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5 Sales Mistakes You Can't Afford to Make

5 Sales Mistakes You Can’t Afford to Make (And What to Do Instead!)

BlogBy Johnny-Lee ReinosoSeptember 28, 2023Leave a comment

Sales is a game of slim margins. That’s what makes our field the most thrilling field in the world.    You walk a razor-thin edge between hearing “Yes, Tuesday at 10 sounds good” and “No thanks, not interested.”    And the margin for error isn’t any more forgiving in the deal-making stage. Do all the…

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5 Closing Techniques the Sales Pros Use

5 Closing Techniques That B2B Sales Pros Use

BlogBy Johnny-Lee ReinosoSeptember 26, 2023Leave a comment

Closing deals isn’t some magical process. It’s not something that certain salespeople are gifted with, while others have to admit defeat.    Closing is for everyone. And closing is for YOU. You just have to know the time-tested techniques that I’m going to share today.    And I have to say — these are worth…

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Hunter-gatherer and B2B Sales

B2B Sales and The Hunter-gatherer Mentality

BlogBy Johnny-Lee ReinosoSeptember 21, 2023Leave a comment

If you cold call… you hunt.    If you cold email… you hunt.   If you lead sales meetings and close deals… you hunt.    If you do prospecting… you gather.   If you follow-up with interested leads… you gather.   You’ve heard sales likened to hunting before. That’s nothing new. But you’ve probably never…

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MQLs vs SQLs: A HOT Sales strategy

MQLs vs SQLs: How to Heat Up Your B2B Sales

BlogBy Johnny-Lee ReinosoSeptember 19, 2023Leave a comment

As you know, the B2B sales world is teeming with acronyms. We’ve got SDR, BDR, AE, ABM, CRM, KPI, and the list goes on and on. Alphabet soup, anyone?   But two of the most critical acronyms to know are MQL and SQL. Understanding these six letters can literally make or break your sales organization. …

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What Morpheus Can Teach us About Sales

What Morpheus Can Teach Us About Sales: Seek to be Interested Before Being Interesting 

BlogBy Johnny-Lee ReinosoSeptember 12, 2023Leave a comment

Question: How do you know someone went to Harvard? Answer: They will tell you.    It’s funny, and it’s usually true.    After all, it’s hard to keep a good thing to yourself… especially when the good thing is as interesting and impressive as a Harvard education.    OK – no Harvard education? Maybe you…

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Sell more with stories

Sell (Way) More With Stories

BlogBy Johnny-Lee ReinosoSeptember 6, 2023Leave a comment

Stories are the lifeblood of marketing and sales.    So it’s no secret that the biggest brands in the world tell stories to motivate their audience to action.    With that in mind, why aren’t more B2B salespeople telling stories to increase their sales numbers?    Even the shortest, simplest ads in history are story-driven…

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The Art of Sales

The ART of SALES

BlogBy Johnny-Lee ReinosoAugust 31, 2023Leave a comment

Selling is both an art and a science. I’ve written extensively on sales metrics and KPIs, dopamine in sales, and other scientific topics. But today I want to make the case that sales is an art form. In fact, it’s more of an art than you could ever imagine.   And that’s not all —…

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5 Reasons to Join a Sales Mastermind Group

Your Inner Circle: 5 Reasons to Join a Sales Mastermind Group

BlogBy Johnny-Lee ReinosoAugust 29, 2023Leave a comment

If you’re in sales, there’s a high chance you have a competitive drive.    You want to become the best, or at least become your best.    And you know that getting there requires you to be intentional and proactive.    In other words, you know you must take your career into your own hands.…

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You Reap What You Sow in Sales

A Winning Sales Principle: You Reap What You Sow

BlogBy Johnny-Lee ReinosoAugust 24, 2023Leave a comment

There’s no doubt you’ve heard the proverb, “You reap what you sow.” And maybe you’re applying this wisdom to your sales career already.    If so, keep it up.   But chances are you’re not applying it to your sales role like you could be. Or if you are… you’re happy with reaping a modest…

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How to Manage Dopamine for Sales Success

The Science of Sales: How to Optimize Dopamine to Close More Deals

BlogBy Johnny-Lee ReinosoAugust 14, 2023Leave a comment

It’s no secret that your mind is your #1 weapon in sales. And the main reason why is dopamine.   Dopamine is a neurotransmitter that motivates you to do basically everything in life. If you lack dopamine, you lack motivation.    And if you get too much dopamine, you’ll have trouble focusing, mood swings, anxiety,…

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How to Gracefully Quit Your Sales Job

How to Gracefully Leave Your Sales Job 

BlogBy Johnny-Lee ReinosoAugust 8, 2023Leave a comment

Sales is a thrilling career. In what other field can you get paid to build relationships, help others, problem solve, enjoy healthy competition, and make loads of money?    But the truth is, not all sales jobs are created equal. Some sales positions (or managers or colleagues) will drain you mentally and emotionally — to…

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From SDR to AE in 90 Days

Fast Track: From SDR to AE in 90 days

BlogBy Johnny-Lee ReinosoAugust 3, 2023Leave a comment

So you want to be an Account Executive?    You must first become a top producer to make this career advancement.    How do you become a top producer? You follow the steps I outline in my latest article The Secret to Sales Success: Outwork Your Boss. Work ethic is a prerequisite for any promotion,…

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Can AI Sell

Can ChatGPT Sell B2B Services? The Answer Might Surprise You.

BlogBy Johnny-Lee ReinosoJuly 31, 2023Leave a comment

AI is everywhere these days — or at least in every conversation about the future of sales.    And in one of my recent articles, I argued it’s critical to utilize AI to get ahead. But that doesn’t mean AI is perfect. The truth is, it’s not even close to perfect. Even the makers of…

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Seek to Understand in Sales and in Life

A Key Principle to Sales Success: Seek to Understand

BlogBy Johnny-Lee ReinosoJuly 27, 2023Leave a comment

One word, three syllables: Understand.    That’s the magic word… “Understand.”   So what’s the big deal about this word? And how can YOU make it work for you starting today?    Great questions. And I’m answering them today.    You see, if you would only seek to understand, your sales numbers would shoot through…

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Secret to Sales Success: Outwork Your Boss

A Secret to Sales Success: Outwork Your Boss  

BlogBy Johnny-Lee ReinosoJuly 25, 2023Leave a comment

Hard work beats talent any day of the week.    I’ll hire a young guy or gal who’s hungry and driven before I’ll hire a Harvard grad with pedigree and entitlement.    I need to see a burning desire in their eyes. I have to. I have to see that they are willing to outwork…

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Sales Motivation Quotes

Sales Motivation: 40 Quotes to Inspire You

BlogBy Johnny-Lee ReinosoJuly 18, 2023Leave a comment

“Whether you think you can, or think you can’t, either way you’re right.”    You’ve probably heard that Henry Ford quote before. It makes its rounds because it’s THAT good.    Henry Ford built his multi-billion dollar legacy on the back of those words. Yes, a few good words can inspire a lifetime of achievement.…

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Bulletproof your sales game

5 Mind Hacks to Bulletproof Yourself from Rejection

BlogBy Johnny-Lee ReinosoJuly 13, 2023Leave a comment

Every “No” in sales is like a bullet. It can sting. It can lay you out for days. It can even kill.   Or… if you have the right mental armor, it can bounce right off you.   But you can’t dodge these bullets. They will hit you.    In fact, if you’re doing things…

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Nurture Success in Sales

How to Level-Up Your Environment for Sales Success

BlogBy Johnny-Lee ReinosoJuly 5, 2023Leave a comment

Numbers don’t lie: According to Sales Hacker, 83% of sales professionals believe their environment has a significant impact on their performance. And they’re right.    You’ve heard the old maxim “nature vs. nurture.” Some say nature (your biology) makes you successful, while others say it’s nurture (your environment). You can’t really change nature, but you…

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Be FAST in B2B Sales

Speed Wins in Sales: 5 Ways to Be FAST!

BlogBy Johnny-Lee ReinosoJune 26, 2023Leave a comment

“If you ain’t first, you’re last.” -Ricky Bobby   Sure, it’s funny. But this quote is 100% true in B2B sales. If you aren’t the first salesperson to contact the prospect when he’s ready to buy, you will probably fail to close the deal. There are no second place trophies in sales.    But let’s…

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Lead nurturing in sales

Build Your Business With A Lead Nurturing Strategy

BlogBy Johnny-Lee ReinosoJune 21, 2023Leave a comment

Companies that nurture leads create 50% more sales-ready opportunities than those that don’t nurture leads. Yes, 50% more sales-ready leads!   Now, it might shock you that fewer than 50% of companies do anything to nurture leads.    Not to oversimplify things, but according to those statistics, there’s a high likelihood that you can improve…

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How to Hire Sales with AI

How to Use AI to Build a Rockstar Sales Team

BlogBy Johnny-Lee ReinosoJune 13, 2023Leave a comment

Let’s be real. Building a team stacked with rockstar salespeople is no easy task.    The usual process goes something like this: Writing and posting the open position(s), getting tons of applicants (many of whom are unqualified), screening candidates, sifting through the qualified ones to find the needle in a haystack, interviewing, onboarding, and so…

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The Power of Story Loops in Sales

The Power of ‘Story Loops’ in Sales

BlogBy Johnny-Lee ReinosoJune 8, 2023Leave a comment

So you want to close more deals and crush your sales numbers this quarter?   Then you have to start opening story loops when cold calling and anytime you’re on the phone with prospects.    Wait… story loops? What’s a story loop? And how do you “open” one?    Don’t worry – today I’m sharing…

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Trigger words in B2B Sales

Trigger Words in B2B Sales: The Antidote to Performance Panic

BlogBy Johnny-Lee ReinosoJune 6, 2023Leave a comment

If you’re a regular reader of my blog, you know that sales has a lot in common with soccer. And seeing that I was inspired by sitting front row at a Real Madrid game last week (yes, it was incredible),I’ve got some serious soccer/sales value to drop today.   So picture this…   There’s 5…

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Price Anchoring in B2B Sales

The Sales Pro Playbook: Price Anchoring in B2B Sales

BlogBy Johnny-Lee ReinosoJune 1, 2023Leave a comment

Imagine you’re at a car dealership, and you see a cherry red Porsche Macan sitting in the lot. The price on the windshield says $114,000. That’s a lot of money for a car, you think to yourself. It’s way out of budget, but you ask about it anyway. The car dealer says there’s a reason…

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Pricing Strategies in B2B Sales

B2B Pricing: It’s Life or Death for Your Sales Team

BlogBy Johnny-Lee ReinosoMay 30, 2023Leave a comment

Ask yourself – what’s going on in your prospect’s mind during your very first conversation?    Pricing. Period. They want to know “how much you cost.”    That is… until you start leveraging the power of tonality and emotion. Once you learn how to do that effectively, the hangup of pricing almost goes out the…

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Salespeople Must Create Content

Create or Die: Why Salespeople MUST Create Content

BlogBy Johnny-Lee ReinosoMay 22, 2023Leave a comment

It’s 2023, and content is still king.    That’s why TikTok has blown up. That’s why Google (blogs) and YouTube (videos) are the two biggest websites in the world.    That’s why the Harvard Business Review says that content is no longer a luxury, it’s a necessity.    And I’m here today to say that…

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Follow-up formula for B2B Sales

A Winning Follow-up Formula for B2B Sales

BlogBy Johnny-Lee ReinosoMay 16, 2023Leave a comment

If you’re in B2B sales, you know that it’s complex, chaotic at times, and absolutely thrilling.    With prolonged sales cycles, the buyer journey is becoming less of a sprint from start to finish and more of an ultra-marathon through difficult terrain. It can be grueling if you don’t have your wits about you. That…

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Land and Expand in Sales

A Winning Sales Strategy: How to “Land and Expand” in Sales

BlogBy Johnny-Lee ReinosoMay 8, 2023Leave a comment

Today’s B2B sales strategy is for the SMB founder, CEO, or biz-dev leader.    You want sales. You need sales. And you know that sales is the lifeblood of your organization. No closed deals, no business.    That’s why I recently wrote about the three C’s of relationship selling: Connect, Care, and Contribute. Connect with…

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How to Fight for Clarity in Sales

B2B Fight Club: How to Fight for Clarity in Sales 

BlogBy Johnny-Lee ReinosoMay 4, 2023Leave a comment

According to HCI, a lack of clarity is killing organizations. When people are unclear of their role and expectations, things start to fall apart.    But what about clarity at the individual level? Why is it important that YOU have clarity as you move throughout the thrilling world of B2B sales?   Don’t worry, you’ll…

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Solutions-based sales approach

Sell Like the Pros: A Solutions-based Sales Approach

BlogBy Johnny-Lee ReinosoApril 27, 2023Leave a comment

Imagine this scenario. You are a local in a small Portuguese village fifty years ago. You’re walking your sheep along a country road. Suddenly you cross paths with a foreigner, who looks completely lost. How do you help the traveler out of his predicament?    You don’t just start giving directions — that would never…

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How to Close in Sales

The 8 Steps to CLOSE in B2B Sales

BlogBy Johnny-Lee ReinosoApril 20, 2023Leave a comment

The statistics are absolutely staggering.    Studies show that close rates hover around 30-40% for top sales pros. That means for every 10 SQL’s, three to four make it down funnel and convert to a customer or client.    And for the average salesperson… they’re looking at a 20% close rate on average.   Pretty…

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How to use Linkedin Sales Navigator like the Pros

How to Use LinkedIn Sales Navigator Like the Pros

BlogBy Johnny-Lee ReinosoApril 18, 2023Leave a comment

There’s the LinkedIn we all know and love. And then there’s LinkedIn’s smoothe older brother, LinkedIn Sales Navigator.    If you’re not familiar, Sales Navigator is a social selling platform for B2B sales. It’s where people go to discover new leads, connect with prospects, and ultimately drive revenue for their organization.    The last I…

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Mutlitasking is killing your sales

Multitasking is Killing Your Sales Numbers. Here’s What to Do About It. 

BlogBy Johnny-Lee ReinosoApril 13, 2023Leave a comment

Let’s be honest. This nation was built on multitasking. Our founding fathers simultaneously built cities and towns, overcame British rule, penned The Constitution, and even spruced up their wigs at night. How did they do it all? By juggling many things at once.    Multitasking is all about juggling, and it turns out, juggling is…

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Toxic Sales Culture

Toxic Sales Cultures and How to Overcome

BlogBy Johnny-Lee ReinosoApril 11, 2023Leave a comment

This might blow your mind.  According to a Harvard study, a toxic employee can have a net negative impact on a business that’s far greater than a rockstar salesperson’s net positive impact. Let me say that another way. You’d need two sales rockstars to make up for one toxic salesperson in terms of lost productivity,…

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The 5 Pillars of Sales Enablement

The 5 Pillars of Sales Enablement: Are You Setting Your Reps Up for Success?

BlogBy Johnny-Lee ReinosoApril 6, 2023Leave a comment

Every seasoned sales pro has stories from their early days in the game. First day on the job. Sitting in a cold office with fluorescent lights buzzing overhead. A Yellow Pages phone book dropped on their desk. And direct orders to get dialing.    That was before sales enablement.    But we got by with…

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ChatGPT in Sales!

Watch Me Use ChatGPT to Improve Sales (and 2 ways NOT to use it!)

BlogBy Johnny-Lee ReinosoApril 3, 2023Leave a comment

At this point, if you haven’t heard of ChatGPT, or GPT-4, then you’ve been living under a rock. But what IS ChatGPT? And how can you use it to increase sales? First, ChatGPT is a “Large Language Model” produced by OpenAI capable of producing text-based answers almost instantly to the questions or prompts you give…

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How to stop procrastinating in sales

The #1 Secret to Stop Procrastinating in Sales

BlogBy Johnny-Lee ReinosoMarch 31, 2023Leave a comment

Procrastination is the silent killer of dreams. I’ve seen too many talented sales people fall victim to procrastination.    They sit at their desk in the morning. They put on their headset. And just when they’re about to make the first call of the day (which is ALWAYS the hardest call), they chicken out and…

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AI in sales

Use AI in Sales to Crush the Competition

BlogBy Johnny-Lee ReinosoMarch 27, 2023Leave a comment

There are two types of people in sales right now.    First, there are those having an existential crisis because of the sheer disrupting power of AI — especially in the last couple of months (AI is everywhere!). For these people, their inner dialogue goes something like this: “I don’t want things to change… I…

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Send info sales objection

How to Squash the “Send Info” Sales Objection

BlogBy Johnny-Lee ReinosoMarch 13, 2023Leave a comment

“Can you send me info?” Or, “Can you send it in an email?”   We’ve all heard it. Some of you might even hear this on a daily basis. And while it looks pretty harmless at first glance, it’s actually a sales objection, and it’s one of the most dangerous objections you’ll come across.  …

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Set the pace in sales

Speed Kills Sales: How to Set and Control the Pace

BlogBy Johnny-Lee ReinosoMarch 9, 2023Leave a comment

What happens when you put a busy CEO or VP on the phone with a first-year salesperson? It usually goes something like this:   Nick (sales guy) calls Jane Smith (prospect) Jane: Hello, this is Jane.  Nick: Hi Jane, this is Nick with Peak Software Jane: *suspicious* OK hi. Nick: *anxiety sets in and goes…

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Buyer persona

5 Reasons Sales Leaders Should Trash Their Buyer Personas

BlogBy Johnny-Lee ReinosoMarch 2, 2023Leave a comment

Trash your buyer personas. Bold statement, right?    Well it’s a different world out there, and the same strategies and tactics of yesterday no longer work. And let’s be honest, this isn’t corporate marketing. This is sales. We have different metrics, goals, and ways of being.    Now, I’m not saying trash ALL buyer personas.…

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Sales Automation

How to Automate Sales Outreach Using a Hybrid Approach

BlogBy Johnny-Lee ReinosoFebruary 27, 2023Leave a comment

The C-suite is home to the busiest of all professionals. Take a quick peek at a CMOs Outlook calendar and you’ll see back-to-back-to-back meetings, all day, every day. So how can you reach C-level executives with a B2B sales approach? Is it even possible anymore?   First, of course it’s possible. But it’s true they…

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Will AI replace B2B Salespeople

Will AI Replace B2B Salespeople? Answering the Million Dollar Question

BlogBy Johnny-Lee ReinosoFebruary 22, 2023Leave a comment

According to Forbes, the roles that Artificial Intelligence (AI) will first eliminate are: Factory workers, couriers, investment analysts, security guards, and _____________.    Is “B2B Sales” the last on the list?    Well, I first want to share with you my own expert take on this. The concern of whether or not AI robots will…

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Catastrophizing in Sales

Is Catastrophizing Killing Your Sales Numbers (and capsizing your career)?

BlogBy Johnny-Lee ReinosoFebruary 16, 2023Leave a comment

Catastrophizing. It’s a big word with even bigger consequences. But what is it, and how can you be sure you’re not falling into this trap like millions of salespeople around the world?    According to Psychology Today, catastrophizing has two parts: predicting a negative outcome to occur, and jumping to the conclusion that if the…

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Exceed Expectations in Sales

Sales Hack: Rake in Referrals by EXCEEDING Expectations

BlogBy Johnny-Lee ReinosoFebruary 13, 2023Leave a comment

You know that referrals are like gold in the game of sales. When a customer or client opens their rolodex and shares contact info, with a thoughtful intro to boot, you’re almost certain to close that deal. Referral-based selling is the smartest way to sell, hands down. But how do you get referrals? Well, it’s…

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How to sell to multiple stakeholders in sales

How to Solve ‘The Stakeholder Dilemma’ in B2B Sales

BlogBy Johnny-Lee ReinosoFebruary 8, 2023Leave a comment

We’re almost a quarter of the way into the new millennium, and this whole stakeholder thing only seems to get more tricky. Did you know there are now an average of SIX decision-makers who have a stake in the buying decision at big companies? That means there are more opinions at the table than ever…

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How to have fun in sales

6 Ways to Have a BLAST in Sales

BlogBy Johnny-Lee ReinosoFebruary 2, 2023Leave a comment

If you want to succeed in sales, you must have fun on your sales calls. In fact, I’d even say that if you’re not having fun, then you’re doing it wrong! Not to worry though — today we’re going to find out exactly how to make sales a blast so that you can start enjoying…

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lag time in sales

Two Sales Principles You Can’t Afford To Forget

BlogBy Johnny-Lee ReinosoJanuary 30, 2023Leave a comment

You’ve heard that sales is all about mindset. This is true, and I teach this principle all the time. But thankfully we don’t have to cross our fingers, rub a rabbit’s foot, or wear our lucky underpants in hopes that our positive mindset pays off. That’s not how it works.    Winning mindsets actually lead…

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Daily Routine in Sales

The OPTIMAL Daily Routine for Sales Success

BlogBy Johnny-Lee ReinosoJanuary 26, 2023Leave a comment

A study by the University of London found that multitasking is bad for your brain (and can even tank your sales career!). The study showed that multitaskers experience an IQ decline similar to those who have stayed up all night. And why do people multitask? Because they lack routine. Plain and simple.    If you’re…

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How to analyze sales call

How to PROPERLY Analyze Your Sales Calls

BlogBy Johnny-Lee ReinosoJanuary 23, 2023Leave a comment

Imagine being in the dating world and hitting brick walls everytime you asked a girl or guy on a second date. Rejection after rejection. Wouldn’t you want to get to the bottom of it? Maybe it’s your breath? Or maybe you talk about yourself too much. Well, you wouldn’t know why you’re coming up short…

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Be a Lifelong learner in sales

What It REALLY Means To Be A Lifelong Learner in Sales

BlogBy Johnny-Lee ReinosoJanuary 17, 2023Leave a comment

Warren Buffet once famously said, “The more you learn, the more you earn.” And this is one of the biggest truths in sales. It has always been true, and it will always be true.    But the difference is that today we have a limitless amount of resources at our fingertips. From e-courses to business…

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7 Low-cost and Lightweight Prospecting Tools

BlogBy Johnny-Lee ReinosoJanuary 9, 2023Leave a comment

For most salespeople, prospecting is their least-favorite part of their job. It’s the fear of the unknown and uncertainty. So don’t feel bad if prospecting gives you anxiety. It’s like waking up each day and having to “fish” for your meal, not knowing whether or not the fish are biting — or if there is…

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How to get past the gatekeeper in sales

The Secret to Getting Past Gatekeepers

BlogBy Johnny-Lee ReinosoJanuary 4, 2023Leave a comment

The Harvard Business Review doesn’t mince words when it describes the gatekeeper’s function. “By controlling (literally keeping the gate open or shut for) information and, sometimes, vendor access to corporate decision makers, the gatekeepers largely determine which vendors get the chance to sell.”   In other words, love them or hate them, gatekeepers play a…

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Sales hacking

3 Sales Hacks to Start 2023 With a BANG

BlogBy Johnny-Lee ReinosoDecember 29, 2022Leave a comment

If you’ve ever listened to Tony Robbins, you know he’s all about fundamental mindset shifts to achieve peak performance.    He also talks a lot about hacks — whether it’s lifestyle hacking, biohacking, efficiency hacking, or growth hacking. And there’s a reason why the number one motivational speaker in the world (Robbins) gets on his…

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Smile while cold calling

Smile and Dial: Can Prospects Really HEAR You Smile?

BlogBy Johnny-Lee ReinosoDecember 27, 2022Leave a comment

Need a pick-me-up? Try smiling. Want to persuade others. Try smiling. Looking to book more meetings with c-level executives? Yep, you guessed it — try smiling.   Studies have shown that smiling has a whole range of positive effects on the brain, body, and emotional well-being. So it’s no wonder smiling has become a go-to…

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Are you a hypomanic? The best-kept secret in sales

Are YOU a Hypomanic? The Best-kept Secret in Sales. 

BlogBy Johnny-Lee ReinosoDecember 21, 2022Leave a comment

Dr. Kessler, a professor at Harvard Medical School, says “The goal in life is constant hypomania: you never sleep too much; you’re on; you keep going.” (Source)   A hypomanic person is someone who is “abnormally upbeat, jumpy or wired.” They have increased activity and energy. And they have an “exaggerated sense of well-being and…

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How to become the best SDR in your industry

5 Steps to Becoming the Best SDR in Your Industry

BlogBy Johnny-Lee ReinosoDecember 19, 2022Leave a comment

A sales development representative (SDR) is responsible for generating pipeline, usually by cold calling C-level decision-makers. Their main responsibility is to get qualified sales meetings on the calendar.    Easy, right?    Well, it’s not hard to make money as an SDR. Just show up, put in some effort, and you’ll do all right. But…

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Sales and Soccer

What U.S. Soccer Star Christian Pulisic Can Teach Us About Sales

BlogBy Johnny-Lee ReinosoDecember 12, 2022Leave a comment

The 2022 World Cup is in full swing, and the U.S.A. national men’s soccer team gave it a valiant effort. Let’s learn what we can take away from the performance and use to succeed in sales. Specifically, let’s dissect the performance of Captain America himself, Christian Pulisic.    You’ll recall that we tied Wales (strong…

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12 Days of Christmas - Cold Calling Edition (Part 2)

The 12 Days of Christmas – Cold Calling Edition (Part 2)

BlogBy Johnny-Lee ReinosoDecember 7, 2022Leave a comment

Last week we kicked off the 12 Days of Christmas with some timeless cold calling wisdom. To recap, each day so far we focused on just one of the principles or strategies outlined below. They included:  Master Your Mindset Focus on Inputs Be Cordial but Confident Build Relationships Don’t Pitch Anything but Time Sell to…

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12 Days of Christmas Cold Calling Edition

The 12 Days of Christmas – Cold Calling Edition

BlogBy Johnny-Lee ReinosoDecember 1, 2022Leave a comment

December is here and that means Q4 is coming to a close. More importantly, it means that Christmas and a whole lot of quality time with family is right around the corner.    So I wanted to take this opportunity to write an article on some timeless lessons that every SDR and salesperson can take…

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The future of sales. My predictions for 2023 and beyond.

The Future of Sales: Five Predictions for 2023

BlogBy Johnny-Lee ReinosoNovember 28, 2022Leave a comment

This past year, 2022, has ushered in loads of changes in the world of sales. Sales technology has advanced, video prospecting has gained serious momentum (hello Loom), and sales teams are increasingly becoming remote with work-from-home culture thriving.    But that was then, this is now. The year 2023 is upon us, and if we…

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How to Build a Multi-channel Sales Sequence

BlogBy Johnny-Lee ReinosoNovember 23, 2022Leave a comment

Back in the glory days, before the internet, it was normal to call a prospect again, and again, and again. Living and dying by the phones was the name of the game in outbound sales.    Now don’t get me wrong, cold calling is still the most powerful tool in the salesperson’s toolbox. But today…

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How to sell more with silence

Sell More With … Silence?

BlogBy Johnny-Lee ReinosoNovember 21, 2022Leave a comment

Awkward silence. Most people hate it. But it’s one of the top-secret tools of the best salespeople in the world. If you know what you’re doing, you can deliberately leverage silence to your advantage.    In fact, I’d even say silence is a salesperson’s best friend.    Don’t worry, I’m going to unpack it all…

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How to interrupt patterns in sales

How to Interrupt Patterns to Close More Deals

BlogBy Johnny-Lee ReinosoNovember 14, 2022Leave a comment

I recently wrote part one of pattern interruption in sales. I showcased the “how” and “why” we break patterns during the cold call. So today, I want to show you just how powerful pattern interruption can be during the demo or sales appointment.    Also, I promised you cake for this one. That’s right, cake.…

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Pattern Interruption in Sales

Pattern Interruption in Sales

BlogBy Johnny-Lee ReinosoNovember 9, 2022Leave a comment

Cold calling isn’t dead. But you know what is dead? The expected canned scripts, and monotone voices and personalities.    “Hi, this is Peter from XYZ, did I catch you at a good time?” That’s not only dead, it’s been 6-feet-under since the 1990’s!   But the sad thing is, 87% of companies still take…

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The Power of Personalization in Sales

The Power of Personalization in Sales

BlogBy Johnny-Lee ReinosoNovember 2, 2022Leave a comment

“Hi, this is Samuel and I’m calling from Products & Services International. Do I have the owner of the company on the line?”   Click. Gone. Done. You never stood a chance.    If you aren’t personalizing your outreach, you’re leaving bags of cash on the table. More importantly, you aren’t reaching and helping people…

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Cold calling statistics

17 Cold Calling Statistics and Key Takeaways

BlogBy Johnny-Lee ReinosoOctober 25, 2022Leave a comment

You’ve heard it said that cold calling is a numbers game. And it’s true, to a point. If you call 50 prospects, you might book a few meetings. If you call 500 prospects, you’ll book a whole lot of meetings. The more prospects you call, the better your chances of landing a deal.   If…

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Get over fear of cold calling

How to Get Over The Fear of Cold Calling

BlogBy Johnny-Lee ReinosoOctober 24, 2022Leave a comment

There’s no denying the power of cold calling. Millions of companies have been built (or at least got their start) by cold calling prospects to sell their products and services.    Sales aside, people cold call to get their dream job, raise support for political campaigns and charities, and I’ve even heard of athletes cold…

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How to Cold Call CEOs

How to Cold Call CEOs Like It’s 2024

BlogBy Johnny-Lee ReinosoOctober 19, 2022Leave a comment

Did you know that according to one study, approximately 80% of decision makers accept meetings with sellers who cold call. That’s 8 out of 10 buyers, proving that cold calling is far from dead.    With so many C-suite decision makers willing to take cold calls and book sales meetings, why is it so hard…

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6 biggest sales mistakes

Top 6 Sales Mistakes

BlogBy Johnny-Lee ReinosoOctober 17, 2022Leave a comment

Mistakes happen, even in sales. But the pros learn from their mistakes and use that knowledge to their advantage. So today I’m highlighting a handful of sales pitfalls, some of which you might be doing daily. Take these to the bank and you’ll find yourself (or your sales team) closing more deals, and more importantly,…

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Sell Value, Not ROI

Sell Value, Not ROI

BlogBy Johnny-Lee ReinosoOctober 13, 2022Leave a comment

Value-based selling is a big buzzword in sales. And for good reason! We should be selling our VALUE and not the tangible features (or even benefits) of our products or services.    But I’m going to zoom in a bit today. I want to focus on Value vs. ROI, which is going to require you…

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Never give up in sales

When to Stop Following Up In Sales

BlogBy Johnny-Lee ReinosoSeptember 30, 2022Leave a comment

You chose sales as a career. Or maybe it chose you. Either way, you know that it takes momentum and persistence to succeed in the thrilling sport of sales.   If you want to be counted among the sales giants — or at least take home a healthy six figures — you have to get…

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Sales tech stack

The Best Sales Stack

BlogBy Johnny-Lee ReinosoSeptember 27, 2022Leave a comment

Whether you lead a sales team or you’re the one making calls, imagine waking up one morning and suddenly you’re back in the early 1800’s. There are no telephones, no ZoomInfo to find leads, no CRMs. So how would you make your quota this month? With a whole lot of blood, sweat, and tears. That’s…

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How to beat burnout in sales

6 Ways to Avoid Burnout in Sales

BlogBy Johnny-Lee ReinosoSeptember 19, 2022Leave a comment

Feel like you’re burning out in sales or in your entrepreneurial venture? If so, this article has your name written all over it.    It’s not your typical advice that so many self-help gurus offer. In fact, I’ll go out and say it: Burnout is often a figment of your imagination. It simply doesn’t exist…

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Failing forward in sales

Failing Forward in Sales

BlogBy Johnny-Lee ReinosoSeptember 8, 2022Leave a comment

John Maxwell once wrote, “Fail early, fail often, but always fail forward.”   This is a mantra that we live by in my sales organization. We have to accept that failure is part of the process and necessary to achieve success.   Failure is inevitable. There’s simply no way around it. You’ll be presented with…

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four buyer signals to look for

Four Buying Signs Every Sales Person Should Know

BlogBy Johnny-Lee ReinosoSeptember 1, 2022Leave a comment

“Help! I’m having a hard time reading the room! How can I tell if my prospect wants to buy?”    I hear it all the time. Sales professionals simply don’t know where they stand with a prospect — even when the sales meeting is coming to an end! Here’s what to do about it.   …

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How-to-Land-C-Level-Accounts

Struggling to Land C-Level Accounts? Do THESE 5 Things to Break Free of the Slump. 

BlogBy Johnny-Lee ReinosoAugust 22, 2022Leave a comment

Having trouble finding or closing new customers or accounts? If so, you’re not alone. It can happen to the best sales teams in the world. It’s the natural order of things. You’ll have good years and bad years. Good months and bad months. Even week-to-week might fluctuate.    Is it a performance issue? Perhaps. But…

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The 3 Cs of Relationship Selling

The Three C’s of Relationship Selling

BlogBy Johnny-Lee ReinosoAugust 11, 2022Leave a comment

You don’t close a sale, you open a relationship. If I had known that early in my career, I would have saved a lot of deals, not to mention lifelong relationships.    Relationships are everything in sales. This has been true for hundreds, maybe even thousands of years. And it’s still true today. While times…

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sales-negotiation-techniques-you-have-to-know

8 Sales Negotiation Techniques You Have to Know

BlogBy Johnny-Lee ReinosoAugust 5, 2022Leave a comment

Cold calling, or really any type of sales, is a proving ground for negotiation skills. If you have strong negotiation chops, then you close more deals than the average salesperson. It’s just a fact of life. And if you’re a sales leader with negotiation skills, then you’re more likely to lead your team in the…

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Assumptive Selling

Assumptive Selling: Should You Assume the Sale?

BlogBy Johnny-Lee ReinosoAugust 1, 2022Leave a comment

Assumptive selling. Here’s what it is and how YOU can leverage it in your organization to experience a serious breakthrough in sales. That’s what we’re covering today.    Picture this…    A few weeks ago a young guy came knocking on my door selling pest control services. I stood and listened as he droned on…

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How to Upsell, Downsell and Cross-sell Like a Boss

BlogBy Johnny-Lee ReinosoJuly 22, 2022Leave a comment

Let’s not waste any time here. When you go-to-market with a B2B offer, you’re absolutely missing out if you’re not upselling, cross-selling, and downselling your customers.    Now, if you aren’t doing this, it’s really no fault of your own (I’ll let you off the hook for a moment). The truth is, most sales teams…

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How to Hire Rockstar Salespeople

How to Find & Hire Rockstar Salespeople

BlogBy Johnny-Lee ReinosoJuly 18, 2022Leave a comment

I recently wrote an article on how to scale a sales team. And this week I want to zoom in and discuss the process of finding the right individuals to hire for sales.    Who are these rockstars? Where are they hiding? And how can you fill your roster with the best salespeople so you…

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How-to-scale-a-sales-team

How to Scale a Sales Team

BlogBy Johnny-Lee ReinosoJuly 13, 2022Leave a comment

So you’ve experienced some early growth in your tech startup and want to scale your sales team. Or maybe you’re a sales leader at your company and it’s time to build out a bigger crew.    Either way, you have your mind set on scoring a deluge of new customers or clients. First off, good…

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How to reduce no-show prospects

How to Dramatically Reduce Your No-Show Rate for Sales Appointments

BlogBy Johnny-Lee ReinosoJuly 8, 2022Leave a comment

No more no-shows. That would be nice, right?    Well, the truth is we can never totally eliminate no-shows to sales appointments. Emergencies happen. Schedules change. Other meetings take priority.    But… you can drastically reduce the number of no-shows you’re experiencing. And if you’re reading this article, I imagine no-shows are becoming a big…

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KPIs in Sales

Creating and Tracking ‘Pillar KPIs’ in Your Sales Organization

BlogBy Johnny-Lee ReinosoJuly 6, 2022Leave a comment

Are you a sales director or sales manager? A founder of a startup who wants to SCALE to the moon? Or a salesperson yourself?   If you work in sales at your organization, you must learn how to create and track pillar KPIs. Tracking KPIs is simple, and it’s an important pulse-check that integrates into…

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convert-prospects-in-recession

4 Ways to Convert C-Level Prospects During a Recession

BlogBy Johnny-Lee ReinosoJune 24, 2022Leave a comment

So you want to sell to the C-suite… during a recession… when companies are pinching pennies and trimming their budgets.    Good for you!   I would argue that a recession is the BEST time to sell to the c-level executives, from the mid-sized company right on up to enterprise outfits.    And today I’m…

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5-second-rule-in-sales

The 5 Second Rule in Sales

BlogBy Johnny-Lee ReinosoJune 22, 2022Leave a comment

POV: It’s 1 pm and you just got back from Chipotle. You’re fighting an early-afternoon coffee crash. Yet you have a lead list sitting on your desk, staring at you and taunting you.     If you run a sales team or spend your days making calls, then you know that a little extra motivation goes…

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summer-sales-habits

4 Summer Habits to Win at Sales and Life

BlogBy Johnny-Lee ReinosoJune 10, 2022Leave a comment

As another summer rolls around, I’m asking my sales team an important question.    It’s a question that gets to the heart of their character and the success they want to achieve.    And it’s a question I hope you’re asking yourself and your sales team, too.    What are you doing this summer?  …

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lead-generation-services

Lead Generation Services: Four Questions to Ask to Find the Right Service

BlogBy Johnny-Lee ReinosoJune 3, 2022Leave a comment

Leads are useless for building your business.    That’s not a typo… leads ARE useless, and they’re literally a dime-a-dozen these days.    What you need are high-quality leads. Not cold leads. Not warm leads. But hot leads that actually convert. The type of hot leads that come from sales professionals.    Thankfully, there are…

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The Best B2B Go to Market Strategy

How to Create a B2B Go to Market Strategy 

BlogBy Johnny-Lee ReinosoMay 27, 2022Leave a comment

What’s a B2B Go to Market Strategy (GTM) and why should you care? Well… does this sound familiar?   You have a product or service that you want the world to know about. Maybe you have some early adopters or clients, you’re poised to scale to the moon, and you already have your exit strategy…

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Cold calling books to read

Cold Calling Books to Read in 2022

BlogBy Johnny-Lee ReinosoMay 24, 2022Leave a comment

Not long ago I wrote a post on overcoming objections, and I gave my roundup of the top books in that category. Well, today I’m offering my list of best all-around cold calling books to read this year. The topic is slightly more generalized, but by reading one or more of these books, you’re bound…

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Phone Sales Motivation: 6 Techniques to Fire you Up!

BlogBy Johnny-Lee ReinosoMay 18, 2022Leave a comment

Cold calling can be thrilling, especially when you’re “in the zone” and making deals happen. But if you’re like most mere mortals, you need a little phone sales motivation from time to time. If that’s you, you’ve come to the right place. Today I’m sharing some action-packed tips and tricks to get motivated and STAY…

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Time management for sales professionals

Time Management for Sales Professionals

BlogBy Johnny-Lee ReinosoMay 13, 20221 Comment

This one is for the VP of sales, director of sales, salespeople, SDRs, BDRs, you name it. Time management for sales professionals is a BIG money bet these days. If you’re in sales, you should either teach these tips to your team, or adopt them if you’re the one making sales calls. Follow these and…

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never-celebrate-early-in-sales

Why You Should NEVER Celebrate Too Early in Sales

BlogBy Johnny-Lee ReinosoMay 6, 2022Leave a comment

Want to know one of the worst habits I see in salespeople and sales teams across the U.S.? It’s celebrating too early and too lavishly.   When business is booming and deals are closing, I see so-called sales professionals out celebrating their wins with fancy dinners and drinks. I’ve even seen sales directors and VP’s…

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cold-calling-vs-warm-calling

Cold Calling vs. Warm Calling: What’s the Difference?

BlogBy Johnny-Lee ReinosoApril 28, 2022Leave a comment

A lot of people want to get to the bottom of cold calling vs. warm calling. How are they similar, where do they differ, and what does this mean for you or your sales team? We’ll get to all that in this guide.   But first, here’s a fun sales fact: Cold calling is SO…

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The-perfect-sales-recipe

The 60/35/5 Rule: The Perfect Sales Recipe

BlogBy Johnny-Lee ReinosoApril 25, 2022Leave a comment

What’s the difference between a mediocre sales team and a sales team that puts up some serious numbers? I get asked this question often. And good news — there’s a practical answer. There’s a recipe that you can bake into your sales team starting today.    I call it the “60/35/5 Rule.”   If your…

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how-to-close-sales-without-being-pushy

7 Ways to Close Sales Without Being Pushy

BlogBy Johnny-Lee ReinosoApril 20, 20221 Comment

Want to learn how to close sales without being pushy? Well, if you spend enough time around top sales people, you’re almost guaranteed to hear wise sayings on the topic.    You’ll hear things like “only fools rush in for the sale.” And you’ll hear about how patience and listening is the name of the…

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A-Winning-Mindset

Cultivating A Winning Mindset

BlogBy Johnny-Lee ReinosoApril 15, 2022Leave a comment

What does it take to have a winning mindset? To answer this question, we have to discuss competition.   Almost everything we do in life is competing against others. We compete for attention. We compete for promotions. We compete for a spot on the team, we even compete for the beautiful women or men we’re…

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How to create urgency in sales

How to Create Urgency in Sales

BlogBy Johnny-Lee ReinosoApril 8, 2022Leave a comment

Creating urgency in sales is one of the best ways to turn prospects into buyers. It’s psychology, really. And it works. If you can learn how to create urgency in sales, you win. Why? Urgency reframes your prospect’s mind and helps them to see that YOUR offer is their best solution. It’s their only solution. …

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how-to-find-new-b2b-customers

How to Find New B2B Customers

BlogBy Johnny-Lee ReinosoApril 6, 2022Leave a comment

Finding new B2B customers doesn’t have to be an uphill battle. In fact, you can leverage a few key strategies and start finding new customers and clients this month.    Today, I’m going to break down the two big buckets of sales and marketing. And by the way, your B2B company must be doing both…

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refferal-based-selling

Referral Based Selling Tips and Tricks 

BlogBy Johnny-Lee ReinosoMarch 30, 2022Leave a comment

Referral based selling is one of the most effective ways to 1) close more deals, 2) shorten the sales cycle, and 3) force-multiply your sales budget. It’s so important that if you don’t have a referral system in place, you’re 100% leaving money on the table. Don’t believe me? The Harvard Business Review conducted an…

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Never give up in sales

Best Cold Call Opening Lines in 2022

BlogBy Johnny-Lee ReinosoMarch 25, 2022Leave a comment

Cold calling is one of the fastest ways to drum up business for your company – but only if you’re using one of the best cold call opening lines. If you’re just shooting from the hip and saying whatever comes to mind, you’re dead in the water.    Thankfully, I assume you want to master…

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The best books on sales objections and how to overcome objections

Top 5 Best Books on Sales Objections in 2022

BlogBy Johnny-Lee ReinosoMarch 18, 2022Leave a comment

Today we’ve got a handful of books on overcoming objections. These hard-hitting, no-holds-barred books are the BEST books on sales objections that will INSPIRE you and bring out the BEST in your sales team. While it’s not a definitive guide, in my opinion these are the top books on sales objections and rebuttals.    And…

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B2B Sales Cycle and How to Speed it Up

B2B Sales Cycle: What it is and How to Ramp it Up!

BlogBy Johnny-Lee ReinosoMarch 16, 2022Leave a comment

The B2B sales cycle can be a fickle mistress…    It’s happened to the best of us. You prospect, qualify, and pitch. And just when you think you have the deal closed, it goes back for “further evaluation.” Then two, three, four months pass with lots of back-and-forth, and finally, when the stars align, you…

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b2b sales strategy that works

B2B Sales Strategy: A Proven 5 Step Strategy to Crush At Sales

BlogBy Johnny-Lee ReinosoMarch 10, 2022Leave a comment

You have a product or service that you sell to other businesses, so it only makes sense that you’re searching for the best B2B sales strategy to crush the competition.    I work with business leaders of all stripes on go-to-market strategies. And these strategies always have outbound sales at their foundation. The truth is,…

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Worst time to cold call

The Worst Time to Cold Call in 2022

BlogBy Johnny-Lee ReinosoMarch 7, 2022Leave a comment

I recently wrote the ultimate guide to the BEST time to cold call, but I know a lot of salespeople and sales leaders really want to know when the worst time to cold call is. If that’s you, then you’ve found a treasure trove of information here to skyrocket your sales in 2022 and beyond. …

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6 Types of Lead Generation that Actually Work

Six Types of Lead Generation That Actually Work in 2022

BlogBy Johnny-Lee ReinosoMarch 2, 2022Leave a comment

Ah, the salesperson’s dark night of the soul… when opportunity doesn’t knock. Or worse, it seems to run the other way!    Most of us in business development are highly trained in what to do with an SQL when it’s given to us. But what happens when there’s no silver platter and we have to…

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How to Master Tonality in Sales

Tonality in Sales: Getting C-Level Executives to Listen

BlogBy Johnny-Lee ReinosoFebruary 25, 2022Leave a comment

Did you know that 80% of the sale — no matter what you’re selling — is based on your tonality alone. It’s based on the way you talk. And that’s good news.    It means that if you lead a sales team, or you make calls yourself, the odds are 80% in your favor to…

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The best time to cold call might surprise you

The Best Time to Cold Call in 2023

BlogBy Johnny-Lee ReinosoFebruary 19, 2022Leave a comment

Cold calling in sales is incredibly effective, but only when it’s done with intentionality. This begs the question: When is the best time to cold call prospects?   First, picture this…   Two people go fishing on the same day. One of them gets up early with the sunrise, casts his line when the water…

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How to reach C Level Executives

How to Reach C Level Executives in 2023

BlogBy Johnny-Lee ReinosoFebruary 15, 2022Leave a comment

If you’re wondering how to reach C level executives, you’re in good company. It’s the million dollar question! And I’ve got answers.    How do you get C level executives on the phone? And once you get in touch, how do you make an impression to win the sale? I love it when people ask…

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What is demand generation vs. lead generation?

Demand Generation vs. Lead Generation: The BIG Differences

BlogBy Johnny-Lee ReinosoFebruary 9, 2022Leave a comment

Looking to learn about the main differences between demand generation vs lead generation? You’re in the right place.   Think about this … Your Sales and Marketing teams could make great dance partners, if only they’d learn to stop stepping on eachother’s feet!    Who’s the clumsy one of the pair? Well, not to take…

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The ultimate SaaS sales guide

Saas Sales Guide 2022: What Works and What Doesn’t

Blog, Lead Generation, SaaSBy Johnny-Lee ReinosoFebruary 3, 2022Leave a comment

Let’s talk about the biggest paradigm shift that SaaS has ever seen. It’s happening right now, and your SaaS sales process will never look the same again.    Did you know that in the last 3 decades, more than half of the top 20 companies were completely new players? What’s more, in the past year…

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SDR Marketing and the great disconnect

SDR Marketing the RIGHT Way: A Foolproof Guide

BlogBy Johnny-Lee ReinosoJanuary 27, 2022Leave a comment

It’s a familiar scenario and telling about the great SDR Marketing divide. I’m called into a company to help a sales team learn (or re-learn) how to identify and deliver qualified leads that turn into closed deals. And that’s when I discover something truly frustrating…   What I find out is so disappointing, I need…

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How to generate leads for your technology business fast

Lead Generation for Technology Companies: Find Leads FAST

BlogBy Johnny-Lee ReinosoJanuary 22, 2022Leave a comment

  Lead generation is harder for technology companies than for any other sector. Primarily, it’s a fight against the tech founder’s own mind. Oftentimes, the founder thinks mainly of improving the product, much to the detriment of every other aspect of the business. Yes, even with a great product and rock-solid business model, they can…

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Sales Stagnating? If You’re Still Doing This One Thing, It’s Time To Drastically Change Your Sales Strategy

BlogBy Johnny-Lee ReinosoOctober 17, 2019Leave a comment

Change can be difficult. It can be painful, and we can be slow to recognize the need for it. What we cannot escape, regardless of vertical or industry, is that things do change whether we want them to or not.  When that time comes, we can either adapt and grow or be left in the…

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Recognizing Seasonality in Sales is the Key to Closing Hot Prospects

BlogBy Johnny-Lee ReinosoOctober 11, 2019Leave a comment

In a perfect world, we’d set aside time to reflect on seasonal spikes and dips in growth the same way we set aside time for outreach. Often, though, seasonality in sales is overlooked, and if this is a pattern in your organization, it needs to be broken — fast.  Because seasonality doesn’t only exist in…

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Leverage THIS 3-Step Process To Close ‘Big Whale’ Deals

BlogBy Johnny-Lee ReinosoOctober 11, 2019Leave a comment

It’s no secret that when it’s time to sell to large enterprises — players big enough that they might intimidate us — we have to rethink our strategies. Naturally, we can’t approach any two deals in the exact same way, but enterprises require even more attention, more resources, and more of our focus than small-to-medium-sized…

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The 6 Essential Elements Of Effectively Communicating Your Value Proposition

BlogBy Johnny-Lee ReinosoSeptember 5, 2019Leave a comment

“So, what do you do?” is more than a pleasantry; it’s an opportunity to shine. You can’t use a one-size-fits-all approach to communicating your value. Even if you craft the perfect three-sentence pitch, it’s a bad habit to try to use it in all settings or with all prospects.  The hard truth is that there…

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The RIGHT Way To Talk To C-Level Executives

BlogBy Johnny-Lee ReinosoAugust 30, 2019Leave a comment

Connecting with senior leadership can be difficult. Here’s how to make it happen. Whether you’re a seasoned sales pro or a new hire in your first week on the phones, connecting with senior leadership can be tricky. They, like you, want to build and maintain deep relationships with clients and vendors, but it can be…

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5 Rules For Successfully Selling To The C-Suite

BlogBy Johnny-Lee ReinosoAugust 22, 2019Leave a comment

This is not a drill.  Presenting to an executive isn’t just another sales call. By the time a meeting with a C-suite decision maker is on the calendar, you’ve likely worked your way through middle management and explained your offer to a few people on the way up. But as you prepare for your meeting…

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6 Pitfalls To Avoid When Selling C-Level Execs

BlogBy Johnny-Lee ReinosoAugust 2, 2019Leave a comment

Executives are busy. Don’t blow it. No one has to be reminded that C-level executives are pressed for time. Despite hours upon hours of organization mapping and cold calling, breaking into a decision-maker’s calendar can feel like trying to break through a brick wall.  You need to be concise and respectful of their time; and…

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5 Ways To Know For Sure That You Have A Decision-Maker On The Phone

BlogBy Johnny-Lee ReinosoJuly 31, 2019Leave a comment

More C-level execs, and less “See-More” execs, please. Few things are more frustrating than giving your full attention (and best pitch) to a prospect only to find out they don’t have the authority to make a buying decision. Instead of speaking to a C-level executive, you’ve just spent time and energy with a “See-More” executive…

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How to Find The RIGHT Lead Generation Service For Your Business

BlogBy Johnny-Lee ReinosoJuly 31, 2019Leave a comment

We all understand that lead generation is vital to the success of our business, but that doesn’t mean deciding on a lead generation service or lead generation method is easy. Understandably, it’s a process we want to get right from the beginning. But with options ranging from run-of-the-mill outsourced call centers to high-end lead suppliers…

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How To Nail Your Elevator Sales Pitch (PLUS The Key To Making It 22x More Memorable)

BlogBy Johnny-Lee ReinosoJuly 1, 2019Leave a comment

In recent years, a lot has changed about sales; we’ve seen the rise of content marketing and the addition of digital touch points, to name a few. But one thing that will never change in this business is the need for a concise, compelling elevator pitch. It’s the simplest yet most powerful tool in your…

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7 Tips To Become A Crusher SDR

BlogBy Johnny-Lee ReinosoJune 28, 2019Leave a comment

You landed the job, you’re ready to put in the work, but how do you know which skills and habits to prioritize for success? Sales development reps are in a unique position: They often have little to no experience in sales, but they’re the ones on the front line, prospecting for reps, putting in the…

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Self-Quiz: Are Your Sales Strategies Current?

BlogBy Johnny-Lee ReinosoJune 7, 2019Leave a comment

Find Out in 4 Questions Designed to Bring You Up to Speed It can happen to any of us— since we are the product of our influences, we can be drinking the kool-aid and eating up the sales dogma without even realizing it. Old fashioned approaches toward selling still runs amok with the higher-ups. Sure,…

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7 Quick Tips to Break Free of A Sales Slump

BlogBy Johnny-Lee ReinosoMay 24, 20191 Comment

A sales slump can happen to the best of us. If you’ve been caught up in a dry spell and can’t seem to get your groove back, I challenge you to try these 7 tips. Each of these have been know to work for my colleagues, clients, and even myself. Apply them all at once,…

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How to Generate Massive Leads by Tracking Trigger Events

BlogBy Johnny-Lee ReinosoMay 17, 2019Leave a comment

Want to pull ahead of the SDR pack? It’s as simple as recognizing and properly responding to a few key triggers. You’ve heard me say that the more intel you collect, the better your chances of landing that meeting, solving your prospects’ problems, and closing the deal. But the thing is, there’s a lot of…

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Attention Sales Team Leaders – Train Your SDR’s in THESE 4 Areas to Double Your Leads this Year.

BlogBy Johnny-Lee ReinosoMay 1, 2019Leave a comment

Your SDR’s do a great job setting the stage for your sales reps. But you and I both know you could get more out of them. I’m here to tell you that you can get double their impact – this year. But ultimately, it’s going to count on you and your training prowess as you…

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The 4 Key Traits of a Sales Superstar and How to Hire One (Or Many!)

BlogBy Johnny-Lee ReinosoApril 26, 2019Leave a comment

Let’s start this one with a little self assessment. If I set three different qualified candidates in front of you, but you knew that only one of the three would become a real sales superstar… would you know exactly what to look for? I’m sure you know that a great company is only as great…

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Get Your Buyer Persona Right And Start Crushing Your Sales Numbers

BlogBy Johnny-Lee ReinosoApril 22, 2019Leave a comment

Is your company’s “buyer persona” broken?   If so, you’re missing huge opportunities. Too often people go to market with a great offer, but they’re shooting in the dark with their audience. They haven’t taken the time to sit down and crystallize exactly who their ideal buyer is. And it shows in low sales numbers…

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Cold Calling Done Right Will Net You 3 C’s

BlogBy Johnny-Lee ReinosoMarch 27, 2019Leave a comment

Cell phones are phenomenally powerful. But what if I told you that for all of their sophisticated technology and flashy qualities, their most valuable feature for a sales person is still the dial button?   Today it seems that everyone bows down to social media, trying to squeeze water from a stone with new-fangled marketing…

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The Top 3 Lead Generation Mistakes That Are Costing You

BlogBy Johnny-Lee ReinosoMarch 20, 2019Leave a comment

The lazy manager looks at the “Lead Generation” line item on his company’s expense report, shrugs his shoulders, and looks away. “What difference does it make,” he says, “…as long as we’re coming out ahead.”   What if I told you the loss of margin in the sales process is not always found in the…

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5 Common Sales Objections and How to Overcome Them To Close More Deals

BlogBy Johnny-Lee ReinosoFebruary 28, 2019Leave a comment

Go ahead, admit it. You’ve dreamed of calling up a big prospect, making a compelling pitch for a meeting to discuss your offer in person, and having them invite you in with open arms. Before you know it, Mr. Prospect is signing a top-dollar contract with no hesitations, and you both live happily ever after.…

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How to Hit Your Sales Numbers… Even When You’re Not Inspired

BlogBy Johnny-Lee ReinosoFebruary 18, 2019Leave a comment

Between qualifying leads and chasing half-interested clients, hitting your sales quota is hard enough to begin with. But, when you lack inspiration to even pick up the phone, is there an approach that can keep you on track?   In reality, it all comes down to commitment. If you sit around waiting for the mood…

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Analysis Paralysis: How to STOP Sourcing and START Selling

BlogBy Johnny-Lee ReinosoJanuary 31, 2019Leave a comment

Everyone wants to increase their sales, right? Right.   Then why do most firms and sales teams spend so much time and money sourcing rather than actually selling their product or service?   More often than not, the ‘intelligence’ they’re gathering only serves as a distraction from the main goal. They end up knowing more…

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How NOT to be a Sweaty Palm Salesman

BlogBy Johnny-Lee ReinosoJanuary 22, 2019Leave a comment

I personally love sweaty-palmed salespeople – or at least I love the deals I get from them. Maybe you’ve met a few. Maybe you even have a few of them on your sales team. If so, you MUST read this entire post.    Sweaty Palm salespeople… they’re intimidated by their looming quotas.   Of course,…

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C-Level Partners outsource SDR sales reps

Top 7 Reasons to Outsource Appointment Setting

BlogBy Johnny-Lee ReinosoNovember 23, 20181 Comment

The fastest way to close more deals and increase revenue is to outsource where and when it matters most. There’s no denying this. And smart companies are doing it more and more. Whether it’s outsourcing customer service, product fulfillment, or any role in-between — the genius of outsourcing cannot be overlooked.   And the sales development…

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Appointment setting is sales not marketing

Appointment Setting. What’s the Deal? Is it Marketing or Business Development?

BlogBy Johnny-Lee ReinosoNovember 16, 20181 Comment

Marketing or sales. Sales or marketing. It’s one of the oldest business decisions that execs have been making for hundreds of years.   Where to allocate funds? Why? And… how?   These questions will make or break even the most promising ventures. But before we even ask these questions, there’s something we have to clear…

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SDR sales

The Role of the SDR in Sales, and Why You Can’t Live Without Them.

BlogBy Johnny-Lee ReinosoNovember 8, 2018Leave a comment

The sales development representative — or SDR — has recently come under fire by many in the sales world. Why? Because apparently, they don’t “add value” to the sales team. I want to call BS on this and highlight exactly how they deliver tremendous value, and why you need SDR’s on your team.   But…

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Sales Burnout: Spot the Warning Signs and Learn the Tricks and Tips to Get Back on Track

BlogBy Johnny-Lee ReinosoOctober 25, 2018Leave a comment

Working in sales is hard. Period. No matter how many web articles promise to share the secret formula to making big money while working minimal hours, any professional salesperson will tell you those opportunities are about as rare as a golden goose.     The actual tried and true strategy to becoming successful at selling…

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How to Nail Your Elevator Pitch in Sales and in Life

How to Nail Your Elevator Pitch in Sales and in Life

BlogBy Johnny-Lee ReinosoOctober 16, 2018Leave a comment

What is an Elevator Pitch?   Derived from the heart-racing, sweaty-palmed, make-or-break scenario of being in an elevator with an executive, the “elevator pitch” is all about preparation. When you have only seconds — not minutes or hours — to make a lasting impression, life really is a game of inches, and a challenge of…

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C-Level Partners and The Masterful Sales Coach: The 4 Principles to Master to Get Your Sales Number Through the Roof!

The Masterful Sales Coach: The 4 Principles to Get Your Sales Numbers Through the Roof!

BlogBy Johnny-Lee ReinosoOctober 5, 2018Leave a comment

Do you aspire to master the game of sales coaching? Good! There are few better places to invest to boost your sales productivity and improve your bottom line than optimized coaching for your sales team.   Before we begin, here are some sales coaching statistics that’ll motivate you to put these 4 principles into practice…

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Lead Generation Services: How to Fill Your Pipeline Fast with Qualified Leads

Lead Generation Services: How to Fill Your Pipeline with QUALIFIED Leads

BlogBy Johnny-Lee ReinosoSeptember 20, 2018Leave a comment

Not all leads are created equal, and neither are lead generation companies. A great lead generation service will help you zero in on the “who” and the “how” of the sales process, getting you a high volume of quality leads, all while measuring and analyzing impact. This helpful guide shows you the ins-and-outs of finding…

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When sales are suffering, get back to the basics with C-Level Partners

When Your Sales Numbers are Suffering… Get Back to the Basics

BlogBy Johnny-Lee ReinosoSeptember 13, 2018Leave a comment

Fact: Everyone is in sales. From the executive suite to the cubicle, whether well known in an industry or working fully behind-the-scenes…   All workers, at all levels, are salespeople. Experience does not matter, title does not matter, all of that is meaningless if we don’t recognize and value that our role is primarily to…

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header clevel partners 9 sales tips

The Top 9 Sales Tips You Need to Try Right Now

BlogBy Johnny-Lee ReinosoAugust 11, 2018Leave a comment

He’s the author of popular books “Eat That Frog,” “Earn What You’re Really Worth,” and “The Psychology of Achievement” among others. We came across some of Brian Tracy’s sales tips and thought we’d 10x them and help you put ‘em into practice. So here are 9 top sales tips, adapted from techniques championed by Tracy.…

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Those Dreaded Words: “I Need to Think About it” And What to Do Next to Win the Sale

BlogBy Johnny-Lee ReinosoAugust 3, 2018Leave a comment

Imagine this: give your watertight sales pitch and absolutely nail it. You had your prospect oohing, ahhing, and nodding along, agreeing with you every step of the way, and even showing true excitement about your value prop. But then. . . the weirdest thing happens. They utter those dreaded words, “I need to think about…

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15 Qualities of Ridiculously Successful Salespeople — How Many Do YOU Have?

BlogBy Johnny-Lee ReinosoJuly 23, 2018Leave a comment

Did you know that you really can become the salesperson you want to be? In other words, your skill level is not at all static or “set in stone.” Rather… your sales prowess is the masterpiece of your own making.   Most people want to be be able to make a good living at what they…

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3 Steps to Squash the Sales vs. Marketing Blame Game

BlogBy Johnny-Lee ReinosoJuly 7, 20181 Comment

We see it all the time. The sales executive returns to the office after getting skunked in the field. Immediately he starts blasting the marketing team: “The leads are garbage, totally unqualified, the prospect wasn’t even a decision-maker, and they weren’t even interested. . . If only I had better leads.” Of course, the marketing…

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Get S.M.A.R.T. With Your Sales Process

BlogBy Johnny-Lee ReinosoJune 27, 2018Leave a comment

If you don’t get S.M.A.R.T. with your sales process. . . your deals will die on the vine.   I see it all the time. A sales guy sits across from a C-level executive. The exec is a qualified lead with a big title and an even bigger budget. It’s shaping up to be quite the…

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There's BIG opportunity when you leverage Guerilla Data.

Sales Hack: How to Close More Sales With Guerilla Data

BlogBy Johnny-Lee ReinosoJune 15, 20181 Comment

Guerilla data? What’s that?! Don’t worry. . . we’ll get there. But first I want to make something clear: If you’re not scheduling meetings and closing deals, and if you’re not consistently making quota, it’s likely because you’re not digging into the data and using it intelligently to inform your sales process. So let’s fix…

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Cold Calling is NOT Dead in 2018

Cold Calling is NOT Dead in 2022

BlogBy Johnny-Lee ReinosoJune 7, 20183 Comments

Cold Calling is NOT Dead in 2018. . . and I can prove it.    Gone are the days of rifling through the Yellow Pages, frantically dialing number after number in hopes of hitting your quota. 35% answer rate, 15% on appointments, 5% conversions. This used to work, but not anymore.    It kills me…

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