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Category Archives: Blog

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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…

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…

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…

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…

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…

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…

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…

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…

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…

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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