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I began to think about year end and the inevitable “mental sabbatical” buyers would be taking back in July! As good as business has been for me at Castain Training Systems, I knew things would still slow down dramatically but; I also knew that I didn’t have to sit back and be passive about it! … continue reading »

I just heard from yet another sales leader who is fed up with something that’s been happening in select bullpens around the world. It’s called “The Friday Wind Down” and quite frankly, it’s a silent killer of sales teams! There are many people, who mentally check out on Fridays. Some totally check out, others partially. … continue reading »

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 … continue reading »

You have potential clients who won’t do business with you and when you hear why, it’s going to offend you! It’s not because you suck or your company sucks! It’s not even because your competitors are better . . . It’s because your competitor “shows up” more than you do! They pick up the phone … continue reading »

In a recent session of our online sales program, we discussed the important of the message we send to our prospects. It doesn’t matter if you’re calling, emailing, sending something in the mail etc, you do know that you can’t keep sending a message that’s either driving at an appointment or for them to buy,right? … continue reading »

Next to emails, the phone is easily the noisiest channel when it comes to reaching out to a potential client! And since they are overwhelmed with the high volume of calls . . . They have assistants filtering them Voicemails stopping them and if you’re lucky enough to get through . . . You’re dealing … continue reading »

For many of us, business will come to a grinding halt in a few short weeks. Many prospects and clients will begin their “mental sabbatical” and start with the “Call me back after the holidays” thing and sadly, many reps will use this as their excuse to mentally wind down too. And don’t get me … continue reading »

At the beginning of the year, I mentioned that we would literally blink and we’d fast forward to year end. Doesn’t take a fortune teller or some kind of sorcerer to make that statement, just someone who respects how quickly life zips on by. The ideal thing would have been for you to not only … continue reading »

Imagine, if you will, a scenario where you are dating someone and you only hear from them once in a while and on no particular schedule. How about one where this person was in your face 24/7 and being a pain? Or perhaps someone who’s here real intense for a few days, then gone for … continue reading »

There are certain topics that we all know to stay away from because history has shown us that people go from zero to nasty right quick. It’s the fun topics like religion or politics and now amongst passionate sales folk its cold calling. I thought it might be interesting to “go there” today and present … continue reading »