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Paul McCord
Bio:
Paul McCord is the author of the Amazon and Barnes and Noble best-selling book on referral selling, Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals (John Wiley and Sons, 2007), which is quickly becoming recognized as the authoritative work on referral selling; and the recently released, SuperStar Selling: 12 Keys to Becoming a Sales SuperStar.
His background includes over 28 years selling, building and managing top sales teams, and training and coaching sales professionals and managers. Although very actively engaged in selling the services of McCord and Associates, an international sales training and consulting firm located in Houston, Texas, his background in sales has been predominately in the financial services industry, selling both direct to consumers and to banks, NASD firms, and insurance companies.
Paul
Website:Connections
Josh, Here's the link to Nigel's post: http://...
Niall, you're right--if the book were written as a parody...
Actually, Christian, I do believe this movement toward pre-...
Christian, Thank you for the analysis and suggestions....
Dave, Excellent analysis; looking forward to the remainder...
Ardath, Thanks for the point of view. I guess I'm...
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Jill Konrath is a recognized expert in B2B sales and the author of Selling to Big Companies. More »
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- Ardath Albee
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People Buy YOU! Featuring Special Guest Jeb Blount
When: Sat, 2012/05/26 - 12:00pm
“When you go to a motivational speaker speaking to a group of sales people, what you might find is that they will ask the sales team to form goals. What might surprise most people is that the aim is not for financial rewards, but more intrinsic motivations. Self growth, and getting recognition are huge factors for motivation amongst sales people, and financial reward is a by product of success.”
“Great post. Some excercises on doing this would help. In the book Go Givers Sell More they spoke about thinking of your attention as a flashlight. It either shines on you or the customer. Always do a check to make sure it's shinning on the customer. I also saw a doc on Richard Branson and how his mom said he used to be shy. She would tell him to stop thinking of himself. Seems like it was an ...”