McCord Training White Papers

McCord Training has produced several White Papers that we offer free of charge.

Current Offerings Are:

Retraining Sales Managers: The Changing Role of Sales Management

Discusses how the technology now available to the sales department is demanding sales managers become complete managers. Technology is providing sales managers and executives more information than they have ever had, giving them the tools to become truly managers of both the human and non-human assets in their control. This new flood of information will require sales managers to be trained on both how to decipher and use the information to archive company and department goals.

Effective Sales Penetration of Markets: Finding and Connecting with Prospects

Discusses how both business and individual consumers are changing the way they make purchasing decisions and how that prevents salespeople from connecting with them. Consumers are not only better informed than in the past, a growing number have determined they no longer need or want a salesperson involved in the sale. This change demands salespeople find new, more effective methods of finding and connecting with quality prospects--ways the prospect will both accept and respect.

Why Your Company’s Sales Training is Ineffective

Numerous studies have concluded--and sales managers agree--that most sales training is not effective in changing the behavior and consequently the results of salespeople. The question is why this massive failure? McCord Training has looked into this problem and offers some solutions that will change your training and its results.

Ordering Information:

To order copies of one or more White Papers, please send an email to:

whitepapers@mccordandassociates.com

You must include:

Your Name

·	Your Title

·	Your email address (if different from the one you use to end the request)

·	Company Name

·	Phone Number

·	Address--at a minimum your city and state or country

·	The best time to call

·	A brief overview of the specific issues you are dealing with

·	The name(s) of the White Papers you wish to have emailed to you

We will email the papers the same or no later than the next business day.