Slacking, “Hustling” and The Wisdom To Know WHEN To Embrace Them

December 9th, 2016 by Paul Castain No comments »

Early Sunday morning, I read an absolutely dickish update on LinkedIn that went something like this; “I prospect more on Sundays than you do all year”. While I applaud the work ethic, it begs a rebuttal of; “And I have more of a life and see my family more on Sunday, that you have, well, like […]


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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 Parable Of A Kid In A Candy Store

December 9th, 2016 by Paul Castain No comments »

Once upon a time a little boy was finishing up his purchase at the local candy store. He stepped to the side and made a quick phone call that went something like this; “Mrs. Donovan you don’t know me, but I pass your house each day on my way to school. I mow many of […]


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 BIGGEST Reason Why We Lose Clients

December 9th, 2016 by Paul Castain No comments »

You’d think that the biggest reason why we lose clients would be crappy service or faulty products, but think again. According to the late,  Jay Conrad Levinson, 68% of all business lost in the US, is lost to apathy after the sale. We are in essence ignoring our clients to death! We could probably debate those numbers, […]


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).

You’re Sitting On A Gold Mine

December 8th, 2016 by Paul Castain No comments »

And you’ve busted your ass to have the accounts you have but; That doesn’t mean you can’t GROW that business to new heights and; It doesn’t mean that your competitors can’t stop you dead in your tracks! That’s why I’ve put together a special training, right on your computer screen, on Thursday, December 15, at 11:30 […]


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).

33 Ways To Stay In Touch With Your Clients

December 8th, 2016 by Paul Castain No comments »

How do we stay in touch with our clients without either doing the old “Calling to check in” thing, or giving them a vibe that all we care about is getting money from them? Better yet; How can we keep it interesting enough, so our clients gladly take our calls and do a little something known […]


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 Client Is The Hot Date Your Competitors LOVE To Hit On

December 7th, 2016 by Paul Castain No comments »

At the core of every great break up, is at least one person who feels the other person didn’t work hard enough. Or maybe the thought never crossed their mind because they were too busy being wowed by someone else who simply tried harder. Today’s post is about never losing that “Lovin Feeling” with 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).

Look To Your Left, Then To Your Right And Then Realize . . .

December 6th, 2016 by Paul Castain No comments »

That I WASN’T talking to those people earlier today when I sent the following message; I get a lot of calls this time of year from organizations and individual sales reps who are struggling. They’re not happy with their results and they’d like to bring things up a notch specifically; When it comes to getting […]


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 Things Sales Reps Struggle With

December 6th, 2016 by Paul Castain No comments »

I get a lot of calls this time of year from organizations and individual sales reps who are struggling. They’re not happy with their results and they’d like to bring things up a notch specifically; When it comes to getting in front of NEW opportunities. Here’s what challenges them most; People AREN’T Picking Up 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).

A Simple Template That Will Make You A Hit With Your Clients (And Prospects Too)

December 5th, 2016 by Paul Castain No comments »

It’s super important that your network, your prospects, your potential customers, see you as valuable. When people see you as valuable, they continue to open your emails, take your phone calls, buy from you and let us not forget . . . Refer you! There’s a really simple email, that I’ve been sending for about 6 […]


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).

You Had Better Be Watching Out For These Things With Your Clients!

December 5th, 2016 by Paul Castain No comments »

There are things that businesses experience (good and bad) that dramatically increase the urgency to buy your products and services. We refer to these occurrences as “Trigger Events” and they include things like; New Product Launches Hiring Earnings (Good or Bad) Expansion Change In Company Leadership Change In Company Initiatives Changes In Legislation More about […]


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).

2 Ways To Use Your Auto Signature To Create Opportunities

December 4th, 2016 by Paul Castain No comments »

This week on The Sales Playbook Podcast, we discuss one simple modification you can make to your auto signature, that can help you create MORE opportunities. Oh, and it takes like 3 minutes to do and won’t cost you a dime! You’re welcome! Download this episode (right click and save) I have several other suggestions, […]


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).

2 Ways To Use Your Auto Signature To Create Opportunities

December 4th, 2016 by Paul Castain No comments »

This week on The Sales Playbook Podcast, we discuss one simple modification you can make to your auto signature, that can help you create MORE opportunities. Oh, and it takes like 3 minutes to do and won’t cost you a dime! You’re welcome! Download this episode (right click and save) I have several other suggestions, […]


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).

50 Ways To Have An AWESOME Holiday Season!

December 4th, 2016 by Paul Castain No comments »

A while back, I created this list of things to embrace during the holiday season with the goal of bringing you a smile and a dose of perspective. Sometimes we forget some some really important things . . . Today, our goal is to recapture them! Please pass this along and let’s spread a little holiday […]


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 Things You Never Realized About Referrals

December 3rd, 2016 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 […]


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 To Do To Keep Your Clients From Pigeonholing You

December 2nd, 2016 by Paul Castain No comments »

Have any (or even all) of your clients pigeonholed you? We become “pigeonholed” whenever a client labels us the person they go to for one thing but meanwhile we offer many other things they’re buying from someone else. The reasons for this can vary but more often than not, it’s a simple awareness thing. 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).