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After 18 years of coaching people of all ages, I have learned that most know what they want (do I dare call these goals?) and even have a pretty good idea on what they need to do to achieve them.  The majority of my clients tell me it’s discipline and accountability they need.  So here are some quick thoughts about discipline:

Self-discipline isn’t part of natural DNA.  It is a trained skill.  Read that again.  Therefore, if you aren’t currently, then you must train yourself to be.  One problem associated with lack of self-discipline is the amount of power that short-term pleasure has over long-term consequences.  Let me explain.  When I go out to eat, I immediately smell the food and see the bad stuff on the menu.  I can buy a room full of furniture and not make any payments for a year.  I could choose to smoke cigars by focusing only on the relaxing benefit I will enjoy immediately.  These short-term pleasures will always have more power than their long-term consequences.  What we need is a process to give equal power to the long-term consequences of our actions.  Before choosing, ask yourself:  ”If I eat bad food, will that bring me towards or away from future goals?”  ”If I smoke, I will die.”  ”If I cheat, I will lose my family.”  ”If I don’t make cold calls today at work, I won’t reach my financial goals or be able to pay my mortgage.”  Fear is a motivation.  Also, reverse it.  Ask yourself what long-term consequence you will ENJOY…WHEN you choose the right behavior.  ”My cold calling will create more clients and by achieving my sales goal I will enjoy…”

Make it routine:

Proactively schedule specific times in your calendar to do those high priority behaviors that will make your short and long-term goals and potential a reality.

Rewards Come AFTER:

Get the most important things done first everyday.  And if you meet or surpass a daily goal, reward yourself with something over the top!  When I hit my revenue goal for the month, then I schedule my massage.  I will only go to the driving range after I make 90 minutes of prospecting calls.

Set Goals:

Your goals should always be SMART:

S- Specific
M- Measurable
A- Attainable
R- Realistic
T- Time specific

Don’t allow yourself to set goals using the words “better”, “more”, “less”, etc.  Be specific and quantify the goal and behaviors associated with them.

Accountability:

Find someone…a co-worker, a colleague, a family member, a friend, a coach…someone to hold you accountable.  Put yourself out there and make your goal public.

I hope this helped.  Please contact me if you’re interested not only in self-discipline, but also if you’d like to learn how to make a habit of the critical success tools and skills to realize the ultimate you.


© admin for Reliable Linking, 2012. |
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There was a time when I wanted to punch Tony Robbins right in his face . . . how’s that for an opener?
I decided not to because I couldn’t afford the 7 foot ladder I would need to do so and also remembered there are laws against that sort of thing but that’s not the […]


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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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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 […]


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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As many of you know, I’m open to sharing my thoughts both personal and business.
I’ve shared my story of how I lost everything back in 1995, I’ve written about my Dad’s last Christmas and I even shared it with you when my wife was diagnosed with breast cancer (now cured).
There was one thing that 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).


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Browser Statistics
Browser Statistics – April 2012

The web browser statistics have been released through April 2012. The stats are published monthly at W3CSchools.com.

Below are the web browser stats for April 2012.

2012 IE9 IE8 IE7 IE6
January 5.3% 10.5% 3.1% 1.1%
February 5.7% 10.2% 2.6% 1.0%
March 6.1% 9.4% 2.5% 0.9%
April 6.4% 8.8% 2.3% 0.7%
2012 Firefox Chrome Safari Opera
January 37.1% 35.3% 4.3% 2.4%
February 36.6% 36.3% 4.5% 2.3%
March 36.3% 37.3% 4.4% 2.3%
April 35.8% 38.3% 4.5% 2.3%

In summary, people who use Internet Explorer seem to all be upgrading to the newest version, which isn’t very surprising if you think about it. They probably get upgrade prompts all the time. Among the other browsers, Chrome is maintaining a firm lead and increasing by a solid percentage point every month, while Safari and Opera are hovering at their respective percentages. Firefox is really the only browser here that is becoming less popular.


© Lisa March for Reliable Linking, 2012. |
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Sometimes we get caught up in a discussion, debate or full blown argument to the point that our own passion for the subject keeps us away from bigger issues.
Enter the ongoing “Is the cold call dead?” debate.
And just to silence those who feel a need to define a cold call . . . let’s not! […]


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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Sometimes we get caught up in a discussion, debate or full blown argument to the point that our own passion for the subject keeps us away from bigger issues.
Enter the ongoing “Is the cold call dead?” debate.
And just to silence those who feel a need to define a cold call . . . let’s not! […]


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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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 […]


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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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 […]


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 was recently asked by one of my readers if I thought that our profession in sales has changed.
My answer is both a quick “No” and a resounding all caps “HELL YES!”
No in the sense that the idea of assessing and identifying needs, presenting solutions, gaining commitment etc have always been a part of the […]


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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