Jim Pancero

Advanced Sales Training for the Experienced Professional

Jim Pancero is a sales and sales management consultant from Minneapolis Minnesota. His information intensive programs focus on the areas of:

·         Advanced Selling and Sales Negotiations

·         Sales Management

·         Strategic Positioning and Corporate Nichemanship

The ideas and concepts he shares are the result of almost thirty years of various consumer and industrial sales experience and training. Six of those years were spent selling large computer systems ranging from $150,000 to $300,000 in purchase price with the Data Processing Division of the IBM Corporation.

During Jim's IBM career, he was the recipient of the prestigious Regional Sales Manager's Award and also earned IBM's Golden Circle designation. The Golden Circle is annually awarded to the top 5% of IBM's sales force.

After assisting IBM's entry level sales training program as a guest instructor for two years, Jim left IBM in 1982 to start his own sales training and consulting firm. Since 1982 he has presented over 2,200 programs and/or consulting days for 450 corporations and associations in more than 80 different industries.

Jim is one of only 81 of the National Speakers Association.s 4,000 members to earn the "Certified Speaking Professional" (CSP) designation and is a recipient of the ACPAE Speakers Hall of Fame.^©

Jim has an undergraduate and a Masters degree in both Management and Marketing. As an Adjunct-Professor, he has also taught graduate and undergraduate college courses on Industrial Marketing, Persuasion Techniques and other related areas at several universities in the Midwest. Jim.s book .Leading Your Sales Team. is currently used as a text in DePaul University.s MBA sales management program. Jim travels from Minneapolis Minnesota.

What Others Are Saying.

"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

"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

McKinney Associates, Inc.
Post Office Box 5162
Louisville, KY 40255-0162
info@mckinneyspeakers.com