Archive for August, 2011

There’s No Such Thing As A Little Pregnant!

August 31st, 2011

There was a time when I enjoyed a good fight.
The bigger the idiot, the more personal satisfaction I took away from the verbal altercation.
A few years ago I made a conscious decision (my unconscious ones usually suck) to take a more peaceful path.
There is, however, a rather short list of things I’m willing to verbally […]


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).

Proof . . . The Ultimate Anti Skeptic Device!

August 29th, 2011

There was an interview in The Wall Street Journal  with Tim O’Shaughnessy (CEO of Living Social) where he faced a few pretty tough questions.
Sound familiar?
One question in particular made me reach for my journal because I thought he handled the question brilliantly!
Check it out (please note that I’ve included Tim’s answer that prompted the difficult […]


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 Tip With A Residual Benefit!

August 26th, 2011

Take a few minute today and reflect back on your week.
Commit to writing all the thank you cards that you didn’t get to.
Not only will you display superior jedi skills to the recipient . . .
You will have taken an informal inventory of some things to be grateful for.
Way to end your week wealthy dude!
Cheers!
Hire […]


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).

Perhaps Its Time For A New Playbook!

August 23rd, 2011

There is a bit of a debate going around the sales circles these days and it centers around sales and if the act of selling has changed.
To that, I say “yes and no!”
Let’s get the “No” out of the way first.
Selling hasn’t changed as far as the act of fulfilling a need, but the landscape […]


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 Brand And The “Stages” You Build

August 22nd, 2011

One of the things that I’ve done (quite intentionally) is build stages where I can demonstrate the Castain brand.
My strategy was to begin with my blog and have all my other efforts point to it in a way that wasn’t over the top “look at my blog”.
With my blog at the center, I started my […]


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).

“I Don’t Have The Time”

August 21st, 2011

“I don’t have the time to prospect because I need to service my accounts”
“I don’t have the time to coach members of my team, I’m way too busy”
“My team can’t take time out of the field to train”
“I don’t have time to read sales books”
“I don’t have time to do things for myself”
Sometimes (emphasis on […]


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 “101″ Reality Check!

August 19th, 2011

We’ve all heard the phrase “That’s Sales 101” or “That’s Networking 101” in fact, I think its safe to say that we’ve heard mucho varieties of that phrase. No?
So riddle me this Jedi, have  you ever dismissed something as “101” but meanwhile, you aren’t doing it?”
Don’t worry, your secret is safe with me and 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).

The “Masses, Classes & Asses” Hiring System!

August 18th, 2011

I once met a rather hard core sales dude who was mentored by another hard core sales dude. One day he shared with me a philosophy he felt to be appropriate with regard to hiring sales reps.
“Paulie (my maiden name) you bring them in by the masses, put them through classes and if that doesn’t […]


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 A Better “But”

August 17th, 2011

So, if you’ve been living on planet earth for the bulk of your life, you’ve probably heard the one about . . .
“Don’t say ‘but’ because it negates everything that you said before it”
Example: “Ozzy I think you had some righteous tunes over the last few decades, but . . “
In other words “Ozzy, 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).

2 Things We Shouldn’t Blog About

August 16th, 2011

A Blog Post Critiquing Your Community On How They Are Commenting.
No, I didn’t make that one up and I’ve witnessed this one at least a half a dozen times over the last year. Don’t get me wrong, the author feels they are helping their community get better at praising them or something but it still […]


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 Right Way To Motivate A Sales Rep!

August 15th, 2011

You don’t guess what motivates them nor do you assume that you know it definitively!
You ask them!
Then you listen to them.
Then you do everything in your power to remove any speed bumps including . . .
Those that are unintentionally self inflicted!
I’ve often said that “Everyone has a story and wants to be heard” but . […]


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).

Domain Kiting – aka Domain Stealing

August 15th, 2011

 

What is it?

Domain kiting is a phenomenon that occurs when an internet company finds out that a domain is searched for and buys it, holding it hostage for additional funds. They truly have no use of the domain but to resell it to someone that wants it. 

 

How does this happen?

Only certain companies have access to the direct purchase of domains. Everyone else has to use them. They are called ICANN Registrars.

When you search for a new domain for yourself, if you use a well know Registrar like Godaddy, they record the entry. Then an ICANN Registrar can purchase that domain if you don’t buy it at that time. If you search for this domain again within 48 hours they will most likely buy the rights to it. You may never get the chance to buy the domain you want.

 

How is inConcert Web Solutions different?

We don’t use these sources to check on the availability of domains. We use our own sources. That way, no records can be kept of what domains we are interested in purchasing, and no one can snap it up before we get the chance.

 

Don’t let your friends lose money!

If you know someone who wants to lookup a domain, don’t let them fall prey to this domain kiting scheme. It could truly cost them thousands of dollars versus our $15 annual fee. Have them call us at the office, and we would be happy to perform the proper search and assist them with their domain purchase.

Gravitating Towards or Retreating From Experts?

August 14th, 2011

I need to step out of my wise “all knowing”  balding jedi persona for a bit today because I seriously need your input on something.
Today, there are no shortage of online “experts” and I bet you’ve come across a few in your journey.
Without naming names please answer these two questions in the comments section
1)    What […]


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).

Handling The Price Objection!

August 13th, 2011

So there you are minding your own business and somebody has to up and throw a price objection at you!
Today . . . we’re gonna go there!
I have 7 tips for you including a strong warning to avoid some of the tired rebuttals that should have been put out to pasture 30 years ago!
I have […]


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).

R.E.S.P.E.C.T.!

August 13th, 2011

Pop quiz time . . . . Do you actually schedule the things that matter most to you?
Some do, some don’t . . . to each their own but . . .
Kind of hard to keep an appointment you don’t even have huh?
There’s even an evil step brother to the “I don’t schedule important things […]


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).