Jim Pancero

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  • Hall of Fame Keynote Speaker
  • Thought Leader and Sales Expert

 

  • At 6'7" Jim is a larger than life, extraordinary, keynote personality from the moment he walks on your stage until the moment he helps your team close the sale.
  • Let Jim make your team "competitively larger than life" in your markets!
  • 80 different industries in 35 years, researching, improving and motivating sales teams and their leadership.
  • Rated one of the top 10 best sales video channels by HubSpot

 

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Media files by Jim Pancero

  • Jim Pancero: Media File 1
  • Jim Pancero: Media File 2

  • 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. They also tend to reject any attempts to coach or direct their selling efforts. Due to this independence the average sales manager today does little coaching or leadership but instead focuses all of their efforts on merely supporting their sales team with special pricing, expediting, problem solving and customer thank you calls. But sales teams this reactive in their selling efforts only tend to produce "market average" results, after all you can only coast downhill. 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 best selling 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? Would you like to reorganize and refocus your sales force? 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. They also required little to no management assistance or support. The average sales manager today does little coaching or leadership but instead focuses all of their efforts on merely supporting their sales team with special pricing, expediting, problem solving and customer thank you calls. 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. 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.
  • How to Best Connect and Sell the Millennial Buyer: How many of your important buyers are under 35 (the oldest of the Millennial generation)? The Millennial's are now in major buying and decision making positions. How have you adjusted the way your team sells to best connect and win business from this next major generation of buyer? This management level program will show you how you can blend the best of the "old school" relationship style of selling still working with your Baby Boomer buyers with the Millennial more electronic driven buying model. A detailed workbook and action guide will be provided to all attendees.
  • You Can Always Sell More - Are You Ready to Get Even Better?: Your competitors are effective selling pros with a solid set of existing customers, offering proven products at a very competitive price. Are you just trying to do things right to increase your competitive edge, or are you really working on the right things that will grow your sales and profitability? Good is no longer good enough. This program will share with you the four best steps you can take right now to lead your sales team to building, and then maintaining a stronger competitive advantage. A detailed electronic workbook/action guide will be provided to help you take these ideas back to your sales team. Are you and your team ready to get even better?
  • You Can Always Sell More , Even In Today's Hyper-competitive Realities: How have you, as an experienced salesperson or small business owner, enhanced your selling skills over the last few years? Most salespeople have changed little, just being good as a salesperson is no longer enough. The most critical issue today is "Are You Good Enough To Get Even Better?" The marketplace has changed. Customers are less loyal, more demanding and are more price sensitive. Your competitors are effective selling professionals with a solid set of existing customers, offering proven products at a very competitive price. Your ability to competitively win in this intensive market will be based on your capability to consistently implement all areas of your selling expertise. Are you consistently maximizing all of the selling skill powers necessary for success in this aggressive, intense selling environment? This information-intensive sales presentation will help you take a personal inventory of your selling skills and learn new ways to maximize your selling success. You will also learn how you can implement a more competitive style and approach to successfully sell your most important customers.
  • You Can Always Sell More, By Increasing Your Competitive Edge Selling and Supporting Your Largest Accounts: Selling to your largest customers has changed dramatically in the last few years. High volume buyers are demanding more from their best suppliers and are looking to your sales team members for ideas on how you can long term "partner" with them to increase their profitability. These large accounts "Negotiated Partnerships" offer the potential for high growth and high profitability if your team can position themselves and your company properly. How are you reacting to these growing large customer expectations? This advanced program will provide an update to this exploding business trend.
  • Sales

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. Since then, 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. You can learn more about Jim at Pancero.com as well view video clips on YouTube®

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Jim Pancero Dallas TX, Texas Sales Speaker, Texas Keynote Speaker, Texas Sales Leadership Speaker