Archive for September, 2015

Last Chance To Save And Win The Deal With IMPACT

September 30th, 2015

The Early registration discount for our October 22nd webinar How To Win The Deal With IMPACT ends today! Here’s What I’m Going To Share During The Webinar . . . How To Keep Someone’s attention With One Simple Tactic 8 Better Ways Of Building Rapport Without Looking Around Their Office For Things To Comment On How To Get ALL […]


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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 I Landed 45 New Clients In 30 Days

September 30th, 2015

When I decided to launch Castain Training Systems back in 2011, had no pipeline. I was armed with two bank accounts that I knew, no matter how much money I had, would not seem enough to carry a family of 5. And just to make things more interesting, I had medical bills from my wife’s […]


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).

Mucho Presentation Mistakes And How To Avoid Them

September 29th, 2015

In this week’s episode of The Sales Playbook Podcast, we talk about several common mistakes people make when they are presenting. As a bonus, I not only show you how to avoid these mistakes, I show you how you can ROCK your next presentation! Download this episode (right click and save) Whether it’s face 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).

Sales Reps Are Leaving Money On The Table

September 29th, 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 […]


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 Generate Additional Leads

September 29th, 2015

There are now almost 3 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! Look around you. See that […]


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).

Read This If You Want To Make A Greater Impact On Your Prospects

September 28th, 2015

Whether it’s face to face, Webex, Skype or conference call, you and I are always presenting something but; How do you make an impact when you’re being judged by people who have about a 9 second attention span? The short answer . . . It isn’t easy! We’re going to be addressing this, big time, 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).

5 Ways To ROCK Your Presentation Skills

September 28th, 2015

Whether we’re reviewing a proposal with a potential client, demoing a product, presenting an idea or setting up a Webex, conference call or Skype session; We do a tremendous amount of presenting as aspiring sales rock stars. Here are 5 easy things you can do, to ROCK your presentation skills! 1) Have Everyone On 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).

An Easy Way To Get Better At Phone Objections

September 27th, 2015

This week, I have an incredibly simple tip, that can triple your arsenal of rebuttals to the phone objections you’re facing! I’ve been using this simple tip for over two decades and have taught it to over 10,000 of my students. All modesty aside, I get lot’s of great feedback on it. So go 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).

3 Things To Do If You Hate Phone Scripts

September 27th, 2015

I’ve never been a fan of phone scripts. While I understand the need in terms of delivering the right message, preparedness etc, they usually sound like a script to the poor bastard at the other end of the phone. Also, since they’re often written in “marketing speak” and at a minimum, NOT in each individual sales […]


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 Many More Paychecks Are Left Until Christmas?

September 26th, 2015

As a parent of 3 awesome kids (who suddenly became 21, 19 and 17) that’s the question I’d find myself asking this time of year. Perhaps its a question you find yourself asking this time of year too? I believe, in many ways, that it’s the wrong question to be asking. Perhaps we should be […]


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).

1 Non Negotiable Thing To Do During Your Next “Sales Pitch”

September 26th, 2015

  For the last 15 years I’ve worked on my presentation skills to the point of obsession. I’ve worked with coaches, participated in courses, modeled incredible speakers, read several books and probably practice more than the average speaker does. Through it all, there’s one simple piece of advice I was given by my coach that has […]


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).

Death By PowerPoint? I Don’t Think So!

September 25th, 2015

So did you hear the one about how everyone is sick of PowerPoint? There’s even a nifty little phrase to hammer the sentiment home. . . “Death by PowerPoint!” Maybe it isn’t the PowerPoint! Maybe its . . . This BS of putting these long mission statements or lengthy quotes up on a slide 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).

What To Do Before, During & After Your Next Appointment

September 24th, 2015

  Here are a few super easy things you can do before, during and after your next appointment to expedite the sale. Download this episode (right click and save) You’ll Sell More When You Communicate With IMPACT! Join us for our newest webinar on October 22nd at 1:30 PM EST. Here’s What You’ll Gain By Joining […]


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 Sell With IMPACT!

September 23rd, 2015

  I’ve taken the liberty of listing several things you can do . . . Before your next appointment During your next appointment After your next appointment So you can make an IMPACT on someone who, quite frankly, has about a 9 second attention span! Please give this lesson a listen and send it along […]


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 Does It Feel To Be Judged?

September 23rd, 2015

As sales professionals, we need to constantly present our ideas, our products, our solutions our DIFFERENCE but; here’s the part we never want to talk about . . . Those very things that drive our revenue are being judged by prospects and clients who have about a 9 second attention span! In many cases we […]


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).