Archive for August, 2015

From Chaos To Clarity: Getting It Done My Way!

August 31st, 2015

This is a guest post from Pete Primeau, Primeau Furniture Sales 2015 has been a crazy year for me in a good way. I had a double spinal fusion on November 17 of 2014 so I was still recovering the first few months of 2015. To help put what I am about to say in perspective […]


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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).

How Sales Reps Lose Deals For The WRONG Reasons

August 30th, 2015

There’s a very good chance that you’re missing opportunities, for the absolute WRONG reasons. In this week’s Quick Sales Tip, we’re gonna go there! I paint a really vivid picture of things I see, everyday, that you’re probably experiencing and I offer 3 ideas to help you get that bacon back on YOUR table; where […]


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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).

How To Use Your Creativity To Capture The Attention Of A Busy Prospect

August 25th, 2015

Your prospect has lot’s of things going on in their world competing for their attention. There are calls, voicemails, way too many emails, internal and external meetings, internal/external clients, snail mail, Fedexes, deadlines, fires that have to be put out etc. How do you compete with that? Unfortunately, there are many a sales rep, what […]


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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).

My Appearance In This Month’s Selling Power Magazine

August 24th, 2015

When you have a moment, check out this month’s Selling Power Magazine. I’ve penned an article for them about Social Selling and how you can leverage LinkedIn groups. Meanwhile, registration ends today for our How To Take Control Of Your Prospect Meetings webinar. Will I “see” you there? Click Here for details!    


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).

When I Write About Cold Calling . . .

August 24th, 2015

When I write about cold calling, I am guaranteed to double the amount of website hits that day but; Write about dealing with something, like excuses (like I did yesterday) and everyone hauls ass out of the room. If I wanted to win a popularity contest with my followers, I’d keep writing about cold calls. […]


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).

Excuses . . .The Lies That Limit Us!

August 23rd, 2015

In this week’s Quick Tip, we talk about the excuses that keep us from realizing the success we deserve. I provide some powerful examples of people who dropped out of college, were rejected, some that many said were “too old” and others that were told they were “too young” And then the difficult part of […]


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).

Excuses . . .The Lies That Limit Us!

August 23rd, 2015

In this week’s Quick Tip, we talk about the excuses that keep us from realizing the success we deserve. I provide some powerful examples of people who dropped out of college, were rejected, some that many said were “too old” and others that were told they were “too young” And then the difficult part of […]


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).

Join Us This Wednesday And Take Control

August 22nd, 2015

How do you get access to the main decision maker (and key stakeholders) without insulting the heck out of your contact? How do you immediately differentiate you and your company as THE choice to a buyer who has many options? How do you dominate a really competitive situation? How do you keep your discussion 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).

This Week In The Sales Playbook Communities

August 22nd, 2015

Here are a few of the things you may have missed this week in our Sales Playbook communities. LinkedIn Sales Playbook Group Paul Bickford asks . . . Price Objection I have been in sales for years and am constantly teaching salespeople how to overcome the price objection. I’d like to hear from others on how […]


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 Was Your “Score” This Week?

August 21st, 2015

Sometimes we get so fixated on the total dollars sold at the end of the week that we take our eye (or eyes if you have two) off of the activity part of the equation. Results are obviously the number that we’re graded on and the number that affects our bank account in the near […]


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).

Would You Call Out A Prospect For This?

August 21st, 2015

Have you ever had a prospect disappear on you? You leave voicemails, send emails, perhaps you stop by and still . . . Radio Silence! Some time passes and they approach you for a different project . . . Never referencing or apologizing for the previous blow off. What do you do? Do you leave 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).

Have You Lost Control Of Your Prospect?

August 20th, 2015

I’ll ask the question again . . . Have you lost control of your prospect? Do you even realize it when you have or are you kidding yourself into thinking that everything is on track? You obviously want to take control, but you don’t want to come across as controlling or manipulative. You want 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).

How To Hire A Sales Coach (Free eBook)

August 19th, 2015

  I’m fairly certain that we’ve all heard the phrase “Everyone needs a coach!” It’s a great phrase, guaranteed to get a few head nods of agreement, but . . . How the heck do you find the RIGHT coach? I put together a free, no strings attached, 14 page eBook for you that will […]


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).

Episode 128 How To Have A Better, More Fulfilling Year

August 18th, 2015

  I thought it might be time to have a really candid discussion about the year you’ve been having Have you accomplished the things you wanted to accomplish (business and personal)? Are you doing the things that you enjoy? In this episode of The Sales Playbook Podcast, I talk about some personal decisions I made […]


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 To Do When You’re In A Competitive Situation

August 18th, 2015

What do you do when you learn that you and your competitor(s) are competing for the same account? For starters, you can lay landmines! A landmine is something you leave behind that educates the prospect and forces your competitors to play a more defensive game. Before we continue, I need to make something really clear. […]


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).