Archive for March, 2016

Stop Avoiding This Question (Please Read)

March 31st, 2016

The other day, I asked you a simple question that you might have found safer to just blow off. I asked . . . The people you want to be speaking with are super busy! They get tons of emails and phone calls! They have lots of people trying to get an audience with them. 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).

How To Inadvertently Disconnect With A Potential Client

March 31st, 2016

In this week’s episode of The Sales Playbook Podcast, we talk about things that sales people do, that result in people disregarding, deleting and even disconnecting with us. I have a good 10 or so ideas for you that I share in this FREE sales lesson. Before you check out this week’s episode, have you […]


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).

40 Ways To Use Creativity To Get A Potential Client’s Attention

March 30th, 2016

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? One way is to use creativity! What’s 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).

5 Reasons Why You’re Disregarded and Deleted

March 30th, 2016

Reason #1: Your buyer has way too many things going on and you simply aren’t catching their attention. They are exposed to over 3,000 advertising messages per day according to FastCompany Magazine They send and receive over 100+ emails daily according to Radicati Group They are interrupted 7 times per hour according to Wendy Cole at […]


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 Did You Do To Stand Out Today?

March 29th, 2016

The people you want to be speaking with are super busy! They get tons of emails and phone calls! They have lots of people trying to get an audience with them. What did you do today to stand out and make an impression with them? Ponder that and then consider doing something different tomorrow! 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).

30 Ways To Get A Potential Client’s Attention

March 29th, 2016

Sometimes it feels like we’re invisible to our potential clients! We call. We leave messages that go unanswered. We send emails that that aren’t responded to and yet somehow, we hope that eventually, they’ll grant us an appointment, and hear us out! Meanwhile . . . We have quotas. We have bills to pay 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).

A Simple Way To Stand Out With Your Network

March 25th, 2016

Here’s a really cool (and incredibly easy) way for you to stand out with your social network. Embrace the art of the “shout out”. A “shout out” is when you tag someone from your network and help them look like a rock star to the rest of your network. Oh, and I forgot to mention […]


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).

My Best Cold Calling Tip

March 24th, 2016

Earlier today, I posted the following . . . Your “connections” are more valuable once you move them off your computer screen and into real time. Too many times we forget that while we keep them nestled away, on screen and if we’re being completely honest, usually without interaction. There’s a simple cure that I’ve […]


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 Their Social Network

March 24th, 2016

Your “connections” are more valuable once you move them off your computer screen and into real time. Too many times we forget that while we keep them nestled away, on screen and if we’re being completely honest, usually without interaction. There’s a simple cure that I’ve been teaching on this blog since 2010. Start alphabetically […]


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).

6 Important SEO Design Tips You Need Know

March 23rd, 2016

6 Important SEO Design Tips You Need KnowBy now, most businesses know that search engine optimization (SEO) is a crucial element of Web-based marketing – if not the major element – and it revolves around the development of an effective keyword strategy and proper SEO.

This may sound odd coming from a company best known for web design, hosting, and support so let’s be clear – while web design should not be overlooked as a key tool for building brand identity and value, it can no longer be considered isolated from the rest of your marketing efforts. Web design, in addition to creating a unique brand identity and look, is a key component for creating traffic and conversions.

Web design impact

Research has shown that web design elements often play a bigger and more powerful role than content for building user trust. A recent study revealed that 94 percent of respondents to a survey said that it was the design elements that turned them off to a website and its owner, while only 6 percent of respondents cited specific content as the reason for their mistrust.

What design elements – or lack thereof – turned off site visitors? Here’s what they said:

  • Absence of a simple and user-friendly layout
  • Pop-up ads and distractions
  • Difficult-to-read text
  • Ho-hum, unimpressive design
  • Slow page and content loading

Does any of this remind you of your current website? If so, here are six important tips for designing to improve your website’s SEO:

  1. Responsive design

There’s no denying mobile’s impact on web surfing, researching, and buying. Responsive Web design automatically tailored to the shape of any screen size automatically goes a long way in meeting and even exceeding visitor expectations. If you’re not taking mobile into consideration, your website is virtually doomed to failure.

  1. Optimizing images

Graphics play an important role in page loading time, as well as the look and feel of a site and holding visitor interest.

Here are some tips for optimizing images:

  • Rename the filename of your image including specific keywords
  • Use all useful aspects of HTML for inserting an image on the page
  • Create an image caption
  • Use an appropriate format for images
  1. Prioritize text

Content, in many ways, is still king and text still enjoys a commanding role in search rankings. As a result, your design should prioritize text whenever possible. The goal should be including or displaying relevant text on every page.

Some further text optimization tips:

  • Each page should have a SEO title with 50-60 characters and a meta description of 150-160 characters. Both SEO title and meta description should be unique and should include the main keyword phrases of the page.
  • Instead of including important information in images offer it in text. Remember,the Google crawler does not recognize text displayed as part of images.
  • Always include relevant keywords in your URLs.
  1. Optimize title tags with keywords

Including keywords or a variation of a set of keywords in the title tags is important for getting the attention of the search engine crawler. The title tag makes the very first impression on both visitors and search engines using the targeted keywords.

  1. Give priority to text-based navigation

As we’ve already mentioned, search engine crawlers give priority to text information more than anything else. That means all the navigation buttons and menu sections on your website should be text-based so visitors can use them easily and the search engine crawlers can discover them quickly.

  1. Enable visitors to redirect easily

When redesigning or creating a website, make it easy for visitors to redirect to new website pages. When you delete the older page, visitors will receive a 404 error meaning the page no longer exists. If you had a good search rank with the old page you lose all its hard-earned traffic and search engine ranking benefits. Don’t forget to provide a redirect for each redesigned Web page. Using 301 redirects is helpful for telling search engine crawlers that the old page URL has become the new page URL. This will ensure keeping the traffic and SEO value intact for your newly refurbished Web page.

In WordPress, using a simple plugin called Redirection can help you do this easily. Remember to test the redirect by setting the website up on Google Search Console. This will help you keep track of crawler errors and find out if links on the website generate a Not Found error.

Finally, you should let the users know about the creation of the new Web page version and take them to the newly redesigned page. While explaining the reason for the redirect, you can offer links to other appropriate pages.

SEO is a powerful tool. It’s up to you to wield it wisely and successfully, using these six important tips. Your visitors – and business — will thank you for it.

Why Social Selling Isn’t Optional

March 23rd, 2016

I wanted to offer several thoughts on why all this “social selling” stuff really isn’t optional anymore! 1) There are now almost 3 Billion social networking accounts worldwide and that number is expected to reach about 5 Billion in the next 2 years. There are approximately 200 million blogs worldwide and according to Technoratic, the number […]


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’re Tripping Over Opportunity And Yet You Probably Don’t Have A Plan

March 21st, 2016

There are now approximately 2.8 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! Who cares, right? I’m […]


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 Had Better Have A Plan When It Comes To LinkedIn

March 20th, 2016

A few years back, I had a really bad LinkedIn experience that unfortunately, many of you are experiencing today. In fact, it was so bad, that I actually quit LinkedIn, but then had a change of heart, that enabled me to bring in 45 clients, in 30 days; On the same social network that 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).

Does Your Network Know You Exist?

March 19th, 2016

Most of the people that send me invites on LinkedIn, send the invite and then disappear into the shadows. I might see them every once in a while posting something, but that’s about it. And yet; I always hear sales reps mentioning that people buy from those they; Know, Like and Trust! Even though there’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).

The 5 Worst Ways To Lose A Connection At “Hello”

March 17th, 2016

Whether you’d like to acknowledge it or not, first impressions really do count! I really wish more people understood that statement to the point of living it while trying to connect with someone on LinkedIn! Here are 5 things you need to absolutely own if you want to make a favorable impression, right from “Hello”! […]


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).