Archive for April, 2016

How To Free Up 15 Hours A Month and Reduce Your Stress In The Process

April 30th, 2016

There was an interesting study conducted by DDI where they found that the average American spends 15 hours per month criticizing or complaining about their boss. The obvious reaction to this if you are indeed part of the “15 hour gang” is to do something about it and recognize that it might be chewing up more […]


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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 We Inadvertently Screw Ourselves Out Of The Important Stuff

April 29th, 2016

I’m going to go out on a limb and assume that if you set an appointment with a prospective client for 10:15 on Wednesday, you’d put that on the calendar. Right? How about if the boss tells you they need to speak with you on Friday at 2:00? Would you put that on your calendar? […]


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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).

You Need A Plan . . . Especially When You’re Busy!

April 29th, 2016

I’m going to go out on a limb and say that you’re busy! You have all kinds of sales tasks that you need to complete each and every day, but unfortunately . . . some of them take you away from prospecting! If you’re like many sales professionals, that can lead to inconsistent prospecting which […]


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 “Social” Have A Place In Your Master Selling Plan?

April 28th, 2016

I’m hoping that by now, you’ve realized, that there are opportunities for you as a sales professional via your social network. This is the part where some of you get defensive and say things like . . . “Nothing beats cold calls” or “Are you saying this ‘social’ stuff is better than the tried 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).

How Your Sales Calendar Can Make You Money!

April 28th, 2016

In this week’s episode of The Sales Playbook Podcast, we discuss that crazy thing, we like to call “your calendar” I outline a really easy formula for you to Get New Accounts Retain and Freakin WOW Those Accounts Grow Those Accounts Then, I show you how you stay on course, with those efforts. One minor […]


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 Prospect Consistently Even When You’re Completely Swamped

April 27th, 2016

I thought I’d share the formula I’ve been using to grow my sales in an industry with way too many competitors! Here it is and its much, much simpler than you’d ever imagine. (2+2+2+15) x (260) + 3 x 4.33 + 1 x 12 For now, I’m only going to focus on the “2 + […]


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 “Million Dollar” Sales Question

April 27th, 2016

For the last week or so, we’ve been talking about creating an effective plan to grow your sales. Forgive me for stating the obvious but . . . You could have an absolute kick ass, award winning plan, but; If you allow interruptions, time wasters and things that pull you away from the plan; Well, […]


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 Email Practice That Might Hurt More Than Help

April 26th, 2016

I’m seeing more and more sales reps setting up an email auto response that lets everyone know that they only check email twice a day. The email includes a phone number for people to call if it’s urgent. From a time management perspective, I understand this completely. In fact, with the average person sending 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).

This Is Why Bringing In New Business Can Be So Difficult For Some

April 26th, 2016

There’s an old McGraw Hill Ad that reads . . . I don’t know who you are I don’t know your company I don’t know your company’s product I don’t know what your company stands for I don’t know your company’s customers I don’t know your company’s record I don’t know your company’s reputation Now-what […]


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).

Poor Sales Results Never Wait!

April 25th, 2016

A bad day in sales doesn’t wait until 4:59 to happen . . . Its the sum total of everything you either did or (in many cases) didn’t do, every minute and every hour that brought you there. By that same logic . . . A bad week never waits until Friday at 4:59 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).

Prospecting Efforts Work Best With A Well Balanced “Sales Mix”

April 25th, 2016

  There’s a question that I’ve been asking participants in my training programs and it immediately changes the tone. The room typically goes fairly silent, eye contact is usually broken and for about 30 seconds or so; it gets a tad awkward. Before I tell you what the question is, I don’t think for one minute, 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).

4 Ways To Get Your Year Back On Track

April 24th, 2016

In this week’s Quick Sales Tip, I offer several suggestions, on how you can either get your year back on track, or (if your year is already on track), how you can keep it on track! I piled a lot of gems into this short lesson, so please take a few minutes to enjoy this […]


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 Perfect Activity For A Sunday Morning!

April 23rd, 2016

Actually I lied . . . What I’m about to share ISN’T perfect for a Sunday morning . . . It’s the perfect activity EVERYDAY! So here it is . . . Make sure, that aside from taking the time to plan; You also carve aside “Thinking Time”. The average person has between 60,000 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 Practice That Saves You Time and Makes You Money

April 23rd, 2016

So here it is . . . Make sure, that aside from taking the time to plan; You also carve aside “Thinking Time”. The average person has between 60,000 and 90,000 thoughts each day. Many of those thoughts contain subconscious answers to challenges and opportunities in your business. But its hard to snag those ideas […]


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).

Learning From Uncle Paul’s HUGE Mistake!

April 21st, 2016

Earlier this week, I made a huge mistake, that could have ending up costing me north of $60,000 over the next 3 weeks. Before I go into the details, I want you to resist your urge to dismiss this when you hear what I did. You’ll probably think “What does this have to do with […]


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).