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 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. Jim is the author of You Can Always Sell More - How To Improve Any Sales Force and Leading Your Sales Team.

• You Can Always Sell More - Even In A Tougher Economy! - A number of industries are now wrestling with a significant slow down in buying behaviors and an increase in pressures to reduce margins. Today the majority of sales professionals are having to sell in a tougher, more competitively-aggressive market. The reality is there are still buyers buying and there is still business to win. But winning in this new, and tougher marketplace requires your sales team to change. How are your sales people adjusting their selling styles, attitudes and habits to maximize their selling opportunities...even in a tougher market? Are your sales people working harder? Smarter? And with more creativity?
  
  
• Understanding How to Maximize the Structures of Successful Negotiations - Over the last few years, the majority of large customer buyers have become expert negotiators. They have been through all of the negotiations training seminars and know just how to squeeze a salesperson to get more than your company wants to give. How are you as a salesperson successfully handling these tough pressure situations? Negotiating an agreement with an experienced buyer is a complex, multi-step process. But most otherwise successful salespeople only treat negotiating as a simple one meeting event. This advanced seminar will teach you how to successfully negotiate against the most experienced expert buyers.
  
  
• New Rules Of Selling: Are You Good Enough to Get Better? - This advanced sales program was developed for the experienced selling professional and will discuss how the selling process continues to change. You will learn how you can implement a more competitive style and approach to successfully sell your customers. This program will also show you how to communicate a stronger message of competitive uniqueness based on the most critical "core values" that most influence your customer's buying behaviors.
  
  
• Improving Brand "You!" - What are you doing to increase your selling success and competitive edge? What have McDonald's, Coca-Cola, Apple and Hertz done that have given them such a competitive edge in their markets? Learn how you can personally apply the best selling and 'branding' concepts being implemented by the top consumer and corporate brands. This advanced information-intensive sales training program will first help you analyze the attributes and activities that have made the most successful brands leaders in their markets. Learn how the best brands have mastered the six attributes of successful branding.
  
  
• Seven Questions to Evaluate the Competitive Marketing Health of Your Business - The business environment is dramatically changing. Are you and your business working at your competitive best? What are your strongest areas? And what areas could, if improved, help you increase your overall profitability and business success? Aimed at the experienced owner or manager, this information-intensive program will help you identify both your best areas, and areas offering the "best" opportunities for growth and improvement.