Your Sales MBA® Podcast
Pitch Perfect: How to Craft and Deliver a Pitch That Works.

Pitch Perfect: How to Craft and Deliver a Pitch That Works.

June 19, 2019

Do you struggle with the right ways to truly explain your company and product in 30 seconds? Do you feel pressure to WOW your prospect with one carefully crafted sentence? Elevator pitches are so much more than a one sentence explanation about how awesome your product/company is. In this week’s episode, Jeff & CeCe explain the true goal of an elevator pitch, and how to deliver an effective and persuasive explanation, without scaring your prospect away from the next call. 

Head to our Workshop Page and see where Jeff & CeCe will be next! Our public workshop offerings are listed on our website at www.sellhoffman.com/upcoming-workshops 

Want more? Check out our sales blog at www.sellhoffman.com/blog 

Sales | Management | Sales Podcast | Sales Training | Management Training | Sales Consulting | Management Podcast | Business Podcast

Don’t Leave Me! How to Get Ahead of Customer Churn

Don’t Leave Me! How to Get Ahead of Customer Churn

June 12, 2019

Customer Success and Account Managers are responsible for managing many different accounts and customer relationships with varying levels of detail. With so many moving parts, it can be hard to recognize when your customers are misaligned with you. This week, Jeff and CeCe dive into what you can do TODAY to prevent your customer from churning, and how to build closes into your customer conversations. They’ll share their tips on identifying the signs that indicate when a customer relationship is in rocky territory, and what you need to do to prevent scenarios where you would need to ‘save’ a customer relationship.

Sign up for our San Fran Prospecting Workshop and see where Jeff & CeCe will be next! Our public workshop offerings are listed on our website at www.sellhoffman.com/upcoming-workshops 

Want more? Check out our sales blog at www.sellhoffman.com/blog 

Sales | Management | Sales Podcast | Sales Training | Management Training | Sales Consulting | Management Podcast | Business Podcast

How to Win Deals and Influence Prospects: The Psychology of Negotiation.

How to Win Deals and Influence Prospects: The Psychology of Negotiation.

June 3, 2019

Negotiation can be one of the most challenging and intimidating part of the sales process. Knowing when to push your prospect and stand firm versus knowing when to back down and compromise is an art. But don’t despair -- Jeff and CeCe have the solution. They’re turning the antiquated ways of negotiation on its head and reveal their best advice on how to negotiate with confidence and authority, how to ask and close for things early, and even reveal the secret to closing your prospect on the FIRST call. We’re all about negotiation on this episode of Your SalesMBA!

Started from the Top and Now I’m Here! How to Successfully Break into an Account Without your Buyer.

Started from the Top and Now I’m Here! How to Successfully Break into an Account Without your Buyer.

May 29, 2019

Do you know the difference between prospecting to people & titles vs. prospecting to triggers? Are you concerned that you’re won’t reach the right prospects fast enough? Do you constantly feel like you’re fighting for your prospect’s attention? This week, CeCe and Jeff cover the differences between prospecting to people vs prospecting to trigger events, as well as the concern of not getting to your prospects fast enough.

Are You My Champion? Finding Your Champion and Closing the Deal

Are You My Champion? Finding Your Champion and Closing the Deal

May 22, 2019

When it comes to getting a deal done, champions are key. But how do you know who your champion is and if you have the right one? Jeff and CeCe give you the tools you need to identify your champion, how to close the right champion, and how to get what you really need from them. We’ll show you how to navigate org charts and find the right advocate on this week’s episode of YourSalesMBA®.

Kicking Tirekickers to the Curb: How to ID Them Early, and How to Get Rid of Them

Kicking Tirekickers to the Curb: How to ID Them Early, and How to Get Rid of Them

May 15, 2019

Have you ever dealt with a tirekicker before? Ever wasted your time on a prospect who is never EVER going to buy your product? How do you figure out which opportunities are real and which are a waste of your time and resources? Jeff and CeCe reveal the secrets to smoking out tirekickers, how to get rid of them without ruining your pipeline, and how to get around tricky situations like when is it ok to go over your prospect’s head on this week’s installment of YourSalesMBA®.

Bullsh*t Detector 101: How to Hire the Right Candidate

Bullsh*t Detector 101: How to Hire the Right Candidate

May 8, 2019

No one really teaches you how to manage things like hiring the best fit for your team. So, what do you do? How do you know your new hire is right and won’t derail your team’s quota expectations? We talk about how to best handle interviews, what questions to ask, and how to figure out if your interviewee is actually good at selling, rather than just talented at selling themselves. All this and more things sales management on this week’s episode of YourSalesMBA®!

Make It Rain! Get the Most Out of Your Comp Plan

Make It Rain! Get the Most Out of Your Comp Plan

May 1, 2019

You’re a pro at negotiating contracts for your company, but do you feel in control of your own contract?! Wondering what your colleagues mean when they talk about “gaming” their comp plan? And how the F do you actually bring this up with your manager? Jeff and CeCe reveal the secrets to taking full advantage of your contract and comp plan on this week’s episode of YourSalesMBA®.

How to Handle Yourself When Your Customer is an A**hole.

How to Handle Yourself When Your Customer is an A**hole.

April 24, 2019

Have you ever been the recipient of negative or down-right mean behavior from one of your prospects… or worse a customer!? Have you felt like it ruined your day, or worse - your cadence with your prospect? How the heck do you deal with an a**hole prospect? What do you do? What do you say?! We cover these topics on this week’s episode of YourSalesMBA®.

Ghost Story: Why are my prospects ignoring me?

Ghost Story: Why are my prospects ignoring me?

April 12, 2019

Have you ever had a prospect open your email and not reply? Have you ever wondered why? Or more importantly, how to fix it? Jeff and Cece break it down and give you tips and tools you can implement TODAY and see immediate change. We’re covering all this and more on this week's episode of Your Sales MBA®.