- McCord Training and DevelopmentPresident, present
Work with B2B sales teams and sales leaders helping them develop the real world skills to find and connect with large numbers of high quality prospects, build profitable relationships with them, and win their business through the use of offline and social media tactics and strategies. Author of the Sales and Sales Management Blog, one of the top 10 sales blogs on the net, and recongnized as a leader in sales training and consulting.
- Texas A&M University–CommerceLiterature and Philosophy
- Texas Christian UniversityGraduate Studies Philosophy
The Curse of Short Term Goals and Misaligned Values — S. Anthony ...
The curse of short-term goals is that they work against long-term goals and long-term relationships. The price is too high for business and
It's Time for the 2011 Top Sales Awards | Sales & Marketing >...
Your vote is needed to help select the Top Sales Awards--vote for the top sales book, blog, CRM platform and more.
Why I Walked Away From a $75,000 Sale | Fearless Selling Kelley Robertson
For many sales people—myself included—the thought of a $75,000 sale causes them to salivate, wag their tail like an excited puppy, and start
How to Deal with a Negative Co-Worker — S. Anthony Iannarino
You have to protect your optimism. You also have to protect your relationships with your co-workers. How do you handle the negative complain
4 Sales Tips for Reaching Prospects by Phone — Score More Sales
In an inbound marketing world, is there still need to call people? This is the current question on many sellers minds and one that deserves
A Sales Guy Sales Incentives Shouldn’t Be Used as Motivation to Close M...
It's not uncommon for people to ask me what's the best way to motivate sales people to sell more. My answer is almost always the same. If yo
Adapt and Capitalize on Existing Opportunities Instead of Churning — S. ...
The next dream client won’t be easier; you would do well to learn to change and adapt in order to serve your existing dream client.
Dealing with Uncomfortable Questions from Prospects and Clients
Once again we are in the middle of the presidential political season. For the next few months the Republicans will have center stage as can
Eating with the Big Dogs–Taking the Next Big Step in Your Sales Career
Last summer I received an email from Beth, a pharmaceutical salesperson with slightly more than two years of experience, asking me what she
4 Rules to Make Your Meetings Meaningful to Your Sales Team
I'm willing to bet that somewhere in the neighborhood of 95% of all weekly sales meetings are absolutely, positively, without doubt wastes o
4 Signs You've Lost Your Team's Respect --and What to Do About I...
Many sales leaders are trying to manage teams that simply don't respect them. Here are the signs to look for -- and how to turn things aroun
Pioneers, American Founding Fathers, Moonshiners, and a Certain Class of...
What characteristics did the pioneers who settled and tamed the West, the American Founding Fathers, and Moonshiners have in common? They w
Book Review: The Challenger Sale: Taking Control of the Customer Convers...
Matthew Dixon and Brent Adamson in their new book, The Challenger Sale: Taking Control of the Customer Conversation (Portfolio/Penguin: 2011
What Would You Do? – No One is Using the CRM | A Sales Guy
For this weeks What Would You Do Wednesdays I thought I would flip the switch and address a sales management and leadership issue. I know ev