Speaking About Myself In The 3rd Person

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] I’ve consulted with numerous organizations and trained and coached somewhere north of 3,000 sales reps over 27 years. There’s one piece of advice that hasn’t changed much other than perhaps how I package the advice. “Protect your culture” BS starts with a single act . . . stop it at the door! Greatness begins with a single act too [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] I come across way too many sales professionals who only cling to one or perhaps two different ways of approaching prospects. In today’s podcast we’re gonna “go there”! We’ll start with how I define an effective sales mix and 4 solid reasons why you should consider it. Next I offer several suggestions on how you can move beyond [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] 1)    Use This Time For Some Of Your Internal Discussions: If you are continually bombarded with people who chew up your time at work, consider using your drive time for this. Doing this helps you maximize the time in your office and helps you stay on task. One quick disclaimer: You’re not going to get ahead [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] A few months back, I was reading a really cool book called:  Mojo: How to Get It, How to Keep It, How to Get It Back if You Lose It by Marshall Goldsmith. The author references an interesting study conducted by DDI where they found that the average American spends 15 hours per month criticizing or [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] You usually can’t make an appointment with them They show up when they want to, on their terms and unannounced! They are masters of the impeccable timing thing and will show their face when your pen isn’t handy or when you kid yourself that you will get back to them later I suspect that many (too many) ideas [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Tony Robbins tells the story of this Priest who delivered the same sermon Week after week . . . after week! After a few weeks of this, a few members of the parish approached the priest and brought it to his attention. Respectfully of course! The priest heard them out, smiled and said . . . “I’m glad you noticed [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] 1)    Schedule Your Reading Time: If I were to take a guess as to why so many aspiring rock stars don’t have the time to read, it isn’t because they don’t have the time, its because they don’t schedule the time. I want you to think about what happens throughout the course of a typical [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] I thought it might be fun to put together a collection of some of my best social networking tips for you. While the title indicates that there are 50, there are actually lots more once you visit the additional content contained in the links. You’ll be happy to know that once you finish with today’s post, there’s [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Many years ago I watched a great Jedi Master wow his customers, go to bat for them and provide a wonderful living for his family. He knew the names of all his customer’s secretaries (this was before the birth of admins) and he took a personal interest in each of their lives. He knew kids [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Imagine, if you will, a client of yours that only buys one particular product or service from you while going to your competitors for the rest. Meanwhile, you offer those othere products and services. Congratulations, you have been “Pigeonholed” dude and in all reality, you probably didn’t have to imagine because it happens every day! In this week’s [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] I read an awesome book in January called UnMarketing by Scott Stratten. In one of the chapters, Scott talks about the importance of what he calls “Stop, Start & Continue” questions in your business. Here’s a quick breakdown of each: A “Stop” question would be things you should stop doing whether its with your clients, employees, co workers. I [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] We are living in a world that is now in a constant state of distraction! There are just way too many things that distract us from the kazillion alerts we have set, to our blackberries and even our need to multitask! Here are 3 ideas to help you navigate this challenging landscape. Numero Uno: Shorten Your Messaging! I learned [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Podcast Powered By Podbean Download this episode (right click and save) Paul Castain is the Vice President of Jedi Mastery [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] So it’s Monday and hopefully you have a busy week ahead. And speaking of being busy . . . Don’t Ever Be So Busy . . . That you forget to laugh . . . “At the height of laughter, the universe is flung into a kaleidoscope of new possibilities.”  ~Jean Houston That you forget that there is an [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] There is a serious opportunity that awaits the aspiring rock star, but it is easily missed because it’s easily dismissed. Please allow me to introduce you to the fine art of “Twitterbitching” Twitterbitching (verb) The act of complaining via Twitter. See also piss and moan, hemming and hawing, yakkin about and twittum bitcherendi Now, just to be clear, [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] I was listening to the audio version of Seth Godin’s new book Poke The Box when he said something that really hit home for me. He went off script and talked about the many business failures he’s had and even made a reference to having to eat Mac n Cheese because of money being tight. He brought [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] There are 3 areas of frustration that people convey to me with regard to their social network. 1) People seem a bit hesitant to want to chat with them in real time. Real time being a phone call, meeting for a cup of coffee etc. 2) People in their network are either hesitant or just plain non [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] The Problem with “Damn Good” is that it might mislead you into thinking you don’t need to get better. The Problem with “Damn Good” is that our focus usually shifts to the things that need polishing, which is quite cool actually, until . . . The item that once needed polishing reaches “Damn Good” status with all [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] This is a guest post from my friend Bill Cook, SVP of Sales for CareSouth Priority #1: Teaching, Training and Motivating Sales Staff while Riding Along with them in the Field to Ensure Quota Attainment Working with your reps is your top priority and where 60% or more of work time should be spent. This means [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Before you head home today . . . Make one more call . . . Take an extra call “to go” and make it from the road . . . Do that one thing you were putting off all day! Oh, and before I forget . . . Before you hit the road . . . Make sure your uniform is [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] This is the kind of post that you write and feel like a wuss the whole time but things need to be said and perhaps a lesson can be learned. Back in December, I mentioned that “someone very close to me” was diagnosed with Breast Cancer. I mentioned how lucky she was to have found it [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] There was an interesting article in last month’s Success Magazine on how Howard Schultz, had to rebuild the Starbucks brand. One of the things he did was just brilliant and cost him nothing but a little sweat and lots of transparency! He created a series of internal memos he called “transformational memos” to instill confidence in the [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] People who work with me love to tease me about an expression I have when things are going well. When things are going well for me or the companies I work with I always tell them that, that’s the precise moment when I get “suspicious and superstitious” I become suspicious that we are missing something because we [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Perhaps I was experiencing a temporary “glass half empty” moment on Friday, but there seemed to be a rash of pissiness in da house. It all started when Linkedin did the unthinkable . . . they decided to have some fun and alter the column that shows who you might want to connect with, with deceased [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] There comes a time in every social networking relationship, where it must indeed become a relationship as in . . . Some kind of “get to know you” process. To that end there are two schools of thought . . . Get to know you by trying for an immediate “real time” phone call, cup of coffee, face [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Who Is This Dude? [...]

[...] Whether you know Italian or you recognize that line from the movie Eat Pray Love, Dolce far niente is quite a powerful phrase . . . if you want it to be. It means “the sweetness of doing nothing” . . . It could be sitting and reading Chillin in one’s sweats Catching one of those limited edition sunsets Or, [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] A speaker steps up to the podium and says “Good morning”. In a split second, you find yourself thinking “Don’t do it bro. Don’t reject our good morning” but you return fire with the obligatory “Good morning” along with the rest of the audience. The speaker makes a disappointed face and you immediately start thinking “this [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Whether we like it or not, creativity is a very important quality for us to bring into ALL of our relationships. Think about it . . . Our clients need creative solutions to their challenges! How about the boss and our internal clients? How about our own challenges and opportunities? Now you don’t have to be a George Lucas or [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Have you ever found that your favorite musician consistently writes songs that you swear are specifically written for you? It’s as though they opened your heart, flipped through your memories, and pushed the buttons that transport you to place that can only be experienced deep in their songs. And with each new song, you’re frantically [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] If you’re aren’t doing so already, start getting in the habit of pausing before you respond. Why? Well here are 6 benefits of pausing before opening one’s mouth 1)    The Interrupting Thing: I won’t spend too much time on this one because you’ve probably heard it a million times that pausing keeps you from interrupting. Pausing is especially [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Back in a far away time called “1994”, I was leaving my house after checking on my wife and 2 week old son when I lost control of my car on an ice patch. I did all I could do to remain calm, especially when it became apparent to me that I was about to go [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] For the last 15 years, I have always ended meetings with prospects with something I call “Resource Positioning”. “Resource Positioning”, in it’s simplest form, is an invitation for your prospect to utilize you as a resource. Pretty basic stuff, right? Not really . . . most people don’t do it and yet it can -       Encourage people to call [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] The truth is a funny thing . . . It can annoy you, hurt you and flat out insult you! It can cause you to push back when your ego steps in as if to say “I got this one dude” So we do the admirable thing . . . and avoid it! Then it leaves us, taking something very [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] I want to keep this one short and sweet because quite frankly a blog about holiday weekends, while you’re knee deep in a holiday weekend isn’t bueno. One of the best parts of a holiday weekend is the opportunity to slow down, catch up with family and come back recharged on Monday. Pretty cool set up, right? The [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] I was finishing up a purchase at a local supermarket the other day when the cashier told me not only the amount I owed,  but told me how much I saved. Needless to say, I left there feeling like I received great value. It also served as an important reminder of how we might want to remind [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] How to Make More Money: Start with a Yes I was reading Paul Castain’s amazing Sales Playbook blog this morning and it got me thinking about attitudes. Thanks for the inspiration Uncle Paul! [...]

[...] Podcast Powered By Podbean Download this episode (right click and save) To learn more about how you can hire Paul Castain as your coach . . . click here! Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] If you’ve been following my blog for a while, you know that I’m a big advocate of the use of music to help you access peak performance states! There are 3 key states that I’d like for you to think about: 1)    Your “Go Get ‘Em” State: This is that state you access when its game time. [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] In this week’s podcast we focus on the 6 daily strategies that can help you be more effective 1)    Begin and End Your Day More Intentionally 2)    A Daily System You Can Apply That Helped Chicken Soup For The Soul Become A Best Seller. 3)    Relentless Focus On Your Success Drivers! 4)    Understanding The 4 Obstacles Of Success And [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] When it comes to pursuing a prospect, I see lots people who give up way too early and you know what . . . I also see lots of people hanging on way too long. Truth be told, I see both sides of this one because on one hand we don’t want to just give up. [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Did you ever feel like your appointment was turning into a game of 20 questions and you are like one question away from asking “So is it animal or mineral already dude?” I never really understood the guessing game dynamic that many meetings take on. Our prospects are busier than ever and simply don’t have the [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] This is a guest post from my friend Diane Roodvoets My earliest recollection of being attracted to the notion of “self-improvement” was when I was off at summer camp at the tender age of  nine.  How many kids do you know who have come home from camp with anything other than dirty clothes and candy wrappers?  [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] I’m seeing a trend in the social networking circles that I believe is quite limiting. Interrogating people! Someone wants to connect with you and you ask them “Why?” Or “How do I know you?” I know of people who ask people who follow them on Twitter why those chose to follow them. I’ve invited people to join my Linkedin group [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] I was listening to an interview with Sara Bareilles from back in 2006 where she was asked a rather direct question about the title of her upcoming album “Little Voice”. She was asked why she would call the album that when she certainly didn’t have a “little voice” She explained that the phrase “little voice” became [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] You don’t have to search very far these days to find someone who tells you straight up. . . “I don’t get Twitter” “I don’t get all this Social Media stuff” “I don’t get sales people who feel the need to blog.” And just to be fair gang, it’s not just the anti Sales 2.0 folks bitching. There are [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] I was reminiscing with my mother the other day about a Diner we used to go to after mass on Sundays. We talked about how we’d always request one of Terry’s tables. Why? Because Terry cared more than the others! Terry cared  to remember that I liked to order the Turkey and Gravy even though it was 11:30 and [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Fant Smith is one of the reps I studied when I created a sales training program in my former role. Fant was a consistent 5 million dollar a year rep and I wanted to know what he did to flip the switch from average to rock star.  This way we could either find more reps with [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Today I have 5 tips for overcoming any nervousness you might have with regard to getting up in front of any sized crowd, leading an internal or external meeting or even if you experienced nervousness while “hitting the phones”! I have some great content lined up for you if you will scroll down and have a [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] I know what you’re thinking, so let’s just get it out of the way immediately so we can get down to business. What’s up with that title? The nerve of this Castain dude to suggest that we might be able to free up a week each month . . . Is he talking an actual week as [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] We’re going to be announcing a rather cool contest (where I believe everyone will win) later today on our Facebook Fan Page. Please stop by for details around 3:00 EST today. Meanwhile, get your tail over there and “like” us so you don’t miss the details! Here’s the link . . . http://www.facebook.com/PaulCastainsSalesPlaybook Good luck to everyone! Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Too many times we take great pains to make sure our social mask is perfectly in place. Perhaps we find ourselves not just thinking about our words . . . we get caught up in over thinking them! And in our quest to be perfect and polished, we cast aside our true self. Kind of big price to [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] There was a really cool article in the Wall Street Journal on a new twist to an old faux pas . . . The “Humble Brag”! The “Humble Brag” is a brag that is disguised as an ordinary statement to help posture the person making the statement. Harris Wittels (a stand up comedian and one of the [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] It’s the official start of summer here in the states and I’m always ready for that. I love this time of year! It’s also a very dangerous time of year for your success because you might lie to yourself. Lies like . . . “I won’t reach prospects because they’re off on vacation” “Everybody mentally shuts down until Labor Day” “I [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] According to the Urban Dictionary, “FOMO” is the Fear Of Missing Out as in a party, event, etc. Sounds innocent enough and maybe even something that you can easily dismiss as something that has little to do with your world. Think again dude . . . its actually a rather serious obsession that is infecting the very [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] I needed to slow down the other day and was able to slip away from the world headquarters of Castain Training Systems to have lunch with my wife. We decided on a Greek place a bit out of the way, but a great place nonetheless. As usual, the food and the service were fantastic, I thought it [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Every now and again, life has a way of delivering powerful messages via left hook.  At least that’s how it played out for me one day in a Memphis airport. My flight had been delayed so I moved to Plan B . . . my I-Pod so I could tune out all the pissed off travelers. [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...]   I was sitting with my sons the other night when my son Paul shared something rather cool with us. He put together a list of things he wanted to do before the end of the summer and decided to call it his “Summer Bucket List” It sort of brought me back to when I was his age [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]

[...] Somewhere in the book of clichés is a saying that takes us to Rome and has us doing what the Romans do. You might want to rethink that one! Why? Because chances are superb that you will piss off lots of “Non Romans”! For example: Let’s say you are a tried and true conservative and so is your client. So [...] Go to Sales Playbook Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees … [...]