Archive for January, 2014

Your Social Network Is Completely Useless To You!

January 31st, 2014

That’s a ballsy statement but I still stand by it!
It’s useless to you if you do what too many people are doing.
Collecting names and doing NOTHING!
No interacting
No sharing
No Commenting
In fact nothing that would lead you to believe that the first word in Social Networking is. . .
SOCIAL
And if you’re not being social with your social […]


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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).

Sell More By Managing Your Time Better!

January 30th, 2014

There’s nothing worse than ending a day, where there just didn’t seem to be enough hours to get the things done we needed to do.
Actually, I lied, there is something worse . . . having multiple days like that!
And in the spirit of pouring additional salt in your wounds, how about coming off a year […]


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).

Awesomeness Comes With A Higher Price!

January 29th, 2014

Do you believe that you’re awesome at what you do?
And while, we’re at it, do you believe your company is awesome at what they/it does?
If the answer is no, while I admire your honesty, you’ll either want to get off your ass and start work on getting better or if it’s your company that sucks, […]


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).

Rethinking Your Need To Negotiate

January 29th, 2014

I’ve been getting a lot of emails lately asking me how to handle a situation where a prospect/client wants to negotiate a lower price.
This week, I’m going to offer the best negotiating advice ever . . .
Don’t.
Yep . . . Don’t negotiate and better yet you’ll want to do some things on the front end […]


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).

You’re Kidding Yourself If You Think A Buyer Won’t Do This

January 28th, 2014

At some point during a buyer’s evaluation of potential partners, they are most probably going to take a trip to Google but;
They aren’t going to just Google your company . . .
They are going to Google you!
Why?
Because they can and it’s part of the new way people buy things.
When I mention this to the sales […]


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).

You’re Kidding Yourself If You Think A Buyer Won’t Do This

January 28th, 2014

At some point during a buyer’s evaluation of potential partners, they are most probably going to take a trip to Google but;
They aren’t going to just Google your company . . .
They are going to Google you!
Why?
Because they can and it’s part of the new way people buy things.
When I mention this to the sales […]


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).

You Won’t Win If You’ve Defaulted To Losing

January 27th, 2014

I get a little depressed this time of year because I witness something really sad.
It’s right about now, that all the long lines of people at the gym and Weight Watchers have dwindled.
All the “let’s go get em’s” have gotten up and gone and . . .
Here we are, once again, doing the same stuff […]


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).

You Won’t Win If You’ve Defaulted To Losing

January 27th, 2014

I get a little depressed this time of year because I witness something really sad.
It’s right about now, that all the long lines of people at the gym and Weight Watchers have dwindled.
All the “let’s go get em’s” have gotten up and gone and . . .
Here we are, once again, doing the same stuff […]


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).

Is The New Year Kicking Your Ass?

January 26th, 2014

I get a little depressed this time of year because I witness something really sad.
It’s right about now, that all the long lines of people at the gym and Weight Watchers have dwindled.
All the “let’s go get em’s” have gotten up and gone and . . .
Here we are, once again, doing the same stuff […]


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 Week In The Sales Playbook Communities

January 25th, 2014

Here are a few of the things you may have missed this week in our Sales Playbook communities.
On Facebook
For every 10 dials you make to potential customers, on average, how many of them answer their phone? We received some interesting responses to this one!
Someone recently made a comment in one of our LinkedIn discussion threads […]


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).

Our Problem Is That We Try To Go It Alone

January 23rd, 2014

I’d like for you to really ponder the title of today’s blog post . . .
“Our problem is that we try to go it alone”
We do this with our workload and then use the old “If I want it done right, I have to do it myself” excuse.
I believe we embrace this philosophy when we […]


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 You Willing To Court The Rude?

January 23rd, 2014

There’s a famous story that the late David Ogilvy told regarding his early years in advertising.
Please allow me to paraphrase . . .
He had an appointment with some obnoxious ass, who said something along the lines of “You will be given 3 minutes to offer your pitch. At the end of the allotted time 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).

Email Blacklists

January 21st, 2014

Email blacklistsThere have been times where clients have come to me wondering why emails have been bounced back to the people sending them.  The information in the bounced back emails can be of great use in finding out the reason for the failed delivery.  Sometimes it is due to the content resembling spam or an incorrectly configured SPF record but most of the time, it has something to do with Real-time Blackhole Lists (RBLs).

A Real-time Blackhole List (RBL) is a service that an email provider can sign up for.  This gives the email server access to a collection of IP addresses that are known for sending out spam.  People report spam emails to these services, and if enough emails from one server are reported as spam, the service will mark that IP address as a sender of spam and recommend email servers to mark the incoming email accordingly. The email server then either deletes the email or puts it into a spam quarantine area.

Unfortunately, there are times that innocent domains can get caught up in this kind of thing.  If you are on a shared hosting server and a domain from that servers gets flagged, you can get caught up  in the ensuing disaster.  Unfortunately the only thing you can do, if it is another persons fault, is request for your ip address to be delisted or contact your hosting company so they can go through the delisting process.

There are times where the culprit could be you or your site.  In the event that your site becomes compromised, a hacker would then be able to install a script onto your site that they use to send out mass amounts of emails out. This is why it’s important to make sure your site’s software is up to date, as security holes are being found and fixed all the time.  Another good idea is to make sure your ftp password is not something that is easily guessed, like a word or just numbers, as hackers can gain access to your site that way as well.  General rule of thumb for passwords is to use a combination of lowercase and uppercase letters, numbers, and even symbols if they are allowed.

Your password to your email account can also become compromised, which means that hackers could send out emails, disguised as you, so it’s a good idea to make sure this password is also harder to guess.   Another potential entryway for hackers is your local email program; if malware gets installed, it might then send out emails from your computer to all your contacts, in an attempt to either infect them with the malware or send them spam.

Another way you can get caught in a blacklist is if you send out mass emails to a lot of people from your mail account.  If even just a handful of people report this as spam, then you can start to be listed in the RBL’s.  This is why we recommend such services as Constant Contact, which allows you to send out mass emails that look like they are from your own email address, but as an authorized sender.  Constant Contact’s system gives people the option to remove themselves from your mailing list, using the proper procedures and rules to ensure you do not get blacklisted.

One domain that I have seen on an RBL that probably shouldn’t be there is state.ma.us.  They do not have  Sender Policy Framework (SPF) in their DNS, so there isn’t anything stating who is an authorized sender.  They send out a lot of emails and some probably get sent to people who do not request this.  So at one time this domain’s emails were being rejected and not being delivered to a client.

 

The Time Is Now!

January 20th, 2014

If you plan on joining us for our online sales training program, we’re literally closing the doors January 21st at 6:00 pm EST  because we begin this Wednesday January 22nd!
Here’s why the timing for this might be perfect for you . . .
We’re now 3 weeks into the new year and you might find […]


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 Transition Your Social Network From Virtual To Real Time

January 19th, 2014

How To Transition Your Social Network From Virtual To Real Time
When I first started on the social networks in 2008, I struggled with two major things.
1)    The “We’ve connected, now what do we do” thing. What do you say? What do you do? And . . .
2)    How can I transition this virtual “friend” off […]


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).