Archive for January, 2012

Achieve Your Goals in 2012

January 31st, 2012

Wow!  2011 was pretty rough for many people.  Hopefully, you’ve turned the page and are ready to make 2012 your best year so far!  Despite the continued challenges out there, business IS being done and money IS being made, but only for those who are “playing to win” instead of “playing not to lose“.  You can win in 2012…here’s how:

#1 – People have a poor attitude about current conditions.  Remember the saying, “If you think you’re going to win, you’re right.  If you think you’re going to lose, you are also right!”  I agree, business has not been easy.  However, we need to stay committed to our beliefs that we can win, we have a valuable product or service with a beneficial value proposition to our clients, and that we will win…no matter what.  Question 1:  Do you &/or your team have the proper attitude and belief system to succeed?

#2 – People lack a game-plan.  It’s amazing to me that most people do not have written down goals for 2012.  Goals provide a crystal clear image of what you desire.  Goals should then be broken down into action steps.  Every action step should have a deadline date for completion and be scheduled into your calendar as a non-negotiable commitment.  This game-plan should also include a tracking system to monitor progress toward goals and allow you to adjust your actions or plan based on actual results. Remember, goals without a plan are just dreams.  And a plan without action is a lie!
Question 2:  Do you have your goals identified and game-plan ready to implement in 2011?

#3 – This one sounds self-serving, and to some degree it is.  On the east coast, less than 20% of all executives have a coach.  If you don’t use me as your coach, that’s fine.  But get a coach!  I’m a coach myself, and have a coach to hold ME accountable, to kick my butt when action steps aren’t completed on time, to share challenges and opportunities with a neutral, third party advisor who isn’t a part of my company or family.  The analogy I use is a Personal Trainer at the gym.  I know how to use the equipment and usually have a pretty good workout by myself.  However, when I use a Personal Trainer…doing the same exercises with the same equipment for the same period of time…I CAN’T WALK THE NEXT DAY!  A good coach or trainer will simply get you to focus on and execute the key things that continuously drive your goals and bottom line profits for your organization.
Question 3:  Do you agree that a coach can keep you focused and motivated to reach higher and higher levels of success?

So, there you have it.  Get goals.  Establish a game plan.  Invest in a coach.  Notice I said “invest”. GROWTHco programs are not traditional knowledge-based training.  You will pursue and achieve goals during the program that far outweigh the cost to participate.

Want to learn more? Join me and Pete Brock (former New England Patriot and new consultant at GROWTHco) at one of our free introductory workshops we’re conducting locally and we will put you through interactive exercises to get you started.  Watch video. Call me at 978-827-3133 for more information or send me a message.

Prior to joining us, Pete Brock was a GROWTHco client working as a loan originator at Poli Mortgage Company.  Despite the poor economy, he tripled his sales within two months of starting our program.  Those results came directly from Pete’s willingness to invest in himself and his commitment to execute a winning game-plan that we created together.

Thanks for reading!

How A “Thank You” Saved My Rear End!

January 30th, 2012

If you’ve been reading this blog for any length of time, you should know by now that I’m a big advocate of the handwritten thank you note!
By now you’re probably sick of hearing me say things like . . .
“They help you stand out”
“They help get you back on your prospect’s ‘mental radar’”
And now we […]


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 A “Thank You” Saved My Rear End!

January 30th, 2012

If you’ve been reading this blog for any length of time, you should know by now that I’m a big advocate of the handwritten thank you note!
By now you’re probably sick of hearing me say things like . . .
“They help you stand out”
“They help get you back on your prospect’s ‘mental radar’”
And now we […]


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).

Some Things That Might Not Make Your Schedule

January 29th, 2012

I’m going to go out on a limb and assume that if you set an appointment with a prospective client for 10:15 on Wednesday, you’d put that in your schedule. Right?
How about if the boss tells you they need to speak with you on Friday at 2:00?
And just to beat up the point, how about […]


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).

Some Things That Might Not Make Your Schedule

January 29th, 2012

I’m going to go out on a limb and assume that if you set an appointment with a prospective client for 10:15 on Wednesday, you’d put that in your schedule. Right?
How about if the boss tells you they need to speak with you on Friday at 2:00?
And just to beat up the point, how about […]


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).

{Press} Marisa & Bryan Published in Adore by Chloe!

January 29th, 2012

Check out the article!

marisa

Confessions Of An “Orphaned” Client!

January 27th, 2012

I was opening the mail the other day when a message struck me as odd.
It said something along the lines of . . .
Mr. Castain,
We value your business and wanted you to know that we have moved to blah blah blah.
I have no clue what it said after the “We have moved part” because 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).

When A Potential Client Requests Pricing Via Email

January 24th, 2012

So there you are minding your own business when an email lands squarely in your inbox!
It’s a potential client who would like a quote on your services.
Pop Quiz: If its simple enough, do you send them a quote or even a ball park number or do you at least attempt to bring this discussion 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).

Should We Give Full Disclosure When Quoting?

January 23rd, 2012

I’m not ashamed to admit that I run my startup lean! So if it means I take a shuttle instead of a car service . . . so be it!
Recently, I decided to treat myself and book a car service. It was at the end of a really long day of airports and I could […]


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).

{Photographer Favorites} Lens Flare

January 20th, 2012
I usually incorporate more subtle backlighting and lens flare, but occasionally extreme lens flare looks cool. I love using it in my “Tarantino” shots or when something dramatic happens like Kim’s veil floating around her because of mystery rooftop wind current.

lensflare

What Do You Reach To When The Road Gets Tough?

January 19th, 2012

I remember watching the “Wanted Dead Or Alive” video back in the day and shaking my head.
Here’s this great song and the whole time they’re portraying the band as worn out from the road but still embracing the “the show must go on attitude”
I remember thinking “poor f’n rock stars making all that money 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).

{Press} Sean & Dawn’s Wedding Published Again!!

January 13th, 2012

This time on Weddingstar.com! Check out the FULL ARTICLE! It’s a pretty, playful spread with a lot of photos by yours truly :)!

Thanks TwoBrightLights.com for making it so easy to get published!

blog2

{Portrait} Brandon Wright, Saxophonist

January 13th, 2012

Brandon is a friend of mine who I’ve photographed several times since 2009 and this is the best shoot yet (maybe because of the Matrix overtones, maybe not).

These are for Brandon Wright‘s upcoming album set for release in April (sure to be awesome) by Posi-Tone Records. His debut album as a leader, Boiling Point, was critically acclaimed by All About Jazz.
“Brandon Wright is a young White cat who sounds like an old Black man.”

-Fred Wesley

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{Photographer Favorites} Bright, Colorful Engagement Photos!

January 12th, 2012

Blog

Being True To “You”

January 12th, 2012

I was channel surfing the other day and just happened to catch Emma Stone’s acceptance speech at the People’s Choice Awards.
She said something along the lines that its important that we are true to ourselves and that she would not be there accepting that award if she hadn’t made that decision 8 years earlier.
I had […]


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).