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 [...] Copyright and Property of this Article by PAUL CASTAIN’S Sales Playbook, best blogs
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 [...] Copyright and Property of this Article by PAUL CASTAIN’S Sales Playbook, best blogs
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 [...] Copyright and Property of this Article by PAUL CASTAIN’S Sales Playbook, best blogs
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 [...] Copyright and Property of this Article by PAUL CASTAIN’S Sales Playbook, best blogs
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 [...] Copyright and Property of this Article by PAUL CASTAIN’S Sales Playbook, best blogs
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 [...] Copyright and Property of this Article by PAUL CASTAIN’S Sales Playbook, best blogs
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 [...] Copyright and Property of this Article by PAUL CASTAIN’S Sales Playbook, best blogs
As you likely know, we are in the business of helping leaders grow and helping organizations grow their leaders. While we spend time every day with these endeavors and spend most days working with leaders, we know there is always a risk of developing a blind spot – of not knowing what is going on [...] Copyright and Property of this Article by Kevin Eikenberry Blog, best blogs,
