Archive for April, 2015

Why should your website use Responsive Design?

April 30th, 2015

Responsive Web DesignOn April 21st, Google rolled out changes to their mobile search in favor of responsive or mobile-friendly websites. This combined with the fact that mobile traffic has grown leaps and bounds over the past year, means a mobile-friendly site is a necessary asset to your company.

Responsive web design is the industry standard when it comes to designing a website. It is especially advantageous when compared to adaptive and mobile specific websites.

Mobile sites are impractical for a few reasons. Mobile visitors will be redirected to the mobile site after visiting the desktop version of the website. A mobile site separate from your website means extra development time. Updates will also require you to manage two different websites. Quite frequently, mobile sites are only created to be seen on smaller devices like phones, leaving tablets in the dark.

Adaptive web design gives the ability to style a website based on the size of the web browser. However, it is limited in use. Sites that have been developed to use adaptive web design have to be designed for every screen size. This includes one layout for phones, one for tablets and one for desktop. It’s impossible to target every screen size, resulting in a subpar experience for some users.

Here’s three reasons why it’s important to have a responsive website:

  • Responsive web design is fluid in layout. In most cases, you’ll have a website that automatically adapts to match browser size, regardless of whether it’s on a desktop, tablet or phone. The transition between different browser sizes is smooth and elegant, resulting in a site that looks great on any device, regardless of screen size.
  • Management of a responsive website is easy and practical. Any updates and changes only need to be made to one website. The content and images on your site will be adjusted automatically to fit the screen of any device, whether it’s a phone, tablet or your desktop computer.
  • Google’s recent search engine changes have started ranking mobile-friendly websites higher on mobile search results. With almost half of the internet traffic coming from mobile devices like phones and tablets, you can’t afford to have your site bumped down in the Google results.

Contact us today if you need a new responsive website!

Why Your Emails Suck

April 29th, 2015

In this week’s free audio sales lesson, we discuss several things that make for an email that your prospect promptly deletes! Oh, and telling you about the mistakes is all well and good, but since you need some better ways to approach your emails, I got ya covered there too! Download this episode (right click […]


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).

One Super Easy Way To Establish “Believability”

April 29th, 2015

Provide testimonials! A week ago, I offered a free audio sales lesson on this subject. I covered the following . . . How/When To Ask For Them When I Prefer To Offer Them (It’s Pretty Much The Opposite Of When Most People Offer Their’s) Where I Provide Them (One Place Will Surprise You) A Cool […]


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 Don’t Want Your Business Because You’re Gay!”

April 28th, 2015

Although those weren’t the exact words a franchisee of a well known company said, that’s what was implied when the franchise owner refused to print wedding invitations for a same sex marriage. Do you think its a good business practice to turn away business because the rep, the manager, the owner or perhaps the entire moral […]


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).

Sales Training That Won’t Cost You A Dime!

April 27th, 2015

Want 150+ FREE audio sales lessons? Would you like another 100 over the next year as I add another 2 per week (also for FREE)? Well there’s an app for that! The Sales Playbook app that is! iPhone users: Click HERE from your mobile phone. Android users: Step 1: Navigate to to this url http://salesplaybook.podbean.com/mobile/    in Chrome 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!

April 26th, 2015

In this week’s Quick Tip I offer something that will . . . Help you get prospects and clients off the fence of indecision. Help you create a more “objection resistant” dialogue. Help you get the “buy in” necessary to move the sale forward! Help you stand out, big time and . . . Help […]


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!

April 26th, 2015

In this week’s Quick Tip I offer something that will . . . Help you get prospects and clients off the fence of indecision. Help you create a more “objection resistant” dialogue. Help you get the “buy in” necessary to move the sale forward! Help you stand out, big time and . . . Help […]


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 Testimonials More Effectively

April 22nd, 2015

In this week’s free audio sales lesson we talk about testimonials specifically; How/When To Ask For Them When I Prefer To Offer Them (It’s Pretty Much The Opposite Of When Most People Offer Their’s) Where I Provide Them (One Place Will Surprise You) A Cool Way That I Package My Testimonials So go ahead 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).

Forgettable You!

April 21st, 2015

It isn’t easy getting a potential client on the phone these days! There are assistants of the “Gate Keeper” variety, voice mails, Caller ID, people hanging up on you, people telling you “Not interested!” But every once in a while, the stars align and you finally get their ear! Things are looking good, there’s some […]


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’s Quick Tip: The Power Of Urgency!

April 19th, 2015

As the title of the Nickleback song asks “What If Today Was Your Last Day?”. What would you regret most that you kept putting off? This week’s quick tip talks about the power of urgency and how it helps us to live more of a regret resistant life. I also offer a really quick exercise […]


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 Apple Addiction

April 16th, 2015

  I have to admit that I’m more than a bit jealous of Apple and it’s not just because they made a few hundred billion more than I have. In sales we talk of finding the need and even creating the need; Apple has moved beyond “need” and has created addiction with it’s products. Why […]


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 Gronk Effect

April 15th, 2015
SELFIE WITH GRONK

SELFIE WITH GRONK

While recently waiting to board a flight from Boston to Fort Myers, I saw Rob Gronkowski heading to get a bite to eat. After he got his food, he was ushered by an airport staffer to a private area in the JetBlue C Terminal. Of course, I headed straight for Rob. I mean, who wouldn’t want to rub shoulders with Gronk? I had two goals in mind for when I caught up with him:

  1. I wanted to show Gronk this photo that I took of him catching an amazing touchdown pass from Tom Brady during the 2015 AFC Championship game in Foxboro, and
  2. I want to get a selfie with him. After all, who doesn’t want a selfie with a high profile NFL player like Gronk?

So what is it about Rob Gronkowski that makes him a fan favorite?

  • Is it his signature “spike”?
  • Is it that he really is one of the best tight ends in the NFL, for one of the greatest franchises (and soon to be arguably the best) in NFL history?
  • Is it that he just LOVES to have fun?
  • Could it be that infectious smile that, when you see it, makes you smile?
Gronk catch

The Gronk’s catch!

Or maybe it’s all of them. The whole Gronk package. As I think more about it, Rob’s really developed a full-blown brand, like any good company or organization. Cleverly crafted or not, he gets his brand on the air, in the media, in front of an audience, and people eat it up.

Make no mistake — Gronk has worked hard on perfecting his brand. From his powerful touchdown spikes to no-holds-barred dancing on stage. From crazy late night TV stunts to poking fun at himself. Take him or leave him, he’s a fun guy (no, not fungi, as Lisa March loves to say). Gronk is Gronk – the genuine thing, whether you like it nor not.

So what’s the take away here? Carefully developed and nurtured, your brand can only be your brand. Unique, valuable, and all yours. You have control over it. You decide what’s good, and try to control what could make it bad. You have control over customer service, which can increase or decrease the valuable and desirability of your brand. You have control over quality: you can deliver a sub-par product or service or you can hold the release or shipment dates to ensure that the quality truly reflects and enhances the value of your brand.

Creating a unique and meaningful brand can be daunting. At inConcert, we create websites that accurately reflect your brand. While we do some brand development, such as logos and content, branding is really a much greater process. It starts with a marketing plan and often includes a branding guide or strategy. We work with several strategic partners who specialize in developing focused marketing plans and developing brand strategies, so let us know if we can help you make the most of your brand.

Many business owners attempt to navigate the marketing road all on their own and there’s certainly nothing wrong with that. However, keep in mind that it’s a good idea to get some advice and assistance from time to time outside your area of expertise or comfort zone. Think about this: Gronk wouldn’t be Gronk without someone throwing him a pass. Thank you, Tom Brady, for helping quarterback Gronk to his brand!

Tom Brady painting that hangs in the inConcert office!

Tom Brady painting that hangs in the inConcert office!

Social Networks Are A Huge Waste Of Time!

April 13th, 2015

Imagine, if you will, someone sending an invitation to connect on LinkedIn. The other party accepts the invitation, and now, wait for it, they are “connected”! They then proceed to rinse and repeat this process several hundred times but all the while . . . They never do a damn thing with all those names […]


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!

April 12th, 2015

This week’s quick tip deals with something most of you are neglecting big time. I can also tell you, from experience, that once you master this, your earning potential will dramatically increase. This might prove to be the best 4 minutes you’ve ever invested in yourself! Download this episode (right click and save) Your Potential Clients […]


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 Dumb Reason Why You’re Missing Opportunities!

April 8th, 2015

I really think it’s time we have a really frank discussion on why you’re probably missing a considerable amount of opportunities. And just to pour a little salt in your wounds I’m also going to tell you why I think it’s completely unnecessary! Once you recover from the “intervention” I’m about to host on your […]


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).