Archive for July, 2016

Trying To Be Everyone’s Friend Can Cost You Business!

July 31st, 2016

In this week’s episode of The Sales Playbook Podcast, I open up and tell you about something that almost cost me my business a few years back. This may sound odd, but I was too concerned about being liked. I was so concerned about being liked by my prospects and even with you, my audience, […]


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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).

“Resource Positioning” Yourself Apart From Your Competition

July 30th, 2016

For the last 15+ years, I have always ended meetings with prospects with something I call “Resource Positioning”. “Resource Positioning”, in it’s simplest form, is an invitation for your prospect to utilize you as a resource. Pretty basic stuff, right? Not really . . . most people don’t do it and yet it can –       […]


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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).

What Do You Do To Ensure That YOU Are The Logical Choice?

July 30th, 2016

I’d like for you to ponder something that I’m guessing, you’ve been too busy to think about; Taking the lead when things get competitive! What do you do to ensure that YOU are the logical choice? Are there things you’re doing or perhaps SHOULD be doing prior to the initial appointment? Oh, and I’m 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).

An Informal Poll Regarding The Best Day To Cold Call

July 29th, 2016

I asked several groups of sales reps, to ask the people who buy from them a simple question; “What day(s) of the week do you get the LEAST amount of calls, emails etc from sales reps.” Just about everyone came back with “Mondays and Fridays”. Now while this wasn’t an official study, conducted under the strictest 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).

The 3 Reasons Why I Absolutely WON’T Negotiate Price

July 28th, 2016

1) “It isn’t fair to my other clients who pay full price!” I put that one in quotes, because that’s what I say, word for word, when someone wants to play “Let’s make a deal with Uncle Paul” When you think about it, it really isn’t fair to reward people based on their ability to […]


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 Kick Your Competitor’s Ass When Things Get Competitive

July 27th, 2016

If you happen to sell in a competitive industry, then here’s a webinar that can help you! It’s called How To Sell In A Competitive Environment and it will be coming to you, live, on August 17th, at 11:30 am EST! Here’s the plan . . . 15 Ways To IMMEDIATELY Set Yourself Apart and Position […]


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 Mistakes Sales Reps Can Make When Competing For An Account

July 27th, 2016

So there you are in a situation, where you know, definitively, that you are one of several companies, competing for an account. Beware of these 5 mistakes; Don’t assume that you have to sharpen your pencil (even if you are told you need to). This puts the focus on price, and focusing on price leads […]


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 Differential”

July 26th, 2016

There are so many things  that could be considered a competitive edge, but unfortunately, they can also be duplicated. We’ve seen this with technology, chains of stores that once dominated the market, and even companies that claimed to have the lowest price . . . Until someone else came along and found a way to do […]


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 Would You Honestly Rate Your Performance So Far?

July 25th, 2016

Let me ask the question again; How would you honestly, and I mean HONESTLY (as in No Bullsh*t) rate your performance so far, this summer? Before you answer, let’s get a few things straight; It’s perfectly fine to take vacations and three day weekends to recharge. In fact, make a note to stop listening to […]


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 Things Get Competitive

July 25th, 2016

What do you say when someone tells you that they are taking 3 bids? Better yet, what do you do? Or, how ’bout when your competitor(s) like to low ball, badmouth, misinform? When things get competitive, do you ever feel like you’re playing a defensive game, instead of being in control, and maneuvering your competitors […]


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 Competitor Is Badmouthing You!

July 25th, 2016

So there you are competing for someone’s business, and then you find out that your competitor is badmouthing you. What do you do? You obviously DON’T want to stoop to that level, but you DO need to respond if your prospect shares it with you. I have a three step formula that I teach 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).

How To Outfox, Outmaneuver and Outsell Your Competition!

July 23rd, 2016

If you happen to sell in a competitive environment, then this training will change the way you approach your opportunities. DURING THIS WEBINAR YOU WILL LEARN: 15 Ways To IMMEDIATELY Set Yourself Apart and Position Yourself To Be The Front Runner! What To Say/Do When Your Prospect Wants To Take 3 Bids. 5 Ways To […]


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 Easy Way To Handle An Awkward Question

July 22nd, 2016

Sometimes things “get weird” with prospects and clients! Not because we made it weird, but because they asked something that made it so. It could be anything from “How much commission will you make on this?” to personal questions about your faith, marital status, politics, or even just a stupid question that has us asking ourselves […]


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).

Dominating When Things Get Competitive

July 21st, 2016

What do you say when someone tells you that they are taking 3 bids? Better yet, what do you do? Or, how ’bout when your competitor(s) like to low ball, badmouth, misinform? When things get competitive, do you ever feel like you’re playing a defensive game, instead of being in control, and maneuvering your competitors […]


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).

Marketing Automation, what is it and why you should use it

July 20th, 2016

The way businesses communicate with customers and clients has certainly changed over the years. Businesses are looking for better ways to increase sales revenue, increase lead generation, improve lead nurturing, improve the lead quality, and reduce the sales cycle. If you’re nodding your head thinking yup, I want all that for my business, then Marketing Automation may just be your answer.

Source: Sharp Spring

Source: Sharp Spring

So what exactly is Marketing Automation?

Simply put you can either shout at a specific demographic in hopes someone will hear you. Or you can talk to each customer and potential customer, at the right time with the right message. Marketing Automation helps you talk to each customer giving your business the ability to build strong relationships. By building a deep connection with your customers, your business will be discovered, driving more leads, increasing sales and proving ROI.

Marketing Automation drives a 451% increase in qualified leads for businesses, according to The Annuitas Group. With an increase like this, what could this do for your bottom line? Marketing Automation is a leap forward in digital marketing. For the first time, your business will have the resources to connect with each customer on a one-on-one basis. For many businesses reaching out to customers one-on-one isn’t realistic or cost effective and can be very time consuming. With Marketing Automation we can help make all this possible for your business saving you time and money giving you the ability to communicate effectively with your customer and helping turn those potential customers into loyal customers.

You may be saying to yourself, well I already get lots of leads. My questions to you would be how qualified are those leads and what is your conversion rate? With Marketing Automation you can start to distinguish the pieces of your sales process, letting you know exactly where leads are falling off and how you can fix it. This helps you to drive sales, be alerted to hot leads, track behavior and set up sales notifications. All helping you grow your business without having to break the bank.

Through Marketing Automation we can identify successful tactics and poor performances. Therefore we can eliminate waste and help improve your ROI. We can set up campaigns to find out how much it costs to get a new lead or what it takes to convert that lead into a new customer.

inConcert has a vested interest in helping your business succeed. We believe the biggest hurdle for any small business is time and money. We partnered with Sharp Spring so we can stay on top of the latest trends, offer our clients the most effective technology at a price that will help you achieve your goals but won’t blow your marketing budget.

We know this works, because we use it ourselves. We would love to show you how Marketing Automation can generate more leads, drive more sales and have a measurable return on your investment. Schedule a demo with us today.

Source: SharpSpring

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