Hoffman Hacks Archives - Page 3 of 5

Hoffman Hacks

How to Identify Decision Makers in Sales: The Org Chart Test

We talk a lot about org charts and their ability to help us navigate and steer through complicated organizations and complicated deals, but there's a hidden advantage in closing for an org chart: not everybody has one.

Hoffman Hacks

The Choice Close: The Secret to Keeping Any Sales Conversation Moving Forward

Sometimes we deal with people in the sales process that have the power to say no and not really the power to say yes. And when we encourage those people to engage with us, we want to use things like choice closes.

Hoffman Hacks

How to Follow Up With Event Leads (Before the Window Closes)

We all know that leads go stale and leads have shelf life, but different types of leads have different expiration dates.

Hoffman Hacks

Create a Compelling Sales Pitch: The Hoffman Hack

People are less interested in what you do and more interested in how they get to use it. So focus on how your prospect would actually use your service after they purchase as part of your pitch.

Hoffman Hacks

Elevator Pitch Length: The Proven 30-Second Rule

Great pitches aren't descriptive, they're transformative.

Hoffman Hacks

How Many Sales Emails Should I Send? The Proven Number Is 5

Instead of writing an email, waiting for a response, writing the second, waiting for a response, why not write all five at once?

Hoffman Hacks

Discovery Calls: The Overlooked 15-Minute Rapport Rule

Resist the temptation to jump into the details on their project for at least the first 15 minutes of your meeting.

Hoffman Hacks

Cold Call Response Rate: One Overlooked Fix

We spend so much time trying to build a message that will be filled with value and benefit. The problem with those messages is they're all focused on the brain, which is not the place I want to be when I'm prospecting.

Hoffman Hacks

Book More Sales Meetings With One Surprising CRM Fix

Are you struggling with filling your calendar with great meetings?

Hoffman Hacks

Competitors in Sales: The Best Time to Bring Them Up

It can always be a struggle in knowing what the right time is to bring up how we're different and better than our competition.

Hoffman Hacks

How to Showcase Scarcity

Remember: the most valuable resources are the scarcest.