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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 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.
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. His 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 his 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'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’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.
Speaking vs. In-depth Training and Consulting
Jim does not consider himself a "motivational speaker" but instead feels his programs are information-intensive training opportunities to change an experienced person's focus, awareness, efforts or skill sets. Jim prefers to use computer presentation software and attendee handouts for even his shortest presentations to increase the retention of ideas communicated and to extend the "mind share" of his ideas with the attendees. Presentation length can be from 60 minutes to multiple days of training.
long-term positive change in a sales force is a process that involves
a combination of consulting and training activities. Our goal is to
help you increase the profitability, consistency and overall success
of your sales and sales management efforts.
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