Archive for March, 2017

My Best Cold Calling Tip

March 31st, 2017

My best cold calling tip is simple to learn and yet too easy to blow off; Stop clinging so tightly to cold calls That statement goes over like walking into a biker bar and complaining that there isn’t any Pet Shop Boys on the jukebox but here me out; MOST sales reps cling exclusively 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 Dramatically Increase The Lifetime Value Of A One Time Customer

March 31st, 2017

Want to increase the value of a one time customer? And while we’re at it; I’m guessing you wouldn’t turn down the opportunity to increase the lifetime value of ALL your clients,right? Before I tell you what it is, you have to promise NOT to dismiss this because of its simplicity. Ready? Get referrals! Referrals increase […]


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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 2 Referral Questions You’re Probably Not Asking

March 30th, 2017

There are 2 highly neglected referral questions that you need to have in your arsenal. These questions happen AFTER you ask for the referral. The first question should be used once someone has referred you. As you’re thanking them for the referral, ask them WHY they referred you Asking them “Why?” gives you a lesson […]


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).

FREE eBook On The Power Of Referrals

March 29th, 2017

If I were to ask you “Why should sales reps ask for referrals?” I’m guessing you’d say; Because it’s one of many ways we can make money in sales On the surface, you’d be 100% correct, but it really goes much deeper than that! So I decided to create a FREE eBook offering you some serious […]


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 Explode Your Sales By Generating MORE Referrals

March 28th, 2017

What percentage of your new business opportunities come from referrals? Unless you answered “100%”, you have a serious opportunity to fast forward your results! Do you even have a referral strategy in place or does it sort of “happens when it happens” which sounds more like a prayer. That’s why you might want to join […]


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 March Right Past A “Gatekeeper”

March 28th, 2017

Sometimes we confuse hard work (and all these “hustling” messages being spewed by thought leaders) with working smart. Like continually getting stopped by “gatekeepers”. There are some who would tell you to “just keep dialing” which in and of itself is an antiquated philosophy since the last time I “dialed a phone” Jimmy Carter was President. […]


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 It Comes To COLD Calls, This Makes Absolutely NO Sense!

March 26th, 2017

Most sales people would rather call a business, cold, than ask a client for a referral! Think about that one for a minute! Most sales reps would rather call a business, cold than ask a client for a referral! Why? Here’s what I’m usually told . . . “It feels weird” “It makes the conversation […]


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 I Rose From 60th To 12th (Out Of 375 Sales Reps Worldwide)

March 26th, 2017

In this episode of The Sales Playbook Podcast, I share how I completely turned everything around, after a devastating personal failure. And no, this ISN’T some motivational “Rah Rah” episode; I actually take you through SEVERAL specific tactics I used to climb the charts as a sales rep. This is an episode where you’re going […]


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).

“Is It OK To keep Asking The Same Client For Referrals, Even If They NEVER Do It?”

March 25th, 2017

One of our readers sent the following question with regard to asking for referrals. Hey Uncle Paul, I try my best to ask for referrals but there’s one situation where I’m extremely uncomfortable and could use some guidance. Is it OK to keep asking the same client for referrals even when they never give 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).

“Is It OK To keep Asking The Same Client For Referrals, Even If They NEVER Do It?”

March 25th, 2017

One of our readers sent the following question with regard to asking for referrals. Hey Uncle Paul, I try my best to ask for referrals but there’s one situation where I’m extremely uncomfortable and could use some guidance. Is it OK to keep asking the same client for referrals even when they never give 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).

17 Sales Email Templates For The Taking!

March 24th, 2017

I just sent everyone who attended our How To Write AWESOME Sales Emails webinar, 17 sales email templates. The first lesson here, is to exceed your client’s expectations. How did I do that? By giving 7 more than I promised! I originally promised 10! The second lesson, is that you could be leveraging those 17 […]


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).

Referrals . . . “If You Don’t Ask, You Don’t Get”

March 24th, 2017

Are you asking for referrals? If so, when was the last time you really looked at; How you’re asking for them? When and how often you’re asking for them? It still amazes me how people will pick up a phone and COLD call a complete stranger and yet; They’ll avoid the hell out of asking […]


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 MUST Ask For Referrals (It’s Not What You’re Thinking)

March 23rd, 2017

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 one […]


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).

Growing Your Sales By Generating MORE Referalls

March 22nd, 2017

We all know we should be asking for referrals but sadly most of us don’t. Why? Here’s What A Group Of Sales Reps Shared With Me Recently “It feels weird” “It makes the conversation get weird” “I feel like it’s too salesy” “I feel like I’m begging them for something” “It never seems like 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).

Timely Please Read ASAP!

March 22nd, 2017

If you’re planning on joining us for our How To Write Awesome Sales Emails webinar, NOW might be a really good time to register. Why? Because we go live TOMORROW, March 23rd, at 11:30 am EST, and registration is about to end. Can’t make it? Sign up anyway and you’ll get the webinar replay later tomorrow. 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).