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Own the Deal™

  • Start the Deal™
  • Work the Deal™
  • Close the Deal™
  • Lead the Deal™
  • Grow the Deal™
  • Accelerate the Deal™

Actionable Sales Training

For Every Phase of the Deal

The best sales training programs are deal-focused and actionable. Our proprietary sales methodology shows sales teams how to align their efforts against the specifics of any deal, empowering them with the behaviors, techniques and tactics to win. By focusing on the opportunity itself, our sales coaching techniques make it easier for sales reps to know what action to take and when.

The Learning Plan

Whatever our role. Whatever our charter. Whatever our goal. We all share one thing. Our methodology, Own the Deal™ eliminates all distractions, so we can explore what defines a deal, how to advance it in our pipeline, and how to ultimately close it.

  • Lessons 1 & 2

    Start by exploring our approach and the psychology that drives the incredible results of the Scorecard®, our unique way of capturing every opportunity. Create your personal Scorecard®, your roadmap to navigating your deals across the finish line.  All elements of the prospect’s requirements are taken into account, and juxtaposed against the elements needed to qualify and discover.

  • Private Class

    Following the foundational courses for Own the Deal™, you’ll enjoy a private class with Jeff or CeCe to tackle unique-to-you challenges, ask questions, get feedback on your Scorecard® and more. This is a great opportunity to gain clarity around the objections that occur for your specific industry and buyer.

  • Social Value

    Your ability to navigate accounts, build urgency, and establish rapport hinges on your ability to achieve high levels of Social Value. In this class, Hoffman will share their best practices and tactics on how you can even the playing field on every deal and create an environment for successful discovery and negotiation. Whether you’re talking to a new account or a long time customer- 2024 is the year of owning your deals.

  • Establish Social Value Early

    Your ability to navigate accounts, build urgency, and establish rapport hinges on your ability to achieve high levels of Social Value. In this class, Hoffman will share their best practices and tactics on how you can even the playing field on every deal and create an environment for successful discovery and negotiation. Whether you’re talking to a new account or a long time customer- 2024 is the year of owning your deals.

  • Social Value While Working the Deal

    Your ability to navigate accounts, build urgency, and establish rapport hinges on your ability to achieve high levels of Social Value. In this 3-part series, Hoffman will dive into actionable strategies to establish Social Value. With these tactics, you’ll be able to even the playing field between buyer and seller as you navigate the deal, creating a productive environment for negotiation. A can’t miss topic for any serious Closer!

  • Social Value While Closing

    Your ability to navigate accounts, build urgency, and establish rapport hinges on your ability to achieve high levels of Social Value. In this 3-part series, Hoffman will dive into actionable strategies to establish Social Value. With these tactics, you’ll be able to even the playing field between buyer and seller as you navigate the deal, creating a productive environment for negotiation. A can’t miss topic for any serious Closer!

  • Four Steps to Mastery

    In this session with Jeff, explore why learning becomes more difficult as we age – and how we can chart a path to mastery of any topic or skill with four simple (but not always easy) steps.

The Closer Collection™

sales training online

Your exclusive resource to all things Hoffman. Curate custom playlists based on sales question, topic, stage, skill and level.  So you can learn the way you plan to sell.

  • Start the Deal™, Work the Deal™ and Close the Deal™ –  The foundation to all of our Hoffman techniques.  The perfect entry point for anyone new (or returning) to sales.
  • Hoffman Hacks™– Our catalog of hundreds of classic sales answers for immediate action items, delivered to your phone in moments.  Constantly updated and curated.  Always a minute.
  • Hoffman Hits™– 3-minute video summaries of every 30-minute Hoffman class to reinforce learning when you need us on the go.  You’re welcome.

Hoffman’s approach to gives and gets has radically improved the way we manage, raised skill levels, and increased sales predictability. Jeff has such a sharp understanding of sales issues that he raises the bar for everyone: our reps, our managers, and our executives – myself included.

Tom Huntington
CFO at Crayon

Everyone in the business world who wants to be successful needs to go through Hoffman’s training– 100%.

Steven Lipner
President at Whartons Dealmaker’s Club

Hoffman gave my team the right tools, control and confidence needed to initiate conversations and move deals toward the result we want.

Brent Jones
Program Manager Sales Training & Enablement

Hoffman is a magician. He captures everyone’s attention and has the uncanny ability to take content and techniques and turn it into something that is exciting, entertaining, and easily transferable into action.

Eric Shoemaker
CRO

I find nuggets in 99% of the Tuesdays with Hoffman events. I’m not in traditional sales. So much of the content, is applicable to the fundraising space because it is all about relationships and how you work with the various sponsors/donors/event participants.

Andrea Marlar
Assistant Vice President at Boston Children’s Hospital

Since attending the workshop my income has increased 30%, and the size of my deals nearly doubled.

Mark Vinokur
Enterprise Account Executive

Hoffman has been my go-to for training for over 10 years. Their expertise in unmatched and their level of expertise and innovation is clear. They have a deep knowledge and understanding of the sales process which allows them to deliver a training that is specific to our team, our challenges, and our goals. There is no better training out there.

Dave Peisach
VP of Account Management at Definitive Healthcare

Tuesdays with Hoffman is a meeting I protect on my calendar every week because the insights are actionable, practical, and real. Jeff and CeCe’s conversations always give me value and make me think. Thank you for all that you do!

Clayton
Business Development Director

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