Worcester County Businesses

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A while back, I was listening to that song “We need a little Christmas” and it made me think of these 50 Random Thoughts For The Holidays with the goal of bringing you a smile and a dose of perspective.
And just for the heck of it, I even made it into a handy dandy PDF for […]


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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, 2011. |
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It’s a phrase that is hardly ever asked but believed to be implied.
“How can I help you?”
Ask your network in your first status update of the day “How can I help you?”
Ask your clients “How can I help you?”  . . .
Don’t ask the question when you are looking for a check.
Veteran Sales Rockstars . […]


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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, 2011. |
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I made this holiday card from a family photo session! I was having some trouble trying to achieve a design that wasn’t corny but still had some holiday spirit. After seeing the Apple poster “Here’s to the Crazy Ones,” and a suggestion from my client, I came up with something I’m very pleased with!

blogcard

© Lisa March for Reliable Linking, 2011. |
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Do you remember the ending of Jerry MaGuire when Jerry and his client hug?
They were both equally happy about a multi million dollar NFL contract Jerry put together on behalf of his client.
When you travel the road Jerry and his client traveled, and you come through at that level, you’ve ascended above a commission check […]


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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, 2011. |
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The other day I was making my way towards a busy line at the bank when a woman started to cut me off. In that instant I remembered that it’s the holiday season and stepped aside and said “After you Ma’am.”
I made a mental note.
Over the weekend, I found myself racing and trying to catch […]


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, 2011. |
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Pop Quiz: What’s your game plan once someone accepts your social networking invite?
Do you just leave it to chance while you race off to invite the next “connection”? Or . . .
Do you launch immediately into your best infomercial?
Sorry for the Monday morning reality check but I’m willing to bet that most people would fail […]


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, 2011. |
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© Lisa March for Reliable Linking, 2011. |
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It’s a rather troubling feeling to wake up each morning knowing you could be more than you have become.
Add to it this feeling of urgency to do something with your life . . . but what?
This was me for the better part of my adult life.
Yes, I had risen from the proverbial ashes after losing […]


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, 2011. |
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Pantone vs. Process

Pantone vs. Process

The process of offset and digital printing has truly become a science, particularly when it comes to color. One of the biggest challenges in printing is getting the colors just right. Basically, any type of printing that includes a full color photograph will require process printing.  Process printing utilizes a mix of the four CMYK colors; Cyan, Magenta, Yellow, and Black.  Printing requirements where only one or two colors are required, such as business stationery, typically is printed utilizing Pantone Colors.

In the past, process color has typically been more expense, particularly if utilizing the offset printing method, where 4 pieces of film, plates, and inks would be required to print the job. For this reason, one, two, and sometimes three color jobs would utilize Pantone colors, specific colors that are an exact match to a Pantone numbering system that is utilized to get the right color match.  With the advent of digital printing, which primarily uses the 4 color process method, some of the rules have changed. Now when making decisions as to how a project should be printed, a lot of the decision making is based on the colors you want to match. One limitation with process color is matching certain colors. CMYK mixing is limited as to the colors that can be created from those four colors. You can particularly notice this in the blue range where a lot of times the blues will appear more purplish than they should. For this reason, if no full color photography or graphics are in the printed piece, utilizing a Pantone ink color, say PMS286 will give you the exact match you want.  For large printing jobs, where both 4 color process printing is required, but also Pantone color matching is required to match a company branded color, there are presses that print 5,6,8 or even 10 colors.  Printing on these presses can certainly be expensive if the quantities are small, but on large jobs the cost can be affordable and the quality exceptional.

As a general rule, if color matching is not super critical but overall quality is, then either hi-end digital printing or “gang” offset printing is typically the way to go. Though digital printing has gotten to the point now where it is very difficult to tell the difference, in my opinion offset is still the way to go if the cost is comparable. As mentioned before “gang” printing, which is running several jobs together at once to help keep costs down, is an excellent option.

In conclusion, there are various subtleties when choosing the method by which your project will be printed. You will want to take into consideration the paper color, weight, and finish, as well as grain direction if the job is being folded or scored and if you want any type of coating applied to the finished piece. With the many choices available it is definitely a good idea to sit down with an experienced printer to help you decide how the job should be printed and why.


© Lisa March for Reliable Linking, 2011. |
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There’s a famous story that the late David Ogilvy told regarding his early years in advertising.
Please allow me to paraphrase . . .
He had an appointment with some obnoxious ass, who said something along the lines of “You will be given 3 minutes to offer your pitch. At the end of the allotted time I […]


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, 2011. |
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