Archive for March, 2015

You Had Better Be Armed With More Than Just A Phone!

March 30th, 2015

  Here are 5 solid reasons to have more than just a phone in your sales toolbox. 1) People just don’t answer their phone any more. If you put all your eggs in that basket, you miss out. And “I’ll just make more calls” is simply doing more of an unproductive activity. To that end, I […]


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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.

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!

March 29th, 2015

It should come as no surprise to you that buyers can be skeptical and cautious at times. It should also come as no surprise to you that  skepticism and cautiousness show their ugly faces in the form of objections, stalls, rejection or just disappearing because they lack the stones to tell you “No”. This week, […]


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).

Meta Tags are commonly confused with keywords

March 26th, 2015

Meta Tags in HTML codeOne basic search optimization mistake we run into frequently is webmasters and website owners confusing meta tags with keywords. They are NOT the same thing. As we mentioned in another post, meta description tags are brief summaries describing the content of an individual web page. While search engines such as Google or Bing will sometimes display them in search results if the engine thinks they accurately summarize the page content, they are not – and should not be – keyword lists.

To refresh your memory, keywords are specific words that are important for identifying what is unique about your company or organization – “in-home healthcare services”, for example. While they can be useful in creating meta description tags, their inclusion does not guarantee improved search engine results because search engines often ignore meta description tags in favor of actual page content for use as a search result description.

We’ll go one step further and back up what Google search guru Matt Cutts has been saying for some time: meta keywords are useless. No search engine uses them for real rankings anymore. There are lots of reasons for that, most notably because website owners would pad  their sites with keywords in an effort to stack the search engine optimization cards in their favor and artificially boost search results. Google, Bing, Yahoo and the rest caught on quickly and simply stopped looking at keywords to determine page relevance for search term matches.

Meta description tags, however, still have value both as a search aid and as a marketing tool to sway potential site visitors if they see your page description as part of their search results. Just don’t stuff your description with keywords because that won’t help. Use them instead to help create a unique meta description and even as a trick for keeping you focused on what words you should include in your actual page content. Because, ultimately, it’s what you really write on each page that creates value for both your website and the search engines looking at it. Well-written, pertinent, and valuable content is what will determine search results. Meta description tags can help potential visitors determine the relevance of your website for what they want. Keywords can help you create that valuable content.

How To Utilize Personal Branding To Drive Sales Results

March 25th, 2015

In this week’s episode of The Sales Playbook Podcast, I interview Richie DeMarco. Richie is the Vice President of Sales for Eveready Hardware and not only leads their sales team, he’s personally responsible for a large portion of the company’s sales. Yep, Richie still sells! Richie has built a powerful personal brand and has established […]


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 Utilize Personal Branding To Drive Sales Results

March 25th, 2015

In this week’s episode of The Sales Playbook Podcast, I interview Richie DeMarco. Richie is the Vice President of Sales for Eveready Hardware and not only leads their sales team, he’s personally responsible for a large portion of the company’s sales. Yep, Richie still sells! Richie has built a powerful personal brand and has established […]


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).

Do You Disrespect Your Clients Like This?

March 23rd, 2015

I recently facilitated a group coaching call that was comprised of Vice Presidents of Sales and small business owners. I asked everyone how they felt (as customers) when . . . Their cellular company offers a really cool special to new customers and existing customers get nada. Their cable company does the same thing or worse […]


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!

March 22nd, 2015

In this week’s quick tip we talk about two people who were rejected over 140 times and then embraced a really simple philosophy that helped them go on to build an empire valued at over a billion dollars. The best part, is that YOU can embrace this philosophy immediately! Download this episode (right click 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).

How To Find The Time To Hunt For New Business

March 18th, 2015

Many of us have good intentions when it comes to hunting for new business but then a client calls, a fire needs to be put out, TPS Reports needs to be filed and next thing you know, it’s been weeks/months since the last time we hunted. Worse yet, we have the boss breaking our balls […]


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).

Things To Do When Someone Hangs Up On You!

March 16th, 2015

I don’t care how nice you are or how professional you are, sooner or later someone is going to hang up on you when you call to do business with them. What’s an aspiring sales rock star to do? First, let’s talk about what you shouldn’t do. Call back and do the old “I’m sorry […]


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!

March 15th, 2015

This week’s quick tip addresses something that can dramatically impact your ability to earn as a sales professional. I can also tell you that it can make or break your career but . . . You really do have to have the ability to (as the line goes) “Handle the truth!” Can you handle 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).

Is your Meta Description Tag is missing?

March 12th, 2015

Meta DescriptionsMany webmasters and website owners sometimes overlook meta description tags, often because after working long and hard on website design and content, they think they’re done and ready to launch or post. The truth is, if they consciously or unconsciously skip over meta descriptions, they’re losing a critical element for search engine optimization and a valuable marketing tool.

If you’re not familiar with a meta description tag, it’s a brief summary of the web page with which it’s associated, generally just a sentence or two, a short paragraph at most. Don’t confuse the description meta tag with the page title – they are two separate things. A page title is just a few words or a short phrase that identifies the page and is visible to the site visitor. Meta description tags are NOT visible to site visitors, but they’re just as important as page titles because search engines such as Google sometimes use them as descriptive snippets in search results. However, there’s no guarantee of that – Google might decide to use what it identifies as a relevant section of a page’s visible text if it thinks that does a more effective job of describing a page’s content. Snippet words that match search terms are then bolded in search results to help the searcher determine page relevance (this should NOT be confused with keywords, though – more on that in another post).

Add meta description tags to add value to your website content

As you can see, meta description tags are a great way to attract and influence search engine users, so it’s important to write descriptions that both inform and interest potential site visitors if they saw all or part of your meta description as a search result. Remember, it’s important that each page has its own, unique meta description tag – your site may be penalized by search engines if you use a single meta description tag across all your website pages.

When creating meta description tags avoid:

  • A single meta description tag for all pages, or even a large group of pages
  • Filling the description with just a list of keywords
  • Writing a description that has nothing to do with the page’s actual content
  • Simply copying and pasting the page’s content into the meta description tag
  • Using overly-generic, non-unique phrases or descriptions such as “appliance store page”

The right meta description tags can make a significant difference in how your website performs and how your pages rank in searches. If you’re unsure about your website’s meta description tags, we suggest you check them now. You’ll be thankful you did

Episode 120 The Janitor & The Jedi Master

March 10th, 2015

  Today, I did something that represents one of the most painful things I’ve had to do in a really long time. I decided to take a page from my life, when I lost my Dad, and verbally share some lessons as well as a really profound experience I had during his wake. In 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).

How To Get 6 More Weeks Of Selling Time Without Working 1 Extra Minute

March 10th, 2015

If you’re like me, you feel like there never seems to be enough hours in the day. You know that you could always put in a longer day but you’d rather not, mostly because you actually have a life beyond your work life! What’s an aspiring sales rock star to do? First, you need 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).

What is SEO?

March 9th, 2015

Today, 94% of consumers and businesses search the internet before buying a new product or service. They submit their keywords for search and get a list of relevant websites in return. People tend to visit websites that are at the top of these lists, because they appear to be more relevant to their search. Most find their competitors at the top of the list. Studies show that if your website is not at the top of these lists, you’ll never reach your customers online. If you’ve ever wondered why your competitor’s rank is better than yours, then know it’s because of a marketing technique called SEO.

SEO means Search Engine Optimization. This technique helps your website rank higher than the million other sites in response to certain keywords when searched. The search engine system collects information about every page on the web and can help people find exactly what they’re looking for.

When your page gets higher rankings, it helps more people able to find you. To get higher rankings, your website must have all the ingredients that search engines are looking for. This is where SEO can help! SEO looks for text, content, links, page titles and other pieces of relevant information contained in the HTML code of your website.

This way, when someone searches for “books”, the search engine will narrow the results to show pages that contain the word searched for. To get more business, you website has to be on the first page of all the major search engines for the specific keywords that are relevant to your potential customers. Without SEO, your site will never be found online by your customers. In today’s competitive world, you need solid SEO techniques to get your site on the top of search results.

We are experts in SEO. We help businesses become more visible on the internet. Visit our website to learn more about us.

A Quick Tip To Start Your Week STRONG!

March 8th, 2015

In this week’s Quick Tip I show you a really cool way to impress the heck out of your prospect, right BEFORE your meeting with them. I can you from experience that hardly anyone does this which means its an opportunity for you to instantly separate yourself from the pack. Think I’m exaggerating? Then I […]


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).