Hoffman

Close the Deal™: Deciphering the Score: The Scorecard® is Hoffman’s easy-to-use framework for assessing deal health. But what do your scores actually mean? In this class, Jeff breaks down the various types of deal scores that you may uncover, what the scores mean, and what Closers should do next with each type of deal.

Grow the Deal™: Getting Ahead of Customer Churn: Want to put an end to customer churn? The enemy of any healthy company, customer churn can be greatly minimized with a few key strategies. In this class Jeff explains the importance of taking a proactive approach to customer retention through effective onboarding, product adoption goal setting, well-timed upsells and cross-sells, and the strategic introduction of new products.

Establishing Social Value™ while Closing the Deal: In part 3 of this 3-part series, HOFFMAN will dive into actionable strategies to establish Social Value. With these tactics, you'll be able to even the playing field between buyer and seller as you navigate the deal, creating a productive environment for negotiation. A can't miss topic for any serious Closer!

Establishing Social Value™ while Working the Deal: Your ability to navigate accounts, build urgency, and establish rapport hinges on your ability to achieve high levels of Social Value. In part 2 of this 3-part series, HOFFMAN will dive into actionable strategies to establish Social Value. With these tactics, you'll be able to even the playing field between buyer and seller as you navigate the deal, creating a productive environment for negotiation. A can't miss topic for any serious Closer!

➡️ Sales Pros: Do you want to level the playing field between you and your buyer? The key is establishing high Social Value™ - and it is much easier than you think! Join Jeff Hoffman tomorrow at 11 am EST to learn actionable strategies that can help you gain equal footing with your buyer during sales negotiation. Register now: https://lnkd.in/e6Xf39CD

🚀 Sales Managers: Want to crush your goals and build a high-performing team? We’ve packed our favorite strategies from our award-winning Lead the Deal™ sales manager training into the our NEW 2025 Sales Manager Playbook. Plus, you'll get access to exclusive content usually reserved just for our clients. This is your shortcut to smarter coaching, better results, and a happier team of powerhouse Closers. 📘 Grab your free copy here: https://lnkd.in/eGQQrs2j #sales #salesmanagement #salesleadership

Establishing Social Value™ While Starting The Deal: Your ability to navigate accounts, build urgency, and establish rapport hinges on your ability to achieve high levels of social value. In this class, Hoffman will share their best practices and tactics on how you can even the playing field on every deal and create an environment for successful discovery and negotiation. Whether you’re talking to a new account or a long time customer- this is the year of owning your deals.

👋 Sales Reps: Would you like to start your deals from a place of strength? Social Value is the key! It impacts your ability to navigate accounts, build urgency, and establish rapport in your deals. Join Jeff Hoffman tomorrow at 11 am ET to learn best practices and tactics to establish high Social Value on every deal. Sign up now: https://lnkd.in/dnDUDSaB

No, you do NOT want to get to "Power!" Salespeople are generally wonderful goal setters.  But goal-setting can be a “double-edged sword” when not applied thoughtfully.  One example of this is the hastiness that salespeople often employ when attempting to reach decision makers. Getting to power is tantamount to effective sales performance.  But getting to power too early?  Often a recipe for failure.  No context.  Poor working understanding of their environment.  Unknown priorities.  We often only get one chance to impress the boss, so to show up without keen understanding and awareness of their world would be a highly risky decision. Ignore that sales manager who starts every deal review with, "Are you at power?" Prospecting to power is indeed a wise strategy (due to the strength of their referrals,) but resist the temptation to invite them to your initial discovery calls. Keep those to the audience who can provide the details required to impress and inspire Power when you do ultimately arrive at their doorstep... armed and dangerous. Remember: Patience with your customer. Impatience with your pipeline. Happy selling, Jeff *** Only a few days until our LIVE webinar, and we are *almost* at capacity! "Selling Smarter: HOFFMAN's Greatest Hits...Empowered by AI!" A special offer to HOFFMAN (and old BASHO!) alum ONLY - next Tues, 6/10 12p et. No recordings. Link in the comments.

How Do I Close For The Technical Win?: This class is designed for both AEs and SEs as they pursue this milestone close ("Get") within the Scorecard. Timing in the demo and trial process is introduced. We will discuss the importance of exposing all technical objections, leveraging the AE/SE relationship, and empowering your Champion with your Closing Plan.