Archive for February, 2017

You’ve Worked Hard To Get In Front Of Your Potential Clients

February 28th, 2017

You’ve worked hard to get in front of your opportunities . . . And that’s why you need to take out a few “insurance policies”, EARLY in the process, to make sure your deals make it across the finish line. These “Insurance Policies”, are actually things you need to be doing from the moment you […]


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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).

“Should I Lower My Price To Win The Deal?”

February 28th, 2017

I’ve never been a big fan of lowering price to win a deal; I bet you’re thinking its because, like you, I enjoy making as much money as I possibly can? Well that and . . . 1) “It isn’t fair to my other clients who pay full price!” I put that one in quotes, […]


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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).

Another Way To Take The Lead When Things Get Competitive

February 27th, 2017

Sometimes, we get so caught up, in discussing features and benefits, that we forget about the thing that REALLY tips the scales; Evidence! Said another way . . . Proving what you say. Said yet another way . . . “Who says so besides you?” So if you want to stand out from your competition 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).

Your Prospect’s Attention Span Sucks and That’s Not OK!

February 25th, 2017

There was a study that was released in 2010 by the BBC, and they found that the attention span of the human race, had dropped dramatically to about 8-9 seconds. When they say that attention spans have dropped, you need to understand, that just 100 years ago, attention spans were at approximately 20 minutes, 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).

When Prospects Are Hesitant, Skeptical and Undecided

February 25th, 2017

When Prospects Are Hesitant, Skeptical and Undecided . . . Break out a testimonial, in fact; Why wait? Testimonials are so important because they serve as proof! They also answer the question “Who says so besides you?” I believe that today’s buyer, finds solace in sticking with the status quo; Until we show them a better […]


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).

Winning The Deal When Things Get Competitive

February 24th, 2017

What do you do when you learn that you and your competitor(s) are competing for the same account? For starters, you can leave landmines! A landmine is something you leave behind that educates the prospect and forces your competitors to play a more defensive game. Its also something that forces your competitor to expose their weaknesses. […]


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 Close MORE Of The Deals You’ve Been Working On

February 23rd, 2017

You’ve worked hard to get in front of your opportunities . . . And that’s why you need to take out a few “insurance policies”, EARLY in the process, to make sure your deals make it across the finish line. These “Insurance Policies”, are actually things you need to be doing from the moment 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).

Cutting It Way Too Close . . .

February 23rd, 2017

I wanted to remind you about something BEFORE the deadline hits. Today, at 11:30 am EST, we’re going to be hosting our How To Generate MORE Leads Via LinkedIn webinar and I don’t want you to be left out. Here’s the scoop . . . I’m going to get into actual tactics and share 10 […]


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 Sales Rep Walks Into A Networking Event . . .

February 22nd, 2017

A sales rep walks into a networking event and approaches someone. He doesn’t say a word, no greeting, no “Hi my name is ______” he simply hands the person a piece of paper with one sentence written on it and walks away. He approaches someone else and does the same thing! He continues doing 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).

6 Super Easy (And No Cost) Ways To Stand Out On LinkedIn

February 22nd, 2017

In response to my How To Get The Most From LinkedIn WITHOUT Spending A Dime blog post, Leo sent me a question that many of you are also wrestling with. Paul. Your recent podcast on getting more from LinkedIn without spending a dime was incredibly helpful. The thing that really jumped out at me was […]


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 Reminder About “Gatekeepers”

February 21st, 2017

Want to know the easiest, quickest and most effective way to get around a gatekeeper? Approach a potential client via LinkedIn. Why? Because there aren’t any “gatekeepers” on LinkedIn Now right about now, you get some of the hardcore sales types, getting their panties all in a bunch because they think I’m saying NOT to pick […]


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 Email Will Make You An Instant Hit With Your LinkedIn Network

February 21st, 2017

It’s really important that your network,  sees you as valuable. When people see you as valuable, they continue to open your emails, they will respond to you, share your content, refer you and; BUY From YOU! There’s a really simple email, that I’ve been sending for about 7 years now. Pretty much every time I send it, […]


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 Much Time Should I Spend On LinkedIn?”

February 20th, 2017

Dominic recently sent me the following question: Hey Uncle Paul, How much time should I be spending on LinkedIn. I don’t want to miss opportunities and yet, I don’t want it to cut into the time I’ve allotted for other sales activities. Thoughts? Everyone is different and we all have different objectives when it comes […]


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 Get The Most From LinkedIn WITHOUT Spending A Dime!

February 19th, 2017

There are many people who are under the impression that in order for you to kick ass on LinkedIn you need to invest in a pricey membership or their even pricier Sales Navigator product. There are even more people who stay away from LinkedIn because they think it takes all kinds of time on the […]


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).

Join Us This Thursday For Our How To Generate MORE Leads Via LinkedIn Webinar

February 19th, 2017

There are two radical extremes when it comes to LinkedIn and quite frankly, they both suck! Either you do absolutely nothing (and hope somehow, the world will beat a path to your door) or; You launch, immediately into a sales pitch and piss off your new connection. Sadly, I fell into the first category back […]


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).