Archive for June, 2014

Our Online Sales Camp Program Begins July 16th!

June 30th, 2014

On July 16th, 2014 we’ll be kicking off our third annual sales camp program and the best part is that . . .
it will take place right on your computer screen!
That means . . .
No shelling out a bunch of cash for flights and hotels.
No rushing around busy airports.
No time away from family and friends […]


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).

8 Ways To Kick Ass During A Holiday Week

June 30th, 2014

I’m wondering if I should have made the title “8 Ways To Kick Ass During The 2 Weeks Most People Will Milk Out Of July 4th” but it doesn’t exactly roll off the tongue.
I do believe there’s business to be done these next two weeks and I’ve made a decision that other than July 4th, […]


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).

Determining Whether You’re On Or Off The Grid

June 27th, 2014

I managed to check another item off my summer bucket list last week (camping).
It was nice to slow down and enjoy a beautiful landscape and I’m not going to lie, there’s nothing like the smell of  bacon and eggs when you’re camping!
The best part was that I was 99% off the grid meaning . . […]


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).

Join Us For “10 Ways To Sell More This Summer”

June 24th, 2014

The summer selling season can be challenging to say the least!
We have prospects and clients telling us “Call me back after Labor Day”, more and more people not answering their phones and let’s not forget the “Mental Check Out” both buyer and seller experience when the sun is shining and the temperatures are rising!
So what’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).

Reflections From Another Trip Around The Sun

June 24th, 2014

Today I turned 49 and I have to admit, I’ve been a bit introspective lately.
I could blame it on my birthday, or the bigger one next year (that seems to be smiling and giving me the finger as you read this).
I could also blame it on the week that has another one of my children […]


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).

We’re Feasting On Content While Starving The Action

June 23rd, 2014

34 Gigabytes!
That’s how much content the average person consumes daily according to a report published by the University of California, San Diego.
I wonder how much of that information is retained even 24 hours later or better yet . . .
How much of the information turns into “action verbs” where we actually do something with it!
Action […]


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).

5 Reasons Prospects Forget About You

June 23rd, 2014

Reason #1: They have way too many things on their brain and you simply aren’t catching their attention.
More specifically . . .
They are exposed to over 3,000 advertising messages per day according to FastCompany Magazine
They send and receive over 100+ emails daily according to Radicati Group
They are interrupted 7 times per hour according to Wendy […]


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 Simple Cure For The Summertime Blues

June 20th, 2014

If there’s one point. that I’m trying to drive home this summer, it’s for you to stop using the summer as an excuse to slow down your sales efforts.
Stop with the justifications for slacking like “No use in calling because people are off on vacation” “Nobody sets appointments over the summer” etc.
If you truly believe […]


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 Cure For Being Predictable With Your Prospects

June 19th, 2014

I see it (and experience it) time and time again.
A sales rep calls a prospect, they don’t answer so they either leave a message or they simply call back.
Some will immediately email after they left a voice mail (which I think is dickish but to each their own) and the cycle repeats itself over 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).

A World Where People Give Up Way Too Soon

June 18th, 2014

I love to share the story of Colonel Sanders when he was struggling and trying to get what would later become “KFC” on the map.
The long and the short of it, is that he took well over 1000 “No’s” before his first “Yes”.
Pretty amazing when you think about it but who really cares about him!
Seriously, […]


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).

Kick Your Competitor’s Butt (And Save $50)

June 18th, 2014

It’s a fact of life that over the summer, many people slack.
And by “slack” I don’t mean taking the occasional day off or even a week or two to take a vacation.
I mean, “slack” as in failing to do the activities we know we need to do to like  . . .
Bring in new business
Wow […]


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).

Want To Sell More This Summer?

June 17th, 2014

Here are two resources to help!
Our “10 Ways To Sell More This Summer” Webinar
Here’s what you’ll gain by joining us . . .
3 Ways To Handle “Call me back after Labor Day”
4 email strategies that will increase your response rates and dramatically raise awareness
3 questions you absolutely MUST ask your clients to generate additional revenue.
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).

2 Things To Do When You Think You Know Something

June 16th, 2014

If you’ve been reading this blog for a while you know how I feel about statement like “I already know that” or “that’s Sales 101″
I have two simple things I want you to ask yourself the next time you find yourself saying that.
1) “It’s great that I know that but am I actually doing it?”
2) […]


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).

The Friday As An Admin Day Thing

June 13th, 2014

I speak with a lot of sales reps who feel Fridays and/or Mondays are good for “admin”
I’m not sure that I agree!
I think we can designate blocks of time for admin but I’m a tad selfish with my selling time.
I don’t ever want to dedicate a full day to anything that isn’t . . .
Helping […]


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).

Want To Sell More . . . Well You Better Start Proving It

June 12th, 2014

We’re living in a world where many prospects enjoy the safety of holding off on making a decision. Sadly, we also live in a world where many find it safer to cling to the status quo too.
Either way . . . it sucks for us sales folk.
Before I offer something really simple to help, it’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).