2 Things That Will Dramatically Impact Your Cold Calls and Emails

April 27th, 2017 by Paul Castain No comments »

When it comes to prospecting, there are actually several things you can do to improve your results but; In the spirit of brevity, let’s keep it to two. Ready? One: Do EVERYTHING you can do to AVOID getting shut down, put off, stalled and turned down by the person on the other end of that phone. […]


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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).

“Mapping” Your Phone Calls, Emails and Prospecting Efforts

April 26th, 2017 by Paul Castain No comments »

The problem with most reps, is that they typically decide on what they’re going to say, as they are either reaching for the phone, or reaching for their keyboard. And before you think I’m this judgmental ass, please know, that for years, I did the same thing too! Please read on . . . So […]


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 is a Paper Clip?

April 26th, 2017 by Lisa March No comments »

Interesting question for our web company, a question we get quite often. The question itself doesn’t quite apply to our industry. The reason it’s not relevant is because our clients and prospects actually mean something else. What they really want to ask us is What is Pay Per Click?

Pay Per Click or PPC is often misunderstood and mispronounced by people as Paper Clip. It’s the acronym that creates this problem. Having worked in the Pay Per Click industry for years with Lycos.com, I understand the ins and outs of PPC very well. It can be very effective for some businesses, especially if it’s done right. People that work in the agency or website business, hear this at least a few times a month. It comes up when we talk with clients and prospects about their plans for marketing their business AFTER the website is completed. It’s so important to know that you cannot just create or design a website, then expect that you will get a ton of traffic to your website without doing some sort of advertising.

So…the more accurate question is What is Pay Per Click?
Pay Per Click is when you buy ads on Google, or other sources, to drive somewhat qualified traffic to your website. This is done in the hopes that what your clients are looking for is your service, ultimately resulting in possible leads and inquiries to your company. Pay Per Click, PPC, works in a simple way, but it’s far from simple. Basically, you put an ad up, target it toward a keyword or phrase, and ideally that ad shows to someone searching on Google for that phrase. When they see the ad, they click it and it delivers them to your website. You pay for the click. There are other options out there for paying by impressions, or even some that do paying for acquisition or conversion, however those are rare. Most people pay for the click.

The benefits for doing PPC are great, if the PPC ads and campaigns are setup and managed properly. If they are not done correctly, you can waste a huge amount of money quickly, resulting in NO LEADS. You certainly don’t want that to happen. With our knowledge in Pay Per Click, especially my experience at Lycos.com, we can steer you in the right direction. We can have a basic conversation about what your goals are and what you want to achieve. It’s important to note that if you are going to get help from a web company or agency, and if you want to get good results, you will need to have an appropriate budget for online advertising. Expect to spend around $2000 per month, with an additional agency fee of $1200. If you don’t have a $3000 per month budget to spend on PPC, that’s ok, it might just mean that you’ll need to scale back your efforts and you may need to also scale back your expectations on the results that you will get from the campaign.

I always recommend that you only do PPC if you are willing to commit to a 6 month timeframe. You need to be able to get a good set of analytics to review and understand if the overall campaign is working. Adjustments can be made during that 6 month time frame, and they should be made. However the short term fix is not the right approach to PPC advertising. If you are looking to run an ad with PPC for just 2 weeks, it won’t be worth the ROI for the time you put in to get the campaign setup correctly.

Download our 5 tips to an effective PPC Program

The post What is a Paper Clip? appeared first on Web Design, Development, Maintenance and Hosting in Massachusetts – inConcert Web Solutions.

15 Email, 1 Opening Statement and 4 Voicemail Templates

April 25th, 2017 by Paul Castain No comments »

No, your eyes aren’t playing trick on you. I have; 15 Email templates (with subject lines) 1 Opening Statement Template 4 Voicemail Templates There part of the upcoming Prospect Like A Pro, 2 session, online course. We kick off on Thursday, May 4th, at 11:30 am EST. Have you signed up yet? Here’s the plan; […]


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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).

5 Ways To Settle Your Nerves If Cold Calling Makes You Nervous

April 25th, 2017 by Paul Castain No comments »

Do you ever get nervous when it comes to cold calling? Well congrats for being human! There’s a saying that many people are taught when they learn public speaking that goes something like this; “The feeling of ‘butterflies’ in one’s stomach never completely goes away, but you CAN teach them to fly in formation” Today, we’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).

Read This When You Need A Little Motivation To Pick Up The Phone!

April 24th, 2017 by Paul Castain No comments »

Next time you find yourself knee deep in a thousand excuses NOT to pick up the phone and prospect; Read this motivational PDF I’ve created for just such an occasion! In fact, don’t wait until you DON’T feel like picking up the phone; Read it EVERYDAY! Click HERE and enjoy this FREE download! Here’s How […]


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 15 Minute Prospecting Warm Up

April 23rd, 2017 by Paul Castain No comments »

Did you ever notice, that there’s this point during your outbound calls, where you’ve got a really good rhythm going, you’re in your zone and; Everything is starting to click? In this week’s episode of The Sales Playbook Podcast, we’re going to talk about how you can get there quicker! And let’s face it; 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).

One Of The Toughest Things I Ever Had To Overcome In Sales Was My Ego

April 22nd, 2017 by Paul Castain No comments »

One of the toughest things I ever had to overcome in sales was my ego! Back then you couldn’t offer me advice or direction, and I sure as hell wasn’t going to ask for it. I mean why don’t I just bow down and acknowledge that you’re awesome and I’m lame! My wake up call was […]


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).

Being A Pain In The Ass Isn’t A Strategy

April 21st, 2017 by Paul Castain No comments »

I’ve been noticing a bit of a trend lately.  I even stepped back, counted to 10 and asked other execs for their thoughts before showing up with my soapbox to complain. There’s this tactic where you call a potential client, and after you leave a voicemail, you immediately email referencing the voicemail. That’s a “double tap”! First 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).

How Sprint Exploded Their Sales And How You Can Too!

April 20th, 2017 by Paul Castain No comments »

Sprint has been doing something brilliant that quite frankly, EVERY sales rep should be doing too! They used a really powerful (and often neglected tactic) to convey a point. What was the point? A 1% Difference ISN’T Worth Double The Price Now most organizations would stop at that catchy line. Not Sprint! They used several […]


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).

Prospecting Like A Pro

April 20th, 2017 by Paul Castain No comments »

Cold Calls Have A 97-98% Failure Rate   IBM released a study where they found that 97% of all cold calls never result in an appointment. LeapJob was less optimistic and found that number to be more like 98%! Sounds pretty grim, no? While you could easily point your finger at cold calling, and even […]


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 4 Point Prospecting Framework That Works

April 19th, 2017 by Paul Castain No comments »

I teach all of clients a simple 4 point prospecting framework that will; Help you get someone’s attention Keep their attention Lower the probability of an objection Increase the probability of an appointment. It works well with email, snail mail, the phone, LinkedIn etc and; Its really simple to learn and apply. I’ll be sharing it tomorrow […]


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 do I have to update the WordPress Software and Plugins?

April 19th, 2017 by Lisa March No comments »

WordPress plugins, and themes need to be updated often. Three important reasons for this are security, functionality, and compatibility. Below you will find the reasons and easy to understand descriptions to help you see that even though it can be time consuming, it is super important.

The primary reason for this is security. WordPress is an open source software collection and as such anyone can upload plugins, software, and themes. This open, free, exceptional source for information definitely comes with some security risks. If your WordPress software is not being updated on a regular basis, you are at greater risk of being hacked.

Another important reason is that you want your site to function properly. As the internet improves, so does the software. WordPress will do forced upgrades (ones in which you have no choice to install), and it’s possible that these upgrades will break another feature within your site. The plugin developers will then go to work to create a repair for the specific issues and put out a newer version of their plugins. Then your WordPress manager would let you know that an update for that software is available.

Compatibility is the third reason for updating. You want to make sure with today’s quickly changing world wide web – you fit in. Sometimes updates are related to mobile friendly and responsive websites. Updating these items means that your site will be current with the latest technology upgrades.

With every update, you will fix issues, enhance features, improve the overall performance, and stay up-to-date with today’s standards. Your site should be as up-to-date as possible, and all security issues should be quickly repaired to help protect your site, your clients, and you. We’ve created a process checklist just for you. This checklist will walk you through the wordpress upgrade process. Feel free to use this as a guide to ensure that your upgrades are done safely and properly. If any issues arise or if at anytime you feel in over your head, inConcert Web Solutions is here to help. Simply click our contact us button below.

Get a WordPress Checklist!

The post Why do I have to update the WordPress Software and Plugins? appeared first on Web Design, Development, Maintenance and Hosting in Massachusetts – inConcert Web Solutions.

Want To Get More Responses From Potential Clients? Do This . . .

April 19th, 2017 by Paul Castain No comments »

Chip Heath, co author of Made To Stick once said; The most basic way to get someone’s attention is this; Break someone’s pattern! That statement has prospecting written all over it! Too many times, we find ourselves knee deep in a pattern of; We call, they blow off the call and let it go 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).

It’s All About Getting A Buyer’s Attention

April 18th, 2017 by Paul Castain No comments »

If you find yourself in way too many situations where;; Nobody is picking up their phone Nobody is calling you back Nobody is responding to your emails Then its probably time to do something different! This Thursday, we’re going to completely ROCK that concept during our 25 Ways To Stand Out With Snail Mail webinar. […]


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).