There was a time when I enjoyed a good fight. The bigger the idiot, the more personal satisfaction I took away from the verbal altercation. A few years ago I made a conscious decision (my unconscious ones usually suck) to take a more peaceful path. There is, however, a rather short list of things I’m … continue reading »
There was an interview in The Wall Street Journal with Tim O’Shaughnessy (CEO of Living Social) where he faced a few pretty tough questions. Sound familiar? One question in particular made me reach for my journal because I thought he handled the question brilliantly! Check it out (please note that I’ve included Tim’s answer that … continue reading »
Take a few minute today and reflect back on your week. Commit to writing all the thank you cards that you didn’t get to. Not only will you display superior jedi skills to the recipient . . . You will have taken an informal inventory of some things to be grateful for. Way to end … continue reading »
There is a bit of a debate going around the sales circles these days and it centers around sales and if the act of selling has changed. To that, I say “yes and no!” Let’s get the “No” out of the way first. Selling hasn’t changed as far as the act of fulfilling a need, … continue reading »
One of the things that I’ve done (quite intentionally) is build stages where I can demonstrate the Castain brand. My strategy was to begin with my blog and have all my other efforts point to it in a way that wasn’t over the top “look at my blog”. With my blog at the center, I … continue reading »
“I don’t have the time to prospect because I need to service my accounts” “I don’t have the time to coach members of my team, I’m way too busy” “My team can’t take time out of the field to train” “I don’t have time to read sales books” “I don’t have time to do things … continue reading »
We’ve all heard the phrase “That’s Sales 101” or “That’s Networking 101” in fact, I think its safe to say that we’ve heard mucho varieties of that phrase. No? So riddle me this Jedi, have you ever dismissed something as “101” but meanwhile, you aren’t doing it?” Don’t worry, your secret is safe with me … continue reading »
I once met a rather hard core sales dude who was mentored by another hard core sales dude. One day he shared with me a philosophy he felt to be appropriate with regard to hiring sales reps. “Paulie (my maiden name) you bring them in by the masses, put them through classes and if that … continue reading »
So, if you’ve been living on planet earth for the bulk of your life, you’ve probably heard the one about . . . “Don’t say ‘but’ because it negates everything that you said before it” Example: “Ozzy I think you had some righteous tunes over the last few decades, but . . “ In other … continue reading »
A Blog Post Critiquing Your Community On How They Are Commenting. No, I didn’t make that one up and I’ve witnessed this one at least a half a dozen times over the last year. Don’t get me wrong, the author feels they are helping their community get better at praising them or something but it … continue reading »
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