Summer 2024

  • Class: Early Objections: How to Stay Cool when Cold Calling

    Presented: May 22nd @ 11am ET

    "Send me some information." "I'm not the right person." "Is this a cold 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 ultimate responses...

  • Class: How to Manage Renewals: "Getting the Grade"

    In this class, Jeff will talk about the importance of the first 30 days of a customer's journey and how to close for "the grade" to get ahead of upsells and renewals.

  • Class: Crafting your Elevator Pitch

    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 purpose and placement of the elevator pitch...

  • Work the Deal™: How to multithread an existing account

    Multi-threading is more than a buzzword. It is an age-old practice utilized by large account executives for decades. In this Level 2 class, we explore how to navigate even the most complicated org charts by moving north/south AND east/west by establishing pockets of influence throughout the ent...

  • Start the Deal™: Prospecting for Tradeshows

    In this class, you will explore the techniques to:

    -Engage sponsors, speakers and attendees of events
    -Get someone you don’t know to respond to you
    -Close for meetings and internal referrals
    -Avoid the SPAM filter
    -Capture attention in 30 seconds
    -Effectively sidestep gatekeepers

  • Voice Mail: Should I or Shouldn't I?

    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.

  • How to Increase Engagement Before, During, and After Your Next Meeting

    Engagement during any sales call should never be assumed. Even the most motivated buyer is often conditioned to remain aloof, standoffish, and reserved when greeted with an unsophisticated seller. In this class, we explore a variety of techniques that can be deployed before, during, and after e...

  • The ABCs of Coaching Your Reps

    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 of identifying and coaching your A, B, an...

  • The Three Secret 'Gets' to Build Urgency

    In this level 3 class, you will learn three hidden 'Gets' designed to accelerate urgency on every deal. These early, middle, and late stage gets are designed to inspire engagement and commitment from your buyer while giving you the insight you need to make strategic decisions on the account. By l...

  • Social Value™ UNPLUGGED! (Self-Confidence)

    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 demonstrate self confidence, regardless...