Sales Prospecting and Personal Marketing

Are you creating work to avoid doing the work you don't enjoy? If so, turn your workday into a process and get more important work done--and make lots more money.

Are you skeptical of the hype about what social media can do for your business? You should be.

Just getting a name and phone number isn't a referral. Instead, you have to turn those worthless names and numbers into real introductions.

Paul McCord interviews New York Times best-selling author Linda Richardson about her new book, Perfect Selling (McGraw Hill).

Paul McCord interviews Mike Brooks, author of the newly released The Real Secrets of the Top 20% (Sales Gravy Press).

Who you associate with in your office will directly impact your sales success.

Whether you are an independent salesperson or are considered an employee of a company, in reality you run your own independent sales company. Like any other business owner, you must run your sales business like a business. And like any other business owner, you can't effectively run your company without having real facts from which to make decisions. Learn how to develop the information you need to successfully run your sales company.

Using the phone to connect with prospects in a manner that interests them, captures their attention, and that they welcome requires using a more sophisticated process than just picking up the phone and making a cold call. Here's the system I use that changes my calls from cold calls to welcome introductions.

Part 3 of Paul McCord's interview of Keith Rosen

Part 2 of Paul McCord's interview with Keith Rosen

Interview with Keith Rosen, President of Profit Builders and author of the
newly published Coaching Salespeople into Sales Champions.

Keith is the executive sales coach most salespeople and managers go to
first. A prominent, engaging speaker and Master Certified Coach, Keith
is one of the foremost authorities on assisting people to achieve
positive, measurable change. A best selling author, Keith has written a
number of books including Time Management for Salespeople and, of
course, his latest book, Coaching Salespeople into Sales Champions.
Recognized by Inc Magazine and Fast Company as one of the most
respected and influential executive coaches, Keith’s work is regularly
featured in Selling Power Live, Sales and Marketing Management, C
CBSNews, Entrepreneur, and other publications. Visit his websites at
www.profitbuilders.com and www.coachingsalespeople.com or contact
him at 515-771-1444 or via email at info@profitbuilders.com

Barak Obama's presidential campaign is based on three key components that have rocketed him to frontrunner status in the Democrat Party race. As salespeople and marketers, we can learn his strategy and work it as well.

Introduction to SuperStar Selling: 12 Keys to Becoming a Sales SuperStar. Why should you invest your time and money in this book? Let me give you my reasons why I think you should.

Creating a simple prospect and client rating system will help you determine where to invest your time when time conflicts arise as they certainly will.

If you are using a traditional referral generation method, you're not getting the quality of referrals you want because the method you are using simply creates more problems than it solves.

The way consumers, both individuals and businesses, make purchasing decisions is changing, making the way salespeople, professionals and business owners market themselves obsolete. In order to survive, they must find new ways to connect with their prospects.