Paul Castain's Blog


It’s Time To WARM Up Your Cold Calls and Cold Emails!

Posted May 9, 2019

Most sales reps weren’t properly trained to leverage the phone. They know they’re supposed to research but don’t know WHAT they should be looking for.There are also those who spend either no time researching or way too much time. There are those who don’t know how to warm up the call by leveraging additional forms … continue reading »

Are You Making These Referral Mistakes?

Posted April 30, 2019

There are some serious mistakes many sales reps make when it comes to referrals and they’re losing a ton of opportunities as a result! On this week’s episode of The Sales Playbook Podcast, we’re going to talk about 4 of them and more importantly; How you can broaden your referral generating horizons! Right click HERE … continue reading »

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 »

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