Archive for November, 2019

The Things We Tend To Forget To Include With Our New Year’s Goals Part I

November 30th, 2019

I think somewhere in the over the top emphasizing of the need for “S.M.A.R.T.” goals some super important things are forgotten about! In this week’s episode of The Sales Playbook

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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).

Things To Think About While Developing Your Accounts

November 30th, 2019

If you’re familiar with the “Acres Of Diamond”story, you know that there was this guy, who had to sell his farm, to pay off the debt he incurred while trying to find diamonds at various locations….

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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).

Multi-Channel Prospecting? Expediting Your Deals? Account Development?

November 29th, 2019

Whether you’re looking to up your prospecting game, get more deals across the finish line BEFORE year end or; GROW the accounts you’ve already sold; I have heavily discounted resources…

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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).

Here’s A Treat For You BEFORE You Head Out To All Those Crazy Black Friday Sales

November 28th, 2019

Somewhere after all the turkey and pumpkin pie, many of you will rush out the door, and brave the crowds to cash in on the sales! BEFORE you do that, you might want to check out a really cool sale…

[[ 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).

Your Sales Coach Awaits (Timely Please Read ASAP)

November 27th, 2019

Don’t label your sales plan for 2020 “Done” if you haven’t included a plan to continually develop your sales skills. For the last few days I’ve been offering several of my best sales resources, at a…

[[ 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 Thanksgiving Tale Of Loss And Incredible WEALTH

November 26th, 2019

My driveway seemed quite large that morning back in 1995! I remember stopping dead in my tracks when it hit me that both my cars had been repossessed. My world fell apart that day and left me without…

[[ 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 Thanksgiving Tale Of Loss And Incredible WEALTH

November 26th, 2019

My driveway seemed quite large that morning back in 1995! I remember stopping dead in my tracks when it hit me that both my cars had been repossessed. My world fell apart that day and left me without…

[[ 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).

This Should Give Your Sales A Much Needed Boost!

November 26th, 2019

Every year, many of us race to the stores as early as midnight on the Friday after Thanksgiving, with hopes of cashing in on some great savings! So I thought I’d offer our annual Black Friday…

[[ 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).

This Should Give Your Sales A Much Needed Boost!

November 26th, 2019

Every year, many of us race to the stores as early as midnight on the Friday after Thanksgiving, with hopes of cashing in on some great savings! So I thought I’d offer our annual Black Friday…

[[ 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).

This Fourth Quarter Mistake Will Cost You In The First Quarter Of 2020 (It’s NOT What You’re Thinking)

November 24th, 2019

In this week’s episode of The Sales Playbook Podcast we discuss a mistake that really falls under the old; “I’ve always done it this way” belief, and; Right click here to…

[[ 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).

8 Cold Calling Templates

November 20th, 2019

Would you like 8 cold calling templates that include not only my cold calling script, but suggested answers to typical objections? Then you better hurry and sign up for my How To Navigate Stalls and…

[[ 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).

I Respectfully Disagree!

November 18th, 2019

For those of you who are putting EVERYTHING you got into closing EVERY drop of business this quarter; I respectfully disagree! I don’t disagree with the notion of closing every drop of business…

[[ 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).

Do You Think This Approach Provokes or Discourages Phone Objections?

November 17th, 2019

There’s a prospecting approach that many reps (perhaps you as well) are using and; In this week’s episode of The Sales Playbook Podcast we’re going to explore if the approach;…

[[ 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).

Instead Of Shutting Up After You Respond To A Phone Objection Do This Instead

November 17th, 2019

Most of us were taught to shut up after we respond to a phone objection. I disagree! Why? Because 9 times out of 10 you’re giving the person on the other end of that phone a chance to reload…

[[ 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).

What’s Your Plan For Navigating Stalls and Objections When You Prospect?

November 16th, 2019

I’ll ask it again; What’s Your Plan For Navigating Stalls and Objections When You Prospect? I typically hear two answers to that question and quite frankly they both SUCK! Answer #1:…

[[ 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).