3 Things To Worry About In The Fourth Quarter

November 13th, 2019 by Paul Castain No comments »

There are 3 deadly mistakes that sales reps tend to make during the fourth quarter. Mistake #1: A Total Emphasis On Closing and Almost NO Emphasis On Prospecting. I get it, you want to get EVERY last…

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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).

Navigate Phone Objections More Effectively and Save A Few Bucks (Please Read ASAP)

November 12th, 2019 by Paul Castain No comments »

The special discount for our How To Navigate Stalls and Objections webinar ends TODAY at 5:00 PM EST! The webinar takes place on November 21st, at 11:30 am EST and its designed to help you avoid and…

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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).

Two Keys To A BETTER Cold Call

November 11th, 2019 by Paul Castain No comments »

According to LeapJob, 98% of our cold calls end with failure, but; That ISN’T the fault of the cold call as a form of outreach; It’s more of a testimonial to the lack of phone skills the…

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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 Infamous “Call Me Back AFTER The Holidays” Stall and What You Can Do About It!

November 10th, 2019 by Paul Castain No comments »

I love everything about the holidays except for one thing; The infamous “Call me back AFTER the holidays” stall! In this week’s episode of The Sales Playbook Podcast I show you,…

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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 “Limber Up” BEFORE You Prospect!

November 10th, 2019 by Paul Castain No comments »

If you ever played a sport, you didn’t just hit the field and play; you stretched and limbered up. Although, in the spirit of honesty, Woody Harrelson did offer a compelling counter argument in the…

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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 Sales Reps Get Phone Objections

November 9th, 2019 by Paul Castain No comments »

When it comes to phone objections, we focus way too much on the symptoms and NOT the cause. The symptoms being the actual objections and the cause, well that’s what I want to talk to you about today….

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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).

Instead Of “Handling Objections” Try Avoiding Them!

November 8th, 2019 by Paul Castain No comments »

There’s a lot of content out there on how one should “handle” objections. That’s fine, and it never hurts to have responses to common objections, but; Perhaps we’re…

[[ This is a content summary only. Visit my website for full links, other content, and more! ]]


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 Navigate Stalls and Objections More Effectively

November 7th, 2019 by Paul Castain No comments »

There are two keys to a BETTER cold call According to Leap Job, the AVERAGE success rate of a cold call is only 2% and don’t you dare blame the cold call for that! The problem is that the AVERAGE…

[[ This is a content summary only. Visit my website for full links, other content, and more! ]]


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).

This Can Help Your Fourth Quarter Results, But You’ll Need To Hurry!

November 6th, 2019 by Paul Castain No comments »

So here we are, knee deep, in that magical time of year where we try to get every last deal across the finish line. For the last 2 weeks I’ve been talking about a resource that can help!…

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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).

Important Reminder From Paul Castain

November 6th, 2019 by Paul Castain No comments »

For the last few weeks I’ve been offering ideas on how you can Nurture Your Prospects Into Clients. I hope you’ve enjoyed the tips and more importantly; Have been applying them! I wanted…

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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).

Staying In Touch With Prospects WITHOUT Annoying The Hell Out Of Them!

November 6th, 2019 by Paul Castain No comments »

You just finished a preliminary meeting with a prospect; How do you gently guide your contact on the journey from prospect to client? You want to stay in touch and obviously stay “top of mind” but;…

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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 Journey From Prospect To Client

November 5th, 2019 by Paul Castain No comments »

I’m sure that we’d all agree that a lot can (and usually does) happen during a prospect’s decision making journey. Most sales reps are properly equipped to handle to The Discovery…

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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).

Two Phrases That Will Help You Build Trust With Prospects

November 3rd, 2019 by Paul Castain No comments »

According to a recent survey conducted by Hubspot, only 3% consider salespeople to be trustworthy. No big shock there but; What can we do during the courtship to help build enough trust; So our…

[[ This is a content summary only. Visit my website for full links, other content, and more! ]]


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 A “Thank You” Note Can Give A “Gentle Nudge” WITHOUT Being Pushy!

November 2nd, 2019 by Paul Castain No comments »

Sending “Thank you” notes after meeting with prospects (and clients) is more important than you think! If I were to ask you why, you’d probably say; “Because it’s a nice, personal touch”,…

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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 Deal Takes A Bullet And Sadly, You’re Oblivious!

November 1st, 2019 by Paul Castain No comments »

I believe that our deal is most vulnerable during the time between meetings. Competitors and stakeholders are whispering in your prospect’s ears and influencing them. You’re not there to set…

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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).