Category: Uncategorized

Next to email, the phone is easily the noisiest channel when it comes to reaching out to a potential client! And since those potential clients 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 with a person who … continue reading »

So we’ve all heard, in God knows how many motivational speeches, how we should never give up. Sometimes that attitude will hurt you. There are times, especially with Castain Training Systems when I should have pulled the plug on something sooner and then focused my energy in a different direction. Does that make me an … continue reading »

This is a guest post from Tim Patterson Do I really want your tradeshow experience to suck? Of course not. But if it does, it might be because you’re doing some of these things. Exhibit without creating a thorough plan. I know, sounds dumb, right? But the next time you walk a tradeshow floor, try to … continue reading »

In this week’s episode of The Sales Playbook podcast I suggest a completely different negotiation tactic! Some of you are going to be extremely uncomfortable with it because it goes completely against HOW you’ve always negotiated. And for those of you who believe in the concept of “Win/Win” negotiating, I believe this is might provide … continue reading »

I think all of us are really guilty of that familiarity thing. We think because we hear it, and see it and talk about it all the time, the rest of the world  . . . Understands it and has connected the dots and; Is sick of hearing about it because everyone is saying that … continue reading »

There are some people who won’t take the time to get better at their craft because they’re “busy”! Meanwhile, they have plenty of time for football games and tweeting their play by play of the games and God forbid they miss an episode of The Walking Dead (actually I might be in that last category). You … continue reading »

I sent out a free audio sales lesson the other day that focused on How You Can Sell More During The Upcoming Holiday Season. Did you invest the time to listen to it? Did you do the homework that I asked you to do at the end? I’m including the lesson again, just in case, … continue reading »

Imagine, if you will, being the person you typically call, to try and set up an appointment with. Think about all the things you would be responsible for and then imagine the amount of interruptions you would face in any given day. Then continue to imagine, a phone call (one of many that day) interrupting what you were … continue reading »

As much as I love the holiday season (much like a 50 year old kid who never grew up) it poses some serious challenges for many a sales rep. In this week’s Quick Tip, I outline a few questions, to help you and your team, think differently and create a really awesome holiday playbook! Go ahead … continue reading »

A few weeks back, I heard myself making an excuse as to why I wasn’t heading back to the gym and getting back on a weight loss program. My excuse was the classic”I’ll start next week because this week (insert dumb excuse here)” Then something really special happened . . . I realized that for … continue reading »