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.

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