The articles below have appeared in various business and industry
 publications and many have been written for a specific industry. 
 However, the concepts presented are universal and apply to virtually all
 salespeople, irrespective of industry.

 New articles are added on a regular basis. 

 For permission to reprint articles contact 
 pmccord@mccordandassociates.com

 Know Who Your Client Knows
 Turn Your Client Database into Gold in EyesOnSales
 Effective Client Communication in EyesonSales
 Developing a Referral-Based Mindset in EyesOnSales
 Meeting Your Client’s Expectations Isn’t Enough in MarketingProfs
 Referral Selling Isn’t About YOU
 Mice Need Not Apply
 Speak Your Way to Success in MarketingProfs
 Why Clients Resist Giving Quality Referrals in RainToday
 The Underrated Power of the Press Release in MarketingProfs
 Three “Secrets” to a Successful Networking Event in MarketingProfs
 Handling Rejection in SellingPower Magazine Pharmaceutical Newsletter
 Stop Prospecting Forever on AdvisorToday.com and in the NAIFA-PA selling
   manual
 Secrets to Successful Marketing Partnerships in RainToday
 Fire Your Outside and In-house Recruiter--and Start Hiring the Best in
 Airport Business magazine
 Finding Your Niche in Business Success magazine
 Creating Client Trust, Sales and Marketing Excellence
 How is Your Selling Process?: Part 1 Evaluating Where You Are Today
 How is Your Selling Process?: Part 2 Overcoming Yourself
 How is Your Selling Process?: Part 3 Changing Your Belief System
 Trust, Prospects, and Communication Nominated as one of the Top 10
   sales articles published in April, 1007
 Selling as a Profession Nominated as one of the Top 10 sales articles
   published in May, 2007
 Fear, Failure and Stress
 Projecting an Expert Image
 Stop the Busy Work and Sell
 Do You Need to Fire Your Employer?
 Moving Beyond Marketing
 Recognizing Your Biggest Competitor
 Is Your Follow-up Communication Committing Prospecticide?
 The Medium, The Message, and The Financial Planner
 And according to . . .
 The Myth of Exceeding Client Expectations
 The Death of Personal Marketing
 You Can’t Scream Loud Enough
 7 Ways to Increase Your Referrals From Clients Immediately
 Using Incentives to Get Referrals
 A First-time Manager’s Story: A Lesson in Wasted Talent and Money
 Who Are You Marketing?
 The False Promise of Word of Mouth Marketing
 It’s Time to Leave Orwellian Selling Behind
 “Referrals” Are a Waste--Introductions Are Gold
 The Value of Sales Leads: A Perspective from the Trenches