Paul Castain's Blog


The Art Of Selling In Your Backyard!

Posted October 19, 2018

Whenever I begin working with a new consulting client, I ask them to tell me about their efforts to sell companies, right in their backyard. The majority of these companies not only forget about their neighbors; They’ve created a scenario where their neighbors have forgotten about them too! And that’s a shame because . . . For … continue reading »

Fourth Quarter Prospecting Tactics

Posted October 18, 2018

The fourth quarter poses some serious challenges for us sales folk! Like . . .  The loss of time due to holidays and this crazy habit people have of milking a holiday way too long but; The fourth quarter also offers some great opportunities to change up our sales messaging. Want to know how? Join … continue reading »

Mastering The First Few Seconds Of A Cold Call

Posted October 17, 2018

Imagine, if you will, being a decision maker. Think about all the things you would be responsible for and then imagine; The amount of interruptions you would face in any given day! Now continue to imagine, a phone call (one of many that day) interrupting what you were doing. How quickly would you make a judgment, as … continue reading »

The Hidden Opportunity That’s Buried In The Fourth Quarter

Posted October 13, 2018

As challenging as the fourth quarter can be for us sales folk; I believe there’s a hidden opportunity that simply DOESN’T exist in Q1-Q3! In this week’s episode of The Sales Playbook Podcast, I share several ways for you actually LEVERAGE the fourth quarter instead of; Being challenged by it! Subscribe to the podcast on … continue reading »

Getting A Few More Deals In The Bank Before Year End!

Posted October 13, 2018

Wouldn’t it be nice to get a few more deals in the bank BEFORE year end? Sometimes that’s easier said than done! There are competitors and internal stakeholders whispering in your contact’s ear (both ears if they have two) There are obstacles, stalls and objections you need to overcome. so; How Do You Take BETTER … continue reading »

The Thing Nobody Likes To Think About In The Fourth Quarter

Posted October 12, 2018

It’s always baffled me how people act surprised this time of year! They act surprised at the challenges that the fourth quarter (and particularly the holidays) seem to present. I mean, it not like the fourth quarter and “the holidays” were just invented a few days ago and; Rumor has it that they’ll both be … continue reading »

Prospecting Differently In The Fourth Quarter

Posted October 12, 2018

For those of you who would like to get in front of a few more opportunities BEFORE year end; I’d like to invite you to join us for our 50 Ways To Prospect Differently In The Fourth Quarter webinar. I’ll be sharing 50 of my BEST prospecting tactics. 5 of my best cold email templates. … continue reading »

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