Northeast Business Directory

Reliable Business Directories combined with the Power of Inbound Linking

Painfully “Sales 101ish” moment coming atcha in 3,2,1 . . .
People like people like themselves!
Bet you never heard that one before, huh?
So if people truly like people, just like them, then you’ve probably heard of a technique called “mirroring”.
The way most people know mirroring is in the form of subtly copying the body language of […]


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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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There was a really cool show on Thursday evenings back in the 80’s called “Cheers”.
It was a show about a bar “where everybody knows your name” as evidenced by everyone yelling out “Norm!” every time this one dude walked into the bar.
I believe that deep down, we all want something similar!
I’m not talking about “bar […]


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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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Perhaps its time for us to take a step back and reconsider why we procrastinate.
I share an interesting study on why people put things off and what you can do about it . . . TODAY!
I have some great content lined up for you if you will scroll down and have a listen. It will […]


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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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There’s something empowering about the phrase “I’ll do it today!”
Sounds so much better than “I’ll do it later” or “I’ll get to it tomorrow”
Quite frankly, it’s way more empowering than “I’ll do that someday”
“Later” seems to carry over into “tomorrow”!
“Tomorrow” easily turns into “next week” and eventually . . .
“Someday” never comes!
Today’s message cut dramatically […]


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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Like any other social networking platform, Google+ has mixed reviews.
Some “Get It”
Some Don’t
I’m no different with my opinion and it can certainly fluctuate day by day as I embark on yet another platform.
Let’s address my “I don’t get it days” in plain, straight up, in your face lingo.
Nobody truly cares about my “getting it” or […]


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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Browser Statistics

Browser Statistics – June 2011

The web browser statistics have been released through June 2011. The stats are published monthly at W3CSchools.com.

Below are the web browser stats for June 2011.

2011 IE9 IE8 IE7 IE6
January .5% 16.6% 5.7% 3.8%
February 0.6 % 16.7% 5.7% 3.5%
March 1.1 % 16.3% 5.4% 3.0%
April 2.1 % 14.8% 4.9% 2.5%
May 3.1 % 14.1% 5.3% 2.4%
June 3.6 % 12.9% 4.4% 2.3%
2011 Firefox Chrome Safari Opera
January 42.8% 23.8% 3.7% 2.4%
February 42.4% 24.1% 4.1% 2.5%
March 42.2% 25% 4% 2.5%
April 42.9% 25.6% 4.1% 2.6%
May 42.4 % 25.9% 4.0% 2.4%
June 42.2 % 27.9% 4.0% 2.4%

In summary, the later versions of Internet Explorer have significantly dropped in their user percentages while users of IE9 are steadily climbing. Firefox can’t seem to get out of the 42% range, yet it is slowly but surely declining is users. Chrome users are definitely on the rise as the percentage jumped 2 digits since May. Safari and Opera are still holding steady at the lower end of the single digit percentage range.


© Lisa March for Reliable Linking, 2011. |
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So I’m sitting waiting to meet with my banker the other day and found myself getting both impatient and annoyed.
She was now 15 minutes late for our appointment and I can see her still with another client.
Normally, I’m a patient dude, but it annoyed me that she never got up and gave me the courtesy […]


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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Additive vs. SubtractiveThese days, everything is done over the computer – bill pay, socialization, even ordering take out. In most cases it’s cheaper, more efficient and more environmentally friendly. So it’s to no surprise that it’s now standard practice for graphic designers and print shops to provide digital proofs instead of an actual printed hard-copy proof. This is exceedingly more cost effective and the turnaround time is just about as fast as the designer can make the change and hit save. The only drawback of this process is that the client needs to be aware that the colors that they are seeing on the screen will slightly vary from the colors that they will see on the actual printed piece. This is due to the fact that the colors on your computer monitor are created using additive light (using the colors red, green, and blue (RGB))and output devices use subtractive light (using cyan, magenta, yellow, and black (CMYK)). Let’s explore the differences.

The additive color spectrum is produced by light directly emitted from a source, such as the small light beams within your computer screen. Because colors are coming directly from the light source, they tend to be more vibrant. It’s called additive because when you add red, green, and blue together in equal amounts, they create white. When you add any two of these primary colors, you get the secondary colors of the additive system which are cyan, magenta, and yellow.

On the other hand, output devices, such as printers, use the subtractive color system. These colors are created from light reflecting off of a surface (such as white paper). This is called subtractive because the surface subtracts the light waves that are not being reflected. In printing, the primary colors are cyan, magenta, and yellow. Black is then added to increase contrast. When mixed in equal parts, cyan, magenta and yellow will produce black. Because these colors are reflections from the light source, they tend to be less vibrant.

It’s a bit tricky to wrap your head around, but in short:

RGB

  • Additive Color System: Starts with black, ends with white
  • Produced directly from a light source
  • More vibrant

CMYK

  • Subtractive Color System: Starts with white, ends with black
  • Produced by light reflecting off of a surface
  • Less vibrant

Technology is improving and monitors can now be calibrated to better simulate the output of CMYK, but every monitor is different and will never be able to generate the exact same result.  So, next time you’re reviewing an on-screen version of a print project, be aware that the colors you see on the screen do not mirror the exact outcome of the final printed piece.


© Lisa March for Reliable Linking, 2011. |
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There was a scene in Wall Street when Bud Fox finally was granted access to Gordon Gecko after cold calling the dude mucho days in a row.
He’s about to walk through the doors in Gecko’s office and he turns to Gecko’s assistant and says “Life all comes down to a few moments . . . […]


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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There are many reasons why some people still aren’t onboard with Social Media.
For some, they are still waiting . . .
Waiting to see what happens with it and if it is indeed a fad.
Waiting to get some conclusive evidence regarding ROI.
For some its an unnecessary debate of traditional media and/or selling methods vs Social Media […]


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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