Gaining More Control of the Sales Process

University of Innovative Distribution (UID) is offering MHEDA members an opportunity to expand on some of the topics offered at UID. This year, a quarterly webinar series has been planned with presentations offered by four of the top UID instructors. Registration is free and open to MHEDA members.

Gaining More Control of the Sales Process

Presenter: Jim Pancero, CSP, CPAE

Help your team gain more control (and consistency) to their selling structures and processes. You will learn the critical importance of the selling control gained when your team follows the steps of a sales call. We will also discuss how the detailed eight steps of the distribution “Identify to Close” selling process can help your team think and plan more moves ahead than your competitors.

Learning Objectives:

  • Learn how to use the provided sales tools and structures to help your sales reps gain more control (and success) over their competitive selling processes
  • Learn the consequences of not understanding (or following) the steps of a sales call
  • Learn the detailed action steps that will improve the selling outcomes from each of the eight steps in the “Identify to close” multiple-stepped selling process

About Jim Pancero, CSP, CPAE

Jim is a Dallas based business-to-business sales and sales leadership expert and Hall of Fame professional keynote speaker and trainer. Jim has the leading-edge solutions you need to increase your team’s competitive advantage. A leading go-to sales and sales leadership strategist for over three decades, Jim has been influencing, guiding and inspiring sales teams in more than 80 different industries to increase their sales, market share and profitability.