Explore our latest insights.

Gives & Gets® is Hoffman’s framework for tracking exactly what you’re offering and what you’re getting back at every stage of a B2B negotiation, built on three psychological pillars: Leverage, Commitment, and Reciprocity. Get the exchange wrong and you land in the most expensive spot in sales: second place. Because second place costs the same ...

I've walked more trade show floors than I can count over 35+ years selling, and I still hear the same excuse every single time. "We'll figure out the follow up when we get back to the office." No, you won't.

Grow the Deal™: How to Know If Your Customers Are Happy or About to Leave Grow the Deal™ begins with understanding how your customer actually feels about working with you. Getting the Grade™ is my technique for making that conversation specific: ask the customer to give your company a letter grade, explore the reasons behind ...

The biggest discovery call mistake is spending the meeting confirming a buyer’s interest without helping them develop a reason to move forward. A productive sales discovery call should help the buyer understand what they want to change, picture a better outcome, and participate in exploring how to get there. Your language, examples, and meeting preparation ...

How to Sell to Enterprise: 3 Things You Must Do Differently. Own the Deal® applies to enterprise selling through three critical adjustments: develop champions across the organization, multithread your conversations concurrently, and connect each opportunity to the buyer’s timeline. Large accounts give you more places to find support, funding, and demand. They also give you ...

Close the Deal®: How to Identify the Real Economic Buyer Close the Deal® starts with a critical negotiation principle: work with people who can say yes. The economic buyer is the person with authority to commit money to your solution. Identifying that person means looking beyond a title and examining three signals: behavior, “uniform,” and ...

Gives and Gets™: 5 Small Commitments That Help You Close More Sales Gives and Gets™ is the exchange of value and commitment throughout a sale. You give your buyer time, expertise, answers, and resources. You also ask for reasonable commitments that show they’re participating in the buying process. Those small commitments help you understand where ...

We don't think a lot about our signature lines in our email, but it all counts when it comes to open rates and response rates.

When we dial the phone as often as we do in our business, we generally just get voicemails, which makes it so strange that when we get an actual live call, it generally sends us reeling with nervous energy.