Your Sales MBA Podcast

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 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®.

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 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®.

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, 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.

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 has 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!

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 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 will be next!

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 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 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.