Archive for June, 2012

The Quality That Sustains Sales Rock Stars

June 30th, 2012

By far one of the coolest things about my job is that I get to conduct best practices studies for organizations.
The purpose of these studies is to flag the qualities of their sales rock stars and then create a series of repeatable steps to roll out for the rest of the sales force.
There is one […]


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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).

Party or Ponder?

June 30th, 2012

I once heard Tony Robbins say that when things are going well for us we tend to party while pondering when things aren’t going well.
Both are really important but at the same time lacking!
Let’s break it down.
You absolutely  should “party” when things are going well for you but if you  wait until life is good […]


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 “4th Of July” Trap

June 29th, 2012

Right about now I start to worry about lots and lots of sales people here in the US.
It’s the Friday before the 4th of July festivities and so begins the “mental check out”!
Today will be a useless day for lots of people.
They will think no one is around to buy or that their prospects 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).

I Really Hate This Approach!

June 28th, 2012

I was speaking with one of my coaching clients the other day and she told me about a project where she is competing against a few other companies.
When one of the other companies was told that they were out of the running, they responded by slashing their price by over 50%.
This is just wrong 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).

Tuesday Tip #2: How can I improve my Search Engine Rankings?

June 27th, 2012

Matt’s back again today with another Tuesday Tip! This time he’s here to talk about one of the ways Google measures websites and how you can take advantage of that information. The more you understand about how search engine optimization and websites work, the more valuable your website can become to your company and day to day business.

Here at inConcert Web Solutions, we love to help our clients and friends learn about all the ways they can make their website as effective as possible. If you have a website but you’re not quite sure how to wield it, tune in to our video tips to learn more great methods for website success. New tips are posted every two weeks!

Can You Handle This Summertime “Stall”?

June 27th, 2012

With summertime upon us here in the states, we need to be prepared for a seasonal “stall” that can and will be used against us . . .
It’s the old “Call me back after Labor Day” stall.
Here’s where I need your help.
Please comment on how you would handle this stall and I will compile all […]


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).

Changing Up Your After Hours Routine

June 27th, 2012

All of us are creatures of habit . . .
And as such can easily get stuck in a routine that really doesn’t serve us.
When was the last time you challenged and considered changing up your after hours routine?
Does dinner with the family really need to be in the dining room or could it be 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 Customer Service Experience Reminder!

June 26th, 2012

I was having some challenges with my new autoresponder and needed to put in a call to tech support.
Joe was incredibly helpful and walked me through what was going on and did so in a way that wasn’t filled with all kinds of jargon and technical stuff.
I felt great about the experience, wished Joe a […]


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).

Did You Leave This At Work Today?

June 26th, 2012

Business moves so fast these days and as a result . . . we have have to move rather quickly too.
So quickly that we often forget to take something with us when we head home at the end of the day.
Reflect on the day you just had at work.
Some things went well.
Other 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).

A Pop Quiz That Can Save Your Life

June 25th, 2012

1)   Do I feel and have a sense of joy and purpose in my life?
2)   If yes, then why?
3)   If no, then why?
4)   If no . . . What’s holding me back or keeping me from experiencing  joy and purpose?
I better leave you alone with your thoughts now . . . you two might need […]


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 Problem With “Whatever It Takes”

June 22nd, 2012

The problem with “Whatever It Takes” is that it can easily take too much of the REAL things that matters most to you . . . away from you.
I’m all about focusing on the prize.
Giving it my all but . . .
Someday I’ll cross a finish line with my career and even if . . […]


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 Complexities Of “Free”

June 20th, 2012

As many of you know, I’m a big advocate of giving, upfront, unconditionally and without a scorecard but its important that you know that it can get complicated at times.
Here are 3 things for you to ponder when it comes to “free”
1) Sometimes (and please note that I said “sometimes”) you need something between free […]


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 Quick Thought About Your Customers

June 20th, 2012

Silly question coming at cha in 3,2,1 . . .
Do you love your customers?
Game changing follow up question . . .
Do they know it?
This moment of clarity has been brought to you by your Uncle Paul
Cheers!


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 Do Your Prospects See Of You?

June 19th, 2012

Pop Quiz . . .
A prospect wants to check you out, anonymously, from afar. They enter your name in Google. What will they see or will they even see anything?
They go to Linkedin to check out your background . . .Will they see a profile that’s completed with an actual photo of you etc […]


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).

This Summer . . . Come To Camp!

June 18th, 2012

On July 18th 2012 we’ll be launching a brand spanking new training program and the best part is it will take place right on your computer screen!
That means . . .
No shelling out a bunch of cash for flights and hotels.
No rushing around busy airports.
No time away from family and friends in fact . . […]


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).