Welcome to the The Sales Blog at Sales Careers Online.  Allow me to introduce myself and why I’m here. 

Who I Am:
My name is Paul McCord.  I am president of McCord and Associates, a sales training, coaching, and management consulting company headquartered in Houston, Texas.  I’ve spent more than a quarter century in sales, sales management, and training salespeople and managers.  The majority of my sales and sales management career has been spent in the financial services industry—on both the retail and wholesale sides of the business.
 

As a sales trainer, coach, consultant, author, and speaker, I’ve trained thousands of salespeople and worked with companies from mom and pop companies, to Fortune 50 behemoths.  My areas of training and consulting specialty are prospecting, referral selling, and personal marketing.  My first book, Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals (John Wiley and Sons, 2007), is quickly becoming recognized as the authoritative work on referral selling.  My second book, SuperStar Selling: 12 Keys to Becoming a Sales SuperStar will be released in February.  It deals with creating the foundations of a top producer sales business. 

My articles and interviews have appeared in numerous publications, including Selling Power, Advisor Today, Senior Market Advisor, The Dallas Morning News, Forbes, Sales and Marketing Excellence, Airport Business, Hotel and Motel Management, The Boston Globe, The Seattle Times, Sales Magazine (UK), and many others. 

You can find additional information about myself and what I do at my sales training website www.powerreferralselling.com, where you can also subscribe to my twice monthly sales training newsletter, POWER SELLING at www.powerreferralselling.com/html/power_selling.html.

Why I’m Here:
My purpose here is to bring top sales training to the users of Sales Careers Online.  Over the coming months we’ll be offering free sales training tele-seminars on a great variety of sales and management subjects exclusively to Sales Career Online users, answering any type of sales and sales management questions you may have, and posting top of the line original sales articles. 

As I mentioned, my specialty areas are prospecting and personal marketing.  Consequently, I’m bringing into the mix a number of top sales trainer friends of mine to help deal with your questions and present the tele-seminars.  Let me briefly introduce who will also be participating: 

Jill Konrath—Business to Business sales:  Jill Konrath is a leading-edge sales strategist and business advisor who helps sellers crack into corporate accounts, shorten time to revenue on product launches, speed up their sales cycle and achieve their revenue growth goals.  She is the best-selling author of Selling to Big Companies.  Visit her website at www.sellingtobigcompanies.com 

Dave Lakhani–Persuasion and communication:  Dave Lakhani is one of the premier persuasion trainers in the country.  A sought after speaker, author, and trainer, Dave is the NY Times best-selling author of Persuasion: The Art of Getting What You Want.  Visit his site at www.boldapproach.com  

Dave Anderson—Automotive Sales and Leadership:  Dave is one of the premier automotive coaches and trainers in the country, as well as being a sought after leadership trainer.  The NY Times best-selling author of a dozen books, you can visit Dave’s website at www.learntolead.com  

Sharon Drew Morgen—Sales Process: Sharon Drew Morgen is the developer of Buying Facilitation® the sales method based on supporting the buying decision and used by visionary sellers in global corporations for the past twenty years.  She is the author of the NYTimes Business Best Seller ‘Selling with Integrity’, “Sales on the Line’, and ‘Buying Facilitation: the new way to sell.”  Sharon Drew can be reached at www.newsalesparadigm.com. 

Wendy Weiss—Cold Calling/Telephone: Wendy Weiss, “The Queen of Cold Calling,” is a speaker, sales trainer, sales coach and author of the book, “Cold Calling for Women.”  She is recognized as one of the leading authorities on lead generation, cold calling and new business development and she helps clients speed up their sales cycle, reach
more prospects directly and generate more sales revenue.   Her website is www.wendyweiss.com

Frank Rumbauskas—Sales Process:  NY Times best-selling author of Never Cold Call Again and Selling Sucks, Frank is a recognized thought leader in selling techniques and strategies.  Visit Frank’s website at www.nevercoldcall.com  

Ed Brodow–Negotiation:  Ed is an accomplished executive, author, and recognized negotiation expert.  He has been featured on ABC, Fox News, CBS, PBS, and numerous other venues as the expert on negotiation.  The author of three best-selling books on negotiation, you can visit Ed’s site at www.brodow.com   

Randy Pennington—Management and Organization: Randy Pennington helps leaders build an operation that delivers results, leverages relationships, and lives accountability in order set themselves apart from their competitors.  To learn more, visit www.resultsrule.com. 

Together, we are nine of the top trainers in the country, here to offer our insight, help, and encouragement.  If there is anyone on the list you are not familiar with, you’ll be introduced to them over the coming months.  And, by the way, a few others will be joining us shortly, to make it an even dozen of the country’s top trainers. 

Whether you’re looking for a sales or management position, happily employed, a recruiter, or employer, I encourage you take advantage of this world class training—all provided free of charge to you by Sales Careers Online. 

Look for the first tele-seminar to be announced here next week. 

Have A Sales or Management Question?
Do you have sales or management questions you would like addressed?  Simply email your question to me at pmccord@mccordandassociates.com and either I or one of the other experts will answer it.  You’ll receive a direct email response, as well as having your question and the answer posted on the blog.