Worcester County Businesses

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Whether we like it or not, we need to present our ideas, our products, our solutions and here’s the part we never want to talk about . . .
Those very things that drive our revenue are judged by prospects and clients who have about a 9 second attention span!
What’s an aspiring sales rock star to […]


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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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1)    Starting off by saying “Good Morning” and no matter how loud or enthusiastic we reply, you play the old “Let’s try that again!” card. Right off the bat you have told me that you’re like every other presenter. Oh, and apparently I’m an idiot because I don’t know how to say “good morning” properly! […]


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).


© Paul Castain for Reliable Linking, 2012. |
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Your website should be generating leads for you.Recently I have come across a number of cases where the information on the Contact Page of a website is lacking important information or simply incorrect.  The reality is that it is your CONTACT page.  So you want people to be able to contact you.  Here are some things that I saw and that I pointed out to the website owners if I was able to get in touch with them:

  • The Contact Page simply had a form on it and no other info; and the problem wasn’t the form, it was that I wanted to call them and I couldn’t find their phone number anywhere on the website.  Eventually, after looking, I found it on the About Us page of all places.
  • Phone number listed was out of service
  • The map that was on the page was showing an incorrect location
  • The address was spelled wrong
  • The phone number was a graphic and was not in Text format
  • Email address is listed on the page

Here are some quick things you can do to ensure that your contact page is effective…

  • Check your page for accuracy every quarter, it only takes 5 minutes
  • Test your form every month, it only takes 2 minutes
  • Make sure your phone number is in text format, this way all the new smart phones can read it and recognize that it is a phone number and the user can click to call
  • Make sure your address information is complete
  • If you have a map, check its location to be sure that the map application is up- to- date
  • Remove all emails from the page, you will get more spam by showing your email on the page

We often view our life through the lens of the rear view mirror.
Looking back on things that once were and are no more.
Actually, I shouldn’t say “no more” because I believe these moments live on within us and certainly in our heart . . . but even still . . . the moment itself has […]


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).


© Paul Castain for Reliable Linking, 2012. |
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I once interviewed a top performing sales rep for a best practices study and he told me something that was just so painfully simple.
He told me that when he has those meetings that just seemed doomed from hello, he isn’t bashful about asking for a “do over” or more simply put . . . an […]


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).


© Paul Castain for Reliable Linking, 2012. |
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Something very interesting happened at the Castain household on Friday night!
My two sons decided to enter a local talent show.
I know . . . so what and No, I wasn’t out of stuff to blog about. There’s a lesson if you stay with me for a moment.
They entered the talent show and decided to get […]


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).


© Paul Castain for Reliable Linking, 2012. |
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I stopped by this old sit down Deli the other day and actually did the unthinkable; I sat down. I know there’s less calories when we eat standing up but what the heck.
I was the only person in the place. Business was dead.
At first, I thought it was an off time but confirmation came quickly […]


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).


© Paul Castain for Reliable Linking, 2012. |
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There was an Associated Press article last week that documented cases of job applicants being asked to hand over their Facebook passwords so their prospective employers could check their background.
While many of us are an “open book” and have nothing to hide, this is a way for potential employers to  . . .
Learn if 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).


© Paul Castain for Reliable Linking, 2012. |
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The decision we always regret is the one we fail to make.
On the surface its because we’ve put it off.
Below the surface its because we’re scared.
Scared of trying . . . only to fail.
Scared of leaving our safe harbor.
Scared of the unknown?
This whole business of non decision is a bit of a charade in that […]


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).


© Paul Castain for Reliable Linking, 2012. |
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So did you hear the one about the sales rep who was told no?
How about the one about the other sales rep who was rejected?
Sorry these aren’t jokes . . . they represent the reality we face as sales professionals.
I thought I’d take this discussion away from the typical “motivational speeches” we hear when it […]


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).


© Paul Castain for Reliable Linking, 2012. |
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