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Work the Deal™

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

The Perfect Meeting®

Uncover buying signals, identify champions,
and inspire urgency.

Through mastery of the middle funnel, reps will learn to better frame opportunities, qualify buyers, identify upsell opportunities and handle objections. With a focus on deal momentum and advancing opportunities with Social Paradigms™, your team will sidestep negative buyer-seller dynamics and control every deal.

In our Work the Deal™ practice area your team will learn how to:

  • Leverage Social Paradigms™ to accelerate sales
  • Organize meetings to gather critical information
  • Craft a resonant pitch and close
  • Establish urgency early
  • Own every meeting’s agenda
  • Overcome mid-funnel & product objections
  • Manage deal “turbulence”
  • Identify buyer motivation and more.

The Learning Plan

In this practice area, you will learn how to navigate the turbulence and ambiguity that happens in the middle of every deal. By learning to manage the moment through the Perfect Meeting®, you will quickly understand how to shift the paradigm with your buyers and drive urgency on every deal.

  • Intro to the Perfect Meeting

    In this course, you will learn our discovery technique – The Perfect Meeting® – which provides the foundation for our Work the Deal™ Practice by revealing a powerful way to command any customer meeting. Jeff and CeCe will also discuss presentation skills, linguistics, and the use of Social Value.

  • The Perfect Meeting® Pyramid

    Now that you’ve learned about The Perfect Meeting®, explore how to approach each piece of the pyramid. In this course, we will cover:

    1. The Industry Q Unplugged – Starting The Perfect Meeting®

    2. The ‘Company’ Question

    3. The Org Question : The Most Powerful Element Of The Perfect Meeting®

    4. The Intro Unplugged

  • Discovery Topics – BANT

    In the third course of your Work the Deal® practice, we’ll explore how you can utilize the BANT framework during discovery. Jeff and CeCe will discuss:

    1. How to Uncover The ‘B’ In BANT

    2. Discovering The ‘A’ In BANT

    3. Discovering The ‘N’ In BANT

    4. Discovering The ‘T’ In BANT

    5. Pricing 101: The Three Most Important Pricing Conversations

  • Private Class

    Following the foundational courses for Work 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.

  • Building Urgency

    At Hoffman, we like to say that the art of sales is creating urgency where none exists. In this course, we’ll explore how to build urgency through each phase of the deal. Topics include:

    1. How to Accelerate Your Next Perfect Meeting™ (Prep)

    2. How to Accelerate Your Last Perfect Meeting™ (Follow Up)

    3. How To Increase Engagement Before, During, And After Your Next Meeting

    4. How To Multithread An Existing Account

  • Coaching Call

    Wrap up your Work 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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