Archive for May, 2014

Beach Chair Jedis And The Meaning Of Life

May 31st, 2014

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 […]


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’ll Understand Better Once You Get Fired!

May 31st, 2014

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.

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 VP Of Sales Told His Reps To Go Home

May 30th, 2014

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.

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 Are Forgotten The Moment They Hang Up

May 30th, 2014

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.

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 You Offer This As A Selling Point

May 29th, 2014

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.

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 Make Tomorrow A Better Day

May 28th, 2014

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.

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).

3″X3″ 25 Sheet Adhesive Notepad – #P3A3A25

May 28th, 2014

3x3AdhesiveNotepadWho 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

Size: 3” x 3”Imprint Area: 3” x 3” Product Color: White Imprint Color: 4/0 (Full Color Process) Setup Charge: $50.00 Layout and Design: $50.00* Shipping Weight: 9 lbs / 250 Notepads Price Includes: Full Color Imprint 1 Imprint Locations Digital Proof Delivery to Your Location Additional

3x3AdhesiveNotepad

(Price Per Piece)

500 1000 2500 5000
$.75 $.65 $.60 $.50
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.
NOTE: Prices are subject to change.

One Reason Why I Hate Holiday Weekends

May 27th, 2014

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.

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).

Barbecues Beer and Remembrance

May 26th, 2014

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.

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).

Inconsistent Prospecting Hurts You (At Least) 3 Ways!

May 22nd, 2014

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.

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).

Inconsistent Prospecting Hurts You (At Least) 3 Ways!

May 22nd, 2014

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.

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).

6 Ways To Rethink 182 Billion Emails!

May 22nd, 2014

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.

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).

6 Ways To Rethink 182 Billion Emails!

May 22nd, 2014

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.

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 Memorial Day

May 21st, 2014

MC900410795inConcert 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!

You Must Be High!

May 21st, 2014

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.

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).