Paul Castain's Blog


Why You Need To Move Beyond The Phone and Email When You Prospect

Posted April 22, 2019

The average sales person clings too tightly to phone and email while; Neglecting additional forms of outreach. In this week’s episode of The Sales Playbook Podcast, we explore several reasons why you should seriously consider other forms of outreach; Not as a replacement to the phone or email; As a COMPLEMENT! Please right click HERE … continue reading »

12 Resources To Help You Crush Your Second Quarter Sales Goals

Posted April 18, 2019

When it comes to your sales efforts; Please don’t wait until you have that “Oh sh*t” moment, at year end, to realize that a few changes might be in order! Here are a few resources to help you improve your sales results! 1) The Sales Playbook Podcast Subscribe via iTunes click HERE or via Stitcher click HERE. … continue reading »

How To Avoid A Loss Of Momentum With Your Prospects

Posted April 2, 2019

What can you do to keep your deals moving forward? Well there’s two ways to look at this; What you can do during your meetings and; What you can do BETWEEN meetings. Let’s focus on the latter. The time between meetings is a dangerous time for sales reps. Competitors and stakeholders are whispering in your … continue reading »

How To Keep Your Prospect’s Attention Between Meetings

Posted March 31, 2019

The problem with many sales reps is that they quickly blend in by saying and doing the same things as everyone else! Then they act surprised when a deal takes longer to close and when; Prospects tell them “No thanks” or worse yet; Go silent on them and stop returning calls. Here are two ways, … continue reading »

Two Resources That Can Help You Move Your Deals Forward

Posted March 29, 2019

How can we keep our deals moving forward WITHOUT being annoying or coming across as desperate? I know “Castain is a real dick for bringing that up on the last business day of the quarter!” Where was I when you needed me? Well, I’m right here with two resources to help you move things along … continue reading »

The Tactic That Sales Reps Underestimate BIG Time!

Posted March 27, 2019

There’s a tactic in sales that a lot of reps disregard. In some cases its because it seems like its a lot of extra work. In other cases they only understand the tactic at a very basic, surface level. Either way; They’re missing out! In this week’s episode of The Sales Playbook Podcast, we’re going … continue reading »

Do You Have A Plan For This Part Of The Sales Cycle?

Posted March 24, 2019

There’s a really dangerous part of the sales cycle where many a deal takes a bullet; The time, in between meetings! Your prospect’s limited attention span, will take them away from; The emotional intensity that (hopefully) you created during your meeting. Their urgency to change The steps they need to make the change Thinking about you … continue reading »

Creating A Solid Follow-Up Cadence

Posted March 20, 2019

One of the most dangerous periods of any sales cycle is the time between meetings. How do we follow-up in a way that’s meaningful to our prospect? In this week’s episode of The Sales Playbook Podcast we go there! Right click this link to download this episode or click on the handy dandy audio player … continue reading »

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