Author Archive: Russ McNeil

Russ McNeil

Russ McNeil is the author of three books all dedicated to the art and science of prospecting. His first book, Prospecting Rules!, is enthusiastically endorsed by over 30 respected trainers and team leaders, including Doug Firebaugh, Michael Clouse, Jordan Adler, Robert Butwin, and Margie Aliprandi. Through Russ’s hard-won experience, down-to-earth presentation style, and appealing sense of humor, reps from a wide range of companies are learning to prospect with less pain and more gain. To read the reviews, check out the forewords, enjoy the complimentary newsletter, or to hear a clip from Russ’s interview with John Milton Fogg visit AhaUniversity .

Don’t walk like an Egyptian! Prospect like a Greek! by Russ McNeil

By employing the classical elements of prospecting, you’ll attract all the people you need. Many philosophies are based on a set of “classical elements.” Typically, classical elements refer to ancient beliefs resulting from the observation of nature, in particular the phases…Read...

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Listening – the Perfect Lubricant for Prospecting by Russ McNeil

Anything with moving parts is going to generate friction. And make no mistake – prospecting conversations have plenty of moving parts. Ever had a prospect respond with something like “I wouldn’t be interested in anything like that”? Or how about this…Read...

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Life, Death, and the Pursuit of Persuasion by Russ McNeil

By incorporating these 3 specific aspects throughout your prospecting conversations, you will transfer more belief, persuade more prospects, and build a bigger business. There are many facets to our industry: products, customers, training, sponsoring, promoting, and prospecting just to name a…Read...

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A Road Less Traveled by Russ McNeil

Go out and encourage someone else to take the “right” path, the road less traveled. It truly will make all the difference. And it truly does all start with “hello.”  There’s no denying it. This industry is based on relationships….Read...

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Values? Who Needs ‘Em? by Russ McNeil

So tell me, are values important to prospecting? Do values belong in your prospecting efforts? Russ shares a few thoughts with a bit of humor. You don’t have to be in the industry long before you hear or read something about…Read...

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20-20 Prospecting Vision by Russ McNeil

While prospecting really is a contact sport, it’s not about blocking, tackling or putting points on the board. It’s about connecting -with respect, generosity and purpose. My son, Cory, is the place-kicker for his football team. His kicking coach has told…Read...

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