Hoffman Hacks How to Run a Multi-Stakeholder Sales Meeting: 3 Proven Steps Your first step is to figure out if this is a big picture of little picture meeting. Read more
Hoffman Hacks Uncover Budget: The Overlooked Power of Percentages There's no quicker way for a customer to get a sales rep running than to threaten them with lack of budget, but instead of being fearful on that discussion, point that discussion back towards the customer. Read more
Hoffman Hacks F-Shaped Email: The Proven Way Prospects Read Yours We all know no one's reading long emails, and yet we still write long emails. Read more
Hoffman Hacks The Door Knob Close: When to Use It (and When Not To) One of the most disarming and powerful closes is a doorknob close, a close you use at the end of a call or meeting when your hand is on the doorknob. Read more
Hoffman Hacks Ascending Close: How to Take Over an Inherited Sales Deal Not sure where to start when you're handed a deal that's already in progress? Read more
Hoffman Hacks How to End a Sales Voicemail: Close on a Number, Not a Word How do you leave a stronger voicemail? Read more
Hoffman Hacks Sales Email Length: How Long Should Your Message Really Be? Struggling to get your emails returned? Lose the commas. Read more
Hoffman Hacks How to Qualify a Sales Lead: The Surprising Buying Signal Still not certain if the customer is thinking of buying from you? Read more
Hoffman Hacks Gain Commitment from Prospects by Losing the Middle Option Do you ever get frustrated with a lot of wishy-washy answers from your customers? Read more
Hoffman Hacks Sales Anti-Champion: How to Spot One Before It’s Too Late Have you inherited an anti-champion? Read more
Hoffman Hacks Sales Demo Best Practices: The Overlooked Engagement Trick There's nothing more boring than a Zoom, unless of course you're watching someone give you a demo on a Zoom. Read more
Hoffman Hacks Inbound Lead Response Time: The Surprising Power of Slow Responsiveness is an attractive quality in salespeople, but it is a far more attractive quality if it's coming from you as a scarce resource. Read more