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Start the Deal™

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

Why You? Why You Now?®

How do you get engagement immediately?

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™ practice area your team will learn how to:

  • Prospect to the C-suite
  • Avoid the spam filter and gatekeepers
  • Go higher and wider in accounts to multithread opportunities
  • Inspire urgency through your outreach strategy and cadence
  • Handle early objections from buyers
  • Manage and reply to inbound leads, and more.

The Learning Plan

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 how to cut through the noise, quickly and confidently build pipeline, and get the response rate that your company deserves.

  • Lessons 1 & 2

    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.

  • Why You™ Unplugged – Triggers

    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.

  • Why You Now™ – Value

    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.

  • 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 real-life deals and more. This is a great opportunity to gain clarity around the objections that occur for your specific industry and buyer.

  • WYWYN® Cold Calling

    The three bridges to your cold call.

  • Prospecting on the Phone

    Cold calling is not dead. Especially when you do it right. In this class, CeCe shares 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.

  • No Response? Now What?

    Most initial prospecting attempts 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.

  • Coaching Call

    Wrap up your Start the Deal™ program with a dedicated coaching call with Jeff or CeCe.

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

let’s chat about your team.

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