Archive for August, 2013

One Reason To Slow Down This Weekend

August 31st, 2013

So I bet you read the title and figured I’d write something about hanging out with your family or perhaps “taking a chill” and relaxing?
Not today!
Instead, I’ll offer you a strong reason to slow down and a productive method to help you get there.
One of the best reasons I would offer is that when you […]


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 Responses On Holiday Weekends

August 30th, 2013

Here it is . . . painfully simple thing coming at cha in 3,2,1 . . .
Right now email your prospects.
Email your (US) connections on LinkedIn too and simply . . .
Wish them a Happy Labor Day!
It will inspire good will.
It will put you on their radar screen.
It will get you responses 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).

Two Payments Are Lighter Than One!

August 29th, 2013

It was exactly one year ago that I launched my Online Sales Program and while there’s been 4 of these, there’s always new things that I learn based on the feedback from those in the program . . .
Sometimes you even learn a thing or two from those who were unable to take the program […]


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 I keep separate profiles?

August 29th, 2013

Should I keep separate profilesThis question seems to come up often at social media seminars that I conduct at various expos and organizations.

There is no simple answer to this question.  It really just comes down to personal choice.  Are you comfortable with your business contacts knowing much more about you personally?  If you are, then there is no reason to keep them separate – just add them to your personal profile.

If, however, you do want to keep personal things, like family photos, separate, then by all means you should have multiple profiles.  Before you create a complete separate profile, you need to ask yourself, are you sure that you want a profile, or should you have a business page?  The only reason, I believe, that you would want a separate profile for work is if you are an employee of a business and you don’t have administrative access to the existing Facebook page for your company.

If you do have access to the Facebook page or you have the authority to create one, then you should create a page for the overall brand.

…For the most part (there is an exception to every rule), your Facebook page should be about the brand and not about an individual person.

If you are going to create a company page, you definitely want to read more tips on that here.

If you are creating a second profile, here are a few things that you need to consider…

  • The first step is to make your personal profile private (see the Facebook privacy settings to do this) [link to it].  This will limit your business contacts access so that they won’t see all your personal posts. You need to be sure that the settings are set up properly and you should test these from time to time as Facebook has been known to have bugs!
  • If a business contact sends you a friend request, send them a polite message back explaining that you have both a personal and business profile and provide a link to the business profile so that they can friend you there.
  • Another option would be instead of replying, simply log into your business profile and send them a friend request with, then follow that up with a message regarding how this is your business profile and you would like to connect.
  • Both responses require more work, but that is the con to having multiple profiles.  However, if you take the time, it will come across as professional, and that should be respected by the other business contacts.  As your business profile grows with friends, it will be more likely the one that becomes the default connection request due to common friends and you won’t have to do the responses as much.

Facing My Demon And Dominating!

August 28th, 2013

Me 30 lbs Lighter And A Shaved Head For Good Measure

For the better part of a decade I have been overweight.
Not 5 or 10 lbs . . .I’m talking big time overweight.
I can’t say it affected my self image because you don’t do what I do for a living if you don’t 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).

Try Something Different Tomorrow

August 28th, 2013

You’ve heard the one about . . .
If you always do
What you’ve always done . . .
You’ll always get . . .
What you’ve always gotten!
I bet you’ve heard that one way too many times so . . .
I’m sure you won’t have any problem challenging what it is that you’re doing, or maybe […]


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 Hope This Upsets You!

August 28th, 2013

To the point where you will take action.
As you read this the wrong person is taking your your opportunities and ultimately, your money!
They don’t have your level of experience.
Their products and services are inferior.
When it comes to servicing  accounts . . . you could take them in your sleep.
Sales skills? Ha! You could beat them […]


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).

Your “Default” Limits You!

August 27th, 2013

My guitar teacher and I were working on some improvisational skills when my teacher pointed something out to me that really hit home.
In a very respectful way he told me that while my playing was good, there were certain things that I was continually “defaulting” to. And while those things were also good, they weren’t […]


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).

Holiday Hours for Labor Day

August 26th, 2013

MC900154496inConcert Web Solutions will be closed Monday, September 2nd. Our office will reopen on Tuesday, September 3rd. All website maintenance requests and website changes that are requested within this time period will be completed upon our reopening in the order that they were received.

Have a fun, safe holiday weekend!

Selling In A World With A Shorter Attention Span

August 25th, 2013

I’ve often thought about how our biggest competitor is no longer the other company that offers our widget . . . it’s all the things that divert our prospect’s attention!
In general, the attention span of the human race is now at an alarming 9 seconds.
That really sucks for us sales folk!
This week’s free sales lesson […]


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).

Don’t Assume Your Client Sees Your Value

August 23rd, 2013

I was finishing up a purchase at a local supermarket the other day when the cashier told me not only the amount I owed,  but told me how much I saved.
Needless to say, I left there feeling like I received great value.
It also served as an important reminder of how we might want to remind […]


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).

Yahoo! Announces Higher Traffic Than Google

August 22nd, 2013

Search EnginesRecently Yahoo! announced that they had more traffic than Google over the same period.  Some news reports are attributing this to new Yahoo! CEO, Melissa Myers, and her efforts to increase the overall appeal across many different segments.

I’m skeptical that the traffic is higher.  In fact I am 50/50 on it. But… even if it is, what does that mean for Yahoo!?  I’m certain it means more revenue, because advertisers will begin to flock over to that platform to gain reach for their brand, but will buyers go there? 

There are a few questions I have about how Yahoo! is calculating their traffic statistics. As an example, Google and Yahoo! both offer email service.  But Google’s email service is accessed via gmail.com. Yahoo!’s is accessed via their homepage.  Another way to manipulate the numbers? If Google factored into their calculations all the traffic that went to gmail.com, would Yahoo! still have more traffic?

In addition, Google Chrome is the most widely used web browser, and it features built-in Google Search functionality in the URL bar at the top of the screen. Without having to visit the homepage first before you can start searching, Google may be cutting down on a lot of their traffic (and bandwidth!) in the name of efficiency. This could be another factor for lower traffic statistics.

In terms of web searches, it has long been thought that people use Yahoo! and Bing primarily because they are the default settings on new computers and in new browsers, thanks to strategic corporate partnerships between computer hardware and computer software organizations. Bing, for example, is set as the homepage when you buy a Microsoft computer.  Yahoo! uses software agreements to set your homepage  when you install antivirus, as another example.  If you fail  to uncheck the box during installation, their toolbar gets installed in your browser and they change your default homepage.

In comparison, Google has long been perceived as the shopping engine.  When someone wants to buy, they go to Google. The question is, will that perception begin to change? If you look at Yahoo!’s home page, it is full of news, ads, and a million calls to action.  They are trying to appeal to everyone. Google, on the other hand, has a single search bar. They want the search user, that is very clear!

Yahoo Announces Higher Traffic Than Google

Often times I run into clients that use Bing or Yahoo! because it came pre-installed somehow, and they don’t know how to change it or don’t want to be bothered.  Is this how you feel?  What search engine do you use?  Do you even care about which one you use?  How do you decide?  Let me know, I’d like to hear your thoughts!

Coffee Is For Closers . . . Kool Aid ISN’T!

August 22nd, 2013

Each day thousands of sales reps drink deep from their company’s rich well of corporate Kool Aid. I won’t lie to you, I too have emerged from many a company “rah rah” complete with a Kool Aid mustache.
Worse yet, many of us have this false sense that our clients will willingly drink from our Kool […]


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).

Mini Glass Nail File #K-801

August 21st, 2013

StaticClingYour hands are one of your most important features. You use them every day for such a wide range of activities and tasks, and they are usually on display for all to see. Why not take care of your hands? This great mini glass nail file can be used for filing nails, making them smooth and healthy. Your reputation will be as smooth and polished as your nails. Comes in a vinyl case.

Mini Glass Nail File #K-801

 

Specifications: Comes in a clear vinyl case.Size: 3.5” W x .4375” H

Imprint Area: 1.375” x .25”

Product Color: Blue or White

Imprint Color: Red, orange, yellow, athletic gold, brown, green, forest green, navy blue, process blue, reflex blue, teal, purple, hot pink, burgundy, gray, charcoal, white, black

 

 

Setup Charge: $50.00

Layout and Design: $50.00*

Shipping Weight: 8 lbs/400 files

Price Includes:

1 Color Imprint**

1 Imprint Locations**

Digital Proof

Delivery to Your Location Additional

 

 

GlassNailFile

 

(Price Per Piece)

250 500 1000 2500
$1.56 $1.49 $1.45 $1.38
Terms: 100% Prepay or 50% down with approved credit. Most printed items are printed per “Standard Trade Practice”, meaning 10% over/under and billed accordingly.
*Design time is estimated at 30 minutes. Additional design time will be billed at our standard hourly rate of $100/hr.
**For additional imprint location(s) and/or color(s) call for a quote.
NOTE: Prices are subject to change.

8 “Must Avoid” Prospecting Mistakes

August 21st, 2013

Sometimes we move so fast that we don’t slow down to think about what we’re doing, how we’re doing it and if it’s the most effective way for us to get from “Point A to Point B”
I believe this happens with our “hunting” activities so I thought I’d highlight a few mistakes with the hopes […]


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).