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A client was just selected as one of Worcester County’s top 40 executives under 40 years old and gave me a nice shout out!  Matt hired me as his sales coach and executive/life coach.  In a highly competitive environment during a tough economy, Matt’s company, inConcert Web Solutions, experienced record growth in 2011, while Matt simultaneously improved other areas of life, including losing over 100 pounds!  Congratulations, Matt!  You earned it.

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There was a time when I enjoyed a good fight.
The bigger the idiot, the more personal satisfaction I took away from the verbal altercation.
A few years ago I made a conscious decision (my unconscious ones usually suck) to take a more peaceful path.
There is, however, a rather short list of things I’m willing to verbally […]


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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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There was an interview in The Wall Street Journal  with Tim O’Shaughnessy (CEO of Living Social) where he faced a few pretty tough questions.
Sound familiar?
One question in particular made me reach for my journal because I thought he handled the question brilliantly!
Check it out (please note that I’ve included Tim’s answer that prompted the difficult […]


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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Take a few minute today and reflect back on your week.
Commit to writing all the thank you cards that you didn’t get to.
Not only will you display superior jedi skills to the recipient . . .
You will have taken an informal inventory of some things to be grateful for.
Way to end your week wealthy dude!
Cheers!
Hire […]


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).


© Paul Castain for Reliable Linking, 2011. |
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There is a bit of a debate going around the sales circles these days and it centers around sales and if the act of selling has changed.
To that, I say “yes and no!”
Let’s get the “No” out of the way first.
Selling hasn’t changed as far as the act of fulfilling a need, but the landscape […]


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).


© Paul Castain for Reliable Linking, 2011. |
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“I don’t have the time to prospect because I need to service my accounts”
“I don’t have the time to coach members of my team, I’m way too busy”
“My team can’t take time out of the field to train”
“I don’t have time to read sales books”
“I don’t have time to do things for myself”
Sometimes (emphasis on […]


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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One of the things that I’ve done (quite intentionally) is build stages where I can demonstrate the Castain brand.
My strategy was to begin with my blog and have all my other efforts point to it in a way that wasn’t over the top “look at my blog”.
With my blog at the center, I started my […]


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).


© Paul Castain for Reliable Linking, 2011. |
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We’ve all heard the phrase “That’s Sales 101” or “That’s Networking 101” in fact, I think its safe to say that we’ve heard mucho varieties of that phrase. No?
So riddle me this Jedi, have  you ever dismissed something as “101” but meanwhile, you aren’t doing it?”
Don’t worry, your secret is safe with me and I […]


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).


© Paul Castain for Reliable Linking, 2011. |
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We’ve all heard the phrase “That’s Sales 101” or “That’s Networking 101” in fact, I think its safe to say that we’ve heard mucho varieties of that phrase. No?
So riddle me this Jedi, have  you ever dismissed something as “101” but meanwhile, you aren’t doing it?”
Don’t worry, your secret is safe with me and I […]


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).


© Paul Castain for Reliable Linking, 2011. |
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A Blog Post Critiquing Your Community On How They Are Commenting.
No, I didn’t make that one up and I’ve witnessed this one at least a half a dozen times over the last year. Don’t get me wrong, the author feels they are helping their community get better at praising them or something but it still […]


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).


© Paul Castain for Reliable Linking, 2011. |
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