Archive for May, 2015

A Quick Tip To Start The Week Strong

May 31st, 2015

This week’s quick tip is something so simple, and yet most people dismiss it because of it’s simplicity. Here goes . . . You’re sitting on a goldmine but you most probably will never realize it. The goldmine is your social network and here’s something you absolutely MUST start doing; Moving that name, that you’ve […]


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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).

We’re Going Over The Top With This “Hustling” Thing

May 29th, 2015

  I’ve been seeing more and more people celebrating how busy they are and it’s starting to get out of hand. On the weekend, I’ll see things like “I’m hustling this weekend. What are you doing?” When I post a question on Facebook or on Twitter asking how everyone’s weekend is going, I get the […]


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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).

While Your Competitor Slacks This Summer

May 25th, 2015

While your competitor slacks this summer you could be building a powerful lead generation system! How? By attending my  online Social Selling Camp starting July 15th! Here’s What You’ll Gain By Joining Us . . . Several answers to the question “We’ve connected on a social network, now what?” specifically; How you can immediately set yourself apart from 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).

Holiday Weekends Can Really Suck!

May 22nd, 2015

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 so many people in the business world. It becomes the launch pad for excuses 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).

Are You Part Of The 72.6% That’s Kicking Butt?

May 20th, 2015

According to a study released by Aberdeen Group, 72.6% of salespeople using social selling as part of their sales process outperformed their sales peers and exceeded their quota 23% more often. Some see this as an opportunity to debate the usefulness/uselessness of the cold call, I see it as an opportunity to simply give 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).

Creating great content for your website

May 20th, 2015

Creating great content for your websiteCreating great content for your website is one of the cornerstones of effective online marketing. Surprisingly, creating content is often overlooked by many website owners – often because they are focused on the design and navigation of their website more than the words, graphics, and photos that go into it.

Think of it this way – building a website is like building a house. Your page design and site construction are the frame, walls, and roof of your house. But to make it livable, you need to fill it with furniture, carpeting and appliances – this is your content. See how important both design and content are to creating a valuable, effective website? And it goes beyond that.

Great content helps build value for your business or organization; it conveys the features and benefits of what you have to offer. It can even help establish you as an expert — or “thought leader” — in your field or industry, attracting more site visitors and potential clients or customers. To make your content even more effective, we recommend adding a blog that enables you to post tips and insights relevant to your business or organization and the audience it serves.

An added benefit of all this valuable content, of course, is better ranking in search results. Great content can be made even more valuable when you use appropriate keywords and phrases that will help you rank higher in search engines results, attracting more of the right prospects to your site.

Supercharge your website content with social media.
Once you have great website content, take it even further by sharing it on social media, such as Facebook, LinkedIn, and Twitter. Not only does your visibility online increase exponentially, but search engines favor websites with lots of appropriate links from other resources. All this great content, being found and shared in a variety of channels, increases your overall website visibility and value which, in turn, can help your business or organization succeed and grow.

When Social Selling Isn’t SOCIAL

May 20th, 2015

I see it time and time again. Somebody sends an invite. It’s accepted and then . . . It’s quickly mistaken as a green light to . . . Spam, launch into infomercials or perhaps some implied opt in for newsletters and such. Please hang your head if you’re doing this because it’s really wrong […]


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 Your Week STRONG!

May 17th, 2015

All work and no play can really make us all quite the dull boys and girls but; Even though we all agree with that statement, mixing in equal helpings of both can be a bit of a challenge. In this week’s Quick Tip I show you several ways to BLEND both 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).

The Problem With “Sales Coaches”

May 11th, 2015

Is that that that way too many people who have no business coaching others. Sadly, most people don’t realize they hired the wrong coach until after they’ve signed a contract and sunk mucho dollars into their program. So I thought I’d share a few tips on how to select someone who can truly help 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).

A Easy Way For You To Stand Out With Potential Clients

May 7th, 2015

What I’m about to share with you ISN’T an innovative “I’ve never heard that before” sales tip but; Whether you’re hearing something for the first time or you’ve heard something a million times and you’re NOT doing it, then it really doesn’t matter, right? With that in mind, here goes . . . Whether you 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).

Have You Given Yourself A Stay Of Execution?

May 6th, 2015

Over the last 16 years I have conducted a bit of an informal survey with approximately 10,000 sales and sales leadership professionals who have been through my training program. I ask “What are the qualities of a rock star?” Now, I might tweak the question a bit depending on the crowd. For example “What are […]


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).

Tomorrow, We’ll Hunt Differently!

May 5th, 2015

And it’s a good thing too because most people hunt for business ineffectively! They cling too much to the phone and fail to complement it with other forms of outreach. There are several things wrong with this approach 1) People aren’t answering their phones as much these days so you limit your results! 2) Everyone […]


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’re Going To “Get Fired” This Wednesday

May 4th, 2015

I’d really like for you to mentally fire yourself for a moment (don’t worry you can rehire yourself in a minute at your old salary). Now rehire yourself as that decision maker that you’ve been trying to do business with! What does the world look like through their eyes? Do you think they make 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).