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Jim Pancero, CSP, CPAE Texas
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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.


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  • Will You Be Able to Attract The Best Millennials to Your Sales Team? - Where are you finding the best people to add to your sales team? How competitive will you and your company look to them so they want to also choose you? The Millennial generation (Age 20 to 35) is likely your greatest opportunity to replace your retiring "Baby Boomers." Learn the different motivations, interests and opportunities you and your company have as you replace "Boomer's" with "GenNext'ers." Learn how a different leadership philosophy and approach can maximize the performance of your next generation sales team. A detailed workbook and action guide will be provided to all attendees.

  • SWAT Team Selling - Leading Your Team to a Competitive Advantage - How much control and direction do you have over your sales team? Today's average top producing senior "baby boomer" sales team is difficult to coach and lead, fiercely independent, and is very selective in the companies they sell to and even which of your products they sell. Learn the sales leadership "best practices" that can most impact your market share and profitability. As the leader of your sales team you can implement the coaching processes and selling "best practices" that can provide you and your team with a stronger competitive advantage and profitability moving forward.

  • You Can Always Sell More When You Increase Your Sales Planning and Selling Process Controls - How many moves ahead are you thinking and planning as an experienced sales professional? And how are you identifying and then following the bestselling process to increase your competitive advantage? Have you divided your year into pre-defined "Selling Campaigns" to increase your consistency and effectiveness? Selling success today is based on your ability to proactively plan and control your multi-stepped selling process as well as to organize and focus your plans for your selling year. Learn how you can best apply these advanced selling steps to help you lead your customer to want to buy from you…even at a higher price!

  • Are You Ready For Your Next Generation of Sales Reps? - From a one-hour executive briefing to intensive two-day training program. What percent of your current sales team will you be losing over the next five to seven years due to retirement or health issues? 25 to 75% is a common answer. What have you been doing to prepare your organization and management team to best utilize this critical influx of new talent and opportunity? As the leader of your company you have a unique opportunity to redesign, and strengthen your current sales structure as your senior "baby boomers" retire and your next generation joins your team. Learn the organizational structures, coaching processes and selling "best practices" that can provide you and your team with a stronger competitive advantage and profitability moving forward. Understand the choices and tradeoffs you have with your sales coaching/leadership structures as well as how to best establish an entry level sales training program and ongoing account planning sessions

  • Six Questions to Evaluate the Competitive Marketing Health of Your Business - The business environment is dramatically changing. Are you and your business working at your competitive best? Aimed at the experienced business owner, executive or manager, this information-intensive program will help you identify both your best areas...and areas offering the "best" opportunities for growth and improvement. In this program, you will be provided with several tests to help you measure your "Marketing Health." You will also learn if your sales force, sales management team and E-Business strategies are truly blended into one cohesive and proactive voice.
You Can Always Sell More Leading Your Sales Team
You Can Always Sell More: How to Improve Any Sales Force Leading Your Sales Team: How to Manage a Winning Sales Team

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