Sandbox Home | All Posts

|

How to Use The Customer Collective | Contact Us | Add Your Blog

Sandbox Host of the Month

Paul McCord

Paul McCord is the author of the best-selling book on referral selling, Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals. His background inncludes over 28 years selling, building and managing top sales teams, and training and coaching sales professionals and managers. McCord and Associates works with individual salespeople, professionals, and small business owners, as well as major companies such as Microsoft, Wells Fargo, UBS, Century 21, and others in the areas of prospecting, referral selling, and personal marketing.

Paul's Posts & Comments

Quick Search

Posts
People

Add The Customer Collective Vortex to Your Web Site

Bookmarks

Sandbox Home

All bookmarks

Browse

Tags

Archives

Feeds

Featured Bloggers

Other SMT Communities

Choice of the day

+1 1 vote

Understanding Sales Performance Management for its own right

by Paul McCord on 05/13/2008 09:03 0 comments , 6 views

Sales performance management (SPM) has taken the turn into mainstream business. Like ERP in the late 1980s/mid 90’s and CRM in the late 1990’s/early 00’s, SPM’s day has come. Contributor: Patrick Stakenas, President and CEO, ForceLogix Like ERP in the late 1980’s and CRM in the late 1990’s, sales performance management’s (SPM) day has come. Just hiring [...]

Recent Posts

+1 1 vote

Our Internal Customers Are Important Too…

by Jonathan Farrington on 05/14/2008 01:26 0 comments , 7 views

Ask a colleague to define the customer and they will probably say ‘Someone who buys from us.’ What about internal customers? Colleagues, other departments, branches, suppliers? They are equally as important and deserve to have their problems and complaints taken seriously. External customers sense if there is a good working atmosphere, a co-ordinated approach to customer service, [...]

0 0 votes

The Fragmented Sales Training Industry

by Dave Stein on 05/13/2008 11:11 0 comments , 5 views

I get calls periodically from private equity fund managers and other investment bankers about the demographics of the sales training industry. Journalists I speak with are interested in it as well. What’s so noteworthy? The degree of fragmentation of the sales training industry. It’s certainly not the most fragmented. Law firms are considerably more so, for [...]

0 0 votes

Breaking Through The Sales Force Field

by Martice Nicks on 05/13/2008 09:09 0 comments , 3 views

I was browsing through a sales forum the other day and ran across the lament of a person new to complex selling that felt he was left dangling when his manager and mentor left the company. Currently, he's under quota and his new Sales Manager apparently has little or no interest in his development. He said he was committed to succeeding despite the circumstances and was looking for guidance from fellow forum members.

...

+1 1 vote

Caution: Before You Hit The Enter Key for Sales 2.0…

by Jonathan Farrington on 05/13/2008 01:53 0 comments , 6 views

The JF Guest Author Spot Dave Stein I’ve observed that there is a significant gap between sellers who are technology “have’s” and those who are technology “have-not’s.” In a general sense, that gap is defined by generation. In other words, younger people are generally more comfortable with technology and tend to use it to help them in [...]

0 0 votes

Your Sales Productivity Depends on Whether Sales is A Job or Profession

by Martice Nicks on 05/12/2008 17:35 0 comments , 4 views

Someone posed the question: Based on your years of experience, if I could only give one piece of advice what would it be?

Decide early on whether sales is a job or career. If it is a career don't let anyone control the rate at which you learn. Focus on improving your sales productivity, sales effectiveness and efficiency. Buy books and training programs, go to seminars, read blogs, white papers, and articles to stay current and uncover new trends...

0 0 votes

Breaking Through The Sales Force Field

by Martice Nicks on 05/12/2008 17:35 0 comments , 8 views

I was browsing through a sales forum the other day and ran across the lament of a person new to complex selling that felt he was left dangling when his manager and mentor left the company. Currently, he's under quota and his new Sales Manager apparently has little or no interest in his development. He said he was committed to succeeding despite the circumstances and was looking for guidance from fellow forum members.

...

0 0 votes

Should lead generation ignore current customers?

by Brian Carroll on 05/12/2008 12:53 0 comments , 4 views

When you have a complex sale, it can be easy to think of lead generation as only a process for acquiring new customers rather than a process that can also be applied to generating new or more business from current...

+1 1 vote

Understanding Sales Performance Management for its own right

by Paul McCord on 05/12/2008 12:22 0 comments , 4 views

Sales performance management (SPM) has taken the turn into mainstream business. Like ERP in the late 1980s/mid 90’s and CRM in the late 1990’s/early 00’s, SPM’s day has come. Contributor: Patrick Stakenas, President and CEO, ForceLogix Like ERP in the late 1980’s and CRM in the late 1990’s, sales performance management’s (SPM) day has come. Just [...]

0 0 votes

What Is Operational Excellence in Sales and Marketing?

by Michael Webb on 05/12/2008 06:21 0 comments , 4 views

Hello, A reader from Microsoft recently asked me an interesting question: What are the key parameters which define Operational Excellence in a sales and marketing organization? I like the question, because Operational Excellence isn’t just a slogan or a matter...

0 0 votes

RANTS & RAVES – HOW TO LOSE A CUSTOMER IN TEN MINUTES

by Tim McMahon on 05/09/2008 10:52 0 comments , 4 views

I have been known to rave or rant about customer experiences, especially those that either make me a lifelong customer of a company or give me good reasons never to do business with them again. Sadly it seems that it’s getting easier to find rants and harder to find raves … but maybe it’s just me. I’ve raved about Delta Air Lines who seems to take pretty good care of its premium customers; I’ve ranted about cell phone companies whose cust...

Weekly Highest Rated

+2 2 votes

Selling Is The Key Factor In The Total Marketing Process

by Jonathan Farrington on 05/09/2008 02:38 0 comments , 34 views

Business people in the UK have devalued selling for far too long and some managers have convinced themselves that they would do better if they did not employ salespeople - after all good products sell themselves, don’t they? As a consequence, until very recently, salespeople have done everything possible to avoid calling themselves “A Salesman or [...]

+1 1 vote

Understanding Sales Performance Management for its own right

by Paul McCord on 05/13/2008 09:03 0 comments , 6 views

Sales performance management (SPM) has taken the turn into mainstream business. Like ERP in the late 1980s/mid 90’s and CRM in the late 1990’s/early 00’s, SPM’s day has come. Contributor: Patrick Stakenas, President and CEO, ForceLogix Like ERP in the late 1980’s and CRM in the late 1990’s, sales performance management’s (SPM) day has come. Just hiring [...]

+1 1 vote

Can Your Company Afford to Maintain Its Management Philosophy?

by Paul McCord on 05/09/2008 07:22 0 comments , 41 views

Flip through some random job descriptions for frontline sales managers on CareerBuilder or Monster. Take a look at the job descriptions for frontline sales managers from a number of industries. Look closely at the responsibilities and duties the manager is expected to handle. What do you find? The Job Duties If you’ll take the time to look [...]

+1 1 vote

Understanding Sales Performance Management for its own right

by Paul McCord on 05/12/2008 12:22 0 comments , 4 views

Sales performance management (SPM) has taken the turn into mainstream business. Like ERP in the late 1980s/mid 90’s and CRM in the late 1990’s/early 00’s, SPM’s day has come. Contributor: Patrick Stakenas, President and CEO, ForceLogix Like ERP in the late 1980’s and CRM in the late 1990’s, sales performance management’s (SPM) day has come. Just [...]

+1 1 vote

Our Internal Customers Are Important Too…

by Jonathan Farrington on 05/14/2008 01:26 0 comments , 7 views

Ask a colleague to define the customer and they will probably say ‘Someone who buys from us.’ What about internal customers? Colleagues, other departments, branches, suppliers? They are equally as important and deserve to have their problems and complaints taken seriously. External customers sense if there is a good working atmosphere, a co-ordinated approach to customer service, [...]

See All Articles >>