One of my first sales calls, was almost a complete disaster, but it didn’t appear that way. I did everything by the book. I did my “homework” I was prepared. I asked some pretty kick ass questions (If I do say so myself). I presented our solutions in a way, that separated us from the […]

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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.

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).

For the last few weeks, I’ve been offering email tips, to help you get your sales emails, opened, read and responded to. I’ve saved the best for last; 50 tactics and templates to help your emails stand out from your competitors! And all you have to do is join us tomorrow for our How To Write […]

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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.

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).

There are actually several ways for you to heat up a cold call by sending an email first. For now, my advice is to make them hungry with a “potato chip” email. You know the deal with potato chips (you can’t eat just one) and that’s exactly what you can do in your email. Ways […]

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.

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).

I know a rep who’s about to seriously stand out from her competitors. She’s not going to compete by lowering her prices or offering special promos. She’s not going to compete by having deep pockets for advertising slick marketing pieces. She’s going to stand out because she knows; Exactly HOW she’s going to communicate her message. How […]

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.

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).

Sometimes, in our quest to find the BIG answer to our sales challenges, we miss the obvious ones. If you’d like to generate, at least 3 more phone appointments, each week, do the following; Go to your LinkedIn network, and start alphabetically. Pick at least 3 people that you have never spoken with, 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.

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).

Have you downloaded this week’s FREE Sales Lesson yet? I share 3, super easy, ways for you to get better, at emailing your potential clients. So go ahead, and download this FREE sales lesson and listen to it during your commute, on that flight or instead of vegging out on Netflix! Download this episode (right […]

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.

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).

Welcome to WordPress. This is your first post. Edit or delete it, then start blogging!

Between the massive amount of emails being sent and received each day, and the fact that your recipient is getting pulled, in multiple directions, they need to make a split second decision. In fact . . . Most decision makers,make that split second decision when they read your email subject line which means; Most emails will die 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.

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).

In this week’s Quick Sales Tip, I share 3, super easy, ways for you to get better, at emailing your potential clients. So go ahead, and download this FREE sales lesson and better yet; Take action! Download this episode (right click and save) Would You Like To Send An AWESOME Email? On September 1st, we’re […]

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.

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 not getting responses to your sales emails, and on that rare occasion, that you DO get a response, well, let’s say it’s less than favorable. Meanwhile, there’s plenty of opportunity out there, but for some reason, you’re not getting in front of enough of it! You could, by all means, keep doing what you’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.

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 few years ago, I came across a radical concept for emails. Daniel Pink was preaching about the effectiveness of a much shorter email. How short? 3 sentences! At the time, I thought it hard to convey anything meaningful in that short of a window, but then I opened my eyes. A 3 sentence email passes […]

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.

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).

Sooner or later, someone is going to ask you a question, that might make you feel uncomfortable, and make things a tad awkward. Why own that “awkward” when you can mark that envelope “return to sender”? The next time someone asks you a question, that makes you feel uncomfortable, “hot potato” that bitch right back 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.

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 losing opportunities simply because you’re boring . . . I know, Ouch but read on anyway! You bore potential clients when you . . . Keep saying the same things, over and over again, via the same form of outreach (you know like always calling or always emailing) Want to bore them even […]

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.

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).

I was reading a recent report from Constant Contact, where they list average, email open rates, by industry. The results were lousy to say the least! Some industries came in as low as 7% and some as high as 25%. When I averaged it all out, it was about 18% which means . . . […]

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.

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).

I’m going to make this post short, and sweet . . . On average, how many emails do you send each and every week to potential clients? How many responses, do you typically get? How many of those responses are favorable and result in a “next step”. Now for the next part, ask your pain […]

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.

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).