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Your Sales MBA Podcast

Trade Shows Suck…Here’s How To Make Some Money At Them.

Have you ever met a prospect at a tradeshow, had a great conversation and never heard back? Or have you ever received a lead list for an upcoming event and didn’t know where to start? Making the most of your trade show leads is hard, but we have you covered on this episode of YourSalesMBA®.

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Ghost Story: Why are my prospects ignoring me?

Have you ever had a prospect open your email and not reply? Have you ever wondered why? Or more importantly, how to fix it? Jeff and Cece break it down and give you tips and tools you can implement TODAY and see immediate change. We’re covering all this and more on this week’s episode of Your Sales MBA®.

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How to be a Sales Professional, Not a Professional Stalker.

Do you feel like you’re constantly questioning how to best contact your prospects? Worried about the amount of details you know about your prospect… before you even get them on the phone? Do you find yourself straddling the line of polite persistence and downright stalking? We’re breaking down the rules of outreach when it comes to calling cell phones, all the way to knowing when to mention that you both went to the same college. Jeff and CeCe have got you covered in this week’s episode of YourSalesMBA®.

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How to Handle Yourself When Your Customer is an A**hole.

Have you ever been the recipient of negative or down-right mean behavior from one of your prospects… or worse a customer!? Have you felt like it ruined your day, or worse – your cadence with your prospect? How the heck do you deal with an a**hole prospect? What do you do? What do you say?! We cover these topics on this week’s episode of YourSalesMBA®.

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Make It Rain! Get the Most Out of Your Comp Plan.

You’re a pro at negotiating contracts for your company, but do you feel in control of your own contract?! Wondering what your colleagues mean when they talk about “gaming” their comp plan? And how the F do you actually bring this up with your manager? Jeff and CeCe reveal the secrets to taking full advantage of your contract and comp plan on this week’s episode of YourSalesMBA®.

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Bullsh*t Detector 101: How to Hire the Right Candidate.

No one really teaches you how to manage things like hiring the best fit for your team. So, what do you do? How do you know your new hire is right and won’t derail your team’s quota expectations? We talk about how to best handle interviews, what questions to ask, and how to figure out if your interviewee is actually good at selling, rather than just talented at selling themselves. All this and more things sales management on this week’s episode of YourSalesMBA®!

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Kicking Tirekickers to the Curb: How to ID Them Early, and How to Get Rid of Them.

Have you ever dealt with a tirekicker before? Ever wasted your time on a prospect who is never EVER going to buy your product? How do you figure out which opportunities are real and which are a waste of your time and resources? Jeff and CeCe reveal the secrets to smoking out tirekickers, how to get rid of them without ruining your pipeline, and how to get around tricky situations like when is it ok to go over your prospect’s head on this week’s installment of YourSalesMBA®.

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Are You My Champion? Finding Your Champion and Closing the Deal.

When it comes to getting a deal done, champions are key. But how do you know who your champion is and if you have the right one? Jeff and CeCe give you the tools you need to identify your champion, how to close the right champion, and how to get what you really need from them. We’ll show you how to navigate org charts and find the right advocate on this week’s episode of YourSalesMBA®.

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Started from the Top and Now I’m Here! How to Successfully Break into an Account Without your Buyer.

Do you know the difference between prospecting to people & titles vs. prospecting to triggers? Are you concerned that you’re won’t reach the right prospects fast enough? Do you constantly feel like you’re fighting for your prospect’s attention? This week, CeCe and Jeff cover the differences between prospecting to people vs prospecting to trigger events, as well as the concern of not getting to your prospects fast enough.

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How to Win Deals and Influence Prospects: The Psychology of Negotiation.

Negotiation can be one of the most challenging and intimidating part of the sales process. Knowing when to push your prospect and stand firm versus knowing when to back down and compromise is an art. But don’t despair — Jeff and CeCe have the solution. They’re turning the antiquated ways of negotiation on its head and reveal their best advice on how to negotiate with confidence and authority, how to ask and close for things early, and even reveal the secret to closing your prospect on the FIRST call. We’re all about negotiation on this episode of Your SalesMBA!

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Don’t Leave Me! How to Get Ahead of Customer Churn.

Customer Success and Account Managers are responsible for managing many different accounts and customer relationships with varying levels of detail. With so many moving parts, it can be hard to recognize when your customers are misaligned with you. This week, Jeff and CeCe dive into what you can do TODAY to prevent your customer from churning, and how to build closes into your customer conversations. They’ll share their tips on identifying the signs that indicate when a customer relationship is in rocky territory, and what you need to do to prevent scenarios where you would need to ‘save’ a customer relationship. Sign up for our San Fran Prospecting Workshop and see where Jeff & CeCe will be next! Our public workshop offerings are listed on our website at www.sellhoffman.com/upcoming-workshops Want more? Check out our sales blog at www.sellhoffman.com/blog Sales | Management | Sales Podcast | Sales Training | Management Training | Sales Consulting | Management Podcast | Business Podcast

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Pitch Perfect: How to Craft and Deliver a Pitch That Works.

Do you struggle with the right ways to truly explain your company and product in 30 seconds? Do you feel pressure to WOW your prospect with one carefully crafted sentence? Elevator pitches are so much more than a one sentence explanation about how awesome your product/company is. In this week’s episode, Jeff & CeCe explain the true goal of an elevator pitch, and how to deliver an effective and persuasive explanation, without scaring your prospect away from the next call. Head to our Workshop Page and see where Jeff & CeCe will be next! Our public workshop offerings are listed on our website at www.sellhoffman.com/upcoming-workshops Want more? Check out our sales blog at www.sellhoffman.com/blog Sales | Management | Sales Podcast | Sales Training | Management Training | Sales Consulting | Management Podcast | Business Podcast

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He’s Just Not That Into You: Handling No-Shows Without Losing the Deal.

Have you ever had a prospect agree to a meeting, and then not show up? Have you considered sending your prospect a ‘breakup email’ to guilt them into getting on the phone with you? Jeff & CeCe break down the rules of following up missed calls, and how to maintain your social value in front of your prospects. You’ll learn how to handle the situation while maintaining your integrity, and how to negotiate for power within the opportunity. Head to our Workshop Page and see where Jeff & CeCe will be next! Our public workshop offerings are listed on our website at www.sellhoffman.com/upcoming-workshops Want more? Check out our sales blog at www.sellhoffman.com/blog Sales | Management | Sales Podcast | Sales Training | Management Training | Sales Consulting | Management Podcast | Business Podcast

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Get That Paper: How to Get Your Contracts Back Faster.

Do you have lingering contracts out there? Are you waiting for your prospect to send a proposal back? What is the best way to send your prospect a proposal? As we head toward the end of the quarter, we can sometimes feel like we’re chasing our prospects. Jeff and CeCe answer an email this week about how to get contracts and proposals back FASTER. They’ll cover how you can organize your company’s pricing structure with the necessary steps (ie. rate cards, verbal commitment, proposal, contract), and the best closes to use to get what you want, when you want, from your prospect. Head to our Workshop Page and see where Jeff & CeCe will be next! Our public workshop offerings are listed on our website at www.sellhoffman.com/upcoming-workshops Want more? Check out our sales blog at www.sellhoffman.com/blog Sales | Management | Sales Podcast | Sales Training | Management Training | Sales Consulting | Management Podcast | Business Podcast

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Stronger, Better, Faster: Your Guide to Getting to Power

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 were covering how to ask questions assertively, not aggressively, as well as the best way to navigate through a company’s org chart. Head to our Workshop Page and see where Jeff & CeCe will be next! Our public workshop offerings are listed on our website at www.sellhoffman.com/upcoming-workshops Want more? Check out our sales blog at www.sellhoffman.com/blog Sales | Management | Sales Podcast | Sales Training | Management Training | Sales Consulting | Management Podcast | Business Podcast

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Season One Bonus Episode! (and a sneak peek at Season Two)

Thank you for listening to our first season of Your Sales MBA. We loved answering every single one of your sales questions! This is the end of Season 1, and we are taking a mini-break, but we will be back shortly with Season 2! Not only will we be answering more of your sales questions in Season 2, but we’ll also be joined by industry experts to get their take on your sales challenges, and dive deep on real-life deals so that you can get a better understanding on how to maximize your pipe and current opportunities. And in the meantime, we want to hear from you! Write to us at podcast@sellhoffman.com and tell us what you thought about Season 1, what you would like to see more of in Season 2 and as always keep those questions coming! Don’t forget to rate, review and subscribe to hear the best sales advice from Jeff and CeCe so you can crush your quota. Happy Selling! Head to our Workshop Page and see where Jeff & CeCe will be next! Our public workshop offerings are listed on our website at www.sellhoffman.com/upcoming-workshops Want more? Check out our sales blog at www.sellhoffman.com/blog Sales | Management | Sales Podcast | Sales Training | Management Training | Sales Consulting | Management Podcast | Business Podcast

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Season 2: How to buy a house

How to buy a house

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Season 2: Episode 2: Your Sales Meeting Setlist

Setlists, leave them excited with a take away after an event

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Season 2: Episode 3: Suite Life Without the Sweet Talk

How to get upgrades at a hotel

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Season 2: Episode 4: The Art of Owning your Stage Fright

How to overcome stage fright when speaking infront of a crowd

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How to Prospect During COVID-19

Selling with Confidence: What to do with a nervous buyer.

Your New Sales Pitch for The New World.

Close it or Kill it