Archive for May, 2011

The 6 Lessons I Learned From Gary Vaynerchuk

May 31st, 2011

A little over a year ago, I was listening to the free CD that comes with Success Magazine and was completely blown away by someone Darren Hardy was interviewing.
The guys name was Gary Vaynerchuk (still is I believe) and that interview was the beginning of 6 lessons that fast forwarded my progress!
1)    Don’t You Dare […]
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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).

Your Summer Bucket List!

May 30th, 2011

 
I was sitting with my sons the other night when my son Paul shared something rather cool with us.
He put together a list of things he wanted to do before the end of the summer and decided to call it his “Summer Bucket List”
It sort of brought me back to when I was his age […]
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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).

BBQ’s, Beers & Remembrance

May 27th, 2011

Every now and again, life has a way of delivering powerful messages via left hook.  At least that’s how it played out for me one day in a Memphis airport.
My flight had been delayed so I moved to Plan B . . . my I-Pod so I could tune out all the pissed off travelers. […]
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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).

Are Your Policies Customer Friendly?

May 26th, 2011

I needed to slow down the other day and was able to slip away from the world headquarters of Castain Training Systems to have lunch with my wife.
We decided on a Greek place a bit out of the way, but a great place nonetheless.
As usual, the food and the service were fantastic, I thought it […]
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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).

Your “FOMO” and You!

May 24th, 2011

According to the Urban Dictionary, “FOMO” is the Fear Of Missing Out as in a party, event, etc.
Sounds innocent enough and maybe even something that you can easily dismiss as something that has little to do with your world.
Think again dude . . . its actually a rather serious obsession that is infecting the very […]
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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).

It Takes Less Than 10,000 Hours To Be Perceived An Expert

May 24th, 2011

According to Malcolm Gladwell, in his book Outliers (affiliate link) it takes approximately 10,000 hours of practicing a particular skill set for us to achieve expert status.
I believe it takes far less time to perceived an expert.
I remember when I first started on my Castain 2.0 journey, there was this dude all over social media […]
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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).

Slowing Down Is Good Checking Out Isn’t

May 23rd, 2011

It’s the official start of summer here in the states and I’m always ready for that.
I love this time of year!
It’s also a very dangerous time of year for your success because you might lie to yourself.
Lies like . . .
“I won’t reach prospects because they’re off on vacation”
“Everybody mentally shuts down until Labor Day”
“I […]
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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).

Do You Ever “Humble Brag”?

May 22nd, 2011

There was a really cool article in the Wall Street Journal on a new twist to an old faux pas . . . The “Humble Brag”!
The “Humble Brag” is a brag that is disguised as an ordinary statement to help posture the person making the statement.
Harris Wittels (a stand up comedian and one of the […]
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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).

From The Heart At The Kitchen Table

May 18th, 2011

Too many times we take great pains to make sure our social mask is perfectly in place.
Perhaps we find ourselves not just thinking about our words . . . we get caught up in over thinking them!
And in our quest to be perfect and polished, we cast aside our true self.
Kind of big price 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 Sales Playbook Facebook Contest Starts Today!

May 18th, 2011

We’re going to be announcing a rather cool contest (where I believe everyone will win) later today on our Facebook Fan Page.
Please stop by for details around 3:00 EST today.
Meanwhile, get your tail over there and “like” us so you don’t miss the details!
Here’s the link . . . http://www.facebook.com/PaulCastainsSalesPlaybook
Good luck to everyone!
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 Customer Testimonials on your Website

May 17th, 2011
Testimonials

Use your website to showcase great customer testimonials

Word-of-mouth marketing is the number 1 response that I hear when I ask people how they market their business.  Everyone lives by the customer referral; we all do.  The reality is that you can use your website to showcase great customer testimonials when appropriate.  If everyone feels that testimonials are a helpful way to increase word-of-mouth referrals, then it stands to reason that those same people will value testimonials that they read and will put more weight in them when choosing their vendor.

Your website can be an effective marketing tool and can showcase great testimonials from your clients and partners.  Here are a few ideas on how to get some great testimonials from your contacts:

  • Use LinkedIn!  LinkedIn has a recommendation feature that allows you to ask your connections for a recommendation – which is basically a testimonial.
  • Using LinkedIn recommendations shows that the testimonials are true and real, in fact, any user can look your profile up on LinkedIn and see your recommendations.
  • Get recommendations from partners as well as clients. This shows a broad range of successful connections and shows that partners are also willing to refer you to their clients.
  • Create a testimonials page on your website.
  • Use testimonials in your sidebar (if applicable). Use excerpts of the testimonials then link over to the full page with something like “View More Testimonials”.
  • Here are a few other ways to get testimonials:
    • Ask your customers to review your product
    • Ask for feedback after a service is provided
    • Ask for feedback in your monthly newsletter
    • When you receive a compliment, ask the customer to back it up in writing for you, most will gladly do so
    • Video Testimonials are all the rage now.  They allow the user to connect with the person recommending you in a more personal way.  Apple’s iPod Touch has  a video app as part of the camera and can be immediately uploaded to YouTube.  The Flip Video camera is also a good tool and can produce a web-ready video rather quickly.

In summary, customer testimonials are great.  If you want to continue growing your word of mouth marketing, and spreading the good word of your company through the mouths of your partners and customers, then continue to add customer testimonials to your website and use them in all your marketing materials.  It can be very effective!

Value . . . Overestimated & Underestimated!

May 16th, 2011

Whether we like to admit this or not, sometimes we overestimate the value we bring to our clients!
Perhaps its because we’ve been told to “say this word for word” and then reminded again in our team meetings, emails and annual convention to the point of it almost becoming a mantra. Meanwhile . . .
It only […]
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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).

How To Free Up An Extra Week Each Month

May 15th, 2011

I know what you’re thinking, so let’s just get it out of the way immediately so we can get down to business.
What’s up with that title?
The nerve of this Castain dude to suggest that we might be able to free up a week each month . . . Is he talking an actual week as […]
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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 A Calmer Presentation

May 14th, 2011

Today I have 5 tips for overcoming any nervousness you might have with regard to getting up in front of any sized crowd, leading an internal or external meeting or even if you experienced nervousness while “hitting the phones”!
I have some great content lined up for you if you will scroll down 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).

Profile Of A Rock Star Sales Rep

May 12th, 2011

Fant Smith is one of the reps I studied when I created a sales training program in my former role.
Fant was a consistent 5 million dollar a year rep and I wanted to know what he did to flip the switch from average to rock star.  This way we could either find more reps with […]
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).