Monday, 21 May 2012
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Why Don't Your Prospects Want to Talk to You?
Why Don't Your Prospects Want to Talk to You?

We spend a significant amount of our sales and marketing effort on filling the pipeline with prospects and following up with them. With a full pipeline and consistent follow-up, you are bound to make plenty of sales, right? Well, much of the time that's true. Finding the right people to contact, and actually making those contacts, will in many cases produce results. But sometimes, it's not enough.

To close a sale, you need to get your prospective clients to agree to some sort of presentation. It may happen in person or over the phone, take five minutes...
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Magazine Issues

Paul McCord,

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With over a quarter century of in-the-trenches experience as a salesperson, manager, executive,
and business owner in the construction, publishing, and financial services industries, Paul MCords’s
experience is both broad and deep. From selling millwork to apartment and commercial builders
and home centers, to wholesaling investments to NASD broker/dealers, to selling mortgages on
both a retail and wholesale level, his background encompasses the spectrum from retail to
wholesale to direct to business sales and sales management.

Paul’s heavy sales and management experience across a broad swath of the sales world combined
with his years of experience training and consulting with companies of all sizes in dozens of
industries has given him a unique understanding of the problems, issues, and opportunities salespeople, sales leaders, and
companies face.

Paul is the author of two best-selling sales books: Creating a Million Dollar a Year Sales Income:
Sales Success through Client Referrals (2006) which has been selected as an offering by the prestigious Forbes Book Club
and is quickly becoming recognized as the authoritative text on referral selling and has been on of the top100 best selling
sales technique books on Amazon for 4 years running, and SuperStar Selling: 12 Keys to Be Becoming a Sales SuperStar
(2008). His newest book, Bust Your Slump (2010) gives salespeople 12 proven and effective strategies to increase their
pipelines quickly.
A prolific writer, Paul’s articles, interviews, and quotes appear regularly in numerous business and industry publications
such as Forbers, Business Week, Selling Power, Advisor Today, Sales and Marketing Excellence, Hotel and Motel
Management, Airport Business, Enterprise Week, SalesForceXP, and many others, and he writes a regular column for Dun
and Bradstreet's AllBusinss.com.

Paul is also the author of the highly popular Sales and Sales Management Blog which is often picked up in syndication by
Fox Business News, Reuters, the Chicago Sun Times, and Nielsen Business Media.

Paul's work with salespeople and companies includes coaching, conducting sales training workshops and seminars, and
consulting with companies on a variety of issues such as designing company sales training programs, training managers,
and designing and overhauling districts, regions and entire departments.

Talk to Paul today to see how he can help you, your company, or group grow stronger and increase your or your member’s
productivity.


Random articles by Paul McCord

Do You Need to Fire Your Employer?Do You Need to Fire Your Employer?Paul McCord
If you work as an outside, commissioned salesperson, think about...
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The Death of Personal Marketing, Part 2Paul McCord
In part 1 , I examined how the proliferation of...
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Where Is Your Sense of Urgency?Where Is Your Sense of Urgency?Paul McCord
My wife and I are In the middle of purchasing...
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Are You a Sales Professional or Semi-skilled Laborer?Paul McCord
We in sales work in what we like to claim...
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