By Paul Castain
Sales tips for the aspiring rock star!
I have a super easy way for you to set yourself apart from your competitors and in this week's episode of The Sales Playbook Podcast, we're gonna go there!
According to Impact Communications, buyers buy for a very specific reason and the good news is that you're probably all over it, but; 30% buy for another reason and the average sales rep misses it completely! In this week's episode of The...
In this week's episode of The Sales Playbook Podcast we discuss the 5 components of a kick-ass prospecting sequence and then narrow it all down to the one that matters most.
It's called "The Delayed Response Tactic" and in this week's episode of The Sales Playbook Podcast; We're gonna go there!
How do you take control of your deals WITHOUT being controlling and manipulative? On this week's episode of The Sales Playbook Podcast, we're gonna go there!
There’s a super simple way for you to maximize your sales efforts, and; In this week’s episode of The Sales Playbook Podcast, we’re gonna go there!
There are 3 cold email tactics that are actually quite common, and yet; They can actually hurt your prospecting efforts. In this week's episode of The Sales Playbook Podcast, we're gonna go there!
There are 3 lead sources that are incredibly effective, but; They’re also time-sensitive so you’ll need to get going on them IMMEDIATELY. Ready? I take you through each one in this episode of The Sales Playbook Podcast!
How you begin your cold call can absolutely make or break the overall success of that call! In this week’s episode of The Sales Playbook Podcast, I’m going to share a cold call opener that captures the decision maker’s attention!
In this week’s episode of The Sales Playbook Podcast, we’re going to discuss a prospecting tactic that goes against everything you were ever taught!
Sometimes getting started on our goals is difficult. We see a long road ahead and we get a bit discouraged. In this episode of The Sales Playbook Podcast, I offer a simple solution that will not only help you get started on...
There are 3 super simple things you can do that will get your emails opened, read, and responded to. In this week’s episode of The Sales Playbook Podcast, we’re gonna go there!
I have a cool freebie for you but you need to listen to this ASAP!
In this week’s episode of The Sales Playbook Podcast, we discuss an absolutely BRILLIANT lesson from the rock world, that; Can be applied to sales as well as life!
What you believe as a sales rep can absolutely make or break your results. In this week’s episode of The Sales Playbook Podcast, I challenge some common beliefs that are limiting you!
Holiday weeks sure can be challenging for those of us in sales! In this week’s episode of The Sales Playbook Podcast, we’re going to talk about a really cool alternate plan for you to consider!
There’s a really cool way for you to rapidly improve upon your selling skills. I learned this method for improving a few years ago and it’s made a significant difference in my results ever since. So much so, that I now teach...
Sometimes life isn’t fair. Sometimes life throws a sucker punch! In this week’s episode of The Sales Playbook Podcast, I share two awful things I experienced recently and more importantly; How I pulled myself out of a very dark place!
There’s a question that if you ask it immediately can change your results this year, even though; There are only 61 days left. In this week’s episode of The Sales Playbook Podcast, we’re gonna go there!
There’s one thing that gets in the way of our success and quite frankly, we’ve ALL been guilty of it at one time or another. In this week’s episode of The Sales Playbook Podcast, I’m going to share what it is...
There’s an opportunity in the fourth quarter that most of your peers will miss. I'm also willing to bet that you'll miss it too, and yet; It can absolutely make or break the results you’ll get in 2022. In this week’s episode...
I was blown away by the number of people who said they WOULDN’T change their sales tactics during the fourth quarter in the LinkedIn poll I just ran! In this week’s episode of The Sales Playbook Podcast, I’m going to share...
There’s nothing more frustrating than having a productive meeting (or meetings) with a prospect only to have them disappear; Never to be heard from again! We refer to this as having been “ghosted” and quite frankly it SUCKS! In this week’s episode of...
The problem with most cold calls is that they all pretty much start the same way with a “How are you”, “The purpose of my call is _________”, or worse yet; An immediate pitch! When you start a call the same way...
Decision makers haven’t gotten really good at making quick decisions when it comes to their time and how they’re spending it; Like whether or not to hear you out when you cold call them. What you say in the first few seconds...
Most sales reps give ZERO thought to their cold call opening statement and worse yet; They waste valuable seconds saying things that are of ZERO value to the recipient. I share my thoughts and offer a helpful exercise in this FREE audio...
There's something prospects are predisposed to do during virtual meetings and demos and sales reps play right into it! In this quick tip, I share what it is and HOW you can avoid it! Last Call . . . Registration is about to...
When we think about the pre-call planning step in the context of meeting prep, we typically think about; Creating Meeting Objectives Research Creating Some Preliminary Questions and Talking Points Practicing But there’s one thing most reps forget to do and as a result; They forget to...
There's a question that most reps avoid, mostly because they feel funny asking it and they end up paying for it dearly as a result. And no, I’m not talking about the budget question! In this week’s episode of The Sales Playbook...
The very first thing that participants see in a virtual meeting (besides you) is the background and no, I’m not going to tell you to make sure your background is neat and tidy or to use some background that makes...
You try to get in contact with a potential client and you get voicemail. When do you try to reach them again? You send an email and no reply? How long do you wait until you try to reach them again? How much is...
Unnecessary meetings are the bane of a salesperson’s existence! In this week’s episode of The Sales Playbook Podcast, we discuss HOW you can avoid them!
Want to have a more productive selling week during a holiday? I got you covered baby!
There’s a cold call opening that I’ve been using for the last 10 years that has dramatically reduced the number of phone objections while dramatically increased the number of demos I’ve been setting. I share it step by step, word for...
I think I speak for EVERY sales rep when I say that we wish that we could expedite our deals without being salesy, pushy, needy, manipulative and; Without using any of those God awful dated closing lines! In this week’s episode of...
Summer can be quite challenging for us in sales, so; I decided to share a few resources to help you LEVERAGE the summer selling season!
There is a mistake that MOST sales reps make it costs them, on average; 3-6 months (annually) in; Lost opportunities and; Lost commission checks! Over the course of a sales rep’s entire career, it will cost them millions of dollars! Did I get your attention? Then...
There is something that is so deadly to sales reps and yet they NEVER see it coming. It sneaks into their day to day and by the end of just one year, it can annihilate! In this week’s episode of the Sales...
“Sales ISN’T A 9-5 job!” But how the heck can you possibly have what experts refer to as a life when work constantly interrupts? In this week’s episode of The Sales Playbook Podcast, we’re gonna go there!
A little over a decade ago I experienced two life changing events. In this week’s episode of The Sales Playbook Podcast I share what they were and more importantly; How I leveraged them to go from an employee to a business owner.
There are lots of ways to improve your sales reps, but; There’s one thing you can do that can help you in more ways than you’re aware of. In this week’s episode of The Sales Playbook Podcast; We’re gonna go there!
One of the fastest ways to get disregarded and deleted is to continually send salesy emails to your prospects. It's also a great way to land in someone's spam folder! In this week's episode of The Sales Playbook Podcast we're going to...
Most prospecting calls begin the same way and quite frankly, sales reps pay dearly for that! In this week’s episode of The Sales Playbook Podcast, we discuss how to change up your call opening to capture the attention of your prospect!
For years I’ve been voicing my opinion about how awful it is to send “bump” style sales emails, but; I’ve recently changed my opinion (somewhat) and share a much BETTER way to send them in this week’s episode of The Sales...
If there’s one thing we’ve heard over and over again since the start of the pandemic it’s; You have to adapt! In this week’s episode of The Sales Playbook Podcast, we’re going to discuss HOW you can adapt to this ever changing...
Fess up . . . Lately, when you prospect, you’ve been hearing; “There’s a spending freeze right now.” “Call me back after the pandemic.” “Everything is on hold right now.” In this week’s episode of The Sales Playbook Podcast I’m going to show you how...