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Paul McCord

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Sales Trainer/Consultant, McCord Training

80 points

Internationally recognized authority in prospecting, lead generation and personal marketing in relationship driven sales environments. Author of three top selling sales books, hundreds of articles published in various media around the world, and trainer of thousands of salespeople, managers, and business owners. Like you, I sell everyday.

WEB: Blog

Sept. 7, 2011

Paul McCord is speaking at this roundtable

How to Use Sales Conversations as a Competitive Weapon

Aug. 10, 2011

Paul McCord is speaking at this roundtable

Selling with Integrity as a Competitive Advantage

Sales Management

July 19, 2011

Paul McCord and 7 other people answered this question at this roundtable

How to Ask the Right Sales Questions [7/20 @ 9 am]

What's the worst question you've ever been asked by a sales rep?

I've heard this question in a number of different formats, but all of them leave me wondering what in the world these reps are thinking: "What do I need to tell you (or say, or what do you want to hear, etc.) in order to ... more

Sales Management

July 14, 2011

Paul McCord is speaking at this roundtable

How to Ask the Right Sales Questions

Sales Management

Dec. 28, 2010

Paul McCord answered this question

What are the major issues that sales managers are going to have to face in 2011?

Although there will be many, I think two of the most difficult to handle will be:
1. Trying to manage an improving market with a budget designed for a shrinking market. Many sales leaders will be charged with aggressively taking advantage of an improving marketplace ... more

Management Assessment

Sales Management

Dec. 18, 2010

Paul McCord and 12 other people answered this question

Sales Training Best Practices: What are your 3 tips for successful sales training?

Craig,
I know the question asks for the three best practices, but I'm going to concentrate on one--and it isn't even within the training event.
Company after company complains that sales training has proven to be an expensive waste of time and money. Unfortunately, studies ... more

General Management

Nov. 27, 2010

Paul McCord and 3 other people answered this question

What sales blogs do you follow regularly?

Ryan,
There are a number of great sales and sales management blogs. Geoff's suggestion of going to www.topsalesawards.com and looking at that list of the top 10 is excellent. There are also several other lists. For instance there is AllTop's list; Evan Carmichael has a ... more

Sales Management

Nov. 23, 2010

Paul McCord and 9 other people answered this question

Why are people against taking cold calls more often than before? Are you scared to speak?

I think there are several factors going on here:
1. A great many decision makers have determined that answering cold calls are just a huge waste of their time. There are more people cold calling today than at any time in the past, meaning that ... more

Nov. 14, 2010

Paul McCord and 6 other people answered this question

Should I get sales to help with creating content?

If you're not seeking input from anyone who touches prospects and clients, you're missing out on valuable information. As Stephen points out, you need all the information you can get.
And you need the input from other parts of the compnay for more than just ... more

Content Generation

Marketing Automation

Marketing Automation Campaign

Nov. 9, 2010

Paul McCord and 12 other people answered this question

How do you get sales people to buy-in and actually use CRM?

Ultimately the answer as indicated above is the system must benefit the salesperson. The mistake most companies make is they design their system to supply information to management, not to the user. If the user sees no benefit they will not use it. If on ... more

Focus Interactive

Nov. 8, 2010

Paul McCord and 9 other people answered this question

My sales reps are in a slump, what do I do?

Produttore, you're as bad as Steven at insults. Is it possible you really are speaking for Steven as your profile gives no indication of who you are. more

General Management

Sales Management

Sales Representatives

Nov. 8, 2010

Paul McCord published a brief

The Four Pillars of a Quality Referral

Referral Generation

Nov. 6, 2010

Paul McCord and 6 other people answered this question

How do you start formulating a sales training strategy?

Steve, the basis of my reasoning is simple--you have to know what you're giving advice about before you give it. Simple. more

Sales Training/development

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