In this two part Hoffman Hallmark you will be introduced to our discovery technique, The Perfect Meeting®. This approach provides the foundation for our Work the Deal™ Practice by revealing a powerful way to command any customer meeting. Topics include presentations skills, linguistics, and the...

In this two part Hoffman Hallmark you will be introduced to our discovery technique, The Perfect Meeting®. This approach provides the foundation for our Work the Deal™ Practice by revealing a powerful way to command any customer meeting. Topics include presentations skills, linguistics, and the...

In this two part Hoffman Hallmark you will be introduced to our discovery technique, The Perfect Meeting®. This approach provides the foundation for our Work the Deal™ Practice by revealing a powerful way to command any customer meeting. Topics include presentations skills, linguistics, and the u...

In this two part Hoffman Hallmark you will be introduced to our discovery technique, The Perfect Meeting®. This approach provides the foundation for our Work the Deal™ Practice by revealing a powerful way to command any customer meeting. Topics include presentations skills, linguistics, and the u...

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...

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...

Presented Live: April 13th @ 1pm

Conducting The Perfect Meeting® requires dedication to the 3-close intro, and faithful progression through the 7 named categories. But how do we apply this technique when the meeting is virtual? In this Level 2 class, we leverage our technique by taking full ad...

Presented Live: April 18th @ 11am

In this UNPLUGGED class, we investigate in detail the importance of the Company layer in the Perfect Meeting®. Designed to qualify while establishing the Student-Teacher paradigm, we pursue the topics of the customer's customers, products, and competitors. Ea...

Presented Live: April 25th @ 11am

Uncovering budget is one of the most challenging motions for salespeople, regardless of experience. Determining the prospect's specific ability to purchase is elusive as most customers are reluctant to share these details at even the latest stages of a deal. In ...

Presented Live: May 2nd @ 11am

In this deep-dive "Unplugged" class, we explore the hidden power of the Organization band within The Perfect Meeting®. By exploring people, locations, roles, and positions early in Discovery we can go to great depths in determining deal health, strategy, and next ...

Presented Live: June 6th @ 11am

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.

Presented Live: June 22nd @ 11am

In this UNPLUGGED class, we investigate in detail the importance of the Industry layer in the Perfect Meeting®. Designed to disarm your buyer and shift the paradigm from Buyer-Seller to Student-Teacher, the Industry question is a critical component of a successfu...

Presented Live: June 27th @ 11am ET

In this class, we look at defining, qualifying, and closing for "Need." We discuss how you can use the N in BANT as an opportunity to uncover topics such as competition, buying history, and org-structure earlier in deals than ever before so you can quickly qu...

Presented Live: July 18th @ 11am

Uncovering timeframe is a critical element of our discovery and deal process, but timeframe isn’t just a date on the calendar. In this Level 2 class, we explore how the art and science of layering in questions about timeframe in order to qualify deals, build urge...

Presented Live: August 30th @ 11am ET

Deals are won and lost after the first meeting-- or more specifically the first 5 minutes of that meeting. In this unplugged class, CeCe and Jeff dive into the Introduction band of The Perfect Meeting® pyramid and discuss the importance and tactics of every ...

Presented Live: September 27th @ 11am ET

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 establishi...

Summary of the three elements the introduction layer of "The Perfect Meeting®" technique.

You will learn how to close for time, agenda, and permission.

Summary of the three things to do when a customer no-shows your meeting.

You will learn how to respond, re-close, and follow up.

Summary of the three things to do when realize your prospect has no power.

You will learn how to breakup with a prospect, pivot, and multi-thread your account.

Summary of the three things to do to confirm you have a Champion.

You will learn how to approach, close, and assign responsibility to your Champion.