How to Reduce Frustration & Increase Results in Prospecting

Sales Professional making prospecting call.

Prospecting is still one of the best ways to uncover new business opportunities.

Prospecting can be one of the most frustrating aspects of selling. Leading sales strategist, Jim Pancero shares this four-step process to reduce frustration and increase results when you reach out to prospects.  Discover how your personal selling style and philosophy could be dramatically impacting your level of success. You will learn what it takes to gain an advantage. We know you’re good, now the question is are you ready to get even better? (more…)

Your Team… How Strong Are Their Sales Skills, Really?

Advanced Sales Skills training from Jim Pancero Leading Sales Strategist

Leading Sales Strategist, Jim Pancero, CSP, CPAE

I teamed up with leading sales strategist, Jim Pancero for an event on advanced sales skills. We discussed how individual selling style and philosophy can dramatically impact a sales professional’s success and how to gain an advantage.

In this article, Jim shows us that you cannot assume that an experienced sales professional is a competent sales professional and three of the most common fundamental skill gaps in otherwise experienced salespeople.

Fair, Unfair, Good or Bad? How Do Buyers Know?

Sales Techniques Illustration Girl Scout Cookies

What can a sales professional learn from a Girl Scout?

Science reveals that buyers make decisions based on strategic, incremental commitments. How can sales professionals sell in a way that inspires these commitments? David Hoffeld, author of The Science of Selling, was recently my guest on FrippVT Sales Series. Enjoy this excerpt from David’s book, explaining a mental shortcut the brain makes when forming judgments and how you can leverage this to increase your sales success – and enjoy a video replay from our recent conversation on The Science of Selling.

How to Get Referrals & Increase Your Sales Results


Patricia Fripp delivers sales presentation training through FrippVT.

How To Increase Your Sales Results

Patricia Fripp in Conversation with Tom Redmond

In our constant search for the easy way to sell (There is no easy way but we continue to look!), one consistent factor is that the most successful sales organizations are aware of their numbers and make course corrections by them. Organizational and individual patterns of success can be duplicated and challenges recognized and overcome.

Do you know your referral ratio?