Archive for May, 2017

How Infrequent Prospecting REALLY Hurts Your Efforts

May 31st, 2017

Let’s face it . . . you’re busy! You have all kinds of sales tasks that you need to complete each and every day, but unfortunately . . . many of them take you away from prospecting! If you’re like many sales professionals, that can lead to inconsistent prospecting which can hurt you because; 1)    You’re not […]


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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).

100,000 Reasons Why Your Potential Clients Disregard and Delete You

May 31st, 2017

Regardless of the type of prospecting outreach you leverage; You just attempted to communicate with someone who . . . Was exposed to 3,000 advertising messages according FastCompany Magazine Was interrupted from what they’re doing 7 times per hour according to Wendy Cole from Time Magazine Was engaged in multiple phone calls and receive mucho voicemails. […]


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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).

97-98% Of Cold Calls Fail But Is That The Cold Call’s Fault?

May 30th, 2017

IBM released a study where they found that 97% of all cold calls never result in an appointment. LeapJob was less optimistic and found that number to be more like 98%! Sounds pretty grim, no? While you could easily point your finger at cold calling, and even jump on the bandwagon that feels the cold […]


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).

Sales Reps Were Tested This Weekend and Here Are The Results

May 30th, 2017

Sales reps were tested for the past few days here in the U.S. They were tested going into the holiday weekend and how they chose to regard the days leading up to the holiday weekend; Some, rationalized slacking by thinking clients/potential clients wouldn’t be available to talk or wouldn’t appreciate the communication going into the weekend. Some […]


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).

Should We Try To Sell To Our LinkedIn Network?

May 29th, 2017

Somewhere along the line, we were led to believe that you absolutely SHOULDN’T try and sell to your network. I believe the marching orders are that we’re supposed to give value (whatever the heck that means) and the rest takes care of itself. I guess, the idea is that people will notice you, continually giving […]


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 System To Generate MORE Leads Via LinkedIn

May 28th, 2017

What do you do once you connect with someone on LinkedIn? 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 […]


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).

For All Those Hesitant To Leverage LinkedIn As A Prospecting Tool

May 28th, 2017

“Paul, you’re really making this more difficult than it needs to be” That’s what my coach said to me when she caught me over complicating some things with my business back in 2011. She was absolutely right! I mean, my ego still believes she was dead wrong, but she was right! The thing that made […]


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 Biggest LinkedIn Crime and Why So Many People Are Guilty

May 27th, 2017

I’m guessing that if I were to ask you “What’s the biggest LinkedIn crime that sales reps commit?”. You’d probably say “Connecting and then immediately going into t a sales pitch” You’d be wrong . . . BIG TIME! While that whole “connect and pitch” thing is a very real problem, it pales in comparison 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).

10 LinkedIn Templates To Help You Build A STRONGER Network

May 26th, 2017

You’ve connected on LinkedIn . . . Now what? What do you say and when should you say it? Oh, and for the gold star, how do you nurture that “connection” into a full fledged client? The short answer is that you need to create a communication plan; Right from the word “Hello” I have […]


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 LinkedIn Network Doesn’t Respond To You!

May 26th, 2017

I received a question from Jason who asks; Hi Paul, I have a few dozen people in my LinkedIn network who never respond. I don’t know if I should continue reaching out to them or if I should drop them like a bad habit? Please help! The first thing you should do is take a good […]


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 Simple Way To Become An Instant Rock Star On LinkedIn

May 26th, 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 LinkedIn email, that I’ve been sending for about 7 years now. Pretty much every time I send […]


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).

Last Chance To Write AWESOME Sales Emails

May 25th, 2017

For the last few days we’ve been talking about our How To Write AWESOME Sales Emails program! Have you downloaded it yet? Unfortunately TODAY is the last day if you’d like to take advantage of the 50 ACTIONABLE tips and 17 really effective email templates for you in this instant download. During this 90 minute instant download you will discover; 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).

What EVERY Sales Rep Needs To Know About The 82% Who Never Open Their Sales Emails

May 25th, 2017

I was reading recent reports from Constant Contact and MailChimp, where they list average, email open rates, by industry. The results were sh*tty 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.

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 Email I’ve Used To Generate Hundreds Of Phone Appointments

May 25th, 2017

There’s a really simple email that I’ve been sending since 2010 that has generated hundreds of phone appointments for me. Happy to share it with you but; Don’t even think of dismissing it because of its simplicity unless; You’re a competitor of mine Ready? Here goes . . . Each week; Go to your LinkedIn […]


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 Line By Line Review Of 3 Ineffective Sales Emails

May 24th, 2017

There seems to be an overabundance of “sales experts” outing sales reps who approached them “incorrectly”lately. I’m not a fan of that, (especially when they go over the top and call the rep out by name), but sometimes, I just can’t hold my tongue. I’m going to remove the name of the rep (and company) […]


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).