Life is such a balancing act. Isn’t it?
On one hand, we want to conquer the world and get a fresh ding in the universe, on the other hand, we want to enjoy our lives.
There is a middle of the road you know!
Enter the “Beach Chair Jedi”
This time of year is the perfect time of year […]

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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).

I hope you get fired!
And once you get fired, I hope you continue to get fired once a quarter for the rest of your working life!
Mentally fired that is!
Once a quarter, I want you to mentally fire yourself and rehire yourself as the person that buys your widget.
Once you do that, answer these questions as […]

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).

I was visiting a client the other day when it seemed like he was becoming visibly pissed off by something going on in the cubicles.
He excused himself and returned a few minutes later.
Meanwhile I noticed several reps packing up their things and leaving. Now they were visibly pissed off.
I asked what happened and he said […]

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).

So there you are, with phone in hand, calling potential customers.
The theme from Indiana Jones starts playing as you dodge assistants, voice mails, Caller ID, people hanging up on you, people telling you “not interested” without ever hearing what you do and then . . .
You actually get through to someone!
They listen to what 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.

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 are so many things in business that while they could be considered a competitive edge, they can be duplicated.
We’ve seen this with technology, chains of stores that once dominated the market and even companies that claimed to have the lowest price . . .
Until someone else came along and found a way to do […]

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).

Whether today was off the charts awesome or a day that left much to be desired, tomorrow can be better.
End Today With The “Lesson” by asking yourself  . . .
“What did I learn today?”
“What did I do well?”
“What could I have done better?”
“What should I have done more of/less of?”
Kick these questions up 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.

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).

Who doesn’t love a good stack of sticky notes? This promotional item is very popular and very efficient. It’s a useful item that people are likely to keep, especially in offices or on desks. As a bonus, when you customize them with your logo and contact info, you’re making it very easy for people to share that information! A stack of stick notes is like a very informal set of business cards.

3″X3″ 25 Sheet Adhesive Notepad – #P3A3A25

NOTE: Prices are subject to change.

And while we’re at it, let’s add holidays in general to what I’m about to say.
I obviously love the opportunity to slow down, recharge, reconnect with family and friends but I absolutely hate what a holiday weekend does to the many people in the business world.
It becomes the launch pad for excuses and slacking!
Yep, I’ll […]

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).

Every now and again, life has a way of delivering powerful messages via left hook.  At least that’s how it played out for me one day in a Memphis airport.
My flight had been delayed so I moved to Plan B . . . earphones so I could tune out all the pissed off travelers. Somewhere […]

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).

Let’s face it . . . you’re busy!
You have all kinds of sales tasks that you need to complete each and every day but unfortunately . . . some of them take you away from prospecting.
If you’re like many sales professionals, that can lead to inconsistent prospecting which can hurt you in (at least) 3 […]

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).

Let’s face it . . . you’re busy!
You have all kinds of sales tasks that you need to complete each and every day but unfortunately . . . some of them take you away from prospecting.
If you’re like many sales professionals, that can lead to inconsistent prospecting which can hurt you in (at least) 3 […]

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 Radicati Group, 182.9 billion emails are sent/received each day!
My initial response to those findings were “OK, but how many of those emails are those stupid poems about butterflies that if you don’t forward it to 10 people you die a slow death?”
No matter how you slice it, there are lots of emails hitting […]

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 Radicati Group, 182.9 billion emails are sent/received each day!
My initial response to those findings were “OK, but how many of those emails are those stupid poems about butterflies that if you don’t forward it to 10 people you die a slow death?”
No matter how you slice it, there are lots of emails hitting […]

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).

inConcert Web Solutions will be closed Monday, May 26th. Our office will reopen on Tuesday, May 27th. 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!

With a title like that, I’m itching for a random drug test at work tomorrow but I own the place, so what the heck.
Here are some situations where you might just be Too High!
1)    Too High With Regard To Decision Makers: From Day 1 in sales, we were taught that we should start with the highest […]

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).