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JIM PANCERO
B To B Sales Management & Branding
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 Pancero'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 Pancero 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 Pancero 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 Pancero'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 Pancero 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 Pancero'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 Pancero is a “hands-on” consultant who will take you to a level beyond theory to productivity.
Which Individuals Benefit Most From Working With Jim?
Jim works with experienced business salespeople, their front line sales managers, and the owner/executive in charge of leading a sales force. Jim Pancero's very specific niche is in the sales and sales management training industry.
Jim offers the most advanced sales and sales management training offered today. He has a twenty-year-plus proven success record with a wide variety of "business-to-business" distribution, manufacturing, and services companies. But Jim Pancero's strongest internationally unique "target audience" is highly experienced sales professionals and their management teams who are involved in the aggressively competitive environments of selling high-risk, large-dollar contracts for highly technical products or services that are being sold to first-time or uniquely challenged buyers.
Most sales training programs focus solely on teaching sales people how to sell. Steps of a sales call, personality awareness, how to ask questions, and how to see value over price are the types of topics covered.
Jim Pancero's ideal audience is comprised of experienced and successful sales professionals. He does not conduct remedial sales training. His focus is to take a strong sales team to the next level of competitive success.
Jim works best with - and can generate guaranteed improvements in - experienced sales professionals who believe there is nothing new in sales, have heard it all before, and think there is nothing out there that can make them better.
Jim Pancero's information-intensive programs focus on selling structures, strategy, philosophy, and competitive positioning as the keys to increasing your competitive advantage - and ultimate value to your customers and prospects.
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865 - 546 - 0000
