Archive for September, 2019

How Your Competitors Will Take Your Opportunities During The Next Few Months!

September 19th, 2019

Sadly, many sales reps become the victims of inconsistent prospecting this time of year. Think about it; For starters, we’re coming off of summer, where many reps wrote off prospecting, because they…

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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).

New Webinar Alert. Early Registration Discount Ends Today.

September 19th, 2019

I wanted to give you a very timely heads up regarding a new webinar (and early registration discount) I announced yesterday. The purpose of this webinar is to offer you tactics and templates to…

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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).

Why You Might Want To Give Up Sooner In The Fourth Quarter!

September 18th, 2019

This time of year EVERY second counts! Personally, I have zero time for time wasters; Even if the time waster is a prospect or a client who; Really ISN’T onboard or; Someone who’s price obsessed…

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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).

How To ROCK Your Opportunities In The Fourth Quarter!

September 18th, 2019

In less than two weeks, we head into the fourth quarter of 2019! I’ve always felt that the fourth quarter presents a very different set of challenges for sales reps. It’s challenging because we’re…

[[ 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).

Be Careful Of The “Like” In “People Do Business With Those They Know, Like, and Trust”

September 17th, 2019

“People do business with those they know, like, and trust”; Yes, but I’ve always had concerns about the “like” part of the statement. While we certainly don’t want to be disliked, our…

[[ 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 To Get A 107 Day Lead On Your 2020 Sales Results

September 16th, 2019

CONGRATS to those of you who actually clicked on today’s blog post! You’re in a rare group of discerning sales reps who have no problem thinking about the new year; BEFORE it actually…

[[ 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).

FREE Webinar Giveaway Until 5:00 PM EST TODAY

September 13th, 2019

For all the superstitious types out there; Your Friday The 13th Luck Just Changed Because I’m Offering A FREE Webinar Until 5:00 PM EST TODAY! For TODAY ONLY; I’m offering our Staying In…

[[ 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 To Use Foreshadowing To Expedite Your Deals

September 13th, 2019

There are certain scenarios that can occur during the sales cycle where; A prospect begins to second guess their need for your solution. A prospect begins to second guess their need to make a change….

[[ 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).

Here’s Where Your Deal Can Die; Unbeknownst To You!

September 12th, 2019

I believe that our deal is most vulnerable during the time between meetings. Competitors and stakeholders are whispering in your prospect’s ears and influencing them. There are a numerous…

[[ 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).

Guiding Your Contact From Prospect To Client

September 12th, 2019

You just finished a preliminary meeting with a prospect; How do you gently guide your contact from prospect to client? You want to stay in touch and obviously stay “top of mind” but; By the same…

[[ 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).

Want To Keep Your Prospect’s Attention Between Meetings? Good Luck!

September 11th, 2019

The problem with many sales reps is that they quickly blend in by saying and doing the same things as everyone else! Then they act surprised when a deal takes longer to close and when; Prospects tell…

[[ 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).

Want To Keep Your Prospect’s Attention Between Meetings? Good Luck!

September 11th, 2019

The problem with many sales reps is that they quickly blend in by saying and doing the same things as everyone else! Then they act surprised when a deal takes longer to close and when; Prospects tell…

[[ 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).

The One Thing That Makes The Difference Between An AWESOME Testimonial and One That’s Typical.

September 10th, 2019

There’s one type of testimonial that tops them ALL. Seriously, it beats the sh*t out of the others! Why? Well; The problem with most testimonials (aside from reeking of B.S) is that they;…

[[ 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).

The One Thing That Makes The Difference Between An AWESOME Testimonial and One That’s Typical.

September 10th, 2019

There’s one type of testimonial that tops them ALL. Seriously, it beats the sh*t out of the others! Why? Well; The problem with most testimonials (aside from reeking of B.S) is that they;…

[[ 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).

Staying In Touch With Prospects WITHOUT Being Annoying, Desperate, or Salesy!

September 9th, 2019

There’s a really dangerous part of the sales cycle where many a deal takes a bullet;   The time, in between meetings!   Your prospect’s limited attention span, will take them away…

[[ 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).