Archive for July, 2011

A Collection Of “Moments”

July 27th, 2011

There was a scene in Wall Street when Bud Fox finally was granted access to Gordon Gecko after cold calling the dude mucho days in a row.
He’s about to walk through the doors in Gecko’s office and he turns to Gecko’s assistant and says “Life all comes down to a few moments . . . […]


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).

Its Easier To Write A Check Than To Build A Community

July 24th, 2011

There are many reasons why some people still aren’t onboard with Social Media.
For some, they are still waiting . . .
Waiting to see what happens with it and if it is indeed a fad.
Waiting to get some conclusive evidence regarding ROI.
For some its an unnecessary debate of traditional media and/or selling methods vs Social Media […]


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).

3 Lessons From My Business That Failed!

July 19th, 2011

So if you read my post yesterday, it was about the lessons I learned with the start up of my sales training company.
All in all, it was the happy story I like to tell.
Today, I want to tell you the story that isn’t so fun to tell.
In 1995 I lost my business, both my cars […]


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).

3 Lessons From My Business Start Up!

July 18th, 2011

Its been exactly 5 months since I started Castain Training Systems and I’ve already learned numerous lessons.
Here are the 3 that stand out the most!
1)    There is never a good time to start a business so why not now? Seriously? I had every excuse in the world not to start this business now. My wife […]


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).

Victoria’s Change Of Priorities

July 18th, 2011

You know its funny, as a group manager of a Linkedin group, I get numerous emails each day whenever my moderators approve a discussion.
I give each discussion a quick double check and get back to my busy day.
Today was a little different  because the discussion came from someone who just experienced a loss in 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).

10 Questioning Mistakes To Avoid!

July 16th, 2011

This week’s podcast is a “must listen to” episode because I list 10 huge mistakes that are made on sales appointments and . . . All of them have to do with the questions we ask!
I’ll take you from minute one of your next appointment right up to the last question you ask and . […]


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 Must Have Human Relations Skills

July 14th, 2011

I was having lunch with someone the other day and both of us agreed that manners and common courtesy have gone by the wayside.
Call me crazy, but I don’t see that as a bad thing!
Alright, that was pretty freakin crazy and I said it for pure shock value.
What I really should have said was “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).

“White Lines” or Full Speed Ahead?

July 12th, 2011

Imagine, if you will a road trip where you are at the wheel.
Your focus shifts momentarily to the solid white line on the side of the road.
What happens?
Well provided there wasn’t a car for you to rear end in front of you, you most probably drifted to that side of the road.
Why?
Because you were focusing […]
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).

Lunch With Oscare

July 10th, 2011

I have a confession to make . . . for a sales dude, I can be rather introverted. In fact, when I speak at sales conventions I tell people how hard I have to work at being outgoing. People are generally surprised by that statement but people who really know me, know its something 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).

5 Reasons Why You Should Ask For A Tour

July 7th, 2011

Here’s a new play for your playbook . . .
Ask for a tour when you meet with prospects!
Why?
Here are 5 reasons!
1) You Create Additional Energy! Energy is a really good thing in a meeting because it helps create emotion and emotion is pretty freakin cool too because it’s the first step towards getting someone off […]
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).

Showing Up Sporadically Isn’t A Strategy!

July 5th, 2011

Pardon me for being direct, blunt and “going there” sans foreplay but . . .
If you aren’t “showing up” on a regular basis, you run a high risk of failing as a sales professional!
And what, pray tell is “showing up”?
It’s all the activities that comprise your sales mix such as
Calling Prospects
Email & Snail Mail
Traditional & […]
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).

3 Reasons Why You Must Email This Week

July 4th, 2011

July 4th weekend is not only a huge holiday weekend, its also the start of a very popular vacation week here in the states.
It’s also a prime week for you to email your prospects!
Why?
1) There’s Less Noise So There’s A Higher Probability Of Standing Out! Let’s face it, the majority of businesses will slip into […]
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).

3 Ways To Gain Your Independence

July 3rd, 2011

Since July 4th is also known as “Independence Day” here in the US, I thought it might be cool to give you a little nudge.
The kind of nudge designed to move you a few steps closer to declaring your own personal independence!
1) Get back to something that you loved to do but got away from: […]
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).

Premeditating On or Off The Grid?

July 2nd, 2011

I managed to check another item off my Summer Bucket List this week (camping with my son).
It was nice to slow down and enjoy a beautiful landscape and I’m not going to lie, there’s nothing like the smell  bacon and eggs when you’re camping!
The best part was that I was 99% off the grid meaning […]
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).

Browser Stats – June 2011

July 1st, 2011
Browser Statistics

Browser Statistics – June 2011

The web browser statistics have been released through June 2011. The stats are published monthly at W3CSchools.com.

Below are the web browser stats for June 2011.

2011 IE9 IE8 IE7 IE6
January .5% 16.6% 5.7% 3.8%
February 0.6 % 16.7% 5.7% 3.5%
March 1.1 % 16.3% 5.4% 3.0%
April 2.1 % 14.8% 4.9% 2.5%
May 3.1 % 14.1% 5.3% 2.4%
June 3.6 % 12.9% 4.4% 2.3%
2011 Firefox Chrome Safari Opera
January 42.8% 23.8% 3.7% 2.4%
February 42.4% 24.1% 4.1% 2.5%
March 42.2% 25% 4% 2.5%
April 42.9% 25.6% 4.1% 2.6%
May 42.4 % 25.9% 4.0% 2.4%
June 42.2 % 27.9% 4.0% 2.4%

In summary, the later versions of Internet Explorer have significantly dropped in their user percentages while users of IE9 are steadily climbing. Firefox can’t seem to get out of the 42% range, yet it is slowly but surely declining is users. Chrome users are definitely on the rise as the percentage jumped 2 digits since May. Safari and Opera are still holding steady at the lower end of the single digit percentage range.