How To Explode Your Sales By Generating MORE Referrals

March 28th, 2017 by Paul Castain No comments »

What percentage of your new business opportunities come from referrals? Unless you answered “100%”, you have a serious opportunity to fast forward your results! Do you even have a referral strategy in place or does it sort of “happens when it happens” which sounds more like a prayer. That’s why you might want to join […]


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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).

How To March Right Past A “Gatekeeper”

March 28th, 2017 by Paul Castain No comments »

Sometimes we confuse hard work (and all these “hustling” messages being spewed by thought leaders) with working smart. Like continually getting stopped by “gatekeepers”. There are some who would tell you to “just keep dialing” which in and of itself is an antiquated philosophy since the last time I “dialed a phone” Jimmy Carter was President. […]


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).

When It Comes To COLD Calls, This Makes Absolutely NO Sense!

March 26th, 2017 by Paul Castain No comments »

Most sales people would rather call a business, cold, than ask a client for a referral! Think about that one for a minute! Most sales reps would rather call a business, cold than ask a client for a referral! Why? Here’s what I’m usually told . . . “It feels weird” “It makes the conversation […]


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 I Rose From 60th To 12th (Out Of 375 Sales Reps Worldwide)

March 26th, 2017 by Paul Castain No comments »

In this episode of The Sales Playbook Podcast, I share how I completely turned everything around, after a devastating personal failure. And no, this ISN’T some motivational “Rah Rah” episode; I actually take you through SEVERAL specific tactics I used to climb the charts as a sales rep. This is an episode where you’re going […]


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).

“Is It OK To keep Asking The Same Client For Referrals, Even If They NEVER Do It?”

March 25th, 2017 by Paul Castain No comments »

One of our readers sent the following question with regard to asking for referrals. Hey Uncle Paul, I try my best to ask for referrals but there’s one situation where I’m extremely uncomfortable and could use some guidance. Is it OK to keep asking the same client for referrals even when they never give you […]


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).

“Is It OK To keep Asking The Same Client For Referrals, Even If They NEVER Do It?”

March 25th, 2017 by Paul Castain No comments »

One of our readers sent the following question with regard to asking for referrals. Hey Uncle Paul, I try my best to ask for referrals but there’s one situation where I’m extremely uncomfortable and could use some guidance. Is it OK to keep asking the same client for referrals even when they never give you […]


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).

17 Sales Email Templates For The Taking!

March 24th, 2017 by Paul Castain No comments »

I just sent everyone who attended our How To Write AWESOME Sales Emails webinar, 17 sales email templates. The first lesson here, is to exceed your client’s expectations. How did I do that? By giving 7 more than I promised! I originally promised 10! The second lesson, is that you could be leveraging those 17 […]


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).

Referrals . . . “If You Don’t Ask, You Don’t Get”

March 24th, 2017 by Paul Castain No comments »

Are you asking for referrals? If so, when was the last time you really looked at; How you’re asking for them? When and how often you’re asking for them? It still amazes me how people will pick up a phone and COLD call a complete stranger and yet; They’ll avoid the hell out of asking […]


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).

5 Reasons Why You MUST Ask For Referrals (It’s Not What You’re Thinking)

March 23rd, 2017 by Paul Castain No comments »

Sometimes we get so used to hearing something, that the familiarity of the message, keeps us away from the importance of the OVERALL message. Like asking for referrals. If I were to ask you “Why should sales reps ask for referrals?” After seriously considering giving me a sobriety test, I’m guessing you’d say “Because it’s one […]


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).

Growing Your Sales By Generating MORE Referalls

March 22nd, 2017 by Paul Castain No comments »

We all know we should be asking for referrals but sadly most of us don’t. Why? Here’s What A Group Of Sales Reps Shared With Me Recently “It feels weird” “It makes the conversation get weird” “I feel like it’s too salesy” “I feel like I’m begging them for something” “It never seems like the […]


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).

Timely Please Read ASAP!

March 22nd, 2017 by Paul Castain No comments »

If you’re planning on joining us for our How To Write Awesome Sales Emails webinar, NOW might be a really good time to register. Why? Because we go live TOMORROW, March 23rd, at 11:30 am EST, and registration is about to end. Can’t make it? Sign up anyway and you’ll get the webinar replay later tomorrow. This […]


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).

4 Tips to keep your website email safe!

March 22nd, 2017 by Lisa March No comments »

Email is one of the critical business tools that people rarely think about, until something goes wrong. If you’re like most organizations and rely heavily upon email to keep in touch with clients, customers, suppliers, and sales prospects, there are several best practices you should employ so that you can avoid having your ability to use email damaged or even destroyed.

Here are four best practices that will help keep your email safe and secure:

1. Use a strong password
Sure, you’ve heard this a million times, but a strong password is so important, it’s worth hearing it a million and one times. You cannot overestimate the importance of creating a unique, strong password that uses a combination of upper and lower case letters, numbers, and symbols. DO NOT choose a password that can be easily guessed based on you, your organization, or things associated with you. There are a number of generic, easy-to-guess passwords that people continue to use, despite article and blog posts like this one pleading for them not to be used. Just Google “most popular passwords” if you’d like to see a list of what to avoid.

A strong password is the cornerstone of your online security. If someone hacks your password, they can get into your website and email and wreak havoc. For example, your email can be “spoofed” – a form of fraud or deception in which someone alters parts of the email to have it appear as if it was generated by someone legitimate (you) as a way to gain personal information for criminal activities or elicit payment for a phony product or service.

Spoofing can be part of another form of fraud called “phishing.” Phishing is a criminal act in which a dishonest sender uses what appears to be a legitimate email in hopes of luring the recipient into trusting the email. A false (spoofed) website is part of the scheme, cleverly disguised to appear as a legitimate online bank website or paid Web service, like eBay. Far too often, victims will unwittingly believe the spoofed email and click through to the false website. Trusting the spoofed website, the victim will enter his password and login identity, only to receive a false error message that “web site is unavailable”. In the process, the dishonest spoofer will capture the victim’s confidential information and proceed to withdraw the victim’s funds or perform dishonest transactions for monetary gain.

Spoofing is also used to hide a spammer’s true identity. Once your email is hacked, the spammer alters the source email address to make the email appear legitimate and then send out hundreds or thousands of spam emails in the hope that receivers open the innocent-appearing email and see the spam advertising inside. This, of course, can damage your reputation and brand value as a business if you appear to be a spammer. Often the only way you might find out if someone’s taken over your email is if you receive a bounce-back message from an inactive recipient address that received a spoof email from your account.

2. Change your password often
From all of the potential problems outlined above, it’s not hard to see why you should change your password frequently. It’s important that your email doesn’t get compromised and the easiest way to do that is to ensure that no one can hack into it. We recommend changing your password every 3-4 months to be safe. Many online safety experts recommend having a different password for every account. While that’s certainly smart, it can also be a tremendous pain in the neck since the average individual has dozens of accounts requiring passwords. If you’re like many people and use one password for everything, that’s all the more reason to change it regularly.

3. Create an SPF record
Creating an SPF record is the technical term for instructing your internet service provider (ISP) about which servers are allowed to send out messages from your account. Typically, it would only include your provider’s server and yours, if you have one. Creating an SPF record is not automatically done by all ISPs, so you should make sure you request it to prevent a spammer from hacking into your account and setting up their servers to send spam through it.

4. Be careful opening email attachments
This is another standard warning, but it bears repeating. There are still way too many people who casually open attachments and click links without thinking, opening themselves up to viruses, malware, and other computer mayhem.

In general, you should only open files with attachments that you know are safe. Any .exe file should be avoided unless you trust the source because .exe indicates a Windows program, often used to attach malware to an email, waiting to install itself on your computer when you open it. On the other hand, .jpg and .png are image files and should be safe. .pdf, .docx, .xlsx, and .pptx are document files and should also be safe — although it’s important to have the latest security patches so that the rare malicious versions of these files can’t infect you through security holes in Adobe Reader or Microsoft Office.

With just a little commonsense and the use of these best practices, you should be able to keep your email safe and secure so it can remain a valuable tool for your business success.

Would you like to learn more about the best website practices?
We have compiled a few and created a pdf called “Top Ten Tips to Improve Your Website for Free”.

 

The post 4 Tips to keep your website email safe! appeared first on Web Design, Development, Maintenance and Hosting in Massachusetts – inConcert Web Solutions.

How To Send A Better Sales Email

March 22nd, 2017 by Paul Castain No comments »

What if more people actually responded (favorably) to those emails you send out? That’s something the average sales rep doesn’t think about because they’re overwhelmed with numerous sales tasks. So they default to simply doing what they’ve always done or; They kid themselves into thinking that if they just increase the amount of emails they’re […]


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).

Sending An Email To A Potential Client? Good Luck With That!

March 21st, 2017 by Paul Castain No comments »

Most emails get deleted at the subject line! Do you have any idea, how many of those emails you’re sending to potential, clients go UNREAD? Care to guess? Gold star if you said “80%” Yep, open rates are only about 18-20% . . . and that’s only the first obstacle! Now if you’re fortunate enough to have […]


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).

10 Reasons Why The Majority Of Your Sales Emails Crash and Burn

March 21st, 2017 by Paul Castain No comments »

Before you read The 10 Reasons Why The Majority Of Your Sales Emails Crash and Burn, I want you to do something that’s rather difficult for us sales folk, ask your ego to leave the room. This way you can make an honest assessment and flag any areas where you find yourself saying “Yep, that’s […]


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).