Complete Story
11/13/2026
011. Sales Leadership MasterClass: Leading Your Team to Sell Even More!
Instructor: Jim Pancero, CSP, CPAE
Level of Complexity: Intermediate/Advanced
1:30 PM - 4:30 PM
This interactive, “train-the-trainer” program is designed specifically for sales leaders who want to strengthen the selling skills and competitive effectiveness of their sales team.
You will learn the five most critical advanced selling skills, beyond product knowledge, that sales professionals need to compete and succeed in today’s hyper-competitive selling environment. More importantly, you will receive the detailed notes, tools and instructions needed to take these concepts back to your team and coach your salespeople to sell even more.
We will also examine the evolution of professional selling and why even experienced sales reps can remain stuck in outdated and less-effective selling philosophies. You will then learn the ten steps you can use to lead your team in developing a stronger, more consistent and more persuasive response when a customer asks, “Why, based on all of the competitive alternatives available to me, do I want to buy from you?”
Participants will receive a detailed workbook and action guide designed to help you bring these ideas back to your sales team. The workbook also includes a 20-question evaluation you can use to assess each rep’s selling skills and identify opportunities for coaching and improvement.
Bookstore
The Credit Overlord: A Decade of Credit Advice Unleashed, Volume 1
Thea Dudley
Embark on an insightful journey through the complex world of credit and collections with Credit Advice Unleashed Volume I, the first installment in an indispensable series. This collection brings together a decade’s worth of Thea Dudley’s highly regarded advice columns, showcasing her unmatched expertise and unfiltered insights. With over 35 years of experience in the building materials and construction industry, Thea Dudley has earned her title as the ‘Credit Overlord,’ offering sharp-witted guidance, practical solutions, and an unapologetically candid approach that professionals in the field have come to rely on.
In Credit Advice Unleashed Volume I, readers will find real-world answers to the most pressing credit and collections questions, addressing the challenges and nuances faced by businesses in maintaining financial health and cash flow. Thea’s columns, infused with humor and hard-earned wisdom, provide both seasoned credit professionals and newcomers with the tools they need to navigate this critical aspect of business with confidence.
Whether you’re tackling overdue accounts, negotiating with clients, or streamlining internal processes, this book is your guide to mastering the intricacies of credit management. Experience Thea Dudley’s unparalleled voice and let her years of experience elevate your credit and collections game.
