HOFFMAN – The Practice of Greater Sales.

It’s easy to sell to prospects who are already interested in your product. They’ve decided you’re a potential solution — now all you need to do is answer some questions, get in front of the right people, and make sure they opt for you over the competition...

Champions can be instrumental in helping you get things done quickly within a deal.
The main thing to remember with selecting your champion is that they are not champions simply because we want, or need, them to be. They were champions before you got there, and they’ll be champions after you leave. This is independent of you, as the...

When a deal stalls, it’s tempting for the salesperson to unknowingly put themselves first. We’ve all been guilty of it at one time or another. You might repeat the close, not-so-subtly threaten the prospect with an expiring discount, or roll several...

I’m often asked what books I’m reading, or what I recommend as continued learning for sales reps. My favorite sales books are ones that I return to again and again. A mix of sales, business, and marketing books; these are titles I would recommend reps...