Upcoming Workshops.

February Why You? Why You Now?® Prospecting Workshop with Hoffman Feb 11, 2020Learn More

March Why You? Why You Now?® Prospecting Workshop with Hoffman Mar 10, 2020Learn More

April SalesMBA™ Sales Management Training with Hoffman  Apr 14, 2020Learn More

October Why You? Why You Now?® Prospecting Workshop with Hoffman Oct 20, 2020Learn More

November Why You? Why You Now?® Prospecting Workshop with Hoffman Nov 10, 2020Learn More

Episode 15. Stronger, Better, Faster: Your Guide to Getting to Power

By: Jeff Hoffman

As a rep, you want to get the decision maker as quickly as possible. Most of the time we don’t want to waste our time with someone who won’t have the final say. But how do we get to that person in power? Typically, calling a CEO as the first cold call doesn’t get the job done. And sometimes, reps can get tripped up, or try to ‘sneakily’ ask a prospect for access to the ‘real’ boss… No wonder sales reps get a bad rep! Jeff and CeCe reveal all you need to know about getting to power… the right way. In this episode, we’re covering how to ask questions assertively, not aggressively, as well as the best way to navigate through a company’s org chart.

 

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