Archive for June, 2015

How Sales Professionals Are Limiting Their Results

June 30th, 2015

Everyone has their preferred venue of communication and yet, many of you, continue to cling to the phone and email without embracing additional forms of outreach. Some of you continue to cling to the phone and email because it’s what YOU prefer. Your prospect doesn’t care what YOU prefer! Some of you continue to cling […]


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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).

Finding more mobile-friendly search results

June 29th, 2015

mobile friendly resultsHave you heard of the recent changes Google has made for Google Search on mobile devices like phones and tablets? First off, these changes reflect the kind of attitude that has shifted towards mobile devices. These days, compatibility is the number one focus for all devices, not just desktop computers and other big screen devices. Websites that are mobile-friendly are now the industry standard.

Everyone has used Google or least heard of the top search engine of all time. Google has a lot of clout when it comes to shaping the way people use the internet. The recent changes to Google mobile search are part of an effort to always deliver the most pertinent and accessible information possible. This means that when you’re on your phone, you’ll get results that are the most relevant to you. This also means that mobile-friendly websites will rank higher in order to give you the best experience possible. The Google bots that review websites look at a few factors in order to determine if a site is mobile-friendly:

  • Doesn’t use software that is incompatible with phones and mobile devices like Flash
  • Uses font sizes that are easy to read without needing to zoom in
  • Content that fits the screen instead of requiring you to scroll horizontally
  • Links or buttons that are easy to click without accidentally clicking other links.

If your website meets all these requirements, then your website will automatically be labeled as “Mobile Friendly” right in the search results. This will give you a boost in mobile search rankings as well as makes your website look more attractive on mobile devices.

If your website isn’t mobile-friendly yet, it’s not too late. Google updates their search results consistently and if you make these changes now, your website will be found in more mobile-friendly search results. Contact us today if you have any questions about making your website mobile-friendly!

A Quick Tip To Start The Week STRONG!

June 28th, 2015

This week, I’m going to offer something really cool (and FREE) and it’s so cool that I’ve only ever offered something like this one other time . . . And I’ve been blogging since 2008! I’m hoping you’ll give this week’s quick tip a listen and then take FULL advantage of the FREEBIE I have […]


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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).

Free Webinar From Paul Castain

June 23rd, 2015

There’s one question that I get from my readers at least 3-5 times each week and it goes something like this; Paul, between hunting business, servicing accounts, trying to grow the business, administrative stuff and travel, I really don’t have the time to go on LinkedIn,Twitter etc. I know I should be showing up in […]


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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).

One Way To Generate Additional Leads!

June 22nd, 2015

  There are now approximately 2.8 billion social networking accounts worldwide and that number will grow to over 4.3 billion within the next few years. There are over 250 million blogs worldwide as of 2014 and . . . There are over 100 hours of video being uploaded to YouTube every SECOND! Talk about useless […]


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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!

June 21st, 2015

In this week’s Quick Tip I play a little guitar for your listening pleasure to illustrate two points; 1) Why I can never quit my day job 2) A really important lesson I want you to own I double dog dare ya to give it a listen and I triple dog dare ya to follow […]


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).

Why Social Needs To Be A Part Of Your Sales Mix

June 18th, 2015

In this week’s free audio sales lesson we talk about why you need include social with your other selling activities. Notice how I didn’t say “Use social to replace your other selling activities”? That’s because there’s plenty of room for you to have mucho tools in that selling toolbox of yours! Many of you 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).

5 Ways To Lose A Connection At “Hello”

June 17th, 2015

Whether you’d like to acknowledge it or not, first impressions really do count! I really wish more people understood that statement to the point of living it while trying to connect with someone on LinkedIn! Here are 5 things you need to absolutely own if you want to make a favorable impression, right from hello! […]


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 Shout Outs Will Help You Stand Out!

June 17th, 2015

Here’s a really cool (and incredibly easy) way for you to stand out with your social network. Embrace the art of the “shout out”. A “shout out” is when you tag someone from your network and help them look like a rock star to the rest of your network. Oh, and I forgot to mention […]


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).

Sell More By Leveraging Social Listening!

June 15th, 2015

Clues are everywhere but unfortunately, many are missed because the average sales rep fails to listen for them. I teach my coaching clients to embrace social listening methods and while there are several ways to go about this, listening for “Twitterbitching” can yield a really nice return on the effort! Twitterbitching (verb) The act of complaining via […]


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).

2015 Judge for 40 Under Forty

June 15th, 2015

40 under FortyThis year I was asked to be a judge of the highly esteemed 40 under Forty for the Worcester business journal. This award honors the top 40 professionals under the age of 40 who are on the fast track and have contributed to the greater central Massachusetts community.

First…let me tell you how honored I am to have been asked to be a judge. When I agreed I had no idea on who the nominees were. This was a great experience for me in reviewing the candidates, their profiles, achievements and accolades. What a great class they will make.

As a previous recipient of this award I took this job very seriously. I hold this award in high regard and I believe that those nominated and those that win will also hold it in high regard.

I’m excited to meet everyone in person at the awards event in September.  I hope that you will consider attending the awards event and networking with the award recipients and other great business professionals.  You can get the details on the awards event here: Worcester Business Journal 40 Under Forty.

These professionals are being recognized as up and coming Worcester area business professionals focused on growing the economy, non profits, and their careers in greater Worcester Mass, and Central Massachusetts.  As  a Top 10 Web Firm in Central Massachusetts, we are extremely happy to be involved with these great individuals, as they rise up the ranks of their professions!

A Secret Weapon For A Stronger Network

June 15th, 2015

At the core of my social selling  strategy is a firm belief that virtual relationships need to transition to real time. Unfortunately, many people get stuck after an invite has been accepted and all they get is another useless name on their computer screen. Today, I want to lay out a very simple way for 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).

Sometimes We Forget About Our Awesomeness

June 12th, 2015

There are things that you and your company do for clients that are quite extraordinary. It might be the results It might be the experience or . . . If you’re truly extraordinary, it’s both. The challenge is in the repetition of the extraordinary. And no, I’m not talking about scaling it, I’m talking about […]


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 Hidden Benefit Of Belonging To LinkedIn Groups

June 8th, 2015

If you’ve been reading my blog for a while, you should know how I feel about team sales meetings. In a word, I think most suck because . . . They’re usually filled with administrative things that could have been emailed instead of pulling people away from selling. They are spent reviewing numbers and projections […]


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 Hope There Are Times When Your Client Doesn’t Like You

June 5th, 2015

And I mean that with the utmost respect for you and your client! Sometimes, we lack the guts to ask the questions that need to be asked. Sometimes, we lack the guts to have difficult conversations that need to be had. Those of us who are willing to do those two things with our 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).