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Jim Pancero – New Rules – Old Tools


Episode Overview:

Today’s marketplace is more competitive than ever. The way people buy has changed and salespeople and sales leaders need to understand the new rules for old tools if they are to be successful. 

To help us understand how to evolve our salespeople and our sales leaders is author, speaker, and sales performance coach, Jim Pancero.

Guest Bio: 

If you are excited, motivated, and ready to improve your sales team’s success, then Jim Pancero has the leading-edge solutions you need to increase your competitive advantage. A leading go-to sales and sales leadership strategist for over 40 years, Jim has been influencing, guiding and inspiring sales teams in more than 80 different industries to increase their sales and market share.

They say you can’t teach an old dog new tricks…but that’s not entirely true. Even with over 40 years of experience, Jim is still learning and sharing new tools, new techniques and new tactics to help you to connect in today’s hyper-competitive world. 

Jim’s combination of humor, larger-than-life personality, outstanding research and real-world examples that hit home provide even experienced sales pros and their leaders who think they’ve heard it all with strategies and concepts that work! To learn more about Jim check out his website, weekly LinkedIn postings as well as hundreds of his videos on YouTube. We know you and your team are good. Now are they ready to get even better?

Resource Links:

Insight Gold Timestamps:

02:51 Millennials don’t trust salespeople

04:57 They don’t talk about the cars, they talk about the process

06:00 We can’t afford the old assumption of selling

08:05 New rules, old tools

08:46 Three sets of skills a salesperson needs 

14:53 The competitive advantage became negotiated partnerships

19:20 Selling has become paint by numbers

22:20 We need arsonists, not firefighters

30:16 How can I stay ahead of what’s coming 

33:52 What and who

34:08 How and why

37:54 The 4 rules of motivation

43:12 Three components for sales to increase

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Next Episode: A Complaint is a Gift with Janelle Barlow!

About the Host, Michael

Michael Vickers inspires enduring success, redefining the possible for today’s sales professionals, leaders, and managers. Whatever the sales or business opportunity, Michael will greatly enhance your odds of success. Every person who has an idea to promote, an employee to motivate, or a deal to negotiate, will attain a new level of success after an event with Michael.

Michael is also the best-selling author of Becoming Preferred: How to Outsell Your Competition, and Dance of the Rainmaker: Creating Authentic Differentiation in Today's Competitive Marketplace, where he shares his secrets to achieving the very highest level of sales mastery.

Whatever the result you’re striving for, if it involves influencing others or achieving success through others, Michael will build your confidence and accelerate your performance.

Michael is the Executive Director of Summit Learning Systems, a company that offers customized in-house training programs to many of today’s leading companies. He teaches thousands of business professionals throughout North America the skills required to achieve optimum performance.

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