Mixing It Up For Less

Posted July 31, 2014

I really hate it when I end up paying more for something because I missed a deadline and I bet you’re the same way! The other day, I announced a new online course with a special pre launch price that disappears today at 6:00 PM EST. I thought I’d send this gently nudge to you … continue reading »

Is The Cold Call Dead Or Is It Just Lonely?

Posted July 31, 2014

If there’s one thing you see lot’s of in sales, it’s extremes! Take this business of the cold call for example . . . There are some who believe you have no business being in sales if you aren’t going to make cold calls. There are others who will do everything they can NOT to … continue reading »

Our Problem Is That We Scroll Too Much!

Posted July 30, 2014

When you live in a world with too much information being consumed and then you marry that with an attention span that hovers about 9 seconds . . . You tend to scroll through things! That’s great from a time management perspective but . . . It may also mean that you are missing things. … continue reading »

How To Hunt More Effectively!

Posted July 29, 2014

If there’s one thing I’ve seen in 31 years of sales it’s people who cling to one or maybe two types of “touches” and meanwhile there’s a whole other world of options out there. Let me be a tad more specific . . . Beyond the phone and beyond email . . . What else … continue reading »

Dissecting Some Common Prospecting Mistakes

Posted July 29, 2014

I thought it might be useful to dissect a recent attempt by a sales rep to sell me advertising on one of the social networks. And don’t worry, I don’t name names nor do I attack it in a way to make someone feel like an idiot. Instead . . . I talk about some … continue reading »

They Don't Know You Well Enough To Buy!

Posted July 28, 2014

Webster defines propinquity as “nearness of blood (kinship)” and “nearness in place and time” You can create “nearness” and “kinship” by making sure you’re “showing up” regularly with your prospects (clients too). Are you? This is why your calls have to be scheduled  . . . so you stay up on that “nearness” thing! Are … continue reading »

If Today Was Your Last Day . . .

Posted July 25, 2014

I recently had what could best be described as a really nice “bro talk” with one of my clients who just had a really bad medical scare. Everything turned out fine (thank God) and he told me how from this point on he was going to do all the things he spent a lifetime putting … continue reading »

Hey You, How About Responding For A Change?

Posted July 23, 2014

Every once in a while, when business isn’t where we’d like it to be, things tend to get to us. I was speaking with one of my clients the other day and he expressed how frustrated he was with the lack of response he was getting on emails, calls, blog posts etc. He joked with … continue reading »

Would You Like To Be A Guest On The Sales Playbook Podcast?

Posted July 23, 2014

Yesterday, on The Sales Playbook Podcast, I announced that we would be changing the format for some of the episodes going forward. While many other podcast hosts interview guests, I thought I’d offer something a little different. Many of the guests on other podcasts make the rounds so it becomes pretty typical that you’ll hear … continue reading »

Episode 100 And The Return Of The Sales Playbook Podcast

Posted July 21, 2014

Today is a rather special day for me because I just crossed an important milestone . . . The 100th episode of The Sales Playbook Podcast. Truth be told, it’s also important  because it also marks the return of the podcast after a 6 month break. During this time I had some time to reflect … continue reading »

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