Archive for April, 2017

5 Ways To Improve Your Prospecting Chops

April 30th, 2017

One of my regular stops each week, is to the Post Office. One day, after traveling the same route I had been traveling for years, I had a “light bulb moment”. I realized that the route I was traveling was a bit crazy and actually took longer. Feeling like an idiot, I had to ask […]


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).

3 Reasons Why We All Need A Coach

April 30th, 2017

For many years I thought coaches were displaced business folk, who needed to pay the bills, and then had a revelation that ended with “I know what I can do; I’ll coach!” Several  years back I changed my thinking and miraculously enough, my results changed too! Here are 3 reasons why I think getting a […]


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).

Prospecting And The “23 Minute” Rule

April 29th, 2017

I have a riddle for you . . . Who DOESN’T have 23 minutes, 15 seconds to get back on task? Answer . . . That person you’re about to cold call! 23 minutes, 15 seconds, is the average amount of time, it takes for a person to get back on task, after an interruption in activity! […]


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).

Prospecting And The “23 Minute” Rule

April 29th, 2017

I have a riddle for you . . . Who DOESN’T have 23 minutes, 15 seconds to get back on task? Answer . . . That person you’re about to cold call! 23 minutes, 15 seconds, is the average amount of time, it takes for a person to get back on task, after an interruption in activity! […]


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).

75 Ways To ROCK Your Prospecting

April 28th, 2017

75 Prospecting Tactics 15 Email Templates (with subject lines) 1 Opening Statement Template 4 Voicemail Templates They’re part of our upcoming Prospect Like A Pro, 2 session, online course. We kick off this Thursday, May 4th, at 11:30 am EST. Have you signed up yet? Better do it soon or you will miss; Session I (May 4th, […]


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 Two Extremes To Prospecting and Why They BOTH Suck!

April 28th, 2017

Having trained close to 15,000 sales reps, I’ve seen two prospecting “extremes” that hurt more than help one’s sales efforts. Extreme #1: Being A Complete Pain In The Ass. Many times you’ll have a rep suddenly appear and then carpet bomb a potential client with calls and emails. I’ve witnessed (and been on the receiving end […]


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).

2 Things That Will Dramatically Impact Your Cold Calls and Emails

April 27th, 2017

When it comes to prospecting, there are actually several things you can do to improve your results but; In the spirit of brevity, let’s keep it to two. Ready? One: Do EVERYTHING you can do to AVOID getting shut down, put off, stalled and turned down by the person on the other end of that phone. […]


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).

“Mapping” Your Phone Calls, Emails and Prospecting Efforts

April 26th, 2017

The problem with most reps, is that they typically decide on what they’re going to say, as they are either reaching for the phone, or reaching for their keyboard. And before you think I’m this judgmental ass, please know, that for years, I did the same thing too! Please read on . . . So […]


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 is a Paper Clip?

April 26th, 2017

Interesting question for our web company, a question we get quite often. The question itself doesn’t quite apply to our industry. The reason it’s not relevant is because our clients and prospects actually mean something else. What they really want to ask us is What is Pay Per Click?

Pay Per Click or PPC is often misunderstood and mispronounced by people as Paper Clip. It’s the acronym that creates this problem. Having worked in the Pay Per Click industry for years with Lycos.com, I understand the ins and outs of PPC very well. It can be very effective for some businesses, especially if it’s done right. People that work in the agency or website business, hear this at least a few times a month. It comes up when we talk with clients and prospects about their plans for marketing their business AFTER the website is completed. It’s so important to know that you cannot just create or design a website, then expect that you will get a ton of traffic to your website without doing some sort of advertising.

So…the more accurate question is What is Pay Per Click?
Pay Per Click is when you buy ads on Google, or other sources, to drive somewhat qualified traffic to your website. This is done in the hopes that what your clients are looking for is your service, ultimately resulting in possible leads and inquiries to your company. Pay Per Click, PPC, works in a simple way, but it’s far from simple. Basically, you put an ad up, target it toward a keyword or phrase, and ideally that ad shows to someone searching on Google for that phrase. When they see the ad, they click it and it delivers them to your website. You pay for the click. There are other options out there for paying by impressions, or even some that do paying for acquisition or conversion, however those are rare. Most people pay for the click.

The benefits for doing PPC are great, if the PPC ads and campaigns are setup and managed properly. If they are not done correctly, you can waste a huge amount of money quickly, resulting in NO LEADS. You certainly don’t want that to happen. With our knowledge in Pay Per Click, especially my experience at Lycos.com, we can steer you in the right direction. We can have a basic conversation about what your goals are and what you want to achieve. It’s important to note that if you are going to get help from a web company or agency, and if you want to get good results, you will need to have an appropriate budget for online advertising. Expect to spend around $2000 per month, with an additional agency fee of $1200. If you don’t have a $3000 per month budget to spend on PPC, that’s ok, it might just mean that you’ll need to scale back your efforts and you may need to also scale back your expectations on the results that you will get from the campaign.

I always recommend that you only do PPC if you are willing to commit to a 6 month timeframe. You need to be able to get a good set of analytics to review and understand if the overall campaign is working. Adjustments can be made during that 6 month time frame, and they should be made. However the short term fix is not the right approach to PPC advertising. If you are looking to run an ad with PPC for just 2 weeks, it won’t be worth the ROI for the time you put in to get the campaign setup correctly.

Download our 5 tips to an effective PPC Program

The post What is a Paper Clip? appeared first on Web Design, Development, Maintenance and Hosting in Massachusetts – inConcert Web Solutions.

15 Email, 1 Opening Statement and 4 Voicemail Templates

April 25th, 2017

No, your eyes aren’t playing trick on you. I have; 15 Email templates (with subject lines) 1 Opening Statement Template 4 Voicemail Templates There part of the upcoming Prospect Like A Pro, 2 session, online course. We kick off on Thursday, May 4th, at 11:30 am EST. Have you signed up yet? Here’s the plan; […]


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 Ways To Settle Your Nerves If Cold Calling Makes You Nervous

April 25th, 2017

Do you ever get nervous when it comes to cold calling? Well congrats for being human! There’s a saying that many people are taught when they learn public speaking that goes something like this; “The feeling of ‘butterflies’ in one’s stomach never completely goes away, but you CAN teach them to fly in formation” Today, we’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).

Read This When You Need A Little Motivation To Pick Up The Phone!

April 24th, 2017

Next time you find yourself knee deep in a thousand excuses NOT to pick up the phone and prospect; Read this motivational PDF I’ve created for just such an occasion! In fact, don’t wait until you DON’T feel like picking up the phone; Read it EVERYDAY! Click HERE and enjoy this FREE download! Here’s 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.

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 15 Minute Prospecting Warm Up

April 23rd, 2017

Did you ever notice, that there’s this point during your outbound calls, where you’ve got a really good rhythm going, you’re in your zone and; Everything is starting to click? In this week’s episode of The Sales Playbook Podcast, we’re going to talk about how you can get there quicker! And let’s face it; 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).

One Of The Toughest Things I Ever Had To Overcome In Sales Was My Ego

April 22nd, 2017

One of the toughest things I ever had to overcome in sales was my ego! Back then you couldn’t offer me advice or direction, and I sure as hell wasn’t going to ask for it. I mean why don’t I just bow down and acknowledge that you’re awesome and I’m lame! My wake up call 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).

Being A Pain In The Ass Isn’t A Strategy

April 21st, 2017

I’ve been noticing a bit of a trend lately.  I even stepped back, counted to 10 and asked other execs for their thoughts before showing up with my soapbox to complain. There’s this tactic where you call a potential client, and after you leave a voicemail, you immediately email referencing the voicemail. That’s a “double tap”! First 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).