Did I Send This Way Too Early?

February 10th, 2020 by Paul Castain No comments »

I put together a FREE resource for everyone and sent it out earlier today but; I’m thinking that I sent it out WAY TOO Early. I typically send my blog posts out at 9:45 am EST but today; It…

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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).

Dissecting Your Prospecting Cadence

February 9th, 2020 by Paul Castain No comments »

When was the last time you looked at ALL the components of your prospecting cadence from what you say, to; What forms of outreach you’ll use? How about how much space between attempts, how 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).

A Dumb Reason To Lose Opportunities!

February 8th, 2020 by Paul Castain No comments »

There’s nothing worse than losing an opportunity to a competitor who’s less qualified than you and your company! Before you write that statement off as a hypothetical; I’m here to tell you that it…

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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).

Answer This Question BEFORE Calling, Emailing, Or ANY Form Of Prospect Outreach!

February 8th, 2020 by Paul Castain No comments »

There’s a really simple question you should ask BEFORE attempting any form of prospect outreach, but; I’m going to warn you that you might think this is something you heard before, and…

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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).

Awful Phone Scripts

February 7th, 2020 by Paul Castain No comments »

Having trained over 25,000 sales reps worldwide; I’ve seen (and heard) all kinds of phone scripts ranging from show stopping incredible to; So awful the caller should have put everyone out of…

[[ 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).

Messaging For When Your Prospects Have A Case Of “The Fridays”

February 7th, 2020 by Paul Castain No comments »

I’m sure it wouldn’t shock you if I told you that many people in business, mentally check out on Fridays. That’s why YOU should utilize “Friday Specific Messaging” 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).

Please Read This If You Do Even The Slightest Bit Of Prospecting!

February 6th, 2020 by Paul Castain No comments »

You owe it to yourself to pick a decision maker’s brain regarding the emails and phone calls they receive from sales reps. Seriously, you need to either speak with someone in your organization,…

[[ 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 Completely Undermine Your Prospecting Efforts!

February 6th, 2020 by Paul Castain No comments »

I’ve noticed 3 very typical prospecting errors that; Completely undermine the rep’s efforts to set an appointment. The Frequency Of Contact Is Initially “Hot and Heavy” Then Nothing! I’ve…

[[ 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 Prospecting Efforts Should Pass This 5 Point Viability Check

February 5th, 2020 by Paul Castain No comments »

When it comes to your prospecting cadence, how would you grade yourself on the following; Your Message? The Vehicle (s) That You Use To Deliver That Message (Phone, Email, Snail Mail, Text, Drop 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).

The Importance Of Creativity In Your Prospecting Cadence

February 5th, 2020 by Paul Castain No comments »

We’re now living in a world, where the noise has increased, and attention spans have, (oh look, a squirrel), decreased dramatically. With that in mind, how can YOU, stand out and capture the…

[[ 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).

An Alternative To Ditching Those Who Don’t Respond To Your Calls, Emails, Etc

February 4th, 2020 by Paul Castain No comments »

At some point, after repeated attempts to a prospecting target, many sales reps struggle with the age old question of; “Should I move on and just call it a day?” And if we’re being completely honest,…

[[ 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).

Scripts, Templates, and Tactics For Creating A Kick-Ass Prospecting Cadence!

February 3rd, 2020 by Paul Castain No comments »

When it comes to your prospecting cadence, how would you grade yourself on the following; Your Message? The Venue (s) That You Use (Phone, Email, Snail Mail, Text, Drop In, Drop Off, Warm Intro From…

[[ 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).

An Estimated 17.5 Million Americans Will Call In “Sick” Today!

February 3rd, 2020 by Paul Castain No comments »

According to a recent survey conducted by The Workforce Institute at Kronos; 17.5 million Americans plan on calling in sick today; You know, because its the day after the Super Bowl and a high holy…

[[ 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 Neglected Tactic To Include In Your Prospecting Cadence

February 2nd, 2020 by Paul Castain No comments »

Here are two things you should include in your prospecting cadence to; Get the attention of that decision maker you’ve been trying to speak with! First, a soapbox moment; You DO understand that…

[[ 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).

Why Do You Only Use The Phone and Email For Prospecting?

January 31st, 2020 by Paul Castain No comments »

95% of the reps that come to me for help are only using phone and email. So I put the question out there; “Why are you only using phone and email for prospecting?” This is what they 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).