How To REALLY Up Your Sales Game In The Second Half Of 2018

July 8th, 2018 by Paul Castain No comments »

So here we are only days in to the second half of 2018! Are you having the year you hoped you’d have? I got you covered my friend! This week in The Sales Playbook Podcast, I share 18 ideas to…

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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 Importance Of Mixing Up Your Prospecting Efforts

July 7th, 2018 by Paul Castain No comments »

There’s a question that I’ve been asking participants in my sales training programs and it immediately changes the tone. The room typically goes silent, eye contact is usually broken, and for about…

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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 I Don’t Lead With “How Are You?” When I Prospect

July 6th, 2018 by Paul Castain No comments »

Leave it to a New Yorker to sound like a real unsociable prick but I pretty much never ask “How are you?” when I prospect. You probably think it’s because it’s typically a red…

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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).

Most Reps Haven’t Been Properly Trained To Get In Front Of Opportunities and Then Close Them

July 6th, 2018 by Paul Castain No comments »

Most sales reps weren’t properly trained to prospect. They know they’re supposed to research but don’t know WHAT they should be looking for. There are also those who spend either no…

[[ 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 Absolute Worst Prospecting Phrase EVER!

July 5th, 2018 by Paul Castain No comments »

The worst prospecting phrase has nothing to do with your opening statement on a call or email. It has nothing to do with how you choose to communicate your value proposition. In fact, the worst…

[[ 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).

Hunting? Closing? Both?

July 3rd, 2018 by Paul Castain No comments »

Where are you facing your biggest sales challenges? Getting in front of opportunities? Expediting and closing those opportunities? All of the above? I got you covered! Have you checked out 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).

What Every Sales Rep Should Do During A Holiday Week

July 3rd, 2018 by Paul Castain No comments »

It can be really challenging to be productive during a holiday week! Here are a few things that I do that have dramatically improved my productivity. The first thing I do is make a decision as 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 Ever Done Anything Like This Over The Summer (Be Honest)

July 2nd, 2018 by Paul Castain No comments »

By now, you should know how I feel about summertime and sales reps. And I’m not talking about taking well deserved vacations and holidays. I’m talking about the “mental…

[[ 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).

Sales Reps Seriously Need To Fight During Holiday Weeks

July 2nd, 2018 by Paul Castain No comments »

It’s amazing what happens to otherwise hardworking people once they approach a holiday. Take the Fourth of July holiday as an example. It isn’t until Wednesday, and; Many a sales rep have already…

[[ 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 Kick Ass and Still Enjoy Your Summer

July 1st, 2018 by Paul Castain No comments »

With summer officially here, sometimes we feel like that little kid, staring out the window at school, wishing they were out on the playground. Happens every summer with many of us but 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).

The 4th Of July Trap (and What You Can Do About It)

June 30th, 2018 by Paul Castain No comments »

Right about now I start to worry about lots and lots of sales people here in the US. It’s a few days before the 4th of July festivities and so begins the “mental check out”! Monday, Tuesday,…

[[ 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).

While Your Competitors Slack This Summer . . .

June 29th, 2018 by Paul Castain No comments »

So many sales reps throw their arms up in the air and write the summer off! I mean decision makers are on vacation, industries slow down, people mentally check out. So why bother, right? 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).

While Your Competitors Slack This Summer . . .

June 29th, 2018 by Paul Castain No comments »

So many sales reps throw their arms up in the air and write the summer off! I mean decision makers are on vacation, industries slow down, people mentally check out. So why bother, right? 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).

How Sales Reps Can LEVERAGE A Holiday Week

June 29th, 2018 by Paul Castain No comments »

The week of July 4th can be really challenging for sales reps here in the U.S.! My message going into a holiday week is simple . . . Don’t be challenged by holidays, LEVERAGE THEM!!! There are 3…

[[ 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 LEVERAGE A Holiday Week

June 29th, 2018 by Paul Castain No comments »

The week of July 4th can be really challenging for sales reps here in the U.S.! My message going into a holiday week is simple . . . Don’t be challenged by holidays, LEVERAGE THEM!!! There are 3…

[[ 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).