Paul Castain's Sales Playbook

Should We Publicly “Dis” Our Clients?

Paul Castain — Thu, 17 May 2012 02:32:14 +0000

About a year ago, I read a blog post from a “consultant” where he complained about the lousy elevator speeches he observed in a training session that day. It was all done in a somewhat professional manner as a means of educating his readers but . . . While he didn’t name the company, I couldn’t help [...]

Why & How You MUST Chase Your Dreams!

Paul Castain — Wed, 16 May 2012 01:26:40 +0000

Like so many of the posts I write here . . . this one is really personal to me! For the longest time I was absolutely miserable! On the outside I appeared happy and content but on the inside I had what I called “an urgency”. In other words, a feeling that I was supposed to be [...]

How Would You Handle A Sales Manager Like This?

Paul Castain — Tue, 15 May 2012 00:26:32 +0000

I’ve seen it way too many times when I’ve been brought in to help sales teams. I’ve been asked how to handle it from distraught sales professionals and I even had someone mention it on a discussion in our Sales Playbook book group on Linkedin. I’m talking about the Sales Manager who wants to ride along with [...]

Respecting The Other “Important”

Paul Castain — Sat, 12 May 2012 15:20:10 +0000

Too many times we allow meetings, tasks, etc to make our calendar. Why? Because they’re important and we need to make sure that we get to them. Today, I decided to make sure that I respect the other important . . . things that are important not to my business or my clients, things that are important to [...]

Why Smart Companies Won’t Eliminate Sales Positions

Paul Castain — Fri, 11 May 2012 14:51:26 +0000

There’s lots of talk lately about a projected reduction in sales professionals over the next decade. The thought (or one of them anyway) is that the online experience will render many sales positions obsolete. Here’s one silly reason why I think smart companies are crying bullsh*t on that one. Sales People have a vested interest in the sale [...]

“Unworthiness” Sucks!

Paul Castain — Thu, 10 May 2012 15:50:41 +0000

There was a time when I wanted to punch Tony Robbins right in his face . . . how’s that for an opener? I decided not to because I couldn’t afford the 7 foot ladder I would need to do so and also remembered there are laws against that sort of thing but that’s not the [...]

The Perfect Time To Catch Dissatisfied Clients

Paul Castain — Thu, 10 May 2012 00:12:44 +0000

My oldest son goes to MMA training 3 times per week but has been really busy the last week . . . so he didn’t go. I was talking with him before when he excuses himself to take a call on his cell. It’s the MMA place calling to tell him . . . “We haven’t seen you [...]

My Decision To Pull The Plug On My Book

Paul Castain — Wed, 09 May 2012 01:22:53 +0000

As many of you know, I’m open to sharing my thoughts both personal and business. I’ve shared my story of how I lost everything back in 1995, I’ve written about my Dad’s last Christmas and I even shared it with you when my wife was diagnosed with breast cancer (now cured). There was one thing that I [...]

Thinking Beyond The Cold Calling Debate

Paul Castain — Mon, 07 May 2012 19:33:03 +0000

Sometimes we get caught up in a discussion, debate or full blown argument to the point that our own passion for the subject keeps us away from bigger issues. Enter the ongoing “Is the cold call dead?” debate. And just to silence those who feel a need to define a cold call . . . let’s not! [...]

A Quick & Easy Way To Stand Out

Paul Castain — Mon, 07 May 2012 01:01:49 +0000

By now, you should know that I feel that our prospects have way too many things on the brain. In fact, I believe that they have so many things tugging at their attention strings that’s its way too easy for you and I to be forgotten. What’s an aspiring sales rock star to do? I was talking with [...]