A Document I Use At The End Of The Sales Cycle To Move My Deals Forward

September 8th, 2019 by Paul Castain No comments »

Sometimes prospects are hesitant to move forward simply because of the perceived hassle involved. A few months back, I started utilizing a really simple document that attacks this head on! In this…

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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).

Avoiding A Loss Of Momentum With Your Prospects

September 8th, 2019 by Paul Castain No comments »

What can you do to keep your deals moving forward? Well there’s two ways to look at this; What you can do during your meetings and; What you can do BETWEEN meetings. Let’s focus on the latter. The…

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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 “Closing” Process Begins Way BEFORE We Ask For The Business!

September 7th, 2019 by Paul Castain No comments »

“Closing” starts way before you ask for the business! I start by approaching potential clients who have a higher degree of urgency to make a change NOW. When someone agrees to meet with me, I…

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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).

I’m Not A Fan Of The Traditional Coaching Model

September 6th, 2019 by Paul Castain No comments »

I’ve never been a fan of the traditional coaching model where you are asked tons of questions; And provided very little of what experts refer to as “ANSWERS“. Don’t get me…

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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).

An Interesting Time Of Year For Sales Reps

September 5th, 2019 by Paul Castain No comments »

One of the things I teach my coaching clients is to always LEVERAGE what you’ve been given, and this time of year, you’re about to be given plenty! Like what? For starters, you have many…

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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).

Expediting Our Deals BEFORE Year End!

September 3rd, 2019 by Paul Castain No comments »

Wouldn’t it be nice to get a few more deals across the finish line BEFORE year end? Sometimes that’s easier said than done! There are competitors and internal stakeholders whispering in your…

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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 Wrong Answer To “Do You Have An Accountability Partner?” It Might Surprise You!

September 1st, 2019 by Paul Castain No comments »

Whenever I chat with someone considering my one on one coaching program, I ask; “Who’s holding you accountable? Not just for the results, not just for the ‘numbers’, but for…

[[ 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).

Asking For The Business WITHOUT Being Cheesy or Gimmicky

August 31st, 2019 by Paul Castain No comments »

How do you ask a prospect for their business WITHOUT sounding like you lifted a phrase from the “Closing Phrases For Dummies” manual? I came across a technique that I’ve been using for…

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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).

Last Chance To Download This Prospecting Resource

August 30th, 2019 by Paul Castain No comments »

If you’d like some fresh prospecting ideas that combine cold calling, email, snail mail, LinkedIn, and; If you’d like my cold calling script, voicemail templates and 50 of my best cold…

[[ 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).

Last Chance To Download This Prospecting Resource

August 30th, 2019 by Paul Castain No comments »

If you’d like some fresh prospecting ideas that combine cold calling, email, snail mail, LinkedIn, and; If you’d like my cold calling script, voicemail templates and 50 of my best cold…

[[ 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).

Tomorrow Is Going To Be A Sh*t Show

August 29th, 2019 by Paul Castain No comments »

Tomorrow, (August 30th) is going to be a sh*t show for some of you. First, you have month end and no doubt, you’ll be trying to get every last drop of revenue in BEFORE the closing bell. Then…

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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).

Download A FREE Sample Of My Prospecting Program

August 29th, 2019 by Paul Castain No comments »

Our potential clients go through periods of indecision and; It’s our job to GENTLY guide them by the hand during those times! I talk a lot about using “evidence” during these times….

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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 I’ve Been Expediting My Deals (A Play From My Playbook)

August 28th, 2019 by Paul Castain No comments »

Apologies to all who are subscribed to my newsletter because you’re about to reread what I sent earlier today. There are 2 extremely effective things that you should be using 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).

Phone + Email + Social = A Powerful Prospecting Mix

August 27th, 2019 by Paul Castain No comments »

Here’s a CRAZY question; If you had to choose between phone, email, or LinkedIn; What would be your preference?   No matter which one you just chose, you need to understand two really…

[[ 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 Seems To Be The Biggest Challenge For Sales Reps

August 25th, 2019 by Paul Castain No comments »

Whenever I survey the groups I’m about to train, I break it down into three areas. Generating Leads Closing Business Account Management Pretty much every team selects generating leads as their…

[[ 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).