Class: The Why You™ UNPLUGGED! ("Triggers")
Presented Live: January 24th @ 11am ET
The entire WYWYN prospecting technique is predicated on the use of sales triggers with these compelling events becoming the subject of the first line of every email and cold call. In this class Jeff and CeCe discuss research techniques, universal triggers a...
Class: The Why You Now™ UNPLUGGED! ("Value")
Presented Live: January 31st @ 11am ET
The entire WYWYN prospecting technique is predicated on the use of sales triggers but triggers are meaningless without a strong tieback to the value you deliver. In this class, Jeff and CeCe discuss the art of driving urgency and relevancy through your valu...
Class: How Do I Close for the Technical Win?
Presented Live: January 24th @ 1pm ET
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 rela...
Class: Social Value™ Unplugged
Presented Live: January 26th @ 1pm ET
A deep dive into one of HOFFMAN's core principles: Social Value. We explore how scarcity, authority, and choice impacts the buyer seller relationship, and how that can be applied throughout the entire sales process. Closers learn new techniques on how to d...
Class: Accelerate Your Next Perfect Meeting™ (Prep)
Presented Live: January 31st @ 1pm ET
Your meeting is only as successful as your prep. In this class, Jeff and CeCe teach you how to get in front of turbulent moments through your preparation and establish high levels of Social Value™ before you ever walk into the room. Prepare for successful me...
Class: The Social Paradigm™ UNPLUGGED! ("Rapport")
Presented Live: February 2nd @ 11am ET
Social paradigms™ drive human behavior, for you, your buyer, and everyone involved in the sales cycle. By changing your uniform and learning how to harness the language and behavior of specific Social Paradigms™ you will gain the control you need to engage ...
Class: The "Gives" UNPLUGGED! ("Leverage")
Presented Live: February 7th @ 11am ET
The entire Gives & Gets™ negotiation technique is predicated on you leveraging moments in your sales process where your buyer asks something of you— What is it that they ask for? Well, in this class Jeff and CeCe discuss the early, middle, and late stage Ge...
Class: Accelerate Your Last Perfect Meeting™ (Follow Up)
Presented Live: February 7th @ 1pm ET
You had The Perfect Meeting™, but what’s next? In this level 2 class you will learn that follow up is so much more than a “recap email.” Learn how to accelerate deals post-meeting with CeCe and Jeff’s favorite tactics for during and immediately after each in...
Class: Voice Mail: Should I or Shouldn't I?
Presented Live: February 14th @ 11am ET
Voicemails may seem like a black hole, but they are a key part of any outreach strategy. When do you leave them? What do they sound like? And how do they fit into your cadence? CeCe and Jeff share all the do's and don'ts of phone and voice mail in this class.
Class: The ABCs of Coaching Your Reps
Presented Live: February 15th @ 11am ET
What or who motivates your sales team? While company goals should be a guiding force for the entire organization, most sales reps have their own motivating factors. Learn how to coach your reps with their language. In this class, Jeff shares the hallmarks ...
Class: The Social Paradigm™: Teacher / Student
Presented Live: February 21st @ 11am ET
Social Paradigms™ are the easiest way to shift the dynamic between you and your buyer. In this class, Jeff and CeCe explore the benefits and application of the Teacher<>Student paradigm and the language and behavior required to transition from one paradigm...
Class: The "Gets" UNPLUGGED! ("Commitment")
Presented Live: March 7th @ 11am ET
The secret to closing any deal is knowing when to ask your first close. And that's the first time a prospect asks for something. In this Unplugged edition of, we explore the specific types of closes that can be utilized at every milestone. You learn how to ...
Class: Hammer it Closed!®: Buying Signs
Presented Live: March 8th @ 11am ET
One of the hallmarks of great closing is knowing how to be assertive, but also reasonable. One of our guideposts to achieving this is the recognition of buying signs. In this class we explore the verbal, and non-verbal, signals a buyer communicates when the...
Class: No Response? Now What? - Your Prospecting Sequence
Presented live: March 14th @ 11am ET
Most initial prospecting attempts fail to generate a response. To follow up appropriately, we discuss the strategy in follow up of outreach attempts vs inbound leads, how to prospect both wider AND deeper within the lead source, and how to execute a cadence ...