How To Outfox, Outmaneuver and Outsell Your Competition!

July 23rd, 2016 by Paul Castain No comments »

If you happen to sell in a competitive environment, then this training will change the way you approach your opportunities. DURING THIS WEBINAR YOU WILL LEARN: 15 Ways To IMMEDIATELY Set Yourself Apart and Position Yourself To Be The Front Runner! What To Say/Do When Your Prospect Wants To Take 3 Bids. 5 Ways To […]


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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).

An Easy Way To Handle An Awkward Question

July 22nd, 2016 by Paul Castain No comments »

Sometimes things “get weird” with prospects and clients! Not because we made it weird, but because they asked something that made it so. It could be anything from “How much commission will you make on this?” to personal questions about your faith, marital status, politics, or even just a stupid question that has us asking ourselves […]


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).

Dominating When Things Get Competitive

July 21st, 2016 by Paul Castain No comments »

What do you say when someone tells you that they are taking 3 bids? Better yet, what do you do? Or, how ’bout when your competitor(s) like to low ball, badmouth, misinform? When things get competitive, do you ever feel like you’re playing a defensive game, instead of being in control, and maneuvering your competitors […]


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).

Marketing Automation, what is it and why you should use it

July 20th, 2016 by Lisa March No comments »

The way businesses communicate with customers and clients has certainly changed over the years. Businesses are looking for better ways to increase sales revenue, increase lead generation, improve lead nurturing, improve the lead quality, and reduce the sales cycle. If you’re nodding your head thinking yup, I want all that for my business, then Marketing Automation may just be your answer.

Source: Sharp Spring

Source: Sharp Spring

So what exactly is Marketing Automation?

Simply put you can either shout at a specific demographic in hopes someone will hear you. Or you can talk to each customer and potential customer, at the right time with the right message. Marketing Automation helps you talk to each customer giving your business the ability to build strong relationships. By building a deep connection with your customers, your business will be discovered, driving more leads, increasing sales and proving ROI.

Marketing Automation drives a 451% increase in qualified leads for businesses, according to The Annuitas Group. With an increase like this, what could this do for your bottom line? Marketing Automation is a leap forward in digital marketing. For the first time, your business will have the resources to connect with each customer on a one-on-one basis. For many businesses reaching out to customers one-on-one isn’t realistic or cost effective and can be very time consuming. With Marketing Automation we can help make all this possible for your business saving you time and money giving you the ability to communicate effectively with your customer and helping turn those potential customers into loyal customers.

You may be saying to yourself, well I already get lots of leads. My questions to you would be how qualified are those leads and what is your conversion rate? With Marketing Automation you can start to distinguish the pieces of your sales process, letting you know exactly where leads are falling off and how you can fix it. This helps you to drive sales, be alerted to hot leads, track behavior and set up sales notifications. All helping you grow your business without having to break the bank.

Through Marketing Automation we can identify successful tactics and poor performances. Therefore we can eliminate waste and help improve your ROI. We can set up campaigns to find out how much it costs to get a new lead or what it takes to convert that lead into a new customer.

inConcert has a vested interest in helping your business succeed. We believe the biggest hurdle for any small business is time and money. We partnered with Sharp Spring so we can stay on top of the latest trends, offer our clients the most effective technology at a price that will help you achieve your goals but won’t blow your marketing budget.

We know this works, because we use it ourselves. We would love to show you how Marketing Automation can generate more leads, drive more sales and have a measurable return on your investment. Schedule a demo with us today.

Source: SharpSpring

The post Marketing Automation, what is it and why you should use it appeared first on Web Design, Development, Maintenance and Hosting in Massachusetts – inConcert Web Solutions.

Things COULD Change For You Starting Tomorrow

July 20th, 2016 by Paul Castain No comments »

Starting this tomorrow,  July 21st, at 11:30 am EST, we’re going to begin a journey, together, to help YOU, get in front of MORE opportunities, and bring MORE of those opportunities, across the finish line! I’m going to take you “backstage” and share the step by step system, my clients and I have been using 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).

The Challenges That Keep Us From Selling More and 150 Ways To Triumph Anyway!

July 19th, 2016 by Paul Castain No comments »

  Sales Can Be Quite Challenging . . .   Our potential clients are busier than ever before! They are more distracted than ever before! They have more choices than ever before! So how do we get them to take our calls, hear us out, and grant us an appointment? If we’re fortunate enough 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).

Prospects and Clients Will Look At You Differently When You Do This

July 19th, 2016 by Paul Castain No comments »

For the last 16 years I’ve worked on my presentation skills to the point of obsession. I’ve worked with coaches, participated in courses, modeled incredible speakers, read several books and probably practice more than the average speaker does. Through it all, there’s one simple piece of advice I was given by my coach that has served […]


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).

To Sell More You Had Better “Empty Your Cup”

July 18th, 2016 by Paul Castain No comments »

Jim Lesko, is a member of our Sales Playbook community and recently asked me the following question; How do we develop the motivation to make the things we learn, a part of our lives? So many people tell me, I KNOW THIS, then I think to myself, then why don’t you DO THIS? So I […]


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 Change, Most Buyers Are Skeptical

July 17th, 2016 by Paul Castain No comments »

Do you think prospects have a natural tendency to doubt sales people and resist change? Do you think they might be a little nervous to take a chance on something new . . even if you’ve clearly articulated the value you bring to the table? Here’s a thought . . . You increase your ability […]


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).

Have You Been Losing Control Of Your Prospects?

July 17th, 2016 by Paul Castain No comments »

I’ll ask the question again . . . Have you been losing control of your prospects? Do you even realize it when you have, or are you kidding yourself into thinking that everything is on track? You obviously want to take control, but you don’t want to come across as controlling or manipulative. You want […]


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 There Room For More Of Your Deals To Make It Across The Finish Line?

July 16th, 2016 by Paul Castain No comments »

You’ve worked hard to get in front of your opportunities, and that’s why you need to take out a few “insurance policies”, to make sure your deals make it across the finish line. In the final session of our upcoming Rock Star Academy program, we’re gonna “go there”! Specifically . . . How to get 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).

Your Emails Are Getting Deleted And That’s NOT OK!

July 16th, 2016 by Paul Castain No comments »

I want you to think about the emails you send to your potential clients and then prepare yourself to get depressed. On a really good day, and I mean a REALLY good day, only 20-40% of them are going to be opened. If you’re lucky enough to either make it beyond their spam filter, 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).

Registration For Our Rock Star Academy Program Ends Soon

July 14th, 2016 by Paul Castain No comments »

Registration for our Rock Star Academy program will be ending shortly and rightly so because the program is launching a week from today (July 21st) There are 150 ideas and tactics to help you sell MORE! I even include templates for phone, email, snail mail, social networking, requesting a referral, follow up etc Click here and have a […]


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).

Join Us For Our FREE Webinar Today At 1:30 PM EST

July 14th, 2016 by Paul Castain No comments »

I wanted to remind everyone that today, at 1:30 PM EST, I’m going to be hosting a FREE webinar, “33 Ways To Approach A Potential Client”. The point of this webinar is to explore additional forms of outreach instead of just clinging to cold calls. Here’s What You’ll Discover During This FREE Webinar How To Stand […]


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 When People Aren’t Responding To Your Emails

July 12th, 2016 by Paul Castain No comments »

Pop Quiz . . . You send an email, to someone you’ve never spoken with and they don’t respond. What’s you’re next move? If you replied, “I forward the original email with a comment like ‘What are your thoughts?’” please hang your head, because that’s exactly what you SHOULDN’T do. Why? a) It lacks creativity […]


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).