Archive for July, 2015

Stop Trying To Be A Hero!

July 29th, 2015

I can’t even begin to tell you how many people I have worked with who are slowly burning themselves out at work because they think somewhere its written that they’re supposed to. I kid you not! I know of people who are sticking around the office after 5:00 not because there’s important stuff to do […]


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 Taking A Chill With A Prospect Can Be A Good Thing

July 29th, 2015

Sometimes a prospect goes into “non response” mode for a variety of reasons and what do we do? We get all competitive and bombard them with even more messaging. Note: Forwarding your last email to them still counts as bombarding them with more messaging. What’s an aspiring sales rock star to do? Consider the handy/dandy […]


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 Taking A Chill With A Prospect Can Be A Good Thing

July 29th, 2015

Sometimes a prospect goes into “non response” mode for a variety of reasons and what do we do? We get all competitive and bombard them with even more messaging. Note: Forwarding your last email to them still counts as bombarding them with more messaging. What’s an aspiring sales rock star to do? Consider the handy/dandy […]


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 Sales Tip To Start The Week STRONG!

July 26th, 2015

In this week’s Quick Tip I talk about a super easy thing that you can do to immediately differentiate from your competitors. Think I’m kidding? Then I triple dog dare ya to give this a quick listen. Download this episode (right click and save) A Great Sales Coach Will Get You There Faster! And our […]


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).

Stop Waiting Until You Need Something

July 22nd, 2015

There are many people who wait until they need something and then, and only then, can they be bothered with their social network. I believe it sends some bad messages . . . That you are shallow That you only care about YOUR agenda At the very least, you’re going to make someone scratch their head […]


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!

July 19th, 2015

  If you were to take the fact that the average person consumes 100,000 words of content each and every day and add it to the understanding that as human beings, we have anywhere from 60,000 – 90,000 thoughts each day, you’d really have the recipe for failing to do something that’s keeping you from […]


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 Can’t Do It On Your Own

July 15th, 2015

I’d like for you to really ponder the title of today’s blog post . . . “You Can’t Do It On Your Own” Sometimes we allow too much to pile on our plates and then use the old “If I want it done right, I have to do it myself” excuse. Or how about when we don’t […]


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 Reasons Constant Contact is Right for your Business

July 14th, 2015

Many of our clients come to us looking for help growing their websites and their businesses. Often the discussion revolves around what they are currently doing for marketing and how they are driving business each and every day, month, or quarter. We often recommend that they utilize Constant Contact to grow and for very good reasons. If you’re looking to do the same, here are 5 reasons that Constant Contact is right for your business:

  1. Constant Contact SupportAward Winning Support – Constant Contact understands that any business that doesn’t support its customers won’t be in business for long. That’s why Constant Contact has an award winning customer support department. They know you’re busy running your company, so they make you feel welcomed and promptly answer your questions.
  2. Small Business Focused – Constant Contact was created specifically to make it easier for small business owners to stay in touch with current customers. The company developed its service to ensure that it was easy to use and highly efficient for busy small business owners.

  1. ROI (Return on Investment) – With ROI over $40 for every $1 spent, it’s clearly an ideal way to market your company. Small business owners are usually well aware that it costs more to obtain new clients than to retain current clients and convince them to purchase more. Constant Contact helps you do both and, if properly implemented with segmented contact lists in your account, help you maximize your ROI on both new and current clients. A more focused, customer-centric email can be sent to your current customers, resulting in a closer, more tight-knit relationship, and more purchases, at less cost.
  2. toolkitWell-Rounded Service Toolkit – Constant Contact is primarily an email marketing company; however they offer other valuable services as well, including social media integration, event registration and management, and a survey tool, to name a few. No other company I know provides all of these tools in the same software platform. Before Constant Contact, you had to piece various marketing solutions together from a variety of resources now they’re all available through one source, with one login, all supported by comprehensive reporting to provide you with a complete marketing picture.
  3. Local Education and Training Programs – Individuals learn differently and small business owners are no different. Constant Contact offers free in-person educational seminars through their Authorized Local Experts team. 278This is a team of vetted industry experts working closely with the Constant Contact team to keep small business owners up to speed on breaking industry news and the evolving marketing landscape. Constant Contact also provides some hands-on paid training programs where they walk you through the product, in your own account, so you can get the most out of the learning, if that’s what you’re looking for.

If you don’t already use Constant Contact, these five reasons demonstrate why you should. If you are already using Constant Contact, congratulations but as your business grows, it’s important to analyze your Constant Contact usage to ensure that you’re harnessing its full potential. If you’re unsure how to do that, we’re happy to help.

5 Reasons Constant Contact is Right for your Business

July 14th, 2015

Many of our clients come to us looking for help growing their websites and their businesses. Often the discussion revolves around what they are currently doing for marketing and how they are driving business each and every day, month, or quarter. We often recommend that they utilize Constant Contact to grow and for very good reasons. If you’re looking to do the same, here are 5 reasons that Constant Contact is right for your business:

  1. Constant Contact SupportAward Winning Support – Constant Contact understands that any business that doesn’t support its customers won’t be in business for long. That’s why Constant Contact has an award winning customer support department. They know you’re busy running your company, so they make you feel welcomed and promptly answer your questions.
  2. Small Business Focused – Constant Contact was created specifically to make it easier for small business owners to stay in touch with current customers. The company developed its service to ensure that it was easy to use and highly efficient for busy small business owners.

  1. ROI (Return on Investment) – With ROI over $40 for every $1 spent, it’s clearly an ideal way to market your company. Small business owners are usually well aware that it costs more to obtain new clients than to retain current clients and convince them to purchase more. Constant Contact helps you do both and, if properly implemented with segmented contact lists in your account, help you maximize your ROI on both new and current clients. A more focused, customer-centric email can be sent to your current customers, resulting in a closer, more tight-knit relationship, and more purchases, at less cost.
  2. toolkitWell-Rounded Service Toolkit – Constant Contact is primarily an email marketing company; however they offer other valuable services as well, including social media integration, event registration and management, and a survey tool, to name a few. No other company I know provides all of these tools in the same software platform. Before Constant Contact, you had to piece various marketing solutions together from a variety of resources now they’re all available through one source, with one login, all supported by comprehensive reporting to provide you with a complete marketing picture.
  3. Local Education and Training Programs – Individuals learn differently and small business owners are no different. Constant Contact offers free in-person educational seminars through their Authorized Local Experts team. 278This is a team of vetted industry experts working closely with the Constant Contact team to keep small business owners up to speed on breaking industry news and the evolving marketing landscape. Constant Contact also provides some hands-on paid training programs where they walk you through the product, in your own account, so you can get the most out of the learning, if that’s what you’re looking for.

If you don’t already use Constant Contact, these five reasons demonstrate why you should. If you are already using Constant Contact, congratulations but as your business grows, it’s important to analyze your Constant Contact usage to ensure that you’re harnessing its full potential. If you’re unsure how to do that, we’re happy to help.

5 Reasons Constant Conatct is Right for your Business

July 14th, 2015

Many of our clients come to us looking for help growing their websites and their businesses. Often the discussion revolves around what they are currently doing for marketing and how they are driving business each and every day, month, or quarter. We often recommend that they utilize Constant Contact to grow and for very good reasons. If you’re looking to do the same, here are 5 reasons that Constant Contact is right for your business:

  1. Constant Contact SupportAward Winning Support – Constant Contact understands that any business that doesn’t support its customers won’t be in business for long. That’s why Constant Contact has an award winning customer support department. They know you’re busy running your company, so they make you feel welcomed and promptly answer your questions.
  2. Small Business Focused – Constant Contact was created specifically to make it easier for small business owners to stay in touch with current customers. The company developed its service to ensure that it was easy to use and highly efficient for busy small business owners.

  1. ROI (Return on Investment) – With ROI over $40 for every $1 spent, it’s clearly an ideal way to market your company. Small business owners are usually well aware that it costs more to obtain new clients than to retain current clients and convince them to purchase more. Constant Contact helps you do both and, if properly implemented with segmented contact lists in your account, help you maximize your ROI on both new and current clients. A more focused, customer-centric email can be sent to your current customers, resulting in a closer, more tight-knit relationship, and more purchases, at less cost.
  2. toolkitWell-Rounded Service Toolkit – Constant Contact is primarily an email marketing company; however they offer other valuable services as well, including social media integration, event registration and management, and a survey tool, to name a few. No other company I know provides all of these tools in the same software platform. Before Constant Contact, you had to piece various marketing solutions together from a variety of resources now they’re all available through one source, with one login, all supported by comprehensive reporting to provide you with a complete marketing picture.
  3. Local Education and Training Programs – Individuals learn differently and small business owners are no different. Constant Contact offers free in-person educational seminars through their Authorized Local Experts team. 278This is a team of vetted industry experts working closely with the Constant Contact team to keep small business owners up to speed on breaking industry news and the evolving marketing landscape. Constant Contact also provides some hands-on paid training programs where they walk you through the product, in your own account, so you can get the most out of the learning, if that’s what you’re looking for.

If you don’t already use Constant Contact, these five reasons demonstrate why you should. If you are already using Constant Contact, congratulations but as your business grows, it’s important to analyze your Constant Contact usage to ensure that you’re harnessing its full potential. If you’re unsure how to do that, we’re happy to help.

Why Social ISN’T Optional Anymore

July 14th, 2015

A few hours ago, I sent out an email to all those who participated in a free webinar I offered last week. I wanted to share it here because it’s a message I believe you need to own! I wanted to offer a final point (actually several) on why all this “social” stuff really isn’t […]


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).

Stepping Outside Your Comfort Zone

July 13th, 2015

It was right about this time back in 2008 that one of my students threw a bit of a left hook at me in the classroom. His question made me say something out loud that stunned everyone, including myself. It also forced me to face some stuff and step out of my comfort zone. It […]


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

July 12th, 2015

In this week’s Quick Tip I talk about my own struggle to step outside my comfort zone a few years ago! That decision that forever changed my life! I hope this week’s lesson inspires you in some small or hopefully some not so small type of way! Wishing you an all caps AWESOME week ahead! […]


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).

Be Careful If You Offer Free Things

July 10th, 2015

As many of you know, I’m a big advocate of giving, upfront, unconditionally and without a scorecard but its important that you know that it can get complicated at times. Here are 3 things for you to ponder when it comes to “free” 1) Sometimes  you need something between free and “fork over your money”. 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).

One Way To Outperform Your Peers!

July 9th, 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).