Archive for September, 2014

How To Piss Off Prospects When They Were Wrong And You Were “Right”

September 29th, 2014

I learned an important lesson in the last two weeks that almost cost me north of $15,000!
I pissed off approximately 30 people and my thinking was “I was right and they were wrong” Yep, pretty dumb on my part,but please read on!
For over two months I promoted the heck out of a new online course […]


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).

It’s Not Your Fault The Email You’re About To Send Sucks

September 29th, 2014

Sadly, 60-80% of prospecting emails are never even opened let alone responded to!
We lose them at the subject line by either using words that scream “SALES PITCH!” or words that send your email to the spam folder.
If we make it past the first checkpoint, we typically lose their attention at “Hello”.
Why?
Because our prospects are sending […]


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 Quick Tip To Start The Week Strong!

September 28th, 2014

You can have the greatest meeting in the world with a prospect but, you’re still vulnerable when that meeting ends!
How? Well I guess you’ll just have to listen to this week’s quick tip.
What can you do to keep your prospect highly engaged between meetings? Listen to the free audio tip to find out!
Wishing you all […]


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 Friday REALLY A Good Day To Call Prospects?

September 26th, 2014

There are way too many over analyzers in our profession these days.
People who look at different days of the week and compare results with other days of the week and the best part of it all is that so many of the reports you see tell you something different.
Here’s what I look at it comes […]


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).

If You Only Knew What Happens To Your Prospect

September 25th, 2014

Everyday . . .
A new business is born that requires your product or service
A business wants to grow and they need your help
A sales rep goes M.I.A. leaving an orphaned account for the taking
A business moves into your area finding it easier to deal with a local company
A new buyer joins the company looking to […]


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 Thing That Keeps YOU From Succeeding

September 23rd, 2014

Whenever I ask the question “What are the qualities of a rock star (sales rep, sales leader, business owner), the quality that seems to trump all others is “They execute!”
Do you?
I mean, do you have lots of great ideas but they stay in your head?
Do you have action items but they remain in that smart phone […]


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 Absolutely CAN End The Year Stronger!

September 22nd, 2014

Sometimes we’re guilty of being in denial!
We don’t think we need to improve upon a skill or two or simply,we kid ourselves into thinking we “we’ve got it figured out” when we really don’t!
On Wednesday, we’ll be kicking off our online sales program and quite frankly, it CAN help you end the year in 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 Things I Learned From My Own Failure

September 22nd, 2014

Today, I want to tell you the story that isn’t so fun to tell.
In 1995 I lost my business, both my cars and wound up $60,000.00 in debt.
As a bonus, I got to feel like a Grade A Loser for the rest of the 90’s while I did everything I could to keep food on […]


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 Quick Tip To Start The Week Strong

September 21st, 2014

This week I want you to go out of your way to notice something that happens to the best of us.
It’s something no one ever talks about or God forbid admit publicly.
I talk about it in this week’s quick sales tip and it will take you less than 3 minutes to listen to, 4 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).

Another Reason Why Challenges Suck

September 21st, 2014

I suppose I could give you the old “glass half full” sermon today with regard to life’s challenging moments . . . but I won’t.
Today, I’m going to call it like I see it and tell you what truly sucks about our challenges!
They distract us from all the other things that we are truly blessed […]


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

September 20th, 2014

Here are a few of the things you may have missed this week in our Sales Playbook communities.
On Facebook
Is it weird to ask someone why they unfollowed, unfriended or disconnected with you on a social network?
Would You Like 100+ FREE Audio Sales Lessons . . . Well There’s An App For That!
Please click the banner […]


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).

My Sales Manager Gave Me The Butt Kicking I Deserved

September 19th, 2014

I’m sure Mr. Murphy would agree that its foolish to mentally spend your commission on a deal that hasn’t concluded, but sometimes we just leave our brain back at the office. Sure enough I lost a deal that would have represented a major jolt to my struggling finances at the time.
To say I was pissed […]


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).

Have You Become A Pigeonholed Vendor?

September 18th, 2014

We become “pigeonholed” whenever a client labels us the person they go to for one thing but meanwhile we offer many other things they are buying from someone else.
The reasons for this can vary but more often than not, it’s a simple awareness thing.
This can present a bit of a challenge for us because 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).

32 OZ. Triton Nalgene Narrow Mouth Sport Bottle

September 17th, 2014

32ozTritonBottleThis classy Nalgene will look great with your logo printed on it. Who doesn’t love a good sturdy water bottle? Not only is drinking water good for you, but most people don’t drink enough. Save the world from disposable water bottles and get more reusable ones out there!

32 OZ. Triton Nalgene Narrow Mouth Sport Bottle

Specifications: BPA Free. Narrow Mouth.

Size: 32 oz.

Imprint Area: 3.5”x5”

Product Color: Blue, Smoke, Orange, Pink, or Purple

Imprint Color: Black or White

Setup Charge: $50.00

Layout and Design: $50.00*

Shipping Weight: 33lbs/72 bottles

Price Includes:

1 Color Imprint**

1 Imprint Locations**

Digital Proof

FOB Gardner

Shipping Additional


32ozTritonBottle

(Price Per Piece)

50 75-100
$9.79 $8.29
Terms: 100% Prepay. Most printed items are printed per “Standard Trade Practice”, meaning 10% over/under and billed accordingly.
*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.

You Better Cut To The Chase With Your Prospects

September 17th, 2014

Did you ever feel like your appointment was turning into a game of 20 questions and you are like one question away from asking “So is it animal or mineral already dude?”
I have never really understood the guessing game dynamic that many meetings take on. Our prospects are busier than ever and simply don’t have […]


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).