http://feeds.rapidfeeds.com/?fid4ct=156 Tue, 05 Sep 2006 11:23:33 EST Fri, 01 Sep 2006 02:14:46 EST http://backend.userland.com/rss RapidFeeds v0.1 -- http://www.rapidfeeds.com pmccord@mccordandassociates.com We have 2 new tele-seminars open in March. Both of these tele-seminars have limited seating, so early registration is encouraged: How to Become a Referral-Based Salesperson Wednesday, March 14 11:00 AM Central 3 hour tele-seminar Registration: $69.00 Register at: www.powerreferralselling.com/html/seminars.html Learn how the mega-producers generate their huge volume of referral business and do what they do to become a referral-based salesperson or professional. 1. Some of the topics covered: * Why Salespeople Fail * Why simply asking for referrals doesn’t work * How to establish a relationship with the client that results in a large number of high quality referrals * How to guarantee you get quality referrals even if you client doesn’t have any referrals for you * How to contact the referred prospect to insure you get the appointment * Understanding the four pillars of a referral * How to overcome referral objections Foundations of a Successful Sales Career Thursday, March 22 1:00 PM Central 2 Hour Tele-seminar Registration: $39.00 Register at: www.powerreferralselling.com/html/seminars.html Are you new to sales or to your industry–or do you just find yourself in a rut where you can’t breakout of being average or slightly above average? Then this seminar is for you. Over 40% of all salespeople fail in their first two yeas. Worse, over 45% never achieve above an average or slightly above average level. Why? Because they haven’t been able to discover and implement the right mental and emotional attitude. Selling is more about attitude, self-image and the image you project to your prospects and clients than any other single thing. Unless you understand and deal with those hidden attitudes and personal beliefs that keep you down, you’ll never achieve the level you want. This seminar deals with only developing the mental and emotional armor to reach your true potential. Don’t let yourself fail because you’re not prepared to succeed. This is an essential course for new salespeople and those who want to break out of their rut. Sales managers, this is the course to direct your new and underperforming salespeople to. Take advantage of these extremely reasonably priced tele-seminars. Seating is limited–results unlimited. http://feeds.rapidfeeds.com/?iid4ct=43897 pmccord@mccordandassociates.com Business; Sales http://feeds.rapidfeeds.com/?iid4ct=43897 Mon, 19 Feb 2007 08:16:59 EST Over the past several years, most industries have experienced strong growth in a very healthy economy. Sales forces have only had to fight their competition, not restricted budgets, production cut backs or nervous purchasers. Along with the strong economy and sales has come an inevitable laziness on the part of salespeople, according to leading sales trainer and management consultant, Paul McCord. Rather than seeking to build long-term relationships with clients and customers, many have adopted a lead generation program that relies more on grazing for quick, easy sales rather than building a lasting client base. Such moves may spell disaster for many salespeople and their company in the near future says McCord. McCord, author of Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals (John Wiley and Sons, 2007), warns that recent moves by Congress indicate that the hot sales environment of the last few years may end quickly and with dire consequences for many. “Congress has made it much easier to enact tax increases,” McCord said. “The economy was built on freeing up capital through tax cuts and an increase will threaten and likely destabilize of the economy.” If Congress passes a tax increase, according to McCord, the hot selling environment most salespeople have enjoyed could cool substantially in just a few months. “It’s time for salespeople and companies to begin preparing for the coming hard selling times,” warned McCord. “It appears that the window for preparing for the new sales environment is only a few months to a year, at most.” McCord advises salespeople, service professionals and companies to begin now to look at lead generation and client relationship methods that will ensure future sales and future growth. “There are a number of proven lead generation methods that salespeople and their companies can adopt that will help insulate them from the coming hard times,” McCord said. “The salespeople who are the basis for my book are the true million dollars a year sales superstars who have built their million dollar incomes from learning how to create a relationship with their clients and prospects that generates a huge number of high quality referrals. Those salespeople have learned how to create huge incomes no matter the selling climates. In short order, other salespeople and companies better be learning how to emulate them or find equally effective lead generation methods--or they are going to be in trouble.” “If salespeople want to survive, they need to start changing their activities now. If they need more training and need to find new methods of client acquisition, now is the time. This time next year may well be way too late.” http://feeds.rapidfeeds.com/?iid4ct=32702 pmccord@mccordandassociates.com business http://feeds.rapidfeeds.com/?iid4ct=32702 Wed, 17 Jan 2007 12:56:38 EST Houston, Texas; January 3, 2007: Paul McCord and McCord and Associates announced today their January and February free sales training tele-seminar schedule. McCord, of the bestselling book Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals (John Wiley and Sons, 2007) and a leading authority on sales, lead generation, referral selling and personal marketing, said that the company is going to greatly increase their free tele-seminars this year to accommodate the large number of requests by salespeople and companies. “We’ve held these seminars on an infrequent basis in the past and have had so many requests that we create a regular schedule of seminars, that we decided the beginning of a new year was the perfect time to establish a regular schedule,” McCord said. “We believe that it’s not only a way to meet the tremendous volume of requests, it’s just plain good for our business.” Seminars scheduled for January include two sessions of their most popular tele-seminar, “Understanding Referral Generation,” to be held at Noon and then again at 7:30 pm central time on January 11. The seminar discusses the techniques and strategies the true million dollars a year sales superstars use to generate their huge volume of referral business. The seminar will be offered again on February 27. Two other seminars are on the schedule. On January 30, the “Foundations of a Successful Sales Career” seminar will be offered at 4:00 pm central time. The seminar is geared toward new and relatively new salespeople and is popular with sales managers who enroll their new salespeople in the course. The course shows new salespeople how to acquire the attitude and confidence to present themselves as professionals, get over the fear of not knowing everything about their product or service, and to begin selling immediately. The third seminar on the schedule is a new seminar, “Planning Your Success.” The seminar, offered on February 15 at 2:00 pm central, presents the basics of creating a real, workable, career changing personal marketing plan by analyzing past performance, understanding personal strengths and weaknesses, researching markets and marketing methods, and developing meaningful sales and income projections. Pre-registration is required for each tele-seminar. Participants may register at http://www.powerreferralselling.com/html/free_tele-seminar.html. Seating is limited and early registration is encouraged. http://feeds.rapidfeeds.com/?iid4ct=28955 pmccord@mccordandassociates.com business http://feeds.rapidfeeds.com/?iid4ct=28955 Wed, 03 Jan 2007 18:49:08 EST I need help on my newest book. The book’s working title is Planning Your Success: The Ultimate Guide to Creating Your Personal Marketing Plan. I am currently about 1/3 through the first draft (about 28,000 words). The book is a highly detailed discussion of how to create a real, workable, career changing personal marketing plan. Although there are tons of books on the market that discuss how to create a company marketing plan, there are few that are directed toward individual salespeople and professionals. The book offers not only a detailed discussion of how to create a real marketing plan; it takes a fictional salesperson and goes through the actual process in detail. It analyzes her past production and prospecting numbers, examines her potential marketing channels and marketing methods, it examines her strengths and weaknesses, sets out detailed sales, prospecting and income projections based on her personal time and resource commitments and actual historical selling ratios, creates each of her intended marketing materials with scheduled actions, and much more. It is simply the most detailed analysis of how to create a life-changing plan there is. Now, I need help. I’m looking for several salespeople, managers and/or professionals to read the draft and give me honest feedback. If you agree to reading, you may get some great planning ideas for yourself and I’ll give you a free copy upon publication late this year. In addition, you'll receive acknowledgement in the book for your help. The only issue is I need the feedback by Jan 15. If you would be interested in reading and supplying me with your opinions—good, bad or indifferent—I’ll e-mail you a Word copy of the first draft. Simply contact me at pmccord@mccordandassociates.com and let me know of your interest. My bestselling first book, Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals has been a great success gaining aclaim and recommendations from the likes of SellingPower, CRM Magazine, ChangingMinds.org, Dr. Joe Vitale, Dave Anderson, Frank Rumbauskas and many others, and I intend for this book to be even better. http://feeds.rapidfeeds.com/?iid4ct=28551 pmccord@mccordandassociates.com business http://feeds.rapidfeeds.com/?iid4ct=28551 Tue, 02 Jan 2007 07:56:40 EST Leading prospecting and referral selling authority and bestselling author, Paul McCord, and the leading internet salesperson-training website, EyesOnSales, have announced a free referral selling training tele-seminar to be held Thursday, January 11. The seminar will last an hour and a half and present salespeople, professionals, business owners, sales managers and trainers the basic foundations of creating a relationship with clients and prospects that generate a large number of high quality referrals. Seminar topics will include a discussion of why the traditional training on referral selling has failed, the foundations of referral generation, the extensive research McCord has performed on how the top sales producers generate a large number of high quality referrals, and how to best contact a referred prospect to have the best chance of setting an appointment. The seminar will be held twice on January 11th, once in the morning and then again in the evening. A limited number of spots are http://feeds.rapidfeeds.com/?iid4ct=23774 pmccord@mccordandassociates.com Business http://feeds.rapidfeeds.com/?iid4ct=23774 Sat, 09 Dec 2006 17:56:43 EST Extensive updates to the Business Research Database have been uploaded. Updates include: new sales articles*****about 100 new US, Canadian and UK associations have been added***a new page with foreign business and industry associattions has been started****new marketing link resources have been added***a site search feature has been added to help expidite searches on the site. Since we have over two thousand links and resources, it is becoming increasingly necessary to build in site-search***a link to a recent Dallas Morning News interview with Paul McCord has been added****and in addition, Paul McCord has been picked up by another speaker's bureau with site information added. http://feeds.rapidfeeds.com/?iid4ct=4631 pmccord@mccordandassociates.com business http://feeds.rapidfeeds.com/?iid4ct=4631 Sun, 24 Sep 2006 13:49:19 EST John Wiley & Sons has purchased the rights to publish a new book by Paul McCord. The book, with a working title of Planning Your Success: The Ultimate Guide to Creating Your Personal Marketing Plan, will be released in August of 2007. This is the third book by McCord that Wiley will publish. McCord's first book, Creating a Million Dollar a Year Sales Income will be released in November, and his second, The Extraordinary Sales Manager is scheduled for release early next summer. McCord's third book is a detailed handbook of how an individual salesperson or professional can construct and implement a realistic, comprehensive and viable personal marketing plan. The book will be the only comprehensive treatment of the subject on the market aimed specifically at individuals rather than companies. http://feeds.rapidfeeds.com/?iid4ct=3260 pmccord@mccordandassociates.com business http://feeds.rapidfeeds.com/?iid4ct=3260 Wed, 13 Sep 2006 08:44:13 EST (PRWEB) September 5, 2006 -- A new survey conducted by McCord and Associates of over 2,500 salespeople and sales managers indicates over 90% of salespeople are ill positioned to maintain their production when the economy begins to wane. Leading sales referral generation training expert, Paul McCord, president of McCord and Associates and author of Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals (John Wiley & Sons, 2006), explains that “the number of salespeople who generate a significant percentage of their production through generating quality referrals from clients and prospects has decreased substantially over the past years. The economy has been strong and salespeople have gotten lazy. Business has been good and many salespeople have not had to fight to fill their pipeline. Past surveys have shown that only about 15% of salespeople generate enough quality referrals to impact their business, but this survey shows that number has dramatically decreased to less than 10%--and most of those who are continuing to grow their business by referral are the major top producers, the ones who always grow their business by referral.” “Most salespeople are not effective at generating referral business because they simply have never been taught how to create the relationship with the client that produces a large number of qualified prospects. And as the sales environment has gotten easier, more and more salespeople blew off the admonitions to develop referrals and didn’t take the time and effort to learn how to successfully generate business through referrals; instead they took the easy way out, thinking there would always be more than enough business out there to fill their pipeline,” McCord said. “Many are now beginning to find out that seemingly unlimited business isn’t the norm. Salespeople in the mortgage, real estate, business banking, and insurance industries are seeing their markets shrink in many parts of the country. Many are washing out because the business doesn’t fall into their lap anymore. And they’re just the precursor—in the coming couple of years we’ll see this work its way through many more industries. Those salespeople and companies who don’t prepare themselves for a more competitive climate are going to be in serious trouble.” “There are much tougher selling days coming and salespeople and their companies need to be preparing themselves now. Of course, the mega-producers in every industry will do well when things tighten up, because their business is built around knowing how to turn their clients into their personal sales team. Why is it the mega-producers never seem to suffer in competitive markets? Why don’t they ever seem to have to fight the price wars? Because they don’t do business the same way the typical salesperson does. They have been trained on the techniques of generating a very large number of qualified prospects from their clients and have honed those skills to perfection. It’s the bulk of the salespeople who will struggle—and many fail—if they don’t learn to do business the way the superstars, who are insulated from the ups and downs of the economy, generate their production.” The survey, conducted over a 60 day period, included salespeople and sales managers from a broad spectrum of industries, both direct to consumer and business-to-business, and included salespeople from throughout the United States and Canada. Conducted by phone, the survey consisted of 15 questions covering the person’s business generation methods. Anyone who would like a summary of the survey, which will be available by mid-September, can request a copy by emailing survey @ mccordandassociates.com with their name, company, title and email address. http://feeds.rapidfeeds.com/?iid4ct=2401 pmccord@mccordandassociates.com business http://feeds.rapidfeeds.com/?iid4ct=2401 Tue, 05 Sep 2006 11:23:33 EST The Business Research Database addtions for the week: new tools to research corporate and industry financial data have been added**new tools to research executive biographies have been added***new links to business and industry associations have been added***new articles in the Sales Training Center by Andrew Sobel, Paul McCord, Brian Jeffrey and Dave Kahle have been added***and new marketing links to companies that provide teleseminar and webseminar services have been added. The site now contains over 500 links to buisness and industry associations***has over 200 tools to research public and private companies and industries***tools to find and research over 24 million executives***tools to locate virtually any licensed professional in the US and Canada***tools to research economic and demographic data, including demographic data by zip code***tools to locate almost every business in the United States by industry, zip code or name, including ownership, registered agent, business status, and primary address***tools to locate the address and phone number of anyone in the world***tools to research consumer and business projected income and expenditures***and more. 98% of all tools are free of charge. http://feeds.rapidfeeds.com/?iid4ct=1811 pmccord@mccordandassociates.com business http://feeds.rapidfeeds.com/?iid4ct=1811 Mon, 28 Aug 2006 08:16:42 EST The Business Research Database (www.businessresearchdatabase.com) a free prospect, company, industry, economic research database for salespeople, professionals, and companies, is planning major expansion and seeks strategic partnerships and/or sponsors. Houston, TX (PRWEB) August 22, 2006 --The Business Research Database (www.businessresearchdatabase.com), a free prospect, company, industry, and competitor research database provided by McCord and Associates, a sales training and management consulting firm, is seeking to significantly expand its presence and influence with the salespeople, executives and companies that use the internet by finding strategic partners and sponsors. “The website is one of the best bargains for the business community on the internet,” said Paul McCord, president of McCord and Associates. “We currently offer free tools to research both public and private companies; find the biographies of millions of executives and professionals; find almost any business entity in the country, including their ownership, address, registered agent and legal status; research IPO’s and restricted stock sales; find the address, phone number and email address of anyone, anywhere; research economic, industry, and demographic data; find the ownership and tax data of almost any property in the US; find foreclosed properties; locate any licensed professional in the country; we have links to hundreds of business and industry associations and publications; and there’s a lot more on the site—and virtually all of it is free.” “We are looking to make some major expansions as quickly as possible, and this is an expensive venture for a small consulting firm,” McCord said. “We’ve looked at some alternatives, such as turning it into a subscription site or selling advertising. Our intent when we started the site was to provide the top business research site on the internet without charge, and that is still our goal. We’ll either find partners or sponsors, or we’ll continue to develop the site as we have—on a 12 to 18 month plan. Our issue is that we’ve been far more successful at attracting users than we had hoped. We have users from all over the world and they want us to expand to include research tools for other countries. That’s in our plans, but it is also extremely time consuming and expensive. Every Monday the site grows substantially, but even so, we’re looking at a task that will take months and months to complete with the resources we can currently devote.” Ideal sponsors or partners would be companies seeking to promote their products and services to salespeople and sales oriented executives. McCord says that the company is looking to expand monthly page views from its current of about 1,500,000 page views a month, to well over 10,000,000 within the next few months. Interested companies should contact McCord directly at 281-216.6845. http://feeds.rapidfeeds.com/?iid4ct=1288 pmccord@mccordandassociates.com business http://feeds.rapidfeeds.com/?iid4ct=1288 Tue, 22 Aug 2006 08:24:16 EST New additions to Business Research Database include: new business and industry publications have been added***new business and industry associations have been added***new research tools for finding foreclosed properties, business entities, and professionals have been added***links to marketing tools, such as client management databases, marketing design firms, tele and web conferencing services, client and executive gift suppliers, and personal branding printing companies have been added in the Sales Training section***business news feeds have been added http://feeds.rapidfeeds.com/?iid4ct=1201 pmccord@pwwrselling.com business http://feeds.rapidfeeds.com/?iid4ct=1201 Sun, 20 Aug 2006 19:40:26 EST The Business Research Database has been updated to include: links to all US state government business entity databases--find corporations, LLC's, and others, find main addresses, owners, registered agent, and more***100 new business and industry associations have been added****Several new networking groups have been added***New section on how to market on only $2,400 per year in the Sales Training section has been added***other minor additions***Next major update scheduled for Monday, August 21 http://feeds.rapidfeeds.com/?iid4ct=855 pmccord@pwwrselling.com Business http://feeds.rapidfeeds.com/?iid4ct=855 Tue, 15 Aug 2006 22:00:39 EST Additions to the Research Center and Sales Training Center at www.businessresearchdatabase.com. New sales articles by Dave Anderson, Paul McCord and Peter Montoya have been added to the Sales Training Center**New business and industry association, networking groups, and research tools have been added to the Research Center**Preview of the Table of Contents for the book, Creating a Million Dollar a Years Sales Income has been added to the "About the Book" page. http://feeds.rapidfeeds.com/?iid4ct=666 Business http://feeds.rapidfeeds.com/?iid4ct=666 Sat, 12 Aug 2006 21:57:02 EST Sales trainer, management consultant, and author of Creating a Million Dollar a Year Sales Income (John Wiley & Sons), Paul McCord unveils new free website, www.businessresearchdatabase.com to provide salespeople, professionals, and small companies tools to research prospects, companies, markets, industries and competitors quickly and efficiently. (PRWEB) August 9, 2006 -- Sales trainer, management consultant, and author of Creating a Million Dollar a Year Sales Income (John Wiley & Sons), Paul McCord unveils new free website, www.businessresearchdatabase.com to provide salespeople, professionals, and small companies tools to research prospects, companies, markets, industries and competitors quickly and efficiently. “Salespeople and professionals have been told forever to research their prospects and markets, but, frankly, very few do because research has either been time intensive or expensive,” claims author, speaker, sales trainer, and management consultant, Paul McCord. “To date, you’ve been required to spend a great deal of time if you wanted to perform you own research, or you’ve had to pay a company anywhere from $25 to several hundred dollars per prospect to do the research for you. For the vast majority of salespeople, professionals and small companies, the time or monetary investment has been prohibitive.” McCord has sought to do something about this situation and today announces the unveiling of a website, www.businessresearchdatabase.com devoted to giving salespeople and companies the tools they need to quickly and efficiently perform their own prospect, company, market, industry and competitor research. “Our goal is to put together a collection of tools that will allow people to do their homework without the time commitment and frustration that has been traditional for salespeople and small companies trying perform research,” McCord said. The website is currently undergoing heavy construction, according to McCord. “As the site stands, it has tremendous research tools. We have links to hundreds of industry and business associations; hundreds of business and industry publications—most of which are free; tools to research individuals, executives, private and public companies, and industries; we have a tremendous amount of economic, industry, demographic, salary and census data available with just a click of the mouse; you can find current and historic real estate prices throughout the country, as well as real estate taxes and ownership data on most any property in the country; find most any licensed professional in the country; and, of course, find addresses, phone numbers and email addresses. But even with all the tremendous tools we have, we still only have a fraction of the material that will be on the site in the coming months. Most of our tools are free, though there are a few links to companies that charge a small free for some specialized services.” “Even though we designed the site for salespeople and small companies, we have thousands of users that are finding new uses for our site everyday. We have investors researching investments, recruiters looking for people to recruit, non-profit agencies researching for donors, companies coming to the site for sales and marketing planning research, and that’s only the basic stuff people are using the site for.” “Monday is always a fun day. The site is growing by leaps and bounds on a weekly basis and will continue in that vein for months to come. We usually upload new material early Monday morning, so on Monday we’ll get a ton of email about the site’s additions, as well as suggestions of what people would like to see us add next -- and we’re always open to suggestions,” McCord added. In addition to the research tools, the site also has a sales training area that is designed to give salespeople tools that can help them improve their sales business. Like the rest of the site, the sales training area will be undergoing substantial construction and additions over the coming months. “We are currently concentrating on providing research tools geared toward the US, Canada, and the UK. Our next task will be to begin to seriously add tools to the sales training area. As the months go by, we will expand, next to Europe and Asia, then to South America, Africa and the Middle East. Eventually we want to become the world business research and sales training database. This is a huge project that, quite frankly, will never be finished, there will always be new material, new tools to add, new directions to go in.” McCord stated that one of the issues people have had with the site is that there are so many tools it is hard to know where to go to accomplish certain tasks. Since most of the site’s users are salespeople, professionals and small companies that haven’t done a great deal of research, the site offers a free monthly two hour teleseminar on how to use the site’s tools. “Participation in the teleseminar is very strong,” said McCord. “They fill up rapidly. Right now we don’t keep a waiting list for the next month’s teleseminar, so it really is first come, first serve. We are considering expanding the free teleseminars to weekly, but right now it’s something of a dog fight to get in.” A major concern McCord has is finding ways to keep the site free. “As the site grows, it becomes more costly. One of our goals is to find some strategic partners who can help us provide more tools for our users and advertisers to help off-set the costs of both developing and managing the site and time and effort required to either build products or find tools already on the net that we can integrate into the site.” He says that the he is in the beginning stages of seeking out partners and advertisers. “The last thing we want to do is to become a subscription service. On the other hand, if we do end up charging somewhere between $5 and $10 a month for a subscription, our subscribers will still be saving hundreds or thousands of dollars a year vs. their alternatives. Even so, our hope is to continue to provide the site free of charge, while still adding to the array of solutions on the site. No doubt, we are by far the best bargain on the internet, and we plan on staying that way—one way or another. Right now we have several thousand users that rely on us to help them increase their business and we plan on seeing that number grow rapidly in the coming months, just as it has during the past few months.” http://feeds.rapidfeeds.com/?iid4ct=664 paul@creatingamilliondollarayearsalesincome.com Business http://feeds.rapidfeeds.com/?iid4ct=664 Sat, 12 Aug 2006 21:53:01 EST Additions have been added to the Research Center: Links to research insider trades free links to find foreclosed homes for sale throughout the US free Additional associations added: Appraiser Association of America American Institute of Philanthropy Society of Exploration Geophysicists Association of Real Estate License Law Officials RSS feed and subscription service added http://feeds.rapidfeeds.com/?iid4ct=619 http://feeds.rapidfeeds.com/?iid4ct=619 Fri, 11 Aug 2006 21:43:58 EST