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Jim Pancero,
CSP, CPAE
For More
Information Call: 651-735-2080
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.
Areas of Expertise:
Sales
Leadership
Management
Marketing
Target Audience:
Experienced and successful “business to business”
sales professionals
“Front line” sales managers leading a sales force on
a day-to-day basis
Owners/Senior executives responsible for setting
strategic direction and market focus
Top 3 reasons to have
Jim Pancero as your next speaker:
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.
Fees:
Corporate - $8,500.00 - 4 hours or less.
Corporate - $10,000.00 - Full day.
Associations - Keynote (up to 2 hours) $6,000.00
Jim's Most Requested Programs:
“Taking Your Selling Skills To The Next Level - Are
You Good Enough To Get Better?”
Proven tools on how to enhance a sales
professional’s selling skills. Specifically
developed for the experienced sales professional,
this information-intensive sales program will help
them understand the most advanced “Identify to
close” multiple-stepped selling structures as well
as how to communicate a stronger strategic message
of competitive uniqueness.
“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. They will be provided with
several tests to help measure and evaluate their
personal selling skills along with receiving
specific ideas and suggestions on what to do to
improve identified selling areas.
“Increasing Your Competitive Edge Through New
Business Prospecting”
The majority of experienced sales reps, though
successful professionals, are still not generating
enough new business. Aimed at the experienced sales
professional, this advanced program will focus on a
proven system to increase their prospecting and new
business generation efforts.
“Understanding 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.
“Leading The Team” - How To Successfully Lead A
Team Of Sales Professionals”
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.
“Seven Questions To Evaluate The Competitive
Marketing Health Of Your Business”
Aimed at the experienced business owner or senior
executive, this advanced program will help them
identify both their best areas...and areas offering
the “best” opportunities for growth and improvement
within their sales organization. They will be
provided with several tests to help them measure
their organizations “Marketing Health” and to learn
if all members of their sales team are truly blended
into one cohesive voice.
Testimonials:
Hi Jim!
It was great to have the opportunity to talk to you
several times during the last ISSA Convention and
attend some of your seminars. Over the years I have
found your material to be valuable. By attending
your seminars and using your tapes and books over
the years, I have found that the basic concepts are
still effective when applied in today's rapidly
changing selling environment. Perhaps the most
lasting impact of your training upon my career was
your 2 day sales management training seminar I
attended years ago. True to your supposition, it has
been the only in-depth sales management training I
have ever received! Thanks for all you do in
your work with ISSA to raise the level of
professionalism in our industry! Keep up the GREAT
work! Sincerely,
David G. Champagne, President, Beacon
Distributors, Inc., Lincoln R.I.
Dear Jim,
I want to thank you again for the training day we
enjoyed last week. I think the feedback and buy in
from the sales team is beyond what I had hoped for.
It will be up to my street managers to continue to
coach/train/encourage/hold accountable to the "new
system" of selling here at Southeastern Paper Group.
I'm really excited about the future course we have
charted. Thanks for all you have done so far. The
program has been outstanding! Will Green, Sr.
V.P. Sales & Purchasing, Southeastern Paper Group,
Spartanburg, S.C.
"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!
Everyone mentioned the amount of research you did on
our company and industries before your presentation
and how you put your sales tactics and strategies
into applicable examples for us to understand. The
overall take was that it was the best presentation
we have ever had during a sales meeting. You opened
many "windows" and they are anxious to put to work
the "treasures" you left behind for them to work. So
thank you for making our meetings successful. Thank
you for customizing your presentation to make our
investment worth every penny. And thank you for
being so flexible with your talents to ensure you
had materials and applications for everyone in the
audience. You are truly the disseminator of the most
advanced, leading edge business to business sales
consulting available today. -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.
"Our sales team enjoyed the training and they apply
the skills! Our customers notice the difference in
service and appreciate it. Our bottom line shows
that it is working."
-John Hackett Hope Lumber
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