Cover photo
Paul McCord
Works at McCord Training and Development
Attended Texas A&M University–Commerce
Lives in Midland, Texas
435 followers|8,407 views
Helping sellers and sales teams learn more effective ways to find and connect with high quality prospects.

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.

Bragging rights
Author three best selling sales books; Winner of multiple medals from Top Sales Awards; honorary recipent of the Certified Sales Professional designation by the Sales and Marketing Association International
  • Texas A&M University–Commerce
    Literature and Philosophy
  • Texas Christian University
    Graduate Studies Philosophy
Basic Information
Helping companies build world class sales teasm
  • McCord Training and Development
    President, present
Map of the places this user has livedMap of the places this user has livedMap of the places this user has lived
Midland, Texas
Paul McCord's +1's are the things they like, agree with, or want to recommend.
Social Selling, Big Data, Cold Calling and Inbound Marketing: What’s The...

With so many buzz words and so much hype, it can be hard to know what’s really happening in sales. Sifting through all the talk, the blog po

Truth, trust and the masks we wear

The masks we wear send the message of our intent and thus can either help establish and strengthen a bond of trust with the other person, or

Process: Can Success Really Be Just Mechanical?

Today you hear some version of the same message almost everywhere you turn: “What makes a company successful is process . . . . [successful

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 &gt...

Your vote is needed to help select the Top Sales Awards--vote for the top sales book, blog, CRM platform and more.

In Praise of Failure

In today's politically correct world the idea there's no such thing as failure has become so popular that it's a staple of motivational spea

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

Lessons in Group Dynamics from Lola

I’ve always been fascinated with how new members of groups try to find a way to fit in with the existing group members.  I’ve spent years ob

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

The 10 Biggest Referral Mistakes Salespeople Make

Referrals are touted as being the best prospecting tool in any salesperson's toolbox.

How to Make Word of Mouth Marketing Really Work

Last week while I was teaching a group of CPA’s in Newark how to work with their clients to generate a large number of direct introductions

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