Archive for February, 2014

We’ll Be Offering Over 100 Tips!

February 28th, 2014

On April 2, 2014 we’ll be launching an online sales course that will truly marry the traditional ways of selling with many of the new ways you hear me talking about on this blog and on my podcasts.
There are well over 100+ tips in 8 sessions that we deliver live and then send the recording […]


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).

That “Fat Guy In A Little Coat” Thing Is A Real Bitch!

February 27th, 2014

When you read that title did you have a flashback to that scene in “Tommy Boy” when Tommy who was quite a large dude, puts on Richard’s (who was quite the skinny dude) coat and starts singing “Fat guy in a little coat” and then accidentally rips the jacket.
It’s a funny scene but not so […]


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).

An Alternative To Ditching The Non Responder

February 25th, 2014

At some point, after repeated attempts to either an actual prospect or a suspect, many sales reps struggle with the age old question of “should I move on and just call it a day?”
And if we’re being completely honest, some of us don’t even ask that question because our ego says “Screw them if they […]


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 Like “Joannie”?

February 25th, 2014

There’s this lady out by me who is quite visible.
She takes out ads in the local papers.
She’s all over the social networking sites.
She does quite a bit of email marketing and guess what?
She always includes her picture but there’s one small problem . . .
Her picture (no joke) is from the late 1980’s (feathered big […]


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 Simple Tip Will Make A Difference For You

February 25th, 2014

You absolutely MUST define what’s “out of bounds” in your business and in your life.
Out of bounds as far as what you will allow or tolerate from clients,prospects, coworkers, friends, family etc.
Examples . . .
At what point would you walk away from a client or prospect?
Would you agree to lower your pricing or is that […]


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 can I become the #1 result in Google?

February 24th, 2014

allthetrafficThe importance of being highly ranked by search engines is obvious. People use search engines to search. It is also obvious that if the major search engines, such as Google or Bing, revealed the algorithms that they use to determine who is the best of the best,  people would soon figure out a way to game that system and corrupt the integrity of the results. That’s where companies like inConcert Web Solutions come in – we can help you design and create a website that represents who you are and how your company can help your client base, in addition to cooperating with the detailed standards that search engines set for websites.

However, due to corporate secrecy, we cannot guarantee the success of any of our efforts. In fact, these algorithms are changing every day. Sometimes the changes are announced publicly, like Panda, Penguin, Hummingbird, etc. Other times, changes are made behind the scenes. There’s not much anyone can do about it.

That’s why we monitor the results of the websites that we maintain for our clients. Using Google Analytics and a variety of other tools, we measure traffic, interaction, and search engine rankings and meet each month to discuss the trending activity. If we’ve just added a new feature to a website and the traffic statistics are skyrocketing, then obviously that’s a good thing. If traffic statistics aren’t meeting expectations, then we know we’ve got to readjust our efforts.

Keeping your content fresh and up-to-date is always going to be the best way to strive for a high search engine ranking. Google and other search engines value relevant, oft-updated content that is accurate and helpful. So if that’s what you’re legitimately adding to your website, you’re well on your way! We can implement your ideas in code or help you strategize so call us today.

Will You Try Something Different This Week?

February 23rd, 2014

Sometimes we get caught up in the same old, same old and then get really made at the universe for giving us the same old, same old results in return.
You could change that you know?
This week, you don’t have to hunt business the way you always have.
You don’t have to send the same tired email […]


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).

Customer Dissatisfaction Travels Quicker Than Ever!

February 23rd, 2014

So I’m sitting waiting to meet with my banker the other day and found myself getting both impatient and annoyed.
She was now 15 minutes late for our appointment and I can see her still with another client.
Normally, I’m a patient dude, but it annoyed me that she never got up and gave me the courtesy […]


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

February 22nd, 2014

Here are a few of the things you may have missed this week in our Sales Playbook communities.
On Facebook
Someone emails you requesting a price. You, suggest a quick phone call or meeting so you can understand their needs but they respond telling you that for now they just need pricing. Do you give them the […]


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 Have 7 Days Left . . .

February 21st, 2014

7 days from today, the month ends (I know, I have ridiculous math skills) and so will two things that you should be taking full advantage of.
First, you should be taking full advantage of a really cool $50 early registration discount on our online sales program. Click here for more info. Come March 1st 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).

I Quit Being A Vice President To Own My Dreams

February 21st, 2014

Hands down, the single craziest move I ever made, was walking away from my position as a Vice President for a billion dollar company.
The timing was lousy in many ways because my wife had just finished surgery for early stage breast cancer, my oldest son was a year away from the first college check I’d […]


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 Capture These Things Today?

February 20th, 2014

You’re running a thousand miles an hour and you have a million things going on at any given time.
You’d complain, but who’d listen because quite frankly, that’s what us aspiring sales rock stars do but . . .
You’re probably forgetting a few things because you’re running so hard and so fast.
1) You’re getting ideas throughout […]


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 Dumb Reason For You To Get Your Ass Kicked

February 20th, 2014

Right now, someone is eating your lunch!
They are taking your opportunities and when you hear why, it’s going to upset you.
They aren’t taking your business because they offer something better, in fact, in most cases they aren’t.
They aren’t taking your business because they have more experience than you or because they represent a company that’s […]


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).

M985 Harriton Fleece Zip-Up Vest

February 19th, 2014

M985HarritonFleeceDon’t you think your logo would look awesome on vests like these? Whether they’re for your employees, gifts, or for sale, these vests are warm and great for warding off the cold. Specs include: 8 ounce. 100% spun polyester anti-pill fleece. Open hemmed waist with drawcord and toggles. Front-zip pockets. Back yoke. Binding on arm openings. Single-needle topstitching on seams. Full-zip front. Inside zipper is clean-finished with taping. Wind-resistant. Midweight fleece provides warmth without weight. Highly breathable.

M985 Harriton Fleece Zip-Up Vest

Specifications: 8 ounce. 100% spun polyester anti-pill fleece. Open hemmed waist with drawcord and toggles. Front-zip pockets. Back yoke. Binding on arm openings. Single-needle topstitching on seams. Full-zip front. Inside zipper is clean-finished with taping. Wind-resistant. Midweight fleece provides warmth without weight. Highly breathable.Size: S-XL (For 2X add $3.00, 3X add $4.00, and 4X add $5.00) Embroidery Area: Upper Left Chest Product Color: Red or Black Emboidery Color: 1-4 Colors Setup Charge: $75.00 Layout and Design: $50.00* Price Includes: 1-4 Color Imprint** 1 Imprint Locations** Digital Artwork Proof FOB Gardner Shipping Additional

M985HarritonFleece

(Price Per Piece)

25 50 75 100
$27.98 $26.98 $25.48 $24.98
*This quote accounts for a half hour design time. 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.

The Power Of The “Kitchen Table” Test

February 19th, 2014

Sometimes we’re so used to saying things, that we just aren’t aware of our message.
Actually, I was being kind . . .
Sometimes we’ve littered our message with things that humans don’t say! Kind of like when Dr Evil said “That’s not the kind of thing one dude says to another dude!”
In some ways, I’m talking […]


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).