Topics: International Speakers Bureau, Inc. |
Fee Range: $5,001 to $10,000 (fee note) |
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 Biography: 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. |
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Programs: Advanced Selling Skills "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. Advanced Selling Assessment "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. Advanced Prospecting Skills "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. Sales Negotiations Skills "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. Advanced Sales Management Skills "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. Owner/Senior Executive Level Skills "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. |
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