10 Ways To Get Noticed By Your Network

September 24th, 2016 by Paul Castain No comments »

How does one stand out in a sea of networking contacts? Funny you should ask . . . 1)    Get on a committee at your local chamber with the goal of eventually chairing that committee. Doing so makes you a “go to” person which dramatically increases your visibility 2)    Show up consistently in any of […]


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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).

A Neglected Source Of Opportunity

September 23rd, 2016 by Paul Castain No comments »

It’s a sad reality that in sales, people are going to tell us “Thanks but no thanks!” It’s also a sad reality that people WON’T give you that courtesy and will simply go “M.I.A.” That’s why you might want to ask your ego to leave the room and; Call everyone who either turned you down, […]


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).

Using A “Thank You” Card As A Gentle Nudge

September 23rd, 2016 by Paul Castain No comments »

By now, I’m sure you’ve heard that you really should put in the effort of writing a handwritten thank you after your appointments. Before we continue, please note that I didn’t say “thank you email”. I said “note”. If I were to ask you why, you’d probably say; “Because it’s a nice, personal touch” or […]


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 Many More Paychecks Until Christmas?”

September 22nd, 2016 by Paul Castain No comments »

As a parent of 3 awesome kids (who suddenly became 22, 20 and 18) that’s the question I’d find myself asking this time of year. Perhaps its a question you find yourself asking this time of year too? I believe, in many ways, that it’s the wrong question to be asking. Perhaps we should be […]


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’m Picking Up The Pace With My Sales Efforts (And Why You Should Too)

September 22nd, 2016 by Paul Castain No comments »

Photo Credit: entrepreneurialambitions.com I needed to ask my ego to leave the room recently while I evaluated my sales performance. I looked at what I was doing well and what I wasn’t doing so well. While my sales have never been better at Castain Training Systems, I came to the conclusion that I really needed […]


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).

Something To Think About As We Approach The Final Quarter of 2016

September 22nd, 2016 by Paul Castain No comments »

I have a few questions for you that might make you a tad uncomfortable. You’re going to want to avoid answering them and basically NOT deal with what I’m about to bring up but; Sales wise . . . Did you have the year that you wanted to have this year? What have you been […]


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 NOT Take It All So Personally When It Comes To Rejection (Especially With The Phone)

September 21st, 2016 by Paul Castain No comments »

Let’s face it, one needs a REALLY thick skin if they want to go the distance in sales! Today, we’re going to go there! We’re going to take about several ways, YOU can stop taking it all so personally and even; Keep yourself motivated at a really high level! Download this episode (right click and […]


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).

What Motivates You To Prospect When You Really Don’t Feel Like It?

September 21st, 2016 by Paul Castain No comments »

It all begins with a dream! For years, I have kept a collage picture frame on the wall over my phone. I change out the pictures several times of year but the most recent version has; A picture of the dorm room I need to be able to afford for my son and starting next […]


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).

3 Resources To Help You Sell MORE

September 21st, 2016 by Paul Castain No comments »

First up is our How To Hunt More Effectively program and it’s here to help you create a BETTER communication road map with potential clients. You know, instead of boring them by contacting them the same way, with the same message, over and over again? We talk about how you can change up your message […]


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).

3 Things You Can Do If You HATE Phone Scripts

September 20th, 2016 by Paul Castain No comments »

I’ve never been a fan of phone scripts. While I understand the need in terms of delivering the right message, preparedness etc, they usually sound like a script to the poor bastard at the other end of the phone. Also, since they’re often written in “marketing speak” and at a minimum, NOT in each individual sales […]


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 Reduce The Probability Of A Phone Objection

September 20th, 2016 by Paul Castain No comments »

When it comes to training sales reps to make cold calls, there’s way too much emphasis on how to handle objections instead of what to say (and do) to reduce the probability of getting them in the first place. When was the last time you stepped back and looked at your approach? When was 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).

Warm Up Your Cold Call Already!

September 19th, 2016 by Paul Castain No comments »

Next to emails, the phone is easily the noisiest channel when it comes to reaching out to a potential client! And since they are overwhelmed with the high volume of calls . . . They have assistants filtering them Voicemails stopping them and if you’re lucky enough to get through . . . You’re dealing […]


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 Minute A Day Prospecting Workout

September 19th, 2016 by Paul Castain No comments »

Want to dramatically increase your phone chops? Want to do it in a way that you aren’t losing actual selling time? Consider this super simple exercise. At the start of your day, call your voicemail and leave yourself a message. This message could be the actual opening statement you use when calling a prospect. An […]


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 ONE Thing You MUST Know About Phone Objections

September 18th, 2016 by Paul Castain No comments »

There’s one thing that I learned when it comes to handling phone objections that dramatically changed my results. I can tell you, firsthand, that it helped me turn around objections and get to something else that I talk about in this podcast. I also share my thoughts on how many objections you should answer before […]


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).

Assumptive Name Privileges When Prospecting

September 17th, 2016 by Paul Castain No comments »

An “Assumptive Name Privilege” is taken any time you assume that you know, definitively, what someone wants to be called. Meanwhile you haven’t been told, nor have you asked. It occurs when you turn a Katherine into a “Kathy” or “Kat” Perhaps a Robert into a “Rob” “Robbie” or “R to the O to 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).