Paul Castain's Blog


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 »

How To Model A Sales Rock Star

Posted March 10, 2019

One of the quickest ways for you to increase your sales results, is to model the behaviors of those who are already getting the results; YOU wish to attain! In this week’s episode of The Sales Playbook Podcast, we explore HOW! Right click HERE to download this week’s episode or click on the handy/dandy audio … continue reading »

A BETTER Way To Cold Call

Posted March 8, 2019

Could It Actually Be Possible… That The Phone Is STILL An Effective Tool, When Study After Study Has Pronounced The Cold Call Dead? The Answer Is An All Caps “HECK YES!” What those studies typically fail to tell us, is that many of the people surveyed, either weren’t trained, or were trained with antiquated techniques. Just a … continue reading »

How Sales Reps Can Leave A More Compelling Voicemail Message

Posted March 6, 2019

How do you leave a BETTER voicemail message? Exactly the same way you deliver a more compelling message, when you get someone “live” on the other end of the phone, and . . . It’s also the same way you craft a more compelling email message, and write a better note that you send off in the mail; … continue reading »

A Routine Sales “Maintenance” Plan

Posted March 3, 2019

Once you bring your car to the shop for a tune-up and oil change, will that be the last time you EVER have to do it? Of course not, in fact, there are always “routine maintenance” items that need to be tended to. It’s the same thing with the little things you need to do … continue reading »

What EVERY Sales Rep Should Do At The Start Of Each Month

Posted March 1, 2019

Sometimes we’re running so fast, that we don’t take the time to look at our performance, specifically; What we did well, and what we could have done better! There’s a simple exercise I have my coaching clients do at the start of each month. It can be completed in less than 15 minutes and; It … continue reading »

An Annoying Cold Calling Tactic You Should Avoid

Posted February 28, 2019

You call a potential client and it goes to voicemail. What do you do? Don’t “double tap” them! A “double tap” is when you call, it goes into voicemail, and then you immediately call back. “Experts” will tell you that you dramatically increase your connect rate but, I’m here to tell you that; You dramatically … continue reading »

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