I’m going to go out on a limb and guess that a lot of your prospecting efforts are ending with prospects telling you; “This isn’t a good time” “Everything is on hold right now” “Let’s talk again in a few months, beginning of next year, next millennium.” Here’s a question you should be pondering right … continue reading »

For those of you who HAVEN’T reserved your spot for our How To Close Deals During Covid-19 course, we just officially sold out! “But how the hell do you sell out of an online program Castain? Is this some kind of marketing stunt?” Nope! Some trainers will put an unlimited amount of participants into their … continue reading »

A few days ago I offered a FREE sales lesson to help you navigate a longer sales cycle, but here’s the sad truth; I believe that sales reps are so concerned about coming across as insensitive during these times that; They really aren’t taking measures to keep their deals moving along, and; God forbid they … continue reading »

There was a time in my life that I had given up in every sense of the phrase. I had lost everything I owned, my business, my money, both my cars and quite frankly I became something I never wanted to be; A punching bag because I allowed life to continue to kick me while … continue reading »

The big question many of you have asked me is; “How do I keep my deals moving forward without coming across as insensitive or even desperate?” Not only is this an awesome question to ponder (go ahead start pondering) it’s a great question for you and your sales team to discuss in your next team … continue reading »

I have to say that I’m incredibly disappointed with some of the sales advice I’m coming across during these crazy times, and; Quite frankly I’m a bit worried for you guys! Some are telling us that we shouldn’t prospect at a time like this. Well, that’s certainly one extreme and a really quick way to … continue reading »

One of the biggest mistakes sales reps are making right now is sticking to what they always did before Covid-19. Today, I want to talk about WHY and HOW you should adjust your follow-up cadence. Just so we’re all approaching this from the same perspective, follow-up in this context means what you’re doing while you’re … continue reading »

Yesterday, I sent out a FREE sales lesson where we addressed the longer sales cycle all of us are dealing with as well as what can be done about it. Additionally, many of you have been writing me, asking for tips on how you can expedite your deals WITHOUT; Coming across as desperate or insensitive! … continue reading »

In the U.S., the average, one-way commute time is 26.1 minutes, according to the U.S. Census Bureau. If you commute to a full-time, 5-day-a-week job, round trip that adds up to 4.35 hours a week! Thanks to Covid-19, that’s 4.35 extra hours per week. Since most of us in sales are road warriors, we’ve also freed up all the time … continue reading »