6 Reasons Why You Should Pause Before Responding

May 28th, 2016 by Paul Castain No comments »

Here are 6 benefits of pausing before opening one’s mouth 1)    The Interrupting Thing: I won’t spend too much time on this one because you’ve probably heard it a million times that pausing keeps you from interrupting. Pausing is especially helpful when you are on a phone (especially a cell) because you don’t have the […]


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Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

Learn Your Lesson While The Particulars Are Still Clear

May 27th, 2016 by Paul Castain No comments »

For many of you, today was a wasted day. You might have tried to reach a few people and gave up. Or maybe, you just didn’t try and decided to just do admin activities. For those of you who struggled this week . . . What will you do differently next year? Memorial Day wasn’t […]


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Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

If you find yourself puttering around the office today . . .

May 27th, 2016 by Paul Castain No comments »

I’m hoping that you decided to take my advice and ramp things up today while your competitor slacks. Sadly, some of you are going to default to an “admin day” but to each their own. If you click HERE  there’s a whole page of things that might make you feel better than filling out your […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

The 3 Opportunities Sales Reps Can Miss Going Into A Holiday Weekend

May 27th, 2016 by Paul Castain No comments »

My message going into the summer season is simple . . . Don’t be challenged by the summer, LEVERAGE it! There are 3 absolutely awesome opportunities going into a holiday weekend, that many of your competitors are going to miss. And sadly, you might miss them too, if all you do is consume today’s blog […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

The Secret Formula I’ve Been Teaching Reps So They Can Sell MORE This Summer

May 26th, 2016 by Paul Castain No comments »

So I thought I’d give you a rare, behind the scenes, glimpse on how I coach my clients, to sell more, during the summer selling season. I hold absolutely NOTHING back and take you, step by step on the questions I have them ponder and a REALLY important thought process that separates them from their […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

Your Peers Reveal How They Will LEVERAGE The Summer Selling Season

May 26th, 2016 by Paul Castain No comments »

I decided to harness the power of my 56,000 member Sales Playbook community on LinkedIn by asking a simple question; How Can Sales Reps Outsell Their Competitors During The Summer Season? People are already weighing in with their thoughts, and I think you’d benefit by Clicking HERE to have a look for yourself. And don’t […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

How To Use Client Events To Sell MORE This Summer

May 26th, 2016 by Paul Castain No comments »

The theme of our upcoming webinar 25 Ways To Rock Your Sales This Summer is to how to actually use the summer to your advantage. In fact, you should ALWAYS do your best to LEVERAGE your circumstances (instead of bitching and moaning about how challenging they are!) Let’s take a look at what happens over […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

I Kind Of Felt Like Slacking Today

May 25th, 2016 by Paul Castain No comments »

It was an absolutely beautiful day on Long Island today! The sun was shining, temps in the mid 80’s . . . Just the kind of weather that made me want to slack. I started making some excuses to myself about it being a “holiday week”and all and; I sort of went down a bit […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

Your Default Hunting Method

May 25th, 2016 by Paul Castain No comments »

Sometimes we don’t know why we do things  . . . We simply know it as something we’ve always done. When was the last time you took a good look at the way you “hunt” for business? If you answered “never” or “a few years ago” . . . you’re actually in the majority! I wonder […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

How To Use “Communication Mapping” To Create More Sales Opportunities

May 25th, 2016 by Paul Castain No comments »

I know a rep who’s about to seriously stand out from her competitors. She’s not going to compete by lowering her prices or offering special promos. She’s not going to compete by having deep pockets for advertising slick marketing pieces. She’s going to stand out because she knows; Exactly HOW she’s going to communicate her message. How […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

Why I’ve Decided To Work A Longer Work Day

May 24th, 2016 by Paul Castain No comments »

For the last few weeks I’ve been getting up earlier to work a longer day. Not because I have to, but because I want to. I don’t plan on working a longer day forever; Just for the next few weeks as we approach summer. I want to increase my sales activities, but in order to […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

Holiday Wind Down? Not On This Leader’s Watch!

May 24th, 2016 by Paul Castain No comments »

I just heard from yet another sales leader who is fed up with something that’s been happening in select bullpens around the world. It’s called “The Holiday Wind Down” and quite frankly, it’s a silent killer of sales teams! There are many people, who mentally check out a few days before (and a few days after) […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

Holiday Wind Down? Not On This Leader’s Watch!

May 24th, 2016 by Paul Castain No comments »

I just heard from yet another sales leader who is fed up with something that’s been happening in select bullpens around the world. It’s called “The Holiday Wind Down” and quite frankly, it’s a silent killer of sales teams! There are many people, who mentally check out a few days before (and a few days after) […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

Selling During The Summer Can Be Challenging; But It Doesn’t Have To Be That Way

May 23rd, 2016 by Paul Castain No comments »

It’s almost the official start of summer here in the US and I’m always ready for that. I love this time of year! It’s also a very dangerous time of year for your success because you might get caught up in lies like . . . “I won’t reach prospects because they’re off on vacation” “Everybody mentally […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).

Selling During The Summer Can Be Challenging; But It Doesn’t Have To Be That Way

May 23rd, 2016 by Paul Castain No comments »

It’s almost the official start of summer here in the US and I’m always ready for that. I love this time of year! It’s also a very dangerous time of year for your success because you might get caught up in lies like . . . “I won’t reach prospects because they’re off on vacation” “Everybody mentally […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).