Archive for September, 2011

Is It The “Week End” Or Merely A Continuation?

September 29th, 2011

I love technology in fact this blog comes to you because of technology.
You know and interact with The Sales Playbook brand because of technology and . .
Hopefully you are getting to know me because of technology.
But there are times when it gets in the way.
It keeps us 24/7 . . .
when 24/5 might suffice! […]


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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).

So Much for the Field of Dreams – Red Sox Implosion and Your Website

September 29th, 2011
Field of Dreams?

If you build it, they will not come! Remember that!

Look…you cannot count on your hands and feet (because you don’t have enough) how many times I tell people that you cannot just put up a website and expect traffic to show up.  So what does that have to do with the Boston Red Sox and their EPIC Implosion during the 2011 Baseball Season?  A ton!  First, the Red Sox have the third highest payroll in the major leagues in 2011, behind only the New York Yankees and the Philadelphia Phillies.  The Red Sox spent 160 Million Dollars this year on their payroll!  I think if you ask them, even their front office of Larry, John, and Theo, they would tell you that no matter how much you pay someone, that person still needs to perform.  I couldn’t agree more.  Even Theo tells everyone here that they did this to themselves.

So, let’s talk about relevance to your website.  Here is a scenario I see way too often:

A business buys a website – they design it themselves or they have a company do it – and they put it live on the web.  After a month, they begin wondering why they are not getting business.  So they call a website company like ours and in the initial brief 2-3 minute discussion, they tell me that they are not adding content, making changes or updates.

They are not doing any maintenance at all to their website!  So why did they expect to get results?  Because they don’t think that they need to do any work to “win” the search results game!  Ask the Red Sox how that worked for them in September!!!  It doesn’t.  Let’s face it…if you pitch for the Red Sox and you throw strike after strike over the plate all day long at 75 MPH…you won’t be pitching there for long!  Why?  Because you won’t win!

Reality is simple, but it is often hard to digest!  If you don’t produce results, you’re out of a job.  You need to be the Terry Francona and make changes.  Preferably you make better ones than he did in 2011, but remember that if you do nothing, you fail!

On another note, never assume that you have your rankings all set!  Don’t let anyone else think that you have things all wrapped up!  Boston Globe Columnist Dan Shaughnessy did this to the Red Sox during a rain delay of their final 2011 Season Game when they were winning and the Tampa Bay Rays were losing, he now he is eating crow.  Here is what Dan said:

We have all heard it before, it’s not over till it’s over.  Look, you might be doing very well in your search engine rankings, but you need to keep the pressure on or someone is going to come from the second page of Google and overtake you in a heartbeat and you will be crying foul!

Website maintenance is the key to getting, receiving, and constantly obtaining high rankings on Google!  If you don’t do it, no one else will – you will not make the top 10 and you’ll be out of the playoffs!  Your website is not, nor will it ever be, Kevin Costner’s Field of Dreams.  If you build it, they will not come!  Remember that!

The Law Of “The Good Thing”

September 29th, 2011

There’s an old sales axiom that states “The best time to make a sale is right after you made a sale”
Why?
Because you’re feeling like you could rip freakin bumpers off of cars and
You aren’t walking after you make a sale . . . You’re flying!
And that’s when your body armor is its strongest 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).

You Pay “The Price” Either Way!

September 28th, 2011

One of the highest compliments I get on this website comes in the form of one of my readers recommending my training services to their boss.
In an ideal world, I’d get a thumbs up every time but you and I know life doesn’t work that way.
One of the most troubling rejections I get from time […]


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 Remedies For A Bad Day

September 28th, 2011

1)   Give The Matter The Attention It Deserves. Whenever nonsense shows its face in my life I won’t spend time thinking about it or dwelling on it . . . I simply move on. Granted there are some things that you can’t dismiss and that’s where items 2-10 will come in handy!
2)   Try To Find […]


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 Anonymous Prospect

September 28th, 2011

A few weeks back, I did a podcast detailing the changes in the sales landscape.
One of the things that I mentioned is how prospects now like to begin (or continue) part of their information gathering anonymously meaning . . .
First the obvious (Duh Paul) part:
They will visit our websites
Check product/service review sites such as Yelp, […]


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 Takes Seconds But People Miss It

September 28th, 2011

Things are going way too fast these days and as a result, we miss little things and that’s really quite unacceptable.
Some examples . . .
We send an email to someone and in our attempt to keep it brief, we fail to use the recipient’s name . . . They have a name . . . […]


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).

NFL Comebacks and Google Rankings

September 26th, 2011
NFL Comebacks and Google Rankings

What can we learn from yesterday's NFL Comebacks?

What can we learn from yesterday’s NFL comebacks, specifically the New England Patriots implosion to the Buffalo Bills (34-31), as it pertains to your website ranking on Google?  One Thing!  It can happen if you are persistent and consistent.  Google Rankings are much like a football game; you make mistakes which may result in you losing your number 1 position on Google for a specific search term.  That is okay – so long as you don’t panic.  The end game is what matters and much like football, if you can execute you can put a win in the win column.

How so you say…

Well, let’s presume that you have the number 1 spot on Google and tomorrow you wake up but now your number 2 – or worse, your number 10.  Immediately you need to pull out your trusty yellow pad of paper that you bought from Staples and start a list.  The first thing at the top of the list needs to be the keyword, exactly as you entered it.

Now create a section on the left for the results of who is listed and write down all the domains and pages (listed in green text just below the result on the page).  On the right, you are going to create a list called “Key Terms”.  This will be a list that everyone is attempting to target.  Ideally you would see these terms in the keyword that you put on the top of the page.  You can find the key terms on each person’s site by looking at the code to find it.  (Trick: In many browsers, simply hit CTRL+U and that will open the code. For Internet Explorer, click View then Source)

Now that you have your list, do something with it!…It’s like you have a shotgun formation with 5 wide receivers…you need a game plan and you need to execute.  Here is a short game plan to help you get back to the top:

  • Make a list
  • Check it twice (just kidding, you can skip this step, since it’s not Christmas yet)
  • Make some minor changes to the page that you want to rank
  • Devise a plan for a new but similar page that will target a very similar but not exactly the same key term
  • Track both pages

There is no guarantee that you can come from behind to win the game of getting the top ranking on Google back, but it has happened for us and for some of our clients.  Nothing is guaranteed in the world of search engines, just like the NFL, which is why they play every game.

If you want help for adding, adjusting or maintaining your website, feel free to contact us, we would be happy to help you.

Ask And You Shall Receive . . . Well Sort Of!

September 25th, 2011

Riddle me this . . .
Whether you want to attack this concept through a spiritual or totally agnostic lens . . .
Do you buy into the concept that if you ask . . . you shall receive?
Personally, I think many people set themselves up for failure by failing to embrace the concept properly.
First . . […]


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).

Looking At Your Week Suspiciously!

September 24th, 2011

Its funny how we humans are creatures of habit.
On Monday we go to work as we have always done.
We’ll go to meetings and meet with clients as we have always done.
And so on
And so on
And so on
Before you jump back onto that treadmill, you had better look at your week and get really freakin suspicious […]


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 Prospects Are “Not Interested”

September 23rd, 2011

So there you are knee deep in your prospecting activities and then it happens . . .
You get the finality of a “Not Interested!”
How the heck do you respond to that?
First, let me point out some rebuttals you may have heard along with my thoughts.
“What aren’t you interested in . . . I haven’t told […]


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).

Gratitude . . . 2 Feet At A Time!

September 21st, 2011


For the longest time I’ve heard motivational speakers talk about the benefits of beginning each day with gratitude.
In fact, I’ve heard it so many times that I usually forget to do it each day.
That changed for me a few weeks ago when I came across a cool way to remember to do this.
Each morning when […]


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).

Are You A Clinger?

September 20th, 2011

A clinger is someone who clings to people they network with.
Not in a freaky “you better back off before I get an order of protection” kind of way . . .
They cling to the same people at networking events
They cling to the same people on Twitter and Linkedin
They cling to the same people at company […]


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 Things Blend In . . . GOYA Helps!

September 18th, 2011

I was thinking about how things have a way of blending in with the landscape.
I decided to take some things and reexamine them from a sales perspective.
I took some key industrial parks by me and did the unthinkable . . . I got in my car and drove to them.
Why?
So I could eyeball the businesses […]


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).

inConcert’s Owner/CEO, Matt Ward, Named One of Worcester Business Journal’s 40 Under 40

September 16th, 2011
Matt Ward - inConcert Web Solutions

inConcert Owner/CEO – Matt Ward

Every year, the Worcester Business Journal (WBJ) identifies 40 individuals under the age of 40 in recognition of their outstanding leadership and dedication, not only in their careers, but also within the community. WBJ has been honoring young professionals in this manner since the year 2000 and every year since they’ve found amazing groups of inspirational individuals. inConcert is proud to say that one of this year’s 40 Under 40 honorees was our very own, Matt Ward!

Matt was recognized as being a successful small business owner who’s continually showing community involvement. He donates his time and skill set to Habitat For Humanity of North Central Massachusetts by assisting with the agency’s websites as well as participating on its development committee. He’s an ambassador for the Wachusett Chamber of Commerce and he contributes to the Gardner VNA as a member of its fund development committee. On top of all that, he coaches for the Twin City Blue Raiders semi-pro football team of the Eastern Football League.

The majority of the inConcert staff was able to join Matt and his fellow 40 Under 40 award recipients at Mechanics Hall in Worcester last night for an enjoyable evening of recognition and networking. The event was hosted by Worcester Business Journal’s CEO/Publisher, Peter Stanton, who, along with Senior Staff Writer, Brandon Butler, gave enthusiastic (and entertaining) introductions to the 40 honorees. The ceremony was followed by delicious hors d’oeuvres and time to meet and greet the honorees, their coworkers, friends and family.

Congratulations Matt, we are very proud of you!
(Click here to view Matt’s 40 Under 40 bio on the Worcester Business Journal’s website)