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Make too many calls and you begin to sound mechanical and scripted. It can also burn you the heck out right quick.  Consider blocking calling sessions that never exceed 2 hours. When the session is done, move on to another sales activity. You can always come back to it later.
Put all your eggs into prospecting [...]

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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).

© Paul Castain for Reliable Linking, 2012. |
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The key to our own rock stardom rests our ability to make others look like rock stars.
We do this by . . .
Offering ideas that can help facilitate their individual quest for rock stardom
With their boss
With their customers
With their shareholders
With their internal customers
With the public
With their network
By Introducing them to people who can . [...]

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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).

© Paul Castain for Reliable Linking, 2012. |
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Let’s face it . . . there’s no downside in having a better understanding of our clients particularly the things that we would label “pain points” and the opportunity we we often miss (because we’re focused too much on finding the pain)
In this week’s podcast, I offer 3 very simple things for you to do [...]

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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).

© Paul Castain for Reliable Linking, 2012. |
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The first way to grow your business is to make sure you have a solid foundation with the business you already have in place.
Make sure that these clients love you!
Not like you.
Not fond of you but an all caps LOVE you!
You will never grow your business if you are losing it out the back door [...]

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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).

© Paul Castain for Reliable Linking, 2012. |
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Today, I get to step down from my soapbox and point you towards two sales bloggers who have a tremendous amount of passion for what they do.
Before I do, I want to let you know that I’m sort of breaking a personal rule of mine and I want to come clean about it with you.
I [...]

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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).

© Paul Castain for Reliable Linking, 2012. |
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When I work with sales teams I will often ask the Vice President of Sales what they are talking about in their sales meetings.
Some talk about things that provide no value in exchange for missing time from one’s sales activities. I’m referring to administrative things, ridiculous lectures and in some cases, threats, public ass chewings [...]

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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).

© Paul Castain for Reliable Linking, 2012. |
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Today, we’re going to be talking about why YOU need to get involved in Social Media!
Notice how I didn’t say “Your company” or . . .
“Your marketing department”
This ones personal because its all about Y.O.U.!
I present 3 compelling reasons why and I saved the best reason for last (and no I won’t give it away in [...]

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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).

© Paul Castain for Reliable Linking, 2012. |
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Let me start with one that is guaranteed to get at least a thousand “duhs” right out of the gate . . .
Go Where The Money Is!
You don’t just go where the money is by sitting down and brainstorming the question “Where is the money?” . . .you need to take it a step further.
Look [...]

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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).

© Paul Castain for Reliable Linking, 2012. |
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I probably should have titled this “The Thank You Challenges” because we’re going to talk about more than one challenge.
The first challenge gets like one sentence because I don’t want to beat a dead horse. Has anyone ever beaten a dead horse? I have and it sucks!
The first challenge is that you have to buy [...]

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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).

© Paul Castain for Reliable Linking, 2012. |
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I truly believe that lots of people misunderstand and even put too much emphasis on the importance of a good attitude.
For example, many people define a good attitude as simply being a positive thinker but isn’t that only part of this good attitude thing?
For example, for me to succeed shouldn’t I also have the attitude [...]

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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).

© Paul Castain for Reliable Linking, 2012. |
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