Archive for August, 2017

Please Read This BEFORE The Holiday Weekend Begins

August 31st, 2017

Many of you are either going to be taking  a well deserved extra day off tomorrow, or perhaps you’ll be in the office, but mentally checked out! Either way, I’d like for you to do something BEFORE tomorrow; I’d like for you to look at your schedule for next Thursday, September 7th at 11:30 am […]


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).

It Isn’t Easy When It Comes To Getting The Attention Of A Decision Maker

August 31st, 2017

On the surface, you and your competitors look and sound the same until; You clearly articulate your difference but; There’s a lot of things tugging at your prospect’s attention span that can easily help them forget. That’s why you should; Use creativity to say it in a way that’s MORE MEMORABLE and; Use repetition in 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).

It Isn’t Easy When It Comes To Getting The Attention Of A Decision Maker

August 31st, 2017

On the surface, you and your competitors look and sound the same until; You clearly articulate your difference but; There’s a lot of things tugging at your prospect’s attention span that can easily help them forget. That’s why you should; Use creativity to say it in a way that’s MORE MEMORABLE and; Use repetition in 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).

How Creative Analogies Can Help Your Prospects Value Your Value Proposition

August 31st, 2017

Perhaps one of, if not THE biggest mistakes sales reps make, when it comes to communicating their value proposition, is this sense that their prospect will have the “light bulb” moment and GET IT! We seem to forget that we’ve consumed the proverbial Kool-Aid numerous times in sales meetings, training, one on ones with our […]


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 Creative Analogies Can Help Your Prospects Value Your Value Proposition

August 31st, 2017

Perhaps one of, if not THE biggest mistakes sales reps make, when it comes to communicating their value proposition, is this sense that their prospect will have the “light bulb” moment and GET IT! We seem to forget that we’ve consumed the proverbial Kool-Aid numerous times in sales meetings, training, one on ones with our […]


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, That, and the Other Thing

August 30th, 2017

Do you ever feel like things are all over the place? You can’t wrap your arms around all your marketing material? You have no real direction with all your promotional items, your logo, and your branding identification? We’re currently working with a company that has several locations and their material is scattered at best. So in each location they’re all doing their own thing. This drives up the cost of these items which would be best to buy in bulk. Not only that, the overall marketing strategy is all over the place. Our goal is to simplify and assemble the perfect identity. We feel your Brand Identity is paramount and it all starts with your website.



Brand Identification

Your website should be the anchor of your Brand Identification, it should all start with this visual placeholder you call your website. Welcome to this fast paced visual world we live in. You want your website to be the most effective tool in your toolbox, so it communicates what you’re all about. You want people to know exactly what you do and that you’re the expert in your field. So your marketing material should have the same branding, color scheme, and message across all items and divisions of your business.



Call to actions?As a Web Development Company we already have a good understanding of your business. And it is our continuous job to be learning more and more about your business to effectively help you grow. Our job is to help you identify your customers, capture their attention, and then convert them to a sale. We can help you develop a website that will have the proper “Calls To Action” to capture customers that need your services. We also offer some great tools that will help you nurture those future customers. It’s all about the “Interaction” you have to educate your customer and show them how your services can best help them. Along with website development, we also offer marketing, print and promotional items that will keep your name out front and center. All these items, “This, That, and The Other Thing” will help bring you full circle to a “Brand Identity” that is consistent across the board.



Ways we can help, quick story. A customer wanted us to create a brochure that their Salespeople would be able to personalize and then print out internally to leave with prospective customers. Think about the quality issues you would run into by doing this, just the printing alone. So the suggestion was made to print a nice full color tri-fold brochure with business card die-cuts on the back. The sales person would place his card in the slots and leave behind. This will be a lot cleaner and professional looking. Not only that, but a time saver, you want salespeople to be selling, not running a copier. We have the practical experience across the board to help you in the growth of your business.



So in closing, if you google “This, That, and The Other Thing” Wiktionary explains it:
Noun this, that, and the other – A wide range of actions, circumstances, characteristics, topics, or other items.

Our goal here at inConcert is to help you “Bring it all together” and have all your marketing items and goals have the same direction and the same results, sales!.





The post This, That, and the Other Thing appeared first on Web Design, Development, Maintenance and Hosting in Massachusetts – inConcert Web Solutions.

Subject Lines, Templates and Tactics For Sending A Better Sales Email

August 30th, 2017

For those of you who missed our 20 Sales Emails That Get Opened, Read & Responded To webinar last week; It’s now available as an instant download. I walk you through a 4 step messaging format and then share my arsenal of 20 sales emails and; I also give you the templates! Here are just […]


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 Prospect More Creatively

August 29th, 2017

For the past few days I’ve been offering tips on how you can stand out by using a little creativity with your prospecting efforts. If you were to look at your numbers for a moment; How many potential clients call you back when you leave a message? How many potential clients reply to your emails? […]


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 Examples Of How Your Peers Are Using Creativity To Open More Doors and Close More Deals

August 28th, 2017

I’ve said it before and I’ll say it again; When you’re a buyer, getting pitched several times a day; everyone begins to sound the same! Here are a few examples of how your peers are leveraging creativity to STAND OUT! Jamie McLennan, Allegra Princeton Jamie sent me a really cool, imprinted  ball from a 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).

How To Set Yourself Apart In A World Where Everyone Sounds The Same

August 27th, 2017

Imagine being on the receiving end of countless sales pitches each and every day! Sooner or later MOST if not ALL, sales reps would sound the same to you! In this week’s episode of The Sales Playbook Podcast we talk about; How To Set Yourself Apart In A World Where Everyone Sounds The Same! I […]


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 You Bore Potential Clients . . .

August 27th, 2017

You might be losing opportunities simply because you’re boring . . . I know, Ouch but read on anyway! In your defense, its actually quite easy to bore a potential client. You bore potential clients when you . . . Keep saying the same things, over and over again, via the same form of outreach (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).

How To Get Creative When Someone You Call Says “Send Me Your Information”

August 26th, 2017

You call a potential client and they give you the old “send me your info” thing; Most reps will either flat out refuse to send the information, or conveniently forget and set a reminder to call back some time in the future. Since I’ve already written posts on what to say in response to that; Let’s […]


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 Should Know About Getting A Buyer’s Attention

August 25th, 2017

We’re now living in a world, where the noise has increased, and attention spans have, (oh look, a squirrel), declined. With that in mind, how can YOU, stand out and capture the attention; Of a buyer who simply has way too many people, things and circumstances competing for their attention? One way, is to use […]


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).

Most Cold Calls End With A Fail But Here’s A Crazy Thought . . .

August 25th, 2017

LeapJob tells us that 98% of cold calls fail. IBM argues that its more like 97% but here’s the bigger point; Some use that as an excuse to avoid picking up the phone. Others see it as an opportunity to look at where they might be lacking as far as their phone chops. There’s another […]


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 Use Your Creativity To Open MORE Doors and Close MORE Deals

August 24th, 2017

Just announced our newest webinar How To Open More Doors and Close More Deals. It all happens Thursday, September 7th, at 11:30 am EST. Here’s what you’ll discover by joining us; 5 Ways To Use Creativity In Your Sales Emails. 5 Creative Ways To Use Snail Mail. 3 Ways To Use Humor WITHOUT Coming Across As An Idiot. […]


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).