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Client
Testimonials
"Out of all the strategic sales performance improvement sessions I
have attended yours have been the most applicable thus far. Thanks
for spending the time with us. It was well worth it!
Chad Bounous, V.P. Permanent Placement Div. -
CompHealth Associates, Inc.
"When LodgeWorks first started using Jim's selling philosophy
and training it was amazing how well it worked for our sales teams.
It was a simple and effective way of reaching out and touching the
needs that all of our clients have and at the same time
differentiating ourselves from our competition.
Internally, we have discovered that by using Jim's "4 Core Values"
as a part of our everyday dialogue it has become such a natural part
of the sales process. It is not only reinforced on sales calls but
on our weekly team calls. It is fantastic to share success stories
when you are all speaking the same language.
Liz Thompson, Vice President of Sales, LodgeWorks
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! Two ideas from that
seminar have been the basis of my sales management since:
1. Some of the best fiction has been written in call reports.
Therefore, you proposed that weekly meetings with sales staff should
be focused on what is the PLAN for the future, day, week, etc. and a
Q&A about the last plan we discussed. The theory is that if there is
a PLAN, it is more apt to be worked!
2. Bring quality training to the sales team on a continuous basis,
even as a small company. Your idea was to use cassette recordings of
training programs. You said to buy a set of tapes for each sales rep
so that everyone was listening to the same cassette several times
during the week while working. Then at our weekly meeting we
discussed the tape and it's application to our work using the
workbook as a catalyst for conversation. It worked tremendously! I
am in the process of rebuilding our sales staff and look forward to
using this process again!
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.
 "Hands
down the most talked about strategic sales improvement program my
industry has ever heard. While at a presentation for over 500 Avaya
business partners, Jim Pancero turned on a light bulb for every
person in that room."
-David Derusha,
An Avaya Business Partner
Atlanta, Georgia
 "We
ranked our message of Competitive Uniqueness, which Jim helped us
with, as one of the ten most significant accomplishments in the last
3 years."
-Steve Oman, Director of Sales, Despatch Industries
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