Archive for October, 2015

Please Read This If You Own A Business

October 31st, 2015

If you own a business, I have a really cool, FREE resource for you, and it’s brand spanking new! I just started a new entrepreneur’s community on LinkedIn and I expect this to be just as awesome as the last community I started which now has over 52,000 members! Paul Castain’s Entrepreneur’s Playbook is a […]


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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).

Why You Might Want To Rethink Giving As Part Of Your Sales Strategy

October 29th, 2015

For the last 18 months I’ve really been second guessing all the things I give to my audience. I mean, I have written over 1500 blog posts, created 200 audio sales lessons, I’ve created a LinkedIn community with over 52,000 members, I regularly send free resources to my LinkedIn network and then there are 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).

A Must Have Cold Calling Tool

October 27th, 2015

  Here’s a cool way for you to start looking at the wonderful world of prospecting. Once you read it, I would invite you to download it HERE and put that bad boy by your phone to serve as a constant reminder that; Everyday . . . A new business is born that requires your product […]


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 Might Inspire You To Pick Up The Phone Today

October 26th, 2015

  There have been numerous studies (and debates too) about the proverbial “best days” to call a prospect. I’m confident that in the time we spend debating that, we probably could have just sold something instead. I’m also confident that a parallel debate goes on each day (internally) when we find a kazillion reasons NOT […]


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 Like A FREE Coaching Session?

October 26th, 2015

  In the last few days, I’ve given away several FREE coaching sessions and wanted to make sure you were aware of it before the offer goes away in a few days. I’m giving away the FREE, one on one coaching session, as part of our early registration promo for our new online course Prospect […]


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 Why 98% Of Your Cold Calls Are A Complete Waste Of Time!

October 25th, 2015

  According to a report from Leap Job, only about 2% of all the calls you’re making result in an appointment. So most people read about a report like that and they automatically put another nail in the cold call’s coffin. Instead, why don’t we explore WHY 98% of your cold calls are basically useless! 1) […]


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 Super Simple Ways To Improve Your Phone Chops

October 25th, 2015

There’s an old saying that “Practice makes perfect” but as any trainer will tell you, that’s not entirely true because; Practice makes permanent   Whatever you say and do consistently becomes habit and sometimes we say and do the wrong things, therefore, solidifying a limiting habit. This week, I have 3, super simple ways for […]


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 Being Selfish Can Lead To MORE Sales (The Reason Might Surprise You)

October 24th, 2015

You probably read the title of today’s post and thought I’d take this down the road of being selfish with your time,right? Well, sort of but that’s not really where I’m going with this. A few years ago, I decided that life was short and that I’d start doing MORE of the things that bring ME […]


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).

Who’s To Blame, The Price Slasher Or The Buyer Who Encourages It?

October 24th, 2015

I was speaking with one of my coaching clients the other day and she told me about a project where she is competing against a few other companies. When one of her competitors was told that they were out of the running, they responded by slashing their price by over 50%. Yep, the big Five Zero. […]


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).

Another Reason Why I’m Picking Up The Pace And Why You Should Too

October 23rd, 2015

Yesterday, I shared why I decided to pick up the pace with my sales efforts at Castain Training Systems. There’s actually another reason that I’d like to share with you today! The holiday season is rapidly approaching and that means that just after Thanksgiving I’m going to start to hear a whole sh*tload of “Call […]


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 I’m Picking Up The Pace And Why YOU Should Too!

October 23rd, 2015

  I needed to ask my ego to leave the room recently while I evaluated my sales performance. I looked at what I was doing well and what I wasn’t doing so well. While my sales have never been better at Castain Training Systems, I came to the conclusion that I really needed to step […]


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 If The Only Thing Dead About Cold Calling, Was The “COLD” Part?

October 23rd, 2015

The phone and I have had a bit of a “love/hate” relationship for a while now! I still remember my very first cold call where I was so nervous, my voice cracked like some pre pubescent kid asking the hot chick to the dance. Needless to say, Uncle Paul didn’t get the girl that day. I 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).

The 3 Minute A Day Phone Workout

October 22nd, 2015

Want to dramatically increase your phone chops? Want to do it in a way that you aren’t losing actual selling time? Consider this super simple exercise. At the start of your day, call your voicemail and leave yourself a message. This message could be the actual opening statement you use when calling a prospect. An […]


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 “You Gotta Be Kidding Me” Cold Call!

October 21st, 2015

I’m not going to lie, I’ve made some epic cold calls in my career. When I say “Epic”, I mean so good the stars seemed to align to spell “Uncle Paul” and so bad, that hanging up on myself was the only way decent thing to do. Epic! As penance for the sins committed earlier […]


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).

Getting Through To The Hard To Reach Prospect

October 21st, 2015

Carol sent me an email,  on a topic, we all struggle with . . . getting through to prospects! She writes . . . Uncle Paul, The majority of the prospects I’m trying to reach are pretty close to impossible to get a hold of. I’m not getting stopped by gatekeepers, I just always get […]


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).