Paul McCord discusses personal marketing – what he defines as anything a sales person does to generate prospects. He argues that traditional marketing methods are dying. His perspective seems to strike accord with sales managers, but not sales producers. Paul suggests the secret to success for producers is to acquire ‘expert’ status. Do to this he advocates the salesperson should be more concerned about educating the consumer before attempting to sell anything. Is he a contrarian thinker, futurist, or both? Listen to the podcast and you be the judge.

Paul McCord is the President of McCord and Associates, a Houston Texas based sales training, coaching and consulting company. He is an internationally recognized authority on prospecting, referral selling and personal marketing. He is author of the best selling book “Creating a Million Dollar a Year Sales Income – Sales Success Through Client Referrals.”