Resources - Blog, Podcasts, Events and Free Video Content

Features

The $25,000 Trade Show Sales Mistake B2B Companies Keep Making

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.

Features

How to Sell to Enterprise: 3 Things You Must Do Differently.

How to Sell to Enterprise: 3 Things You Must Do Differently. Own the Deal® applies to enterprise selling through three critical adjustments: develop champions across the organization, multithread your conversations concurrently, and connect each opportunity to the buyer’s timeline. Large accounts give you more places to find support, funding, and demand. They also give you ...

Features

Close the Deal®: How to Identify the Real Economic Buyer

Close the Deal®: How to Identify the Real Economic Buyer Close the Deal® starts with a critical negotiation principle: work with people who can say yes. The economic buyer is the person with authority to commit money to your solution. Identifying that person means looking beyond a title and examining three signals: behavior, “uniform,” and ...

Tuesdays with Hoffman.

Join Jeff for Tuesdays with Hoffman! We will be tackling how to handle the most common “show-stopping” objections when the economy gets turbulent.

Explore our sales training resources.

Latest blog posts.

Tuesdays with Hoffman.

Your Sales MBA Podcast

Your New Sales Pitch for The New World

Selling with Confidence: What to Do with a Nervous Buyer

How to Prospect During COVID-19

Stay Informed. Stay Ahead.