory Organizational Skills Training

"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.

National Account Selling
How to Maximize Your National Account Selling Efforts

"Improving Brand 'You!"
What are you doing to increase your selling success and competitive edge? What have McDonald's, Coca-Cola, Apple and Hertz done that have given them such a competitive edge in their markets? Learn how you can personally apply the best selling and 'branding' concepts being implemented by the top consumer and corporate brands.

"Seven Questions to Evaluate the Competitive Marketing Health of Your Business"
Aimed at the experienced business owner, executive or manager. Jim will help you identify both your best areas...and areas offering the 'best' opportunities for growth and improvement.

"You Can Always Sell More - How to Improve Any Sales Force"
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.