Tuesdays with Hoffman watch now
From outbound to inbound and gatekeepers to early objections, our award-winning Why You? Why You Now?® technique teaches you how to prospect with precision. Cut through the noise and get the response rates your prospecting efforts deserve.
In our Start the Deal™ sales prospecting practice area, your team will learn how to:
Our ability to start any deal hinges on our understanding of how to best capture the attention of our buyers. In this course, your team will learn Hoffman’s sales prospecting method – breaking down how to cut through the noise, quickly and confidently build pipeline, and get the response rate that your company deserves.
Learn our communication technique, “Why You? Why You Now?®. The WYWYN® approach is the foundation for our Start the Deal™ Practice, transforming the way you call and email prospects. Key concepts include email, voice mail, cadence, workflows, and handling Gatekeepers. Although a favored approach to prospecting, WYWYN® is also our recommended technique for emailing even after Starting the Deal.
The entire WYWYN® prospecting technique is predicated on the use of sales triggers with these compelling events becoming the subject of the first line of every email and cold call. In this class Jeff and CeCe discuss research techniques, universal triggers and strategies for expanding the audience and multithreading your accounts.
The entire WYWYN® prospecting technique is predicated on the use of sales triggers but triggers are meaningless without a strong tieback to the value you deliver. In this class, Jeff and CeCe discuss the art of driving urgency and relevancy through your value proposition and how to align your offering to your buyers needs.
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 real-life deals and more. This is a great opportunity to gain clarity around the objections that occur for your specific industry and buyer.
There should be three bridges to your cold call:
In this class, reps learn how to piece these bridges together to create an effective cold call.
Cold calling is not dead. Especially when you do it right. In this class, CeCe shares the Hoffman sales prospecting method – our best practices for calling your buyers and getting through the first 30-seconds of a call. Learn how to capture the “attention” of your buyer and how to use the Why You? Why You Now?® technique live on calls.
Most initial sales prospecting methods fail to generate a response. To follow up appropriately, we discuss the strategy in follow up of outreach attempts vs inbound leads, how to prospect both wider AND deeper within the lead source, and how to execute a cadence workflow that accelerates the sequence to inspire ultimate responses.
Wrap up your Start the Deal™ program with a dedicated coaching call with Jeff or CeCe.
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.
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!
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.
Everyone in the business world who wants to be successful needs to go through Hoffman’s training– 100%.
Hoffman gave my team the right tools, control and confidence needed to initiate conversations and move deals toward the result we want.
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.
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.
Since attending the workshop my income has increased 30%, and the size of my deals nearly doubled.
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.
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!
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.
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