Jim Pancero

For Sales Managers:

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.

Topics to be covered can include:

• If you understand the cultural differences you will understand how to motivate
• Explanation of the differences between Boomers and Millennials
• How to adjust your approach to sales management and coaching
• How to create the best motivational environment for both Boomers and Millennials on the same team

Keynote, General Session or Seminar

For Sales Reps and Their Managers: How have you, as an experienced sales pro enhanced your selling skills over the last few years? Most salespeople have changed little. Just being a good salesperson is no longer enough. The most critical issue today is Are You Good Enough To Get 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 win competitively in this intensive market will be based on your capability to consistently implement all areas of your selling expertise, functioning with your team (and sales manager) to apply the SWAT Team Selling Best Practices and proven philosophies that can best increase your competitive advantage and selling success.

This information-intensive sales training will help you perform a personal inventory of your selling skills and learn the latest selling structures, processes and skills that can 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.

Topics that can be covered include:

• An Overview Of SWAT Team Selling – Are You Good Enough To Get Better?
• Increasing Your Competitive Advantage by Communicating a Stronger Philosophy/Positioning Within Your Markets.
• How to Maintain and Grow Important Existing Customers.
• Strengthening Your Tactical Selling Skills By Thinking, Planning, and Selling with a Proactive Multiple-Stepped Plan.
• So What Now?

Keynote, General Session or Seminar

For Sales Reps and Their Managers: 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 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.

This is not beginning or entry level sales training! This advanced sales presentation will give you the tools, processes, and strategies to win in today’s new selling environment.

Ideas to be covered include:

– Understanding the Selling Best Practices Required in Today’s Hypercompetitive Selling Environment

– What selling skills do you need to improve?

– Increasing Your Competitive Advantage by Communicating a Stronger Philosophy/Positioning Within Your Markets

– Understanding that you are not in a price driven market.

– How are you answering a customer or prospect asking you Why

Keynote, General Session or Seminar

For Sales Reps: 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. Ideas to be covered include:

The Uniqueness of Selling Your Largest Accounts

1. How does a Negotiated Partnership differ from a traditional high volume purchasing agreement?
2. Why have Negotiated Partnerships become of such critical interest to your largest customers?
3. The problem of most Negotiated Partnership being customer driven and demanded instead of being proactively sold by suppliers.

How to Organize an Effective Negotiated Partnerships Program

1. What are the major components of any Negotiated Partnership arrangement?
2. How can you tell if any of your customers are ready to progress to a Negotiated Partnership with you?

How To Maximize Your Large Account Selling Skills

1. How enhancing your strategic positioning can improve your large account selling efforts.
2. How to maximize the steps of the Large Account selling process.
3. How to begin selling Negotiated Partnerships to your best clients.

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.

Topics that can be covered include:

• The benefits of “SWAT Team Selling’s” structures, processes and leadership
• The five steps to successfully shifting to a “SWAT Team Selling” leadership approach
• How to establish a simple entry level sales training process
• How to establish ongoing sales coaching and account planning
• How to organize your selling year into proactive “selling campaigns”
• How to establish a culture of ongoing learning, growth and team

Keynote, General Session or Seminar

For Owners and Sales Executives: 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.

Topics that can be covered include:

• How to identify and evaluate your current sales team structure and leadership
• The benefits of SWAT Team Selling’s structures, processes and leadership
• Changes and decisions you will face as the senior leader of your sales team
• Processes and structures your front line sales managers will need to implement and follow
• Expectations (and changes) for your Next Generation sales team
• How to improve your sales pay plan/compensation
• The five steps to successfully shifting to a SWAT Team Selling leadership approach

For Front Line Sales Teams and their managers:

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.

– Topics to be covered can include:

Why the relationship model works with existing (and older customers) but not as effective with the Millennial buyer
How to interview buyers to find out how they would most like to buy from you
How the more traditional relationship selling model can be adjusted to still work with Millennial buyers
How to take an inventory of your current efforts and develop an action timeline to bring your electronic presence and participation up to today’s “Competitive minimum”

Program overview:

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.

Questions to be asked include:
1. Does everyone know who your best customers are?
Explain “Strategic Qualifiers”

Test – Write down the attributes of your “best” or “core” customers?

2. How many messages are you taking to your markets?
Explain “Strategic Message of Competitive Uniqueness.”

Test – Write down “Why, based on all the competitive alternatives…”

3. How many “Hellarewe” birds are on your sales team?
Explain the “Hellarewe” bird (3 ft bird living in 4 ft grass).

Test – What are you going to do on your next call? Second? Third?

4. Are you a “Swat Team” or a band of “Independent gunfighters”
Do you have a set of defined “Best Practices” for your team?

Do you have “selling process” sales managers or just “transactional” sales? Managers?

Test – Ask your sales managers – What is the job of a sales manager?

5. Are you talking to your markets with one voice or two?
Strong Internet presence? How strong is your social media presence?

Test – Ask newest customers – How much impact did our “electronic” presence have on your buying decision? What reference information did you utilize?

6. So What Do You Plan To Do About It?
A detailed program workbook will be provided to all attendees.