Archive for April, 2020

New Webinar Alert: How To Utilize Appropriate Messaging During Covid-19

April 30th, 2020

“What should my sales messaging look like during the Covid-19?” I believe there are two extremes many of you have embraced, and I’m really NOT a fan of either one! One extreme is 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).

New Webinar Alert: How To Utilize Appropriate Messaging During Covid-19

April 30th, 2020

“What should my sales messaging look like during the Covid-19?” I believe there are two extremes many of you have embraced, and I’m really NOT a fan of either one! One extreme is 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).

Prospecting Differently In The Weeks Ahead

April 30th, 2020

When it comes to your prospecting, have you retooled the following to adapt to the Covid-19 world? Your Message? Are you staying all salesy? Are you just “being kind”? Both extremes suck…

[[ 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 Decision Maker’s Attention (Especially Right Now) By Adding Value

April 29th, 2020

Whenever there’s a discussion around how to get a decision maker’s attention, you can rest assured that someone is going to say; “You need to add value” What the hell does that mean 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).

This Question Will Help You Get In Front Of MORE Opportunities Right Now!

April 29th, 2020

I’m going to go out on a limb and guess that a lot of your prospecting efforts are ending with prospects telling you; “This isn’t a good time” “Everything is on hold…

[[ 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 Change The “Flavor” Of Your Sales Messaging During Covid-19

April 28th, 2020

Do you think that to a decision maker, most sales people sound the same? Do you think our emails look the the same? Cold calls? That’s because most sales messaging centers around one flavor, and one…

[[ 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 Utilize Appropriate Sales Messaging During Covid-19

April 27th, 2020

The big question right now is; What should my sales messaging look like during the pandemic? I believe there are two extremes many of you have embraced, and quite frankly they BOTH suck! One extreme…

[[ 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).

Please Read This If You’ve Been Avoiding Prospecting Activities

April 27th, 2020

A few weeks back I did a podcast on something that robs us of our time (to the tune of 55 days per year) and; It robs us of our productivity too! We talked about how you can identify it and what you…

[[ 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’m Really Sorry But I Have To Do This

April 26th, 2020

For those of you who HAVEN’T reserved your spot for our How To Close Deals During Covid-19 course, we just officially sold out! “But how the hell do you sell out of an online program…

[[ 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).

Deals Are Taking Longer To Close! What Are You Doing About It?

April 24th, 2020

A few days ago I offered a FREE sales lesson to help you navigate a longer sales cycle, but here’s the sad truth; I believe that sales reps are so concerned about coming across as insensitive…

[[ 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).

Giving Up ISN’T A Good Look For You!

April 23rd, 2020

There was a time in my life that I had given up in every sense of the phrase. I had lost everything I owned, my business, my money, both my cars and quite frankly I became something I never wanted 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).

How To Keep Your Deals Moving Forward WITHOUT Coming Across As Insensitive Or Even Desperate!

April 23rd, 2020

The big question many of you have asked me is; “How do I keep my deals moving forward without coming across as insensitive or even desperate?” Not only is this an awesome question 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).

Have You Defaulted To The Wrong Extreme During The Coronavirus Pandemic?

April 22nd, 2020

I have to say that I’m incredibly disappointed with some of the sales advice I’m coming across during these crazy times, and; Quite frankly I’m a bit worried for you guys! Some are…

[[ 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).

Have You Adjusted Your Follow-Up Cadence Or Are You Kidding Yourself That It’s Business As Usual?

April 22nd, 2020

One of the biggest mistakes sales reps are making right now is sticking to what they always did before Covid-19. Today, I want to talk about WHY and HOW you should adjust your follow-up cadence. Just…

[[ 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 In Your Covid-19 “Evidence File”?

April 21st, 2020

If there’s one thing I’ve seriously over preached on this blog, it’s the importance of using “evidence” during the sales cycle. We use “evidence” to reduce…

[[ 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).