Hoffman Closing Month: Competition

I've walked more trade show floors than I can count over 35+ years selling, and I still hear the same excuse every single time. "We'll figure out the follow up when we get back to the office." No, you won't.

Grow the Deal™: How to Know If Your Customers Are Happy or About to Leave Grow the Deal™ begins with understanding how your customer actually feels about working with you. Getting the Grade™ is my technique for making that conversation specific: ask the customer to give your company a letter grade, explore the reasons behind ...

Discovery Call Preparation: 3 Proven Ways to Create Desire The biggest discovery call mistake is spending the meeting confirming a buyer’s interest without helping them develop a reason to move forward. A productive sales discovery call should help the buyer understand what they want to change, picture a better outcome, and participate in exploring how ...