A few years back, when I worked for a very large printing company, I met a true sales rock star named Bruce Truitt!
Bruce is one of the company’s top performers that I profiled for a best practices study and quite frankly, he’s a rare breed!
I could go on and on about all the little things […]

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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.

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).

For the last 15+ years, I have always ended meetings with prospects with something I call “Resource Positioning”.
“Resource Positioning”, in it’s simplest form, is an invitation for your prospect to utilize you as a resource.
Pretty basic stuff, right?
Not really . . . most people don’t do it and yet it can
–       Encourage people to call […]

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.

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).

There was an episode of Parks and Recreation where two of the characters had this annual “Treat Yo Self” day.
It was a day that they (get this) treated themselves.
While the way they went about it was a tad silly, I have to admit that I really dig the concept I mean here we are being […]

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.

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 one question might throw you off guard.
There’s nothing sophisticated or glamorous about it and yet . . .
It can impact your business big time.
In order to get the full benefit of this question, it needs to be asked of several people in your organization and guess what?
It all starts with you!
I hope I intrigued […]

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.

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).

Many sales reps make two really bad mistakes once the courtship with a prospect transitions into marriage . . .
They stop researching the company, their contact, key players etc and . . .
they only do a thorough needs analysis once!
There are mucho problems with this.
1)    You can miss important “triggers” that can be leveraged into […]

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.

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).

Another Tuesday, another tip! This week, Matt discusses a little bit about knowing your competition and figuring out what they are trying to rank for. This is an important step in making your website as powerful as possible. Take a minute and watch the video below!

The team here at inConcert Web Solutions are experts when it comes to effective websites. Let us help you fine-tune your online investment. Take a look at our video tips for other easy ways to put your website to work for you. We post a new tip every two weeks!

A few months back, I found this store. I know, weak opening, but stay with me
It took me 3 months to realize that I was an idiot and was taking the “scenic route” to get there.
I had been taking a really stupid route to get there, that basically made no sense when 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.

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 was the last time you took the time to seriously look at each point of customer contact within your organization and just for the heck of it . . .
When was the last time you looked at things as if you were your customer at every phase of the sales cycle?
Sadly, if you’re like […]

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.

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 was the last time you took the time to seriously look at each point of customer contact within your organization and just for the heck of it . . .
When was the last time you looked at things as if you were your customer at every phase of the sales cycle?
Sadly, if you’re like […]

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.

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 is a guest post from Derek Hoffman, President of Bellatoris Consulting
ME
What’s on tap for this weekend?
MY WIFE
David and Victoria invited us over for a cookout.
ME
I thought we’re supposed to get a huge storm on Saturday?
MY WIFE
They invited us over for dinner on Sunday.  It’s supposed to be really nice.
– – –
At an early age, […]

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.

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).

According to the latest report from Radicati Group, there are currently 2.7 billion social networking accounts worldwide and . . .
That number is expected to jump to 4.3 billion worldwide by year end 2016.
Social Networking isn’t some temporary trend folks . . . its here to stay and its growing quite rapidly in the meantime.
Surely […]

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.

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).

For those of you who like to wait until the last minute . . . the last minute has officially arrived to enroll in my summer sales camp program.
Here’s what you can expect . . .
(6) 45-60 minute webinar sessions, once a week for 6 weeks starting this Weds, the 18th.
Here’s the Outline:
Session 1: Meticulous […]

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.

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 probably shouldn’t read today’s blog post because I’m certain it will disappoint you!
If you are like most people, you are looking for some mega piece of awesome social networking advice like . . .
“Do these 3 things and make money instantly”
Or maybe you’re not really fixated on the word “instantly” and you’re looking more […]

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.

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).

For those of you who receive Hank Trisler’s No Bull Shots email, you opened it to find some rather sad news.
Hank Trisler, the author of No Bull Selling passed away earlier today.
The news really bothered me because I knew Hank!
He commented on my blogs (even wrote a guest post) we chatted several times, he contributed […]

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.

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 web browser statistics have been released through June 2012. The stats are published monthly at W3CSchools.com.

Below are the web browser stats for June 2012.

This month, it looks like more and more people are beginning to stop using Internet Explorer. Firefox users are on a steady decline as well as Safari users. Opera usage has not changed much but there has been a significant increase in Chrome users. For the first five months of the year, Chrome usage increased by one percent, but this month there has been a 2.4% jump. Keep up the good work, Chrome!