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So I’m sitting at home thinking to myself “Self, you have several blog posts and tips you’ve put out on how to use the phone more effectively. How cool would it be if you put those bad boys into a Free (no strings attached) E-Book and let everyone download it?”

So if you would be so kind as to click HERE it will magically whisk you away to the land of phone tips and my way cool E-Book.

Rock on!

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Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).


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In this week’s podcast we talk about 6 ways for you to strengthen your social network.

1) Embrace a Relationship Nurturing Mindset. Why you should consider an attitude of giving, unconditionally and without a scorecard. I suggest an awesome book on the subject too!

2) Begin Your Relationships With Impact: If you and I are connection #2000, how do we begin the process of standing out? How to create a dialog from the word “Go”

3) Become Visible and Give Relentlessly: If everyone has a story and wants to be heard, how can we leverage that? How to look for and leverage “Social Cues”, that is things that can serve as a conversation starter. 3 kick ass ways for you to become a valuable matchmaker.

4) Expand & Cross Pollinate: The importance of connecting on multiple platforms. I offer two nifty ways for you to create new places for you to interact with your network.

5) Transition Virtual to Real Time: Relationships are so much more valuable when we move them off our computer screens. I offer several suggestions on how to this.

6) Continue to Nurture . . . with the understanding that things change and just because things don’t transition today, doesn’t mean they won’t tomorrow.  I offer a valuable Plan B.

I have some great content lined up for you if you will scroll down and have a listen. Now if you are not in the mood to further your growth this weekend, no worries. My suggestion would be to download this podcast on I-Tunes and allow me to be your educational companion during your drive time this week!

And before you scroll down to this week’s podcast, I wanted to let you know that we have launched our Facebook Fan Page and would love for you to join us! We have a handy dandy Facebook badge located conveniently underneath the podcast player. Please make sure that you “Like” us so we can continue to interact.

Download this episode (right click and save)

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Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).


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So when it comes to your personal brand, what’s your main thing?

In other words:

What do you want to be known for?

Be Synonymous with?

Stand for?

Excel at?

Your difference?

Now I’d like to continue peppering you with branding questions but there’s a really important question. It’s a question that might reveal a “silent killer” of sorts.

Are you Dis’n your main thing?

Just to be clear and to enable us all to attack this from the same perspective . . .

A “dis’n of the main thing” occurs when you do things that take you away from keeping the main thing, the main thing!

For example . . .

Your main thing is “dis’d” when you don’t show up enough to position yourself. You know, you only jump on Linkedin or Facebook when you feel like it. You blog or write articles on no particular schedule, you show up at networking events sporadically and you have no plan to continually demonstrate brand “YOU”

By the way, advertisers know that repetition is the key to the subconscious. You need to start leveraging that my friend.

Your main thing is “dis’d” on Twitter when you go over the top with the live tweeting of sports events  and the whole foursquare “I just dethrowned so and so as the king of pain in the ass at my local thing a ma jig” Don’t get me wrong folks, I still stand by my philosophy that everyone has a story and wants to be heard, but go over the top with this stuff and you “dis” the main thing! And let’s be honest, who the hell has a main thing of tweeting every football play the moment they are seen on the old flat screen?

Getting political, religious or just dicky will dis that main thing every time!

Also, when you take the 6 judgments of brand (how you look, how you act, what you say, how you say it, where you say it and with whom you say it) and you are incongruent, you “dis” that main thing big time! In other words, brand “YOU” needs to never contradict across those 6 judgments!

And perhaps the biggest “dis” to the main thing, is when you can’t clearly articulate your main thing at all and you think all this stuff just happens.

Remember, if you’re confused as to your “main thing”, your audience probably is to.

Want to dominate in your space this year?

Define your main thing!

Execute on your main thing

And . . .

Continually obsess, improve and adjust that main thing.

Just make sure you don’t dis it somewhere in the process!

Happy Branding :)

Related Post: The Personal Branding Checkup

Today’s News: We actually have a discussion going on right now, in our Sales Playbook Linkedin group on the topic of branding called What is brand? Hope you’ll stop by and help us give the joint atmosphere :)


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).


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I’m so excited!! Thanks to all of my couples and The Knot of course!!!

Screen shot 2011-01-04 at 2.39.20 PM


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Did you ever stop to think about the impact of your workspace on your overall level of positivity?

And before we go any further, I’m so not talking about cleaning up and organizing your workspace. Although, if you ever notice seagulls hovering your workspace, that might be mother nature’s way of saying “Clean up that hobo box” . . . just sayin!

Any who . . .

Now since we spend at least part of our day in our workspace, then perhaps you and I need to get more intentional about the kind of things that surround us.

Here are a few thoughts:

1)    Your “Why’s”! “Why’s” are critical my friend. “Why’s” are pictures of the things you want most in your life! The things you are working for and even the things you have obtained as a result of your hard work. Kind of cool to reflect upon after someone just kicked your ass on the phone or even when, dare I say, you need a good swift kick to break you out of procrastinating! For more about my journey with “Why’s” please click here

2)    How About this Free Poster designed to remind you that EVERYDAY is the right day to hunt for business. You’re welcome!

3)    An inspirational quote that makes you want to rip freakin bumpers off of cars!

4)    This Free Poster that reminds you to slow down and acknowledge the people you come in contact with.

5)    How about a trigger word or phrase that gets you into the Jedi mindset. Just for the heck of it, how about a new trigger word each month that will serve as your focus?

6) And no future rock star’s cubicle would be complete without an I-Pod with this Playlist on it to get you pumped, primed and ready to roll!

And don’t you dare let anyone puke on your motivation parade by giving you grief about having things up that motivate you!

Unless I’m mistaken, the IRS taxes you the same whether motivation is induced or it occurs on its own!

So those are just a few of my thoughts for a pimping of positivity in your workspace!

Please chime in and share yours with us!

Today’s News: We have launched the Sales Playbook Fan Page on Facebook. Please check it out here and be sure to “like” the page so you can continue to interact with us!


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).


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There’s a productivity killer lurking in the inboxes of the world today and its about time we stopped the insanity!

I’m talking about the senseless killing of minutes.

The heartless ravaging of your nerves and . . .

The brutal slaying of common sense when you find yourself in

A Reply All Insanity Fest!

I bear the scars of many a reply all insanity fest and was recently in one that I shall reenact here

An email goes out where the sender could have easily avoided an inbox tragedy by sending it bcc but instead they make a fatal mistake and send it without jackassproofing it.

Moe: Replies All with “I’ll be there can’t wait”

Me (Taking on the form of an armed monkey) Great Moe and why did 600 of us need to know that? Note: I’m just thinking this not Replying All.

Larry: Replies All “Is this an all day event?”

Me: (to myself) “Why don’t you go back and actually reread the email. It’s all there and Oh,  this could have been handled offline instead of Reply All”!

Curly: Replies All “Hey folks, when you reply all we all get this!”

2 Important notes in Curly’s defense:

Understand that this move is the equivalent of throwing yourself on a grenade because someone had to be the A-Hole and . . .

Unfortunately, Curly had to reply all to get everyone from replying all. And so the frenzy continues . . .

Larry: Replies all (again) with “Sorry about that” Note: Larry shouldn’t be sorry, he should be quite

Me: Out loud at my desk “DICK!”

Moe: (having aged since this ordeal began) “Thanks Curly. I’ll send Harpo an offline email”

Me Taking my palm and striking the computer screen “I Command You Out demon!”

Any who, that was clearly a rant, with no educational value for you today but just for the heck of it:

Send your emails to large groups BCC

Or how about a spin on those sustainability footers everyone is using in their emails . . .

“Please consider our mental environment before replying all to this email”

And please, if you are the recipient, and you want to respond, take that extra second to either reply to the recipient only or forward the email back to the sender if you are set up in a system that would automatically send to all.

This has been a public service announcement from your friends at Sales Playbook! :)

Please come visit us and “like” us on Facebook by clicking the handy dandy Facebook icon below!

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Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).


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I thought it might be cool if we started the new year off with a quick field trip.

I’ve written an article about this whole business of goal setting and New Year’s resolutions.

Yep, so has everyone else . . . except I’ve designed mine to be a tad more grim and a little less rah rah!

So if you have your permission slip and attitude ready . . .

Hop in and lets take a ride over to see my friends at eyesonsales by clicking here http://www.eyesonsales.com/content/article/same_auld_lang_syne/

Wishing you and yours a happy, healthy and prosperous New Year . . . with mucho laughs along the way!


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).


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As many of you know, yesterday was a challenging day for my family and I.

Somewhere beneath the worry, the trip to Sloan Kettering and quite a few prayers, it was also my daughter’s birthday.

Oh great, Castain’s New Year’s Rah Rah is about Cancer and Birthdays?

Read on!

In spite of having both her parents absent for a few hours, she demonstrated the maturity to understand that sometimes it isn’t all about us. Something many of us adults need to grasp from time to time.

I’ve also decided that I want to come back as her in my next life. This newly anointed 13 year old had more Facebook Birthday wall posts than Ashton Kutcher has Twitter followers. Which brings us to something else . . .

She responded to each and every one of them and expressed gratitude.

So yesterday the teacher became the student and I had a wonderful opportunity to observe maturity and gratitude and more importantly . . .

Invite them along for the ride as I prepare for the a new year and a fresh opportunity to put that ding in the universe.

Oh, and perhaps next year I’ll have the maturity to finally let go of the 7 year old version of Daddy’s little girl!

Wishing you a new year that is nothing short of amazing!


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).


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I’ve been struggling with something rather difficult lately.

Although, I am a bit of an open book on my blog, there are still areas of my life that I wish to keep guarded.

After some serious soul searching, I decided that you need to know something that I hope wakes you up and drives you to action.

Earlier this month, after a series of tests, someone very close to me was diagnosed with breast cancer.
For those of you who have been through things like this, you understand when I tell you that things become surreal and you experience quite the roller coaster of emotions.

But the news isn’t all bad, it seems that because this person went for regular mammograms, she caught a break and caught it early.

We have options and were told there is a 99% survival rate.

This brings me to a critical message and a favor.

My message is simple . . .

Slow the hell down and make sure you are getting to the Doctor, getting your checkups and taking care of things when you are supposed to.

Not just the ladies . . . all of us!

And now for the favor . . .

I truly believe that when you go into battle, you bring it all, you bring it fast and you never show up expecting a skirmish.

On Thursday, we meet with a surgeon at Sloan Kettering and could sure use a few prayers and positive thoughts.
And please forgive me if I have crossed a line in asking you for that but . . .

If I can cold call a business

Get up and speak in front of 1,000 sales jedis

And ask prospects for their business . . .

Perhaps I can lose my ego long enough to admit to you that I can use all the help I can get for this one!

I expect positive things to happen on Thursday and even more to come from raising your awareness today.

Take care of yourself . . . its the only “You” you’ll get.

Peace!


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).


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New Years Hours

We will be closed on New Years Eve.

inConcert Web Solutions will be closed beginning on New Year’s Eve Day through the weekend. Our office will reopen on Monday, January 3. All website maintenance requests and website changes that are requested within this time period will be completed upon our reopening in the order that they were received.

Have a fun, safe holiday weekend and Happy New Year!


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