Your Sales MBA® Podcast

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Have you ever been on a sales call and thought to yourself, “what do I say next?” or have a contract out to a promising prospect but haven’t heard back in weeks? Don’t let your loss of words cost you the sale ever again. The Your Sales MBA® Podcast is the answer to every sales question you have ever…

Hoffman


    • Jun 16, 2020 LATEST EPISODE
    • infrequent NEW EPISODES
    • 17m AVG DURATION
    • 45 EPISODES


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    Latest episodes from Your Sales MBA® Podcast

    Your New Sales Pitch for The New World.

    Play Episode Listen Later Jun 16, 2020 21:36


    Your New Sales Pitch for The New World.

    Play Episode Listen Later Jun 3, 2020 21:37


    Selling with Confidence - What to do with a nervous buyer.

    Play Episode Listen Later May 26, 2020 15:03


    How to Prospect During COVID-19

    Play Episode Listen Later Apr 14, 2020 20:11


    Selling with Confidence: What to do with a nervous buyer.

    Play Episode Listen Later Apr 9, 2020 15:04


    How to Prospect During COVID-19

    Play Episode Listen Later Apr 6, 2020 20:11


    Season 2: Episode 4: The Art of Owning your Stage Fright

    Play Episode Listen Later Feb 6, 2020


    How to overcome stage fright when speaking infront of a crowd

    Season 2: Episode 3: Suite Life Without the Sweet Talk

    Play Episode Listen Later Nov 25, 2019


    How to get upgrades at a hotel

    Season 2: Episode 3: Suite Life Without the Sweet Talk

    Play Episode Listen Later Nov 24, 2019 14:43


    How to get upgrades at a hotel

    Season 2: Episode 2: Your Sales Meeting Setlist

    Play Episode Listen Later Nov 18, 2019


    Setlists, leave them excited with a take away after an event

    Season 2: Episode 2: Your Sales Meeting Setlist

    Play Episode Listen Later Nov 17, 2019 15:39


    Setlists, leave them excited with a take away after an event

    Season 2 | Episode 1: How to buy a house

    Play Episode Listen Later Nov 6, 2019 17:36


    We are back with Season 2! 

    Season 2: How to buy a house

    Play Episode Listen Later Nov 6, 2019


    How to buy a house

    Stronger, Better, Faster: Your Guide to Getting to Power

    Play Episode Listen Later Jul 11, 2019


    As a rep, you want to get the decision maker as quickly as possible. Most of the time we don't want to waste our time with someone who won't have the final say. But how do we get to that person in power? Typically, calling a CEO as the first cold call doesn't get the job done. And sometimes, reps can get tripped up, or try to ‘sneakily' ask a prospect for access to the ‘real' boss… No wonder sales reps get a bad rep! Jeff and CeCe reveal all you need to know about getting to power… the right way. In this episode were covering how to ask questions assertively, not aggressively, as well as the best way to navigate through a company's org chart. 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

    Season One Bonus Episode! (and a sneak peek at Season Two)

    Play Episode Listen Later Jul 11, 2019


    Thank you for listening to our first season of Your Sales MBA. We loved answering every single one of your sales questions! This is the end of Season 1, and we are taking a mini-break, but we will be back shortly with Season 2! Not only will we be answering more of your sales questions in Season 2, but we'll also be joined by industry experts to get their take on your sales challenges, and dive deep on real-life deals so that you can get a better understanding on how to maximize your pipe and current opportunities. And in the meantime, we want to hear from you! Write to us at podcast@sellhoffman.com and tell us what you thought about Season 1, what you would like to see more of in Season 2 and as always keep those questions coming! Don't forget to rate, review and subscribe to hear the best sales advice from Jeff and CeCe so you can crush your quota. Happy Selling! 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

    Season One Bonus Episode! (and a sneak peek at Season Two)

    Play Episode Listen Later Jul 11, 2019 4:56


    Thank you for listening to our first season of Your Sales MBA. We loved answering every single one of your sales questions!This is the end of Season 1, and we are taking a mini-break, but we will be back shortly with Season 2! Not only will we be answering more of your sales questions in Season 2, but we’ll also be joined by industry experts to get their take on your sales challenges, and dive deep on real-life deals so that you can get a better understanding on how to maximize your pipe and current opportunities. And in the meantime, we want to hear from you! Write to us at podcast@sellhoffman.com and tell us what you thought about Season 1, what you would like to see more of in Season 2 and as always keep those questions coming! Don’t forget to rate, review and subscribe to hear the best sales advice from Jeff and CeCe so you can crush your quota. Happy Selling!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

    Stronger, Better, Faster: Your Guide to Getting to Power

    Play Episode Listen Later Jul 11, 2019 22:56


    As a rep, you want to get the decision maker as quickly as possible. Most of the time we don’t want to waste our time with someone who won’t have the final say. But how do we get to that person in power? Typically, calling a CEO as the first cold call doesn’t get the job done. And sometimes, reps can get tripped up, or try to ‘sneakily’ ask a prospect for access to the ‘real’ boss… No wonder sales reps get a bad rep! Jeff and CeCe reveal all you need to know about getting to power… the right way. In this episode were covering how to ask questions assertively, not aggressively, as well as the best way to navigate through a company’s org chart.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

    Get That Paper: How to Get Your Contracts Back Faster.

    Play Episode Listen Later Jul 3, 2019


    Do you have lingering contracts out there? Are you waiting for your prospect to send a proposal back? What is the best way to send your prospect a proposal? As we head toward the end of the quarter, we can sometimes feel like we're chasing our prospects. Jeff and CeCe answer an email this week about how to get contracts and proposals back FASTER. They'll cover how you can organize your company's pricing structure with the necessary steps (ie. rate cards, verbal commitment, proposal, contract), and the best closes to use to get what you want, when you want, from your prospect. 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

    Get That Paper: How to Get Your Contracts Back Faster.

    Play Episode Listen Later Jul 3, 2019 17:38


    Do you have lingering contracts out there? Are you waiting for your prospect to send a proposal back? What is the best way to send your prospect a proposal? As we head toward the end of the quarter, we can sometimes feel like we’re chasing our prospects. Jeff and CeCe answer an email this week about how to get contracts and proposals back FASTER. They’ll cover how you can organize your company’s pricing structure with the necessary steps (ie. rate cards, verbal commitment, proposal, contract), and the best closes to use to get what you want, when you want, from your prospect. 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

    He's Just Not That Into You: Handling No-Shows Without Losing the Deal.

    Play Episode Listen Later Jun 26, 2019


    Have you ever had a prospect agree to a meeting, and then not show up? Have you considered sending your prospect a ‘breakup email' to guilt them into getting on the phone with you? Jeff & CeCe break down the rules of following up missed calls, and how to maintain your social value in front of your prospects. You'll learn how to handle the situation while maintaining your integrity, and how to negotiate for power within the opportunity. 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

    He's Just Not That Into You: Handling No-Shows Without Losing the Deal.

    Play Episode Listen Later Jun 26, 2019 17:40


    Have you ever had a prospect agree to a meeting, and then not show up? Have you considered sending your prospect a ‘breakup email’ to guilt them into getting on the phone with you? Jeff & CeCe break down the rules of following up missed calls, and how to maintain your social value in front of your prospects. You’ll learn how to handle the situation while maintaining your integrity, and how to negotiate for power within the opportunity.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

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

    Play Episode Listen Later Jun 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

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

    Play Episode Listen Later Jun 19, 2019 24:16


    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.

    Play Episode Listen Later Jun 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

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

    Play Episode Listen Later Jun 12, 2019 19:51


    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.

    Play Episode Listen Later Jun 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!

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

    Play Episode Listen Later Jun 3, 2019 19:20


    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.

    Play Episode Listen Later 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.

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

    Play Episode Listen Later May 29, 2019 16:43


    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.

    Play Episode Listen Later 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®.

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

    Play Episode Listen Later May 22, 2019 12:14


    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.

    Play Episode Listen Later 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®.

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

    Play Episode Listen Later May 15, 2019 16:46


    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.

    Play Episode Listen Later 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®!

    hire bullsh detector right candidate
    Bullsh*t Detector 101: How to Hire the Right Candidate

    Play Episode Listen Later May 8, 2019 13:56


    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®!

    hire bullsh detector right candidate
    Make It Rain! Get the Most Out of Your Comp Plan.

    Play Episode Listen Later 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®.

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

    Play Episode Listen Later May 1, 2019 17:23


    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.

    Play Episode Listen Later Apr 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®.

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

    Play Episode Listen Later Apr 24, 2019 20:54


    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?

    Play Episode Listen Later Apr 12, 2019 16:25


    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®.

    Trade Shows Suck…Here’s How To Make Some Money At Them.

    Play Episode Listen Later Apr 12, 2019 24:23


    Have you ever met a prospect at a tradeshow, had a great conversation and never heard back? Or have you ever received a lead list for an upcoming event and didn’t know where to start? Making the most of your trade show leads is hard, but we have you covered on this episode of YourSalesMBA®.

    Trade Shows Suck…Here's How To Make Some Money At Them.

    Play Episode Listen Later Apr 12, 2019


    Have you ever met a prospect at a tradeshow, had a great conversation and never heard back? Or have you ever received a lead list for an upcoming event and didn't know where to start? Making the most of your trade show leads is hard, but we have you covered on this episode of YourSalesMBA®.

    Ghost Story: Why are my prospects ignoring me?

    Play Episode Listen Later Apr 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®.

    How to be a Sales Professional, Not a Professional Stalker.

    Play Episode Listen Later Apr 5, 2019 15:34


    We’re breaking down the rules of outreach when it comes to calling cell phones, all the way to knowing when to mention that you both went to the same college. Jeff and CeCe have got you covered in this week’s episode of YourSalesMBA®.

    How to be a Sales Professional, Not a Professional Stalker.

    Play Episode Listen Later Apr 5, 2019


    Do you feel like you're constantly questioning how to best contact your prospects? Worried about the amount of details you know about your prospect… before you even get them on the phone? Do you find yourself straddling the line of polite persistence and downright stalking? We're breaking down the rules of outreach when it comes to calling cell phones, all the way to knowing when to mention that you both went to the same college. Jeff and CeCe have got you covered in this week's episode of YourSalesMBA®.

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