Getting the Grade™

Grow the Deal™

Unlock growth with proven strategies. Equip your account managers to identify opportunities, deepen client relationships, and drive expansion.

Trusted by industry leaders.

Gives and Asks

Maximize lifetime customer value (LTV) post-sales.

For most deals, the “Close” is just the beginning of the customer relationship. Our Grow The Deal™ account manager training focuses on essential post-sale motions:

Nurturing client renewals

Upselling and cross-selling

Multi-threading client relationships

Cultivating strategic co-branding initiatives

Initiating joint marketing campaigns

Uncovering channel opportunities

The learning plan

Customer Success Managers aren’t salespeople. And they shouldn’t need to be.

With our powerful Getting the Grade™ technique, account and customer success managers can leverage their unique position within the customer relationship to reduce churn while exceeding net revenue retention targets – even when direct sales experience is at a minimum.

The best time for upsells, cross sells, and renewals is within 30 days of the initial sale. Our Grow the Deal™ account manager training uses our fundamental Getting the Grade™ technique to guide the prospect into the role of customer.

The early transitional moments are discussed and planned, as we weave powerful sales and communication techniques into the language of account management. Jeff shows how an AM can quickly pivot from “customer service” to trusted advisor, uncovering opportunities while building solid relationships, even with difficult clients.

Getting the Grade™

Quarterly business reviews (QBRs) are frequently delivered, but rarely effective. In our second course in our Grow the Deal™ Practice, we introduce an fresh approach to the CSM’s first QBR.

Based on our Perfect Meeting® technique, AMs will learn a meeting construct designed to uncover new opportunities, develop new champions, and mitigate future risk – all while delighting the customer.

Running Your First QBR

In this deep-dive “Unplugged” class, we explore the hidden power of the Organization band within The Perfect Meeting®. By exploring people, locations, roles, and positions, we can assess account health, strategy, and next steps. Often a disarming section of the meeting, we learn how to put our Social Value™ to the test.

The Org Question – Unplugged

Closing has a very different meaning with existing clients. In this class, we focus on creating a Scorecard® suitable for the post-sale opportunity, managed by AMs and CSMs. Here, by shifting our “Get” requirement to a softer “Ask” requirement, the post-sales rep is more equipped to develop new opportunities while leveraging the client-partner relationship. Unique closes are introduced, and specific scoring techniques are explained.

Gives and Gets® for AMs

The Closer Collection™

Your exclusive resource to all things Hoffman.

Curate custom playlists based on question, topic, stage, skill and level.

Start the Deal™, Work the Deal™, Close the Deal™, and Grow 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.

FAQ

Frequently asked questions.

What is the Grow the Deal™ methodology?

Our Grow The Deal™ account manager and customer success manager training provides a deep-dive into the essentials of post-sale: client renewal; upselling and cross-selling; multi-threading; co-branding; joint marketing campaigns; and channel opportunities.

Our Getting the Grade™ technique explains how account managers can leverage their customer relationships to reduce churn and exceed net revenue retention targets.

Who is this training best suited for?

This training is designed to empower Account Managers and Client Success Managers with all the best-practices to maximize every customer relationship.

We already use another customer success methodology. Do we need to scrap that?

Not at all! Our Hoffman training is designed to offer tactical, actionable insights that teams can layer with their existing client success methodology to further support their success.

Are there any specific prerequisites required?

Nope! Come as you are.

Can the lessons be customized to our industry?

Absolutely! Our Hoffman training programs for Teams, Corporate and Enterprise are always customized to you to ensure your customer success team gets the most out of your training with us.

What our clients are saying

Hear firsthand how our approach makes a lasting impact.

"Hoffman’s approach"

"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."

"Hoffman’s training"

"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"

"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"

"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."

"Hoffman events"

"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."

"Attending the workshop"

"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"

"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."

"Thank you for all that you do!"

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

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