Archive for July, 2017

Getting The RIGHT People To Attend Prospect Meetings

July 31st, 2017

Spoiler Alert: My definition of the “right” people is different than most. From the beginning of time, we were taught to go for the highest level decision maker. Makes sense,right? Well, yes and no! High level decision makers are critical because they can; Remove speed bumps Get everyone in line Make the decision (Duh) Sign […]


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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).

Getting MORE Of Your Deals Across The Finish Line (And Making A Few More Bucks Too)

July 30th, 2017

Wouldn’t it be nice to get a few more deals across the finish line? Sometimes that’s easier said than done! There are competitors and internal stakeholders whispering in your contact’s ear (both ears if they have two) There are obstacles, stalls and objections you need to overcome so; How Do You Take BETTER Control . […]


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 Way To Take Immediate Control In Your Next Prospect Meeting

July 30th, 2017

There are things that we were taught to do in sales, that we abandoned long ago. Perhaps because it felt too formal or scripted; Or heck, perhaps it was never REALLY explained to us why the tactic is so important. So with that in mind, I’d like to reintroduce you to something really valuable. But […]


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 Better At Sales (A Simple Version)

July 29th, 2017

Going to make this quick . . . Identify The Sales Tactics You Need To Improve Upon. This FREE checklist will help! Get help. “Help” comes in many varieties from finding articles, buying books, buying cd’s, listening to podcasts, downloading templates and training, ask top performers how they’re getting the results they’re getting, hire a sales […]


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).

Downloads and Templates To Help You Sell MORE!

July 28th, 2017

Going to keep this short and sweet folks . . . For 20 templates and over 75 tactics to help you prospect MORE effectively, click HERE. For 10 email templates and 50 actionable tips to help you get MORE of your sales emails opened, read and responded to, click HERE. For 10 LinkedIn templates 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).

How To Make An Internal Sales Meeting Less Sucky

July 28th, 2017

Truth be told, most sales meetings SUCK! They are a complete waste of the sales rep’s time because; Too much time is spent reviewing each rep’s projections, pipeline. Things are discussed that would have been better suited for an email and; Too much time is spent teetering between motivational “rah rah”,  and bullying the team […]


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).

Getting In Front Of MORE Opportunities (Timely Please Read ASAP)

July 27th, 2017

Today, at 11:30 am EST, I’m going to be sharing 50 tactics and 6 prospecting templates to help you get in front of MORE opportunities. ​​​​​​​Here’s the plan; 25 Ways To Find The Business Everyone Misses 5 Creative Ways To Get A Potential Client’s Attention 5 Ways To Get Someone’s Attention By Using Snail Mail […]


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 Secret Weapon Your Competitors Use Against You

July 26th, 2017

As you read this the wrong person is taking your opportunities and ultimately, your money! They don’t have your level of experience. Their products and services are inferior. When it comes to servicing  accounts . . . you could take them in your sleep. But still they kick your ass simply because they are more […]


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).

33 Ways To Approach A Potential Client

July 26th, 2017

I often think about how many of us sales folk must sound the same to a buyer and; How easy it is for us to blend in instead of STANDING OUT! So I created a FREE worksheet to help you; Complement your cold calls with additional forms of outreach and; Change up the “flavor” 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).

5 Email Templates That Get Opened, Read and Responded To

July 25th, 2017

Actually, I kind of held back a bit in the title of this blog post. Should have said . . . 5 email templates, 1 phone template, and 50 tactics to help you get in front of MORE opportunities! That’s what I will be sharing during our webinar, this Thursday at 11:30 am EST. Can’t […]


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 Creativity Can Make Or Break Your Prospecting Efforts

July 25th, 2017

So there you are trying to get a potential client’s attention. You tried calling them but they never pick up their phone and they never call you back. You tried emailing them and still nothing. You’re considering something creative to get their attention and; That’s when I want you to consider the following 2 things. […]


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 Root Of All Prospecting Evil

July 24th, 2017

If there’s one thing that can absolutely kill our prospecting efforts it’s; Wait a minute, why am I writing it here when I go into detail during this week’s episode of The Sales Playbook Podcast! So go ahead and give this FREE sales lesson a listen! Download this episode (right click and save) Would 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).

Webinar This Thursday 50 Ways To Find and Approach Potential Clients

July 23rd, 2017

I’ll be sharing 6 templates and 50 tactics to help you find and approach potential clients this week during our webinar. Here’s what you’ll gain by joining us; 25 Ways To Find The Business Everyone Misses 5 Creative Ways To Get A Potential Client’s Attention 5 Ways To Get Someone’s Attention By Using Snail Mail 5 […]


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 Habits That Are Annoying, Boring and Needy

July 22nd, 2017

As a small business owner, I’m on the receiving end of quite a few sales pitches each and every day. While I applaud any sales rep who’s making an honest attempt to do their job, there are several prospecting habits that come across as annoying, boring and needy. Specifically . . . Repeatedly Forwarding An Email […]


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 Scenario Most Sales Reps Miss While Hunting For New Business

July 21st, 2017

While hunting for new business, conventional wisdom would have you avoiding the industries/companies that are (financially) hurting right now but; Sometimes the “hurting” is your best reason to contact them! Why? Because when you’re hurting, you’re more likely to invest in something to make that hurt go away. Note: You had better to be able 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).