Paul McCord
PresidentPaul 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
181 articles by Paul McCord
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Never Again Struggle with Staying in Contact with Prospects
July 14, 2014 -
The Single Biggest Difference Between Highly Successful Sellers and Also Rans
March 1, 2014 -
A Critical Lesson in Relationship Selling From Mr. B.J.
Oct. 19, 2012 -
Guest Article: "Avoid Acting like a Political Campaign," by Megan Totka
Oct. 7, 2012 -
Is Your Sales Team Training and Development Being Sabotaged from Within?
Aug. 7, 2012 -
Sales Lessons from the Two Best Sellers I've Ever Seen
April 23, 2012 -
Act the Part to Become the Part
March 15, 2012 -
3 Keys to Networking Successfully Through Business and Industry Associations
Nov. 16, 2011 -
Is Sales 2.0 Making the Buying Process More Difficult?
Nov. 2, 2011 -
Seller, Do You Know Who You Are and What You Should Be Marketing?
Sept. 29, 2011 -
Book Review: Marketing Shortcuts for the Self-Employed
Aug. 27, 2011 -
When Does It Make Sense to Outsource the Call?
Aug. 12, 2011 -
Are Your Roadblocks to Success Really Real?
July 24, 2011 -
Questioning the Value of Questions in the Sales Process
July 21, 2011 -
Yes, Virginia, There Is a Secret to Sales Success
July 17, 2011 -
Hoovers and LinkedIn Team up to Make Prospect Research Easier
May 23, 2011 -
Are You BS'ing Yourself with Your 'Prospecting' Activity?
May 22, 2011 -
Think You're Meeting and Exceeding Your Client's Expectations? You're Fooling Yourself
Jan. 31, 2011 -
Could You Be Selling More? You'll Never Know If You Don't Ask
Jan. 23, 2011 -
Truth, Trust, and The Masks We Wear
Jan. 10, 2011 -
Brandwashing? by Roger Dooley
Jan. 6, 2011 -
Seller, Get Your SPAM Out of Your Prospect's Email Box
Jan. 3, 2011 -
How to Differentiate Yourself When You're Selling, by Ian Brodie
Dec. 23, 2010 -
Transitioning to Sales Management, by University of San Francisco
Dec. 20, 2010 -
Building Your Personal Philosophy for Success, by Colleen Francis
Nov. 30, 2010