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1) Link to inactive social networking accounts: So there’s a prospect, interested enough to check out your Linkedin profile. They click on your Twitter link thinking “Cool, I spend more time there anyway” then they discover your account either has zero tweets or the last time you tweeted was back in late 2009. I’ve seen this with inactive blogs and even websites. Please go back and update or report to the Principals office folks. Inexcusable!

2)    Dancing the “Linkedin two step”. This is when you accept someone’s invite and they immediate launch into their sales pitch. Not bueno! Think courtship not singles bar.

3)    Start a discussion and then go MIA. Would you walk into a room, start a discussion and then slip out the back Jack? Of course not. Then why do so many people start Linkedin discussions and then leave without any acknowledgement of the comments? Stick around and facilitate your discussions unless you are striving for a certain David Copperfield vibe.

4)    Continually engage in negativity, combativeness etc. I don’t care if someone gives you the old virtual finger by calling you out publicly or if you just have a need to rip apart someone’s logic in a discussion . . . its bad news. Also, and how shall I say this, your network hates when all you do is complain in your status updates and tweets. Do you really think people say, I wonder what kind of cool negative sh*t that rascal Castain is tweeting about today? You don’t have to be everyone’s best friend, but let’s stop playing the A Hole card already.

5)    Stalk people: liking everything, commenting on every status update. Its just creepy and I will leave it at that. I have this sudden urge to ask if anyone has seen that movie Silence of The Lambs. Don’t know why.

6)    Broadcasting instead of interacting. I see this happen way too many times on Twitter. Quite frankly it bores the hell out me. Let’s make sure that somewhere between all the links, quotes, tips etc we are thanking, acknowledging, validating and showing the world that there is indeed a human being behind the tweets. And in my case, a human being who finds the word “tweet” unmanly.

7)    Too much me, not enough them. You’ve seen it before: “Check out my Facebook fan page” “I’m speaking at . . . “My latest blog post . . .” and even the more sophisticated narcissist who will only retweet those who are mentioning them. I believe the key to your rock stardom rests in your ability to make others look like rock stars. Doing so creates legions of fans who will in turn become brand evangelists . . . spreading the good news about . . . YOU!

8)    Flooding The Twitter Stream With Irrelevant Data: Live tweeting, twitter chat, rapid fire tweets, mucho foursquare updates. This is a rant for another day but I can tell you its annoying and can get you unfollowed right quick. Please think value before you send this stuff. Better yet, put yourself in your follower’s shoes who’s twitter stream get’s flooded with your need to tweet a sound byte from a conference that we really needed to be there to understand. Same with Twitter Chats and tweeting 7 links in 3 seconds. Did I mention you should think?

9)     Too much duplication of your message across the platforms. As someone who participates actively on the Big 3 (Twitter,LinkedinFacebook) I know that I need to bring my content to each, but if all I am doing is sending the same stuff to 3 places and you follow me in all 3 places, doesn’t that sort of punish you? My suggestion is to offer things in each platform that you don’t offer in the others. Just a thought.

10)  Linkedin template. I won’t say more than my usual “I think using templates put forth the worst possible ‘you’ as far as a first impression” I would go as far as to say that if you don’t have the 20 seconds to introduce yourself properly, what makes you think you’ll have the time to properly nurture the new connection? Besides, you’re better than that!

11)  Ask for a recommendation from someone who basically said hello to you once.

12)  Asking for a recommendation from someone and using the template. Hang your head if you ever did this.

All joking (and self righteousness) aside, I’ve made lots of mistakes in my efforts to be a social networking rock star. I will openly admit that I’m a work in progress!

My suggestion to you would be to take the time to think things through a bit and model the people who are getting the results you wish to obtain.

Oh and just for the heck of it, pretend you are the person at the other end of your social networking efforts.  If you find yourself saying “that’s not cool” even once, then it might be time for a course correction my friend.

Today, you are cordially invited to make a better first impression!

Here’s a cool, free E-Book for you with 21 Ways For You To Master Linkedin . . . Enjoy!


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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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Let’s get this out of the way right now: it’s pretty much a given in the business world today that content is king. More important, content is critical. It is the lifeblood, the identity, and the value of any company or organization. So why is it that content is so often relegated to the backseat? What is it about content that so often makes it an afterthought for otherwise bright, engaged, and responsible professionals?

Content Writing

Perhaps it’s the tedium that overcommitted, understaffed sales and marketing executives and department managers have come to expect when it’s time to sit down and actually commit digital words to a blank screen.

Perhaps it’s the tedium that overcommitted, understaffed sales and marketing executives and department managers have come to expect when it’s time to sit down and actually commit digital words to a blank screen. Let’s face it – no one really wants to take on the task of trying to think of what to say about a product or service, a company, institution, or organization. Where’s the fun in that? Besides there are more important things to do, right? Call a client. Write a sales report. Get those fourth quarter numbers in. Anything other than try to talk about what it is you do or sell so that it makes sense and someone would actually be interested in reading it.

As a result, more than a few otherwise calm, rational human beings become frantic, desperate individuals racing against a deadline to produce something, anything, for a website, newsletter, sales brochure, blog – with little thought and even less planning.

But the truth of the matter is that “content” – that elusive, gray cloud of words, images, and graphics – is the soul of any organization, large or small, profit or non-profit. Without content, there is no brand, no image, no value. A construction without substance, a body without soul. Without proper planning and adequate attention, it’s no surprise that the resulting product is unfocused, dull, generic content that creates no unique brand identity, no interest, and no sales.

What’s needed is a content strategy and the ability to implement it.

So what is a content strategy?

In short, a content strategy is the analysis, creation, publication, and maintenance of useful, appropriate, and current content, developed to meet one or more established goals. While the word “content” is often used today to refer to information developed specifically for a website, it really can apply to any text and supporting graphics created for distribution across any and all channels of a marketing program.

In this e-book, we’ll discuss the various aspects of developing a workable, usable content strategy that will help you gain control of the content creation process using a few, simple steps. You’ll also gain an understanding of what it takes to generate unique content that will help build your brand, set you apart from the competition, and provide a number of valuable tools for your sales and marketing toolbox.


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Check out Lea and Marc’s beautiful West Park Winery Wedding in the new edition of The Knot!

Their rustic, country Real Wedding Feature is one of the larger, four page spreads!!! Can you tell I’m excited about this :) !
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Oh no. Another know it all blogger preaching some dress for success BS we’ve all heard a thousand times . . . think again sista!

Today, we’re going to focus on the all too often neglected areas that seem to slip under the proverbial radar.

So, let’s look at the dress for success thing as meaningless if . . .

Your breath is so bad it could start the windmill on an old Dutch painting.

Consider becoming one with an Altoid. Especially important if you will be engaging in close quarters combat like riding in a car together or talking close up at an event. Note: if people retract when you talk you may be guilty of “Ass Breath”  Also, if anyone ever says “Hey I’m bored, let’s go brush our teeth”  there’s your sign!

Your cologne/perfume arrives 10 minutes before you do and stays thru the new year.

I remember when I worked with my Dad making the mistake of bathing in some Emporio. He promptly invited me to “Shower it the hell off”. He felt it was a huge distraction and it wasn’t until I was on the receiving end of an over ambitious cologne enthusiast that I forgave my Dad for being a bit harsh that morning.

Your eyeglasses are so filthy your blue eyes have taken on shades of dirt.

There’s actually a simple cure. Pick up a small bottle of eye glass cleaner or wipes that they have designed for cleaning glasses. Keep them in your bag and viola you are ready to combat “Optical Skankosis”!

If your shoes look like you were on a construction site before the meeting.

The shoes are by far one of the biggest areas of neglect that I have seen. I’m assuming they are getting dirty between when people leave the house and arrive at appointments but we all know, there are some people that simply neglect shining their shoes. I’ll spare you the common sense moment on why you need to keep up on polishing shoes and focus, instead on how to keep them looking primo! My suggestion would be to carry some liquid shoe polish in your car for those touch ups. It will surprise you how often you will need to use it! For those of you in Metropolitan areas or who find yourself in and out of airports, why not drop the 5 bucks on a shoe shine? Not only do you get some spiffy looking shoes, you get to sit there on that throne like you are the master of the universe. How cool is that?

If you pull out some messy pad that you have to flip through 50 pages of “stuff” to get to a clean page.

I won’t lie, this was me, not too long ago. I went out and bought a leather padfolio from Staples and fixed that one real quick. Just when I thought I had it figured out, a multi millionaire client set me straight on something else that was destined for a “Who’d a thunk it?” moment. He sat me down one day and said “Paul (they call me that back home), you wear nice suits, silk ties, monogrammed French cuff shirts, your shoes are always shined and . . . ” I stopped him right there and said “Michael, I’m not into dudes” After shaking his head in complete confusion, he continued “then you screw it up by using that 25 cent Bic pen!” Truth be told, I thought he was being snobby until I stepped back, lost my ego and realized that whether or not my pen was indicative of success, it certainly was a distraction. I upgraded to a nice Waterman pen so when I would ask people to sign, it made a better impression.

Fingernails: I’m not talking about manicured, I’m talking about nails that have accumulated enough dirt to fill in a pot hole! Not a bad idea to keep a nail clipper in your trusty bag, unless, of course, you are striving for that “raised by wolves” look.

This next one is tacky so I will avoid all preface and simply “go there”. In the summer months we can really sweat. It takes no rocket scientist to deduct that where there is sweat, there is at least the potential to become what specialists call “the smelly kid” Short of taking a “whore’s bath” in your client’s sink (and risking them calling you “lazy”), look into a travel size Fabreeze. Get in the habit of giving your jacket a quick once over. It kills odors without putting a heavy scent on your clothes.

Pop Quiz: You are visiting your prospect/client and are wrapping up a great meeting. They walk you to your car continuing a great conversation. Would the inside or trunk of your car embarrass you? Not to brag, but the inside of my car would never embarrass me, but the empty 7-11 coffee cups and wrapper from my egg sandwich might. The only thing you can do if you screw up is to say the following (word for word) “Mr/Ms Prospect/Client, I’m afraid I can’t let you leave. You’ve seen too much!”

How about your computer bag? Does it look like it was dragged on the back of your car for the better part of the year? Don’t laugh, mine used to. I was clueless until a few of my teammates facilitated an intervention on my behalf. Once again they reminded me how distracting it was for them as well as the clients we visited. You know what gang, I knew better and there was simply no excuse for me to neglect something like that!

Do you show samples? I know in the printing industry, we show them like photos of our summer vacation. Keep in mind that color fades over time and samples can just get plain old tired. I’ve even seen coffee stains, dog eared samples as well as out dated ones to boot!

So here’s the bottom line gang, compliments of my late Dad (he was actually quite punctual but I mean late as in deceased and/or dead)
We all have an important message to deliver  worthy of our audience’s attention. We can’t afford to have distractions!

And just for the heck of it, I’m wondering if we pay close attention to the details if that in and of itself sends a message? Something to think about while you chew on an Altoid.

Today, you are invited to be impeccable!

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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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Team selling is all well and good, but there are times when I just can’t believe the things someone had the need to say with the receptionist only a few feet away.

Do they think he/she is incapable of translating our highly advanced sales speak?

And what the hell, because even if they could understand us, they would never go ahead and say anything to their boss. Right?

And just to be fair, how about the receptionist who is gossiping with a coworker with you only a few feet away?

Lucky for them you are not versed in the receptionistorial arts.

I’m ashamed to tell you that I have had people with me who talked trash and have listened to the trash talk and I discovered the most amazing thing . . .

We can all hear each other!

One exception . . .

When your prospect leaves the room for a moment, and you or your coworker feel compelled to talk about the prospect (even an innocent “how do you think we’re doing so far?). They can’t hear you but they do sense a certain “disturbance in the force” when they come back in and you suddenly stop talking.

So here are a few thoughts for you to ponder.

1)    I teach a concept called “Proactive Discussions” where you simply tell people before the behavior occurs how you feel about the behavior and how you would like things to transpire going forward. The beauty of a “Proactive Discussion” is that  there is a lower probability for conflict because you are talking about it before the behavior occurs and not while there is emotional attachment. Feel free to add this line to whatever you say during your discussion.  “And that includes talking about my client/prospect at any point while we’re on their property. You may not think they hear you, but I find it unprofessional and very distracting. In the unlikely event that you disregard this warning, I will be forced to shush you and/or stab you with something sharp. And while we’re laying it all on the table, I lied on my application about being convicted”

2)    When you  are on an appointment and someone starts doing this, turn to them and say “Not now . . . I’m in the middle of my pre game mental preparation so, how shall I say this . . . shhhhhhhh”

3)    And I’m not bashing receptionists at all when I say this . . . reiterate to them that they are indeed the “Director Of First Impressions” for your business and as much as you’d like to believe that people are incapable of hearing someone 3 feet away who isn’t whispering, the invention of the ear has trashed that theory.

Today, we are cordially invited to remember . . .

We must be impeccable, even when we think no one can hear us!

Peace!

Today’s News: If you and I haven’t connected yet on Linkedin or Facebook then by all means . . . let’s freakin connect!


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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Dale Carnegie once said “The sweetest sound, in any language, is the sound of one’s own name”

Makes sense . . . right?

Simple enough!

Then why do we send emails to people (mostly people we know and/or work with) without use of their name?

Why do people send those generic, crappy Linkedin invite templates and then seal the deal with no use of the recipients name?

I received two requests for interviews today on radio programs. Neither one of them used my name.

Don’t get me wrong, I’m flattered but it took on that weird vibe like someone looking at you and talking in your direction, you answer them only to see that they were using their Bluetooth!

Here are a few friendly reminders to get you thinking

Need to write Mary an email? Consider “Hi Mary” “Dear Mary” and even a “Yo Mary” is better stripping poor Mary of her identity.

Sending an invite to Prudence consider “Dear Prudence” (gold star if you caught the Beatles reference”

Inviting someone to your linkedin group . . . Use their name. And I could care less that you have 100 of these to send out today and it will take you longer . . . I’m thinking the recipient will feel the same way!

And just for sh*ts and giggles:

When you are talking with someone . . . They have a name . . . use it

It may sound like I’m being picky and I bet I am, but I’m willing to bet that the person who understands the importance of a silly thing called a name, will stand out.

I’ve always said that everyone has a story and wants to be heard.

Today I want you to understand, that everyone has a name and wants to be acknowledged!


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 made a conscious decision (my unconscious ones suck) to stop watching the news several years ago.

I found that in my quest to be informed, I had to navigate the rapids of negativity in the form of

The latest murders, rapes, bankruptcies and scandals

Which country was flexing their diplomatic muscles

Etc, etc

As a former newsaholic, I would watch the news first thing in the morning and again in the evening.

I found that the only thing that I gained from this experience was the ability to start and end my day with mucho negativity.

Not overly bright on my part!

You see, they get paid to be negative . . . I don’t.

And when I go out to conquer the world on a negative note . . .

I’ve lost my body armor!

So that means . . .

My ability to handle rejection, deal with people who might not be overly friendly and even more importantly . . .

My ability to be positive and make it contagious . . .

Has been diminished.

Don’t get me wrong, I stay informed.

But I do it on my terms.

Each day, I scan the headlines on my homepage and decide which ones I want to know about.

And I get to do it without having to listen to all the other negative stuff.

Just some positive food for thought for you to think about!

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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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Check it out here!
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Like it or not, more and more decisions are being made by committee these days.

And while you and I don’t have to be the next “Tony Robbins” when we get up in front of them, we had better know how to facilitate Q&A for maximum effectiveness.

In this week’s podcast, we’ll address the following:

1)    How to transition from presentation to Q&A

2)    How to avoid the “crickets” when no one has a freakin question. Ever been there dude?

3)    How to avoid a common mistake during Q&A.

4)    How to buy a few extra seconds to enhance the quality of your response.

5)    How to take a question and bring it to the next level.

6)    How to wrap up your Q&A.

These tips will prove valuable for small groups, large groups, webinars, lunch and learns, conference calls etc.

Feel free to adjust them to fit your style, personality and even better, to the dynamic of the group you present to.

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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Warning: There is zero educational value in today’s blog. It is simply a rant and an opportunity for you to have a quick laugh and say “Eew” several times.

What’s up with the increasing amounts of people who feel that the world will stop if they don’t take a call while at the urinal? I can’t help but think about how the 6th grade version of me would have handled that.

He would have quickly become a victim of the old “Push and Flush”!

These cell phone wielding, bathroom wreckers have allowed their thoughtlessness to transcend beyond the urinal and into the stalls of America! They are in essence doing their business while doing their business.

I’m going to make a confession right here and now that I excessive flush whenever I see someone doing this to alert the person on the other end.

And how about the person on the other end?

How does one recover from getting called out for making a call from the toilet?

“No I’m not in the bathroom . . . I got Howard Stern on the radio”

My all time favorite . . .

I’ve seen lots of people leaving the stall with their laptops. To that, I am speechless but will simply file that under “EEEEEWWWWW!” or on another day I might be tempted to ask “Those TPS reports got ya feeling saucy there Lumbergh?”

Lesson 1: Don’t borrow cell phones or laptops. And if you do borrow them, use protection otherwise you will have been with every toilet they have been with.

Lesson 2: For millions of years mankind (womankind too) has existed peacefully in the knowledge that we can relieve ourselves without having to make (or take) a phone call.

Seriously: Statistics say we are working approximately 30% more than the generation before us. We have allowed our work to come home with us after hours, on the weekends etc.

Let’s get real and realize that this may be a sign of a society that needs to slow down a bit!

If not, I am truly grateful for the material! :)

Have a great day, go sell something and push and flush every SOB you see on a cell phone at the urinal. Tell them Uncle Paul sent you!


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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