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Author: Paul McCord

Investigate and Prepare for Future Referrals During a Meeting

Of course, you want more referrals from your client in the future.  If you take the time and effort to do a little investigation, you should have at least a few areas to investigate further.  Once you have your list…

Image of a sales rep making sales calls after Sales Gravy training

Two Keys to Great Client Relationships

  Despite the advice given by so many trainers that being liked by prospects is the key to sales success and to strong client relationships, the fact is that being liked by prospects and clients is well down the list…

As an internationally recognized sales training and management thought leader and trainer, Paul McCord has influenced and changed the careers of thousands of salespeople, managers, and companies around the world. His innovative thinking and training is based not in sales theory, but in the real world of sales and management.


Paul has spent over a quarter century selling, managing sales teams, training salespeople, professionals, and managers, and consulting with companies of all sizes on the most difficult and challenging aspects of sales—finding and influencing qualified prospects.


He is president of McCord and Associates, a Houston, Texas based international sales training, coaching and consulting company that focuses on helping individuals and companies grow their business through the use of sophisticated prospecting and marketing strategies.


His first book, Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals, published by John Wiley and Sons, is quickly becoming acknowledged as the authoritative work on referral selling. His second book, SuperStar Selling: 12 Keys to Becoming a Sales SuperStar, will be released in late February 2008, is anticipated to have an even more profound affect as it deals with crucial foundations of establishing a top producing sales business.


Paul’s articles and interviews have appeared worldwide in some of the most influential business and industry publications including Selling Power, The Dallas Morning News, Hotel and Motel Management, Forbes, Advisor Today, Sales and Marketing Excellence, The Boston Globe, Airport Business, Business Week, Employee Benefit Adviser, The Seattle Times, Sales Magazine, Enterprise Week, Senior Market Advisor, Rain Today, MarketingProfs, and many others.


Paul’s clients include individual salespeople and sales managers, independent professionals, and small business owners, as well as major corporations such as Microsoft, National City Mortgage, Farmers Insurance, Health-Mor, UBS, Advanced Automation, and others.


Visit Paul's website: McCord Training