Archive for February, 2012

My Business Card Strategy

February 29th, 2012

I remember Tom Hopkins saying that “when you hit pay dirt . . . you keep digging!”
A few months ago, I stumbled on an idea that turned out to be quite lucrative for my business.
I wanted something that could give prospects and clients a quick “at a glance” overview of all the services I offer.
Why?
Because […]


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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 Steps To Turn Darkness Into Light

February 29th, 2012

Sometimes I don’t know if I should laugh, scream, cry, or flip out about the ups and the downs, the good and the bad of life. Sometimes it’s all so BIG.

Sound familiar?

This blog was written by Maggie Lyon, a writer on wellness and spirituality, a motivational speaker, and a holistic lifestyle consultant.  I posted it here because most of us struggle with handling the ups and downs of life.  I think her blog nailed it!  Enjoy:

I’m one of the many who have a complicated story. If you were to ask me to write out a list of the wildly bad stuff, it runs pretty intense. Here you go: Scary childhood, anorexia, drug abuse, and disfiguring acne—I’m talking over one hundred pustules on my face—all before I was twenty. Add to this one rocky, suicidal year on drugs for manic depression and anxiety; a near nervous breakdown at twenty-four; devastating dysentery at thirty-one; post-traumatic stress disorder from the dysentery—oh, and chronic anxiety to boot!

Needless to say, I have spent a whole lot of my adult years working through all these events, and stillsometimes work with them. What’s been amazing, and I mean mind-blowing, about everything I’ve been through, is not only has the tough stuff been punctuated by insanely sweet and terrific stuff, but I now have an upbeat, joyful perspective—and a profound willingness to accept my life as miraculous.

Sure, I’ve cycled through all kinds of attitudes about my story, from feeling like a beaten-down victim, to seeing it all as really terrible luck, to thinking I was being punished for being “inherently flawed,” as my abusive mother used to call me.

As I grew, studied, and took interest in understanding my life, I eventually came to see it as the universe giving me what I could handle. I clung to this as the rationale for all my pain, and to puff myself up when I got envious of other women’s seemingly easier lives.

Yet the more I meditated, wrote, and spoke, this idea fell away too. I slowly began to see and relate to my anger, despair, fear, and sadness as a brilliant opportunity to connect with, and applaud the wonder of, this astounding life. I saw these episodes, and the feelings attached to them, as necessary catalysts of the triumphant rally for my own strength, confidence, overflowing love, and for opening me up to the divine. I also became deeply dedicated to the support and encouragement of others going through their stuff.

For those of you feeling burdened, victimized, afflicted, and/or envious of another person’s life because bad stuff is happening in yours, here are the five steps that have been pivotal for me in spinning the traumatic and ugly into emotional-energetic gold:

1. APPRECIATE what is going well in your life. Be grateful for your gifts, whatever they may be, and find stability here. Instead of calling everything awful, pay attention and seek out and honor the fortunate things too, however hidden they are by your personal mess.

2. RELEASE the tough stuff however you can. Cry it out, talk it out, sweat it out, shout it out, either solo or with a willing group or individual, just don’t hurt yourself or anyone else as you let it go. Finding an outlet is vital when it comes to working with pain. You’ll be surprised at how quickly the bawling and hurting become tears of relief, and sometimes even laughter.

3. LEARN by really looking without judgment at how you are in the middle of your struggles. It requires insane amounts of bravery to do this. You literally reclaim your power by committing to face yourself and your life story, and in seeing the truth of what is. Only by ignoring, resisting, or refusing to look, is the possibility of transformation lost.

4. PERCEIVE differently what you see now from how you’ve been programmed to see it up until now. With a fresh and open perspective, bad luck can quite wonderfully turn out to be good luck. Things that you’ve thought of as random acts of cruelty and doom become blessed and crucial events, utterly essential to your growth.

5. CELEBRATE the gut-it-out hard parts as supportive of the whole beautiful, mystifying journey. Your troubles don’t make you worse off. They make you more profoundly you, richer in character, wiser, and that much more interesting. This last step is about saying, “This is it! This is who I am! I am choosing to live in the light. I am choosing to celebrate the darkness as a vehicle into my bright and exciting future.”

When we change our tune and take ownership of our path, we welcome in the fantastic. By working with and toasting what we’ve got (and have been given) we set ourselves up not only to survive—but to THRIVE. The habitual cry about your or my messed up life simply disappears. Instead, we become our own most spirited cheerleaders, and victory fills the air.__________________________________

Thank you for such a great blog, Maggie!  To set your goals and experience your own extreme happiness, contact GROWTHco today.

YouTube as a Business Tool

February 29th, 2012

YouTube is an ideal tool for your business, don’t you agree? Most business professionals don’t agree; however, I am going to show you how it can be a useful tool for your business. First, would you agree that you want you business to show up high in google? I think you would. Did you know that YouTube is owned by Google? Did you know that Google gives weight in the search results to relevant videos? Did you also know that YouTube is the second most popular search engine? YouTube receives more searches than Yahoo or Bing! Google will also integrate relevant videos into their natural search results. All of this makes YouTube a purposeful business tool – and a viable one – resulting in reasonable ROI for your time.

So how do you make YouTube work for your business? Here are a few suggestions:

  • Add one video per month
  • Use a simple tool to record a video and upload it. Two suggestions are Flip Video and iPod Touch – they work great and are fairly simple.
  • Don’t worry about editing all the videos, it’s not always worth the time
  • Establish a YouTube channel and configure it to have your business information on it
  • Embed the videos that you upload into your website or blog
  • Share the blog or website page on Facebook
  • Share the YouTube video on Facebook

So, what do you create videos about? This is always a challenge to think of these things. First, remember that you need to spend time educating and providing valuable information to your viewers and readers, so provide reasonable information that makes sense. Second, think about relevant information that you want to show up for in Google, and write/record videos about topics that will include those keywords and phrases. Here are a few suggestions:

  • Tutorials – what do your customers want to know how to do – use a product? decorate a room? make repairs?
  • Advertisements -make a video ad for each product/service you offer!
  • Events – when you’re hosting an event, break out the Flip Video and simply record how much fun everyone is having. Maybe you had a few speakers, put up excerpts of their speeches. Did you have a famous performer/speaker at your event? Time for a video! …you get the idea.
  • Testimonials/Case Studies – Do you have a client that wouldn’t mind being on camera? Ask them to give a video testimonial!

Those are just a few ideas, but the options are limitless…just remember this: you’re representing your business, we suggest not recording any material that might be deemed inappropriate or controversial. Creating and managing your videos is a very simple process, that takes very little time and effort, and can result in more traffic to your business, and that could mean more revenue to your business!

Please Don’t Be “Good” Today!

February 27th, 2012

Being a “good” sales professional
With a “good” product and . . .
Delivering “good” service
Doesn’t lead to “Wow!”
It doesn’t lead to “Competitor Proofing” and certainly . . .
Doesn’t get you talked about!
Evict “good” . . . it simply isn’t good enough!
Embrace “OUTSTANDING” as in . . .
A unique and welcomed ability to STAND OUT because you
Do […]


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).

20 Reasons Why I Won’t Visit Your Blog Again

February 26th, 2012

1)    The Topics You Write About Are Useless To Me
2)    You Complicate The Material Instead Of Making It Easy For Me To Grasp
3)    You Piss And Moan Too Much
4)    You Continually Ignore Your Comments
5)    Your Posts Are Way Too Lengthy
6)    You Continually Name Drop And Kiss The Asses Of The Cool Kids
7)    You Don’t Shut […]


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 To Get Better On The Phone!

February 25th, 2012

In this week’s podcast I offer several tips to help you get to new levels of awesomeness on the phone.
There’s 4 very quick tips with lots of additional ideas sprinkled in for good measure!
Scroll down and have a listen if you’re ready to rock!
Now if you’re not in the mood to further your growth this […]


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 Minute Audio Tip: The Mindset Makeover!

February 24th, 2012

I had a really great response to the blog post I did earlier today taking you through a personal failure I experienced back in ‘95.
I wanted to expand on the 3 key messages and thought a quick 3 minute audio visit with Uncle Paul might be in order.
Wishing you all continued success!

Podcast Powered By Podbean
Download […]


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 Had Lost My Will To Fight

February 23rd, 2012

If you were sitting with me, as I typed the title for today’s blog post, you would have noticed a very big change in my demeanor.
In fact, I typed those words and then went into a bit of shock . . .
Because I’ve never publicly admitted that I didn’t want to fight to get 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).

How My E-Book Paid Off

February 22nd, 2012

Back in November, I launched Paul Castain’s Social Networking Playbook which is a 90 page social networking E-Book I put up for sale here on my website.
While I sold quite a few . . . the sale of the E-Book wasn’t the pay off! That was never the plan!
The payoff has been that it helped […]


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 Key To Being A Sales Rock Star

February 20th, 2012

The key to our own rock stardom rests our ability to make others look like rock stars.
We do this by . . .
Offering ideas that can help facilitate their individual quest for rock stardom
With their boss
With their customers
With their shareholders
With their internal customers
With the public
With their network
By Introducing them to people who can . […]


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 Funny Things About Prospecting

February 19th, 2012

Make too many calls and you begin to sound mechanical and scripted. It can also burn you the heck out right quick.  Consider blocking calling sessions that never exceed 2 hours. When the session is done, move on to another sales activity. You can always come back to it later.
Put all your eggs into prospecting […]


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 Understand Your Clients Better!

February 18th, 2012

Let’s face it . . . there’s no downside in having a better understanding of our clients particularly the things that we would label “pain points” and the opportunity we we often miss (because we’re focused too much on finding the pain)
In this week’s podcast, I offer 3 very simple things for you to do […]


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 Ways To Grow Your Business

February 16th, 2012

The first way to grow your business is to make sure you have a solid foundation with the business you already have in place.
Make sure that these clients love you!
Not like you.
Not fond of you but an all caps LOVE you!
You will never grow your business if you are losing it out the back door […]


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).

What Are You Talkin ‘Bout?

February 14th, 2012

When I work with sales teams I will often ask the Vice President of Sales what they are talking about in their sales meetings.
Some talk about things that provide no value in exchange for missing time from one’s sales activities. I’m referring to administrative things, ridiculous lectures and in some cases, threats, public ass chewings […]


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 New/Newer Sales Blogs Worthy Of Your Attention

February 13th, 2012

Today, I get to step down from my soapbox and point you towards two sales bloggers who have a tremendous amount of passion for what they do.
Before I do, I want to let you know that I’m sort of breaking a personal rule of mine and I want to come clean about it with you.
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).