Archive for June, 2016

How Opposites CAN Attract More Business

June 30th, 2016

We’d all like to think we’re different, but sadly, to our clients/prospects, we’re actually quite typical. The problem with “Typical” is that its a formula for being forgotten about and; It’s also a formula that invites competitor’s to come kick your ass! In this week’s episode of The Sales Playbook Podcast, I outline several examples […]


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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).

5 Reasons Why Referrals Should Be Your Low Hanging Fruit

June 30th, 2016

Sometimes we get so used to hearing something, that the familiarity of the message, keeps us away from the importance of the overall message. Like asking for referrals. If I were to ask you “Why should sales reps ask for referrals?” After seriously considering giving me a sobriety test, I’m guessing you’d say “Because it’s […]


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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).

Increase The Amount Of Appointments You Set With This Simple Tactic

June 29th, 2016

I have something really cool (and really FREE) for you! I’ve put together a FREE report with a step by step method to help you set more appointments each week! My average client generates 5-7 appointments using the step by step method I’ve detailed in this report. I personally average 10-15 and have grown my […]


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).

Want To Win More Business . . .Fight Your Instincts!

June 29th, 2016

It’s amazing what happens to otherwise hardworking people once they approach a holiday weekend. Take the Fourth of July holiday as an example. It isn’t until Monday, and we’re only talking one day, but; Many a sales rep have already “mentally checked out” They tell themselves bullsh*t stories about how its a bad week to […]


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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 Leave A Better Voicemail

June 28th, 2016

The way you leave a more compelling voicemail message is exactly the same way you deliver a more compelling message, when you get someone “live” on the other end of the phone and . . . It’s also the same way you craft a more compelling email message, and write a better note, that 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).

One Way To Warm Up A Cold Call

June 27th, 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! Talk about useless info, […]


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 Opportunities We Can Miss Going Into A Holiday Week

June 27th, 2016

My message going into a holiday week is simple . . . Don’t be challenged by holidays, LEVERAGE THEM!!! There are 3 absolutely awesome opportunities going into a holiday week, that many of your competitors are going to miss. And sadly, you might miss them too, if all you do is consume today’s blog post […]


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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).

Here’s An Idea; Do The Opposite Of What Your Competitors Are Doing

June 27th, 2016

One way to seriously limit your opportunities, is to limit your efforts to doing what everyone else is doing. Said another way . . . Consider doing the OPPOSITE of What Your Competitors Are Doing. Example; There’s an old sales axiom that invites us to “Go where the money is”. That’s sound advice, and by […]


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).

Want More Sales? Be More Daring!

June 24th, 2016

There are things that jump out at us in sales and yet, we choose to leave well enough alone. Sometimes we avoid the subject because we don’t want to jeopardize the sale, hurt feelings or who knows, incite a riot but . . . You’re doing your prospect/client a disservice when you avoid the “elephant […]


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 Looking For “Pain” Might Limit You As A Sales Rep

June 23rd, 2016

From the beginning of time, we were taught that we have to uncover the “pain”. So, being the good, law abiding, aspiring sales rock stars, that we are, we put all this artillery fire on searching for “pain”; That may or may not be there! I see  two flaws to this logic. 1)   If there […]


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 Should Ask For A Tour

June 21st, 2016

Want to do something that will generate mucho benefits? Ask for a tour when you meet with prospects! Why? 1) You Create Additional Energy! Energy is a really good thing in a meeting because it helps create emotion and emotion is pretty AWESOME  because it’s the first step towards getting someone off the fence of […]


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 Never Miss A Beat With Your Pre Call Planning

June 20th, 2016

When you really think about it, there’s a lot riding on the planning we do, prior to meetings, conference calls, Webex, etc. With proper planning, we can . . . Have a thorough understanding so we can; Ask better questions to gain an even more thorough understanding Prepare more meaningful talking points based on that understanding […]


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 can I get my website ranked in Google?

June 20th, 2016

How to get your website ranked on GoogleCurrently, in the digital age where information technology has taken a firm hold of the globe’s attention, numerous online businesses/companies are prioritizing effective web strategies. From the looks of it, they face a forceful resistance from the web marketplace. With an array of tools and techniques at their disposal, pinpointing and employing the right methods of contact creation, lead generation, and conversion is most usually too overwhelming.

Can you guess a particular instance or tactic that can push you in the right direction towards achieving all the three objectives above? That’s right! Being a well ranked, top listed website on the most popular search engines.

That brings us to the question of how to be a ranked website on google?

  1. SEO and how it works?

First things first – Search engine optimization (SEO) is the process of improving your content in order to attract more visitors from search engine results.

Google ranking is based on how reliable the information on the website is, the number of backlinks related to the website and the strong keywords used throughout the content.

Search engines are becoming smarter every day. They can even read through and analyze the content you have created and this helps them rank your website on Google.

  1. It is all about content creation

Creating new content is a great way to get your website ranked on Google. The more content you create –  the higher the number of backlinks to your website there will be. The more you use effective keywords, the higher your chances of getting your website ranked in Google.

The main focus of the content should be a balance between the quantity of pages and blogs created and the quality of that content. Make sure you understand the needs of your target customer. Create your content around his/her needs and interests, talk about WHAT bothers them and intrigue them with HOW their problems can be solved.

Also, when creating a new piece of content, try to mimic the language of your target audience. This will not only help you get your website ranked on Google, but also will attract the most appropriate visitors and convert them into customers.

  1. Long tail keywords will lead you to organic results

Keywords, the words that are typed into search engines, are essentially the most important elements of initial contact with the target audience. Before deciding on a primary keyword, it is vital to perform a keyword research. At first, try different versions of the keyword. As it is easier to be ranked for long tail keywords, try to avoid short keywords. For example, if you type just ‘shoes’, your search results will show you all types of shoes. But when you type ‘sport shoes for women’ the results are going to be much more specific.

While using the right keyword, your chances to be ranked on Google increase dramatically. Conversely, when using a weak keyword, it is very hard to achieve ORGANIC rankings on Google. As mentioned before, search engines are getting smarter. Now they can read through the entire text on a web page and even understand the content of it. To use this feature to your benefit, try to use different variations of your primary keyword throughout the text. For example, as in the case of ‘sport shoes for women’, try using ‘women’s sports shoes’, ‘fitness shoes for women’ or ‘gym shoes for girls’.

  1. Promoting your content

Promotion of your content is a very important step that should be worked on, on your way to being organically listed on Google. On average, the time spent on promotion should be equal to the time you have spent on creating a particular piece of content.

How to promote effectively?

  • Share your content on social media
  • Send emails and newsletters to existing and potential customers with read more links back to your content.
  • Ask your colleagues to share the content
  • Try to get other reliable websites to link back (backlinks) to your content

By promoting your content, you are generating more traffic to your website and gaining valuable backlinks to your website. This, in turn, will help you get your website ranked in Google.

  1. Analyze

We believe that analysis should be an obligatory part of every single activity related to your marketing strategy. The analysis is vital for improvement, as it keeps track of all the mistakes and additionally provides insights into particular marketing activity outcomes.

Considering search engine ranking, analysis can show you exactly which online marketing techniques are scoring high and which can be improved.

All in all, these tips will set you on track towards making drastic positive improvements to your online marketing strategy. Keep these recommendations in mind, while creating new content and working on different web marketing related tasks. It will definitely help you on your journey towards getting your website ranked well in Google.

The post How can I get my website ranked in Google? appeared first on Web Design, Development, Maintenance and Hosting in Massachusetts – inConcert Web Solutions.

Rock Star Academy: Early Registration (And The $200 Discount) Ends Today

June 20th, 2016

The $200 discount (and FREE webinar) for our Rock Star Academy program disappear later today. And what is this “Rock Star Academy” thing . . . Starting July 21st, I’m going to take you “backstage” and share the step by step system my clients and I have been using to grow our sales. I’m going […]


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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).

The 10 Things Every Sales Rep Should Know About Questions

June 18th, 2016

Beyond giving us valuable information . . . 1)    A good question can draw someone inward and . . . cause them to reflect, consider, and even do so subconsciously through (get this) the awareness your question has created. 2)    Good questioning allows you to take control of a situation . . . without being […]


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).