Archive for August, 2012

How Do You Stay In Front Of Your Prospect?

August 31st, 2012

We all know that our prospects have way too many things on their brain these days but . . .
How do we stay in front of them without becoming the epitome of a bad infomercial?
There’s so many choices between phone calls, snail mail, creative things, social networking etc so . . .
Today, I’d for the […]


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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).

When Bad Cold Calls Happen To Good People

August 30th, 2012

I’m not going to lie, I’ve made some epic calls in my career. When I say “Epic”, I mean so good the stars seemed to align to spell “Uncle Paul” and so bad, that hanging up on myself was the only cure. Epic!
As penance for the sins committed earlier in my sales career I’m even […]


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 Generate At Least 3 New Phone Appointments Each Week!

August 29th, 2012

It’s been a really long time since I gave anything substantial away on this site so I figured “What the heck” why not create a free 17 page report for everyone.
When I say “at least 3 new phone appointments each week” that’s really a minimum.
My average client generates 5-7 appointments using the step by step […]


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 #6: What do keywords have to do with getting found?

August 28th, 2012

Many people may not fully understand how to use keywords efficiently to increase a website’s traffic. Choosing the right keywords to target can be difficult if you aren’t sure how. Fortunately, Matt breaks it down for you in this week’s tip video! Take a look:

What’s Your Story That You’re Sticking To?

August 26th, 2012

Out of hundreds of speeches I’ve given in the last few years, I only had this happen to me once and it didn’t sit well with me.
I came to the portion of a speech where I told people why I get irritated with people who claim to know things and yet they aren’t doing these […]


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).

Moonlighting For Future Success

August 25th, 2012

Whether you know that you will be making a job change or starting your own business or you think you’re in a “Till death do us part” relationship, you need to listen to today’s podcast because . . .
We’re going to talk about . . .
How, When and Why you need to do this.
I see […]


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).

Paying The Price

August 25th, 2012

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 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).

What To Do When Someone Hangs Up On You

August 23rd, 2012

I don’t care how nice you are or how professional you are, sooner or later someone is going to hang up on you when you call to do business with them.
What’s an aspiring sales rock star to do?
First, let’s talk about what you shouldn’t do.
Call back and do the old “I’m sorry but we were […]


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 Your Employees Unsatisfied?

August 23rd, 2012

What are you (as the leader) doing about this?”  ”Right Management ran the online survey between April 16 and May 15, and culled responses from 411 workers in the U.S. and Canada. Only 19% said they were satisfied with their jobs. Another 16% said they were “somewhat satisfied.” But the rest, nearly two-thirds of respondents, said they were not happy at work. Twenty-one percent said they were “somewhat satisfied” and 44% said they were “unsatisfied.”   In their current state of mind, employee productivity is low and you’re company is not performing as well as you can be…even under today’s environment.   If and when it gets better, will your #1 asset running for the exits?  Take control now.  We have programs and tools to optimize your culture…for today and the future.  Contact GROWTHco.

5 Reasons Why You Slip Off The Radar Screen

August 23rd, 2012

Reason #1: Your buyer has way too many things on their brain and you simply aren’t catching their attention.
More specifically . . .
They are exposed to over 3,000 advertising messages per day according to FastCompany Magazine
They send and receive over 100+ emails daily according to Radicati Group
They are interrupted 7 times per hour according 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).

Listening to Complainers Is Bad for Your Brain

August 22nd, 2012

Hi GROWTHco followers!

You’ve heard me say that “you become what you surround yourself by…the people, friends, family, media, books, music, environment, etc…you will become what you surround yourself by — so surround yourself with excellence”.  Well, here’s an article I found to back me up a bit.  What happens when you’re with a complainer and what can you do about it?  Enjoy the read, and thanks for the article, Minda.  Click here to Contact GROWTHco or comment.

Exposure to nonstop negativity actually impairs brain function. Here’s how to defend yourself.

Do you hate it when people complain? It turns out there’s a good reason: Listening to too much complaining is bad for your brain in multiple ways, according to Trevor Blake, a serial entrepreneur and author of Three Simple Steps: A Map to Success in Business and Life. In the book, he describes how neuroscientists have learned to measure brain activity when faced with various stimuli, including a long gripe session.

“The brain works more like a muscle than we thought,” Blake says. “So if you’re pinned in a corner for too long listening to someone being negative, you’re more likely to behave that way as well.”

Even worse, being exposed to too much complaining can actually make you dumb. Research shows that exposure to 30 minutes or more of negativity–including viewing such material on TV–actually peels away neurons in the brain’s hippocampus. “That’s the part of your brain you need for problem solving,” he says. “Basically, it turns your brain to mush.”

But if you’re running a company, don’t you need to hear about anything that may have gone wrong? “There’s a big difference between bringing your attention to something that’s awry and a complaint,” Blake says. “Typically, people who are complaining don’t want a solution; they just want you to join in the indignity of the whole thing. You can almost hear brains clink when six people get together and start saying, ‘Isn’t it terrible?’ This will damage your brain even if you’re just passively listening. And if you try to change their behavior, you’ll become the target of the complaint.”

So, how do you defend yourself and your brain from all the negativity? Blake recommends the following tactics:

1. Get some distance

“My father was a chain smoker,” Blake confides. “I tried to change his habit, but it’s not easy to do that.” Blake knew secondhand smoke could damage his own lungs as well. “My only recourse was to distance myself.”

You should look at complaining the same way, he says. “The approach I’ve always taken with complaining is to think of it as the same as passive smoking.” Your brain will thank you if you get yourself away from the complainer, if you can.

2. Ask the complainer to fix the problem

Sometimes getting distance isn’t an option. If you can’t easily walk away, a second strategy is to ask the complainer to fix the problem.

“Try to get the person who’s complaining to take responsibility for a solution,” Blake says. “I typically respond to a complaint with, ‘What are you going to do about it?’” Many complainers walk away huffily at that point, because he hasn’t given them what they wanted, Blake reports. But some may actually try to solve the problem.

3. Shields up!

When you’re trapped listening to a complaint, you can use mental techniques to block out the griping and save your neurons. Blake favors one used by the late Spanish golfer Seve Ballesteros during a match against Jack Nicklaus–a match the crowd wanted Ballesteros to lose. “He was having difficulty handling the hostility of the crowd,” Blake says. “So he imagined a bell jar that no one could see descending from the sky to protect him.”

Major League Baseball pitchers can sometimes be seen mouthing “Shields on!” as they stride to the mound, he says. He adds that his own imaginary defense is “more like a Harry Potter invisibility cloak.”

A related strategy is to mentally retreat to your imagined favorite spot, someplace you’d go if you could wave a magic wand. “For me, it was a ribbon of beautiful white sugary sand that extended out in a horseshoe shape from a private island,” Blake says. “I would take myself to my private retreat while people were ranting and raving. I could smile at them and nod in all the right places and meanwhile take myself for a walk on my private beach.”

Minda Zetlin is a business technology writer and speaker, co-author of The Geek Gap, and president of the American Society of Journalists and Authors. @MindaZetlin

It’s Time To Come Back To School Folks!

August 21st, 2012

On September 12,  2012 we’ll be launching an 8 session sales training program that takes 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 work, family friends in fact . . .
If the day and time of each […]


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 Lesson In The Absence Of My Podcast

August 18th, 2012

I made an executive decision this week NOT to do my podcast and to create  this week’s blog posts in advance.
I decided to shift my priorities, pack my gear and take my son camping.
Life is short and sometimes you just have to say “What the fudge” (only I didn’t say fudge)
I’ll leave you with 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).

Some Free Posters To Brighten Your Day

August 17th, 2012

I hope these free posters  bring a smile or in some small way, give you a gentle nudge to finish the week strong!
Simply scroll down and right click on each poster, save as and you’re good to go my friend!
Thank you for reading my blog . . . You are appreciated!
Please share this a friend […]


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).

Can Fun Attract Customers?

August 17th, 2012

One of the things I teach in my Sales School program, is the importance of having a diversified “sales mix”
The “sales mix” would be ALL the things you do to bring home the proverbial bacon and more importantly . . . take you away from this God awful clinging to the telephone as your only […]


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).