Archive for January, 2019

You Wanted To Sell MORE This Year . . . So How’s That Working Out For You?

January 31st, 2019

One of THE most unproductive things you can ever do in sales is continuing to do something that isn’t generating results. So far, you’ve had 31 days to test your plan to sell more in…

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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 Sad Reality Of How Many Of Us Approach Selling

January 28th, 2019

I think we’ve all seen the cartoon of the machine gun salesman being told “Tell him we haven’t got time for any of his bright ideas-we’ve got a battle on our hands”; by…

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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).

Consuming vs Acting (The HUGE Mistake We Make In Sales)

January 27th, 2019

If you enjoy reading blog posts and articles. If you enjoy watching informative videos and listening to podcasts; BEWARE because there’s a HUGE mistake many of you are making, and; It’s…

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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 Sad Reality Of Cold Calling and What You Can Do About It

January 25th, 2019

According to a report from Leap Job, only about 2% of all the calls you’re making result in an appointment. So most people read about a report like that and they automatically put another nail in the…

[[ This is a content summary only. Visit my website for full links, other content, and 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).

Most Sales Reps Lack The Courage To Do This

January 24th, 2019

One of the toughest things for us sales folk to do is ask for feedback. It’s tough because of our egos. Our ego protects us from things that we think might be unpleasant, so it tells us…

[[ This is a content summary only. Visit my website for full links, other content, and 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).

How Sales Reps Can Accelerate Their Performance By Creating MORE “Coaching Moments”

January 20th, 2019

I speak to so many reps who tell me that their boss offers zero feedback (unless they’re screwing up). So how does a sales rep create “coaching moments” with not only their boss…

[[ This is a content summary only. Visit my website for full links, other content, and 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).

How Sales Reps Can Accelerate Their Performance By Creating MORE “Coaching Moments”

January 20th, 2019

I speak to so many reps who tell me that their boss offers zero feedback (unless they’re screwing up). So how does a sales rep create “coaching moments” with not only their boss…

[[ This is a content summary only. Visit my website for full links, other content, and 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).

How Your Attention Span LIMITS Your Results

January 18th, 2019

Your attention span is a funny thing; It takes those moments where you may have had the greatest ideas and action steps and then . . . Suddenly you’re whisked away to someplace else only to be…

[[ This is a content summary only. Visit my website for full links, other content, and 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).

How Sales Reps Can Become MORE Coachable

January 17th, 2019

Many times a post like this is written by someone who would like for you to believe that they are a perfect specimen when it comes to coaching. Truth be told, I struggled with it during my early…

[[ This is a content summary only. Visit my website for full links, other content, and 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).

Imagine If MORE Sales Reps Had This In Their Day To Day?

January 16th, 2019

I want you to be completely honest about something. Seriously; No sugar coating your answer. Ready? How many people in your professional life; Hold You Accountable? If you’re lucky, you thought…

[[ This is a content summary only. Visit my website for full links, other content, and 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).

Why Everybody (Especially Sales Reps) Need A Coach

January 15th, 2019

Here are 4 reasons why I think getting a coach sooner rather later is in your best interest; 1) You Really DON’T Have Time For Mistakes! Business moves mighty fast and quite frankly, mistakes…

[[ This is a content summary only. Visit my website for full links, other content, and 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).

Reexamining The Things You’ve “ALWAYS Done” In Sales

January 13th, 2019

There’s this phrase that many people criticize leadership for making; We’ve always done it this way! We can be a tad guilty of that in sales too, in fact; In this week’s episode of…

[[ This is a content summary only. Visit my website for full links, other content, and 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).

Deadline TODAY (Important, Please Read ASAP)

January 11th, 2019

Wanted to send you a quick reminder because there’s a deadline involved and I didn’t want you to miss out. Registration for our Rock Star Academy Program ends today at 5:00 pm EST. As I…

[[ This is a content summary only. Visit my website for full links, other content, and 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).

Are You Asking Cliched Sales Questions?

January 11th, 2019

Imagine being a decision maker who meets with sales reps on a regular basis. I bet it wouldn’t take long for just about EVERY rep to sound the same and; I bet you’d hear and endless…

[[ This is a content summary only. Visit my website for full links, other content, and 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).

A Big Change I Wanted To Tell You About

January 10th, 2019

For the last 10 years I’ve created over 3,000 blog posts, 245 podcasts, and heaven knows how much content on social media. In addition, I’ve offered a new public webinar every 2 weeks…

[[ This is a content summary only. Visit my website for full links, other content, and 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).