Archive for January, 2016

How To Help Prospects To Understand That You’re The Better Choice

January 31st, 2016

Have you ever had a situation where no matter what you said, or what you did, the prospect really wasn’t grasping why you were the better choice? I bet you found it a tad frustrating when they ended up making the wrong decision huh? You might appreciate this week’s Quick Tip, where I outline a […]


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).

It Must Be Pretty Boring For Your Prospects

January 29th, 2016

Pop Quiz: Do you think your prospects hear the same stuff over and over? Do you think they’ve flagged most responses to their standard objections as typical? It really doesn’t matter if they’re being exposed to the same messaging via phone, email, face to face, carrier pigeon, they hear it more than you think. Perhaps […]


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 You Closed More Of The Opportunities You’re Getting In Front Of?

January 28th, 2016

You’ve worked hard to get in front of your opportunities and that’s why you need to take out a few “insurance policies”, EARLY in the process, to make sure your deals make it across the finish line. On February 4th, at 11:30 am EST, we’re going to be talking about how YOU can close more […]


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 Absolute BEST Time Management Advice I Was Ever Given

January 26th, 2016

In this week’s episode of The Sales Playbook Podcast I share some AWESOME time management advice I was taught a few years back. I can’t even begin to tell you how much time I’ve saved (even some aggravation too). Before you give this a listen, I’d like to ask you for a huge favor. If […]


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).

Coffee Isn’t The Only Thing For Closers

January 26th, 2016

I often wonder, how many sales reps make the mistake of pouring a cup of coffee, in front of another sales rep (or worse yet, multiple sales reps) only to be reminded that; Coffee is for closers!   But coffee (or the God given right to pour it without ridicule) isn’t the ONLY thing 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).

What EVERY Sales Rep Needs To Know About Coaches

January 24th, 2016

For many years I thought coaches were displaced business folk who needed to pay the bills and then had a revelation that ended with “I know what I can do . . . I’ll coach!” Several  years back I changed my thinking and miraculously enough, my results changed too! Here are 4 reasons why 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).

How To Get Better At Something, Even If You Don’t Have The Time To Learn

January 24th, 2016

Whether you’d like to learn new things that would help increase your paycheck or you’d simply like to learn new things for your personal pleasure, finding the time is often the deal breaker! In this week’s Quick Tip, I offer opportunities for you to learn WITHOUT taking time away from other things or adding more […]


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).

Our Problem Is That We Don’t Have The Courage To Ask For Help

January 23rd, 2016

I’d like for you to really ponder the title of today’s blog post . . . “Our Problem Is That We Don’t Have The Courage To Ask For Help” We do this with our workload and then use the old “If I want it done right, I have to do it myself” excuse. I believe […]


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 Get Ballsier With Your Prospects & Clients

January 21st, 2016

In this week’s episode of The Sales Playbook Podcast, we talk about several areas where most sales reps need to become ballsier. When I say “Ballsier”, that isn’t a license to be rude, it simply means, having the guts to do some of the things we know we need to do. “Holding back” is probably […]


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 Might Be Kidding Yourself If You Think You’re Different!

January 19th, 2016

I was finishing up a book recently by Dan Kennedy where he referenced an interesting scene from Boardwalk Empire. Hardeen Houdini (Harry’s Brother) was talking with some people at a cocktail party when they asked him about his brother’s famous escape from a straight jacket, while being suspended, upside down, several stories in the air. […]


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 REALLY Read A Book

January 18th, 2016

1)    Schedule Your Reading Time: If I were to take a guess as to why so many aspiring rock stars don’t have the time to read, it isn’t because they don’t have the time, its because they don’t schedule the time. I want you to think about what happens throughout the course of a typical […]


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 Your Prospect Stalls The Decision

January 18th, 2016

So there you are, facilitating an awesome meeting with a prospective client. You’re in your zone and things seem to be pointing towards a “YES!”. You can almost see the victory parade back at the office and you are fully prepared to tell your co workers “Don’t hate me because I’m beautiful” Perhaps even a […]


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 Close More Deals

January 17th, 2016

You’ve worked hard to get in front of your opportunities and that’s why you need to take out a few “insurance policies” to make sure your deals make it across the finish line. On February 4th, at 11:30 am EST, we’re going to be talking about how YOU can close more deals! Here’s what you’ll […]


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 You Need To Become More Judgmental

January 17th, 2016

Your prospects and clients are judging you and in this week’s “Quick Tip” we talk about why you absolutely MUST judge them back. Go ahead and give this a quick listen. You’ll get no “rah rahs” or “warm and fuzzy” pep talks . . . Just the truth! Download this episode (right click and save) Would […]


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).

Website Monitoring and Maintenance

January 14th, 2016


WHO
monitors your website can be just as important as WHAT gets monitored

Website Monitoring and MaintenanceMake no mistake – today’s economy is driven by the Web. There is no more important a marketing tool than a properly built and maintained website filled with valuable, relevant, optimized content that draws in qualified customers.

To keep that finely-tuned marketing machine humming, it’s critical to monitor your website because a website that’s not firing on all cylinders will not only lose customers, it’ll lose money as well. A poorly-performing – or worse, non-functioning – website can quickly divert current and potential customers to competitors who are only a click away. To make matters worse, search engines will often penalize your search ranking if your website is slow or under-performing.

The primary components of Website Monitoring and Maintenance are:

  • Proper website development including utilizing current coding practices, responsive design, software upgrades, code validation, and maintaining browser compatibility.
  • Quality hosting that provides exceptional uptime, page loading, error reporting, 24/7 security monitoring, and daily backups for the site and your emails.
  • Optimization components to grow traffic to your site such as content creation, calls to action, link building, traffic analytics, social media integration, and more.

Website monitoring is not only a valuable tool for maintaining the health of your website, it’s also good for gauging its performance against the competitive landscape. Website monitoring enables you to benchmark your website and track your results over time, providing insights into how effective the work on your site is and how your site is performing.

If you are considering the development of a new website be sure all the key development guidelines mentioned are being met. If you have a site that is older in nature than consider a full Site Analysis by a professional to give you an idea as to where your site stands. One thing is for sure, if your site is five years old or older it is highly likely the site is not mobile friendly, a big issue since Google’s recent algorithm changes.

In fact, there are five good reasons why you should be monitoring your website:

  • To ensure optimal search results
  • Protect your brand and its reputation
  • Help provide a more-satisfying customer experience
  • Prevent lost sales and revenue
  • Detect and prevent website security issues (hacking, for example)

So what should you be monitoring? There are a number of things that can be vital to your website, depending on its function (information resource, marketing tool, e-commerce, etc.). Some of the basic metrics include:

  • Uptime
  • Page speed
  • Page load time (including graphics)
  • Error messages
  • Customer log-in process
  • Software upgrades
  • Key phrase rankings
  • Shopping cart and/or database performance
  • Website visitors
  • Broken links
  • Form submissions
  • Browser compatibility
  • Site validation

Google Analytics is an excellent tool you can use that provides some good insights into your website traffic. It can give you a breakdown of where your traffic originated, why visitors came to your website, how long they stayed, and how quickly they left. But while Google Analytics provides an overview of your website’s traffic and other basic measures, it won’t monitor your website’s overall health. Truth be told, most people don’t have the time or interest to actively and regularly monitor their website. As a result, website monitoring – so important for maintaining your website’s value and protecting your investment – slips by the wayside.

If you’re a business that depends on your website as a critical component of your sales and marketing, it’s important to have expert website monitoring assistance. A professional website monitoring and maintenance service will go beyond the basic metrics to provide services such as:

  • 24×7 web site and key component monitoring
  • Comprehensive traffic analytics
  • Immediate notification of problems
  • Web-based real-time reports
  • Quick and accurate problem diagnosis
  • Scalable to meet growing business and e-commerce demands

Send us a message today if inConcert can help you monitor and maintain your website.