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We’re now living in a world, where the noise has increased, and attention spans have, (oh look, a squirrel), declined. With that in mind, how can YOU, stand out and capture the attention; Of a buyer who simply has way too many people, things and circumstances competing for their attention? One way, is to use … continue reading »

There are many sales challenges that I try to address via my blog, podcast, etc but they can easily fit into two buckets; Getting In Front Of MORE Opportunities Closing MORE Of Those Opportunities So I decided to revive something I used to do every year around this time; Castain’s Sales Camp It’s 100 tips … continue reading »

What do you do when that potential client you’ve been trying to get in front of is damn near impossible to reach? That isn’t a rhetorical question by the way; What are you doing? Do you ponder that question or do you just blame it on any number of excuses and just accept it as … continue reading »

Do you think that to a decision maker, most sales people sound the same? Do you think our emails look the the same? Cold calls? That’s because most sales messaging centers around one flavor, and one flavor only; “I WANT TO SELL YOU SOMETHING” And don’t get me wrong, I think it’s important that buyers … continue reading »

Coming up on my birthday something wasn’t right this year. Something was off and I felt out of sync! Actually, something was bothering me but I didn’t know what. I wasn’t sad or depressed but still; Something was off! I didn’t do any of that “turn that frown upside down” sh*t; Instead, I chose to … continue reading »

53 years ago today I took my first breath! Sounds a lot better than today is my F*cking Birthday, right? But seriously, it’s my birthday so I thought I’d do two things that I pretty much NEVER do. First, I’m going to knock off $300 to anyone who signs up for my 6 month sales … continue reading »

Before I share how I get the attention of VP’s of Sales (who are inundated by sales pitches from many of my competitors), I want to warn you that this approach must coexist with OTHER things you are doing in your prospecting mix. By itself, its not going to do much for you. As part of … continue reading »

You leave a message for a potential client and they don’t return the call. You send an email . . . NOTHING. While you could easily write the lack of response off as “the world we live in as sales reps”; I believe there are 5 things you’re doing (or not doing) that makes it … continue reading »

I’ve said it before and I’ll say it again; When you’re a buyer, getting pitched several times a day; everyone begins to sound the same! Here are a few examples of how your peers are leveraging creativity to STAND OUT! Jamie McLennan, Allegra Princeton Jamie sent me a really cool, imprinted  ball from a company … continue reading »

Admit it . . . It’s not easy to get in front of new opportunities. We’re dealing with buyers who have more distractions than EVER before. Buyers who are busier than they’ve EVER been and (just to make things more interesting); They have more buying options than EVER before! So how do you STAND OUT in … continue reading »