Paul McCord

Paul McCord is President of McCord Training and Development, an international sales and management consultancy helping companies develop effective strategies to find and connect with high quality prospects. He is also the author of the Sales and Sales Management Blog. Connect with Paul on Twitter, LinkedIn or Google+.

Articles by Paul:

    Goal Setting for Sales Leaders

    Goal Setting for Sales Leaders

    Virtually all sales leaders require their team members to set goals, but a surprising number of sales leaders fail to set goals for themselves believing that if their team members reach their goals then the sales leader has by default reached his or her goal.

    Nothing could be further from the truth.

    If fact sales leaders have a much more difficult goal setting task than their team members, for as a team member must only set their own goals, the sales leader must set overall team goals, work with each individual seller to help them set their goals, and then the team leader must set goals for themselves beyond simply monitoring the team member’s goals.


    Why Sales Prospecting Is Harder Than Ever, And What To Do About It

    Why Sales Prospecting Is Harder Than Ever, And What To Do About It

    How To Break Through The Marketing Noise And Connect With Your Sales Prospects

    Prospecting for new business has always been a major issue for sellers, but it has become an even greater issue over the past few years as it has become increasingly difficult to break through the unrelenting marketing noise and make connection.  For most of us, finding and connecting with top drawer prospects is demanding more and more time—and often with diminishing returns.

    There are several reasons that prospecting today is more time consuming and difficult.  Part of the problem is that a great many prospects intentionally put barriers in our way to keep us at bay.  In addition we often sabotage ourselves by using only one avenue of approach, be that through cold calling or cold emailing or whatever.

    But the real issue is that our prospects are drowning in sales and marketing noise to the point that it is extremely difficult for us to be heard. I wrote previously about what it’s like to sell in a world of 8 second attention spans. Literally from the time they are woken up in the morning by their radio alarm clock until they turn off the TV right before turning out the light to go to sleep, prospects are inundated with messages trying to sell them something—radio, TV, magazine, and newspaper ads, pop-ups all over the Internet, unsolicited sales emails, cold calls throughout the day, billboards, junk mail, elevator pitches by well-meaning sellers, an avalanche of message burying prospects with unrelenting noise.

    Is it any wonder we are having an increasingly difficult time getting through?

    How do we manage the prospecting function and maintain sanity?


    6 Key Metrics for CRM ROI


    Investing in a CRM solution will help grow revenues, cut operating costs, and boost IT efficiencies, but many businesses need help quantifying the ROI of implementing CRM software. Of the dozens of insights a CRM program can provide, what are the most valuable to small and medium sized businesses? To some extent that is a personal choice question since not all metrics fit every industry or every company.

    There are, however, some numbers that are key to the success of all businesses. Since the success of every business is founded on its customers, these universal metrics focus on the health and growth of the company in terms of sales and customer retention.

    Everyone from the CEO to each individual salesperson must have a solid grasp of what it takes to find and acquire a new customer, the value of that customer, and success in retaining that customer. Being able to track and quantify these has been a difficult task—until now. With the advent of CRM programs small and medium size companies now have a tool that can make acquiring and maintaining these numbers a reality.


    Objection or Excuse? How To Handle Sales Objections and Build Trust

    Sales Objection

    Being prepared to deal effectively with objections is a basic element of being a professional seller.

    Every day we sellers are faced with questions from both prospects and clients. They ask questions about price, about service, about quality, about our company, about our competition.

    In addition many of these same prospects and clients hit us with statements seemingly designed to put us off such as “I don’t have time,” “Send some information,” or, “I’m sorry but it isn’t in the budget.”

    Some of these questions and statements are really nothing more than excuses not to buy and to end the conversation, while others are real concerns or issues that are preventing the prospect or client from making an initial or additional purchase.


    Selling In A World Of 8 Second Attention Spans

    The average human attention span is eight seconds. You know who has a longer attention span than us? Goldfish. They have nine second attention spans. That’s an alarming number for sales folks.

    If you have been in sales even for as little as a year or two you have already created the most valuable business building asset you’ll ever have—your database of clients and high quality prospects. But how are you supposed to stay connected to your prospects and customers if their attention span is so low?

    Taking the time and effort to keep in contact with and develop existing/past clients and quality prospects will grow your business through new direct and add-on sales as well as generating referrals to qualified prospects they can introduce you to.