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There are certain topics that the sales profession LOVES to talk about (almost to a fault) and then; There are the topics where everyone gets uncomfortable and makes a mental note to “Deal with it later”, only; They never do! One topic is selling over the summer when; You sell to verticals that slow down, … continue reading »

Summer is a challenging time for sales reps. You have decision makers out on vacation. You have decision makers “mentally checking out” until the fall. And you get to hear the old “Call me back in September” blowoff more times than you’d like to! So what does the AVERAGE sales rep do about it? They … continue reading »

I speak with a lot of sales reps who feel Fridays and/or Mondays are good for “admin”. I’m not sure that I agree! I think we can designate blocks of time for admin but I’m a tad selfish with my selling time. I don’t ever want to dedicate a full day to anything that isn’t … continue reading »

Summer can be quite challenging for those of us in sales! I decided to create a FREE worksheet to help you think out your options. I’ve designed the worksheet in a way, where you can either work on it on your own, or as a team in your next sales meeting. Please CLICK HERE to download your FREE worksheet. Enjoy!

Summer is a challenging time for sales reps!   You have decision makers out on vacation.   You have decision makers “mentally checking out” until the fall.   And you get to hear the old “Call me back in September” thing more times than you’d like to! What does the AVERAGE sales rep do about … continue reading »

Every summer for the last 8 years, I’ve created 3 very specific lists that have helped me; Get things done! Outwork my competitors. Get appointments while others struggle with old “Call me back in the fall” blow off. Enjoy my summer because I’m remembering to get the fun sh*t on the calendar. In this week’s … continue reading »

Aside from bad service, here are 3 things that make your accounts vulnerable to your competitors; Not Having A Current and Complete Understanding Of Your Client. I say “current” because most sales reps never do a complete needs analysis once a prospect becomes a client. After that, the questions become centered around the project at hand, more … continue reading »

If you’d like to cash in on the early registration discount for our Virtual Sales Camp Program; NOW would be an ideal time for you to sign up because the discount goes away TODAY (June 6th) at 6:00 pm EST. Here’s what the program looks like; Session 1 How To REALLY Get A Decision Maker’s … continue reading »

Want to know how you can increase the probability of a decision maker taking your call? First, let’s talk about what NOT to do. When you call and get voice mail, don’t hang up and immediately call back. If you like to hang up, and immediately call back, when you get voice mail, don’t hang … continue reading »

Summer can be a REALLY challenging time for sales reps! That’s why I created Castain’s Virtual Sales Camp; So sales reps can learn some effective sales plays that can not only help them this summer; But all year round too! Oh, and here’s the best part; You get to attend from your favorite chair (mine … continue reading »