Start the Deal™: Why You? Why You Now?®
There’s a better way to prospect– Have you learned it yet?
Whether you’re a BDR or sales rep building your pipeline or an account manager responsible for identifying upsell or cross-sell opportunities, we have the tactics and hacks you need to increase conversion rates on every email and cold call.
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Start the Deal™ Hallmark
In this Hoffman Hallmark you will be introduced to our communication technique, "Why You? Why You Now?®. The WYWYN® approach provides the foundation for our Start the Deal™ Practice, as it transforms the way you call and email prospects. Key Concepts include email, voice mail, cadence, workflows,...
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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 ...
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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...
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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...
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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.
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Class: Closing Your Email!
Presented Live: May 23rd @ 11am ET
We know we want a meeting. We will "settle" for a referral. Is that enough when we prospect? In this Level 1 class, we dramatically widen the different types of closes available to use that can increase engagement rates while advancing opportunities quickly....
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Class: Cadence for BDRs
Presented live on May 16th @ 2pm
It's one thing to be persistent. It's another to be pestering. Closers know the difference. In this level 1 class we dissect why traditional cadence models fail, and reveal a way to build curiosity and urgency in the process. By adopting small changes in your ...
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Class: Discovering the 'A' in BANT
Presented Live: May 30th @ 11am
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Class: Prospecting on the phone: Why You? Why You Now?®
Presented Live: July 25th @ 11am ET
Cold calling is not dead. Especially when you do it right. In this class, CeCe shares best practices for calling your buyers and getting through the first 30-seconds of a call. Learn how to capture the "attention" of your buyer and how to use the Why You? Why ...
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Class: Crafting Your Elevator Pitch
Presented Live: August 1st @ 11am ET
The formula for crafting a winning elevator pitch, unlocked! Used to build "interest" with buyers, elevator pitches should be short, unique, and rich with language to inspire engagement early in the sales funnel. In this class, CeCe and Jeff discuss the purpo...
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Class: Early Objections: How to Stay Cool when Cold Calling
Presented Live: August 16th @ 11am ET
"Send me some information." "I'm not the right person." "Is this a sales call?" These are the objections we hear all the time when cold calling, but somehow never really have good answers for... until now.
In this class, CeCe and Jeff breakdown the ultimat...
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Class: Managing the Internal Referral
Presented Live: October 18th @ 11am ET
You did it. You got the name from a prospect of a colleague... Maybe they were even cc'ed on an email, but now what? In this Level 2, Start the Deal™ class, CeCe takes you step-by-step on how to manage and work the internal referral. How do you close for a ...
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Class: How to Write a WYWYN® Email
Presented Live: November 8th @ 11am ET
It's one thing to understand Why You? Why You Now® technique, but it's another thing to actually put it into practice. In this Level 1, Start the Deal™ class, CeCe walks you through the process of researching, writing, and sending a WYWYN® email. From under...
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Class: No Response? Now What? Your Prospecting Sequence
Presented Live: April 10th @ 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 ...
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Hit: Your WYWYN™ Voicemail
Summary of the three ways to leave a powerful voicemail.
You will learn how to its construct your vm, how to close over vm, and the art of ending on a number.
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Hit: Discovering the 'A' in BANT
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Hit: Closing Your Email!
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Hit: Elements to a Cold Call Intro
Summary of the three elements to a cold call.
You will learn how to greet your buyer, when to introduce your name, and how to close the call.
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Hit: Your WYWYN® Cold Call? (Bridges)
Make a cold-call/ Start a cold call/ Three bridges
- We've never met
- My name is
- Based on this I thought I'd start with you -
Hit: When Should I Leave a Voicemail?
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Hit: Why You Now?® Unplugged: Value Proposition
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.
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Hit: How Do I Close for a Discovery Call?
Summary of the three ways to close for a first meeting.
You will learn how to position the prospect, close for time, and get their cell phone number in the process.
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Hit: How Do I Engage with an Assistant?
Summary of the three ways to prospect to the Executive Assistant role.
You will learn how to establish yourself as "Student," close the EA directly, and re-close.
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Hit: How Do I Uncover the "T" in BANT?
Summary of the three ways to uncover the "Time" element in "BANT."
You will learn how to reveal past timelines, understand current ones, and build urgency.
