Jim Pancero

Jim Pancero, CSP, CPAE, is a highly recognized speaker in the realm of "business to business" sales and sales management training. With a focus on increasing an organization’s strategic competitive advantage and market uniqueness, his programs are tailored to sales organizations dealing with high-priced, large, and competitively complex products and services. His training methodologies are designed not only to enhance traditional selling processes but also to adapt to the new economic and global marketplace challenges.

His keynote speeches and training programs are information-intensive, offering advanced selling processes and strategies. Even in a 60-minute keynote, Pancero provides experienced audience members with actionable, advanced ideas to elevate their competitive advantage. His presentations are well-appreciated for combining humor with real-world examples, which stem from his extensive research and experience across over 80 different industries.

Pancero has over 35 years of experience in “business-to-business” selling. His career includes a successful six-year stint selling large computer systems for the Data Processing Division of the IBM Corporation, where he received multiple accolades including the “Golden Circle” designation, annually awarded to the top 5% of their international sales force. In 1982, he founded his own advanced sales training and consulting company. Since its inception, Pancero has conducted over 3,100 speeches, seminars, or consulting days for more than 600 companies, maintaining an impressive client return rate of over 90%.

In addition to his extensive speaking career, Pancero is a celebrated author, having penned the book "You Can Always Sell More: How to Improve Any Sales Force." He holds the prestigious CSP (Certified Speaking Professional) designation and is an honored member of the CPAE (Council of Peers Award of Excellence) Speakers Hall of Fame, a recognition given to less than 3% of their 3,500 professional members. His ongoing commitment to sales excellence is evident in his role as one of the only three faculty members presenting multiple days at the University of Innovative Distribution, co-sponsored by Purdue University.