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4 Proven Tricks to Get Your Prospect’s Attention in 30 Seconds or Less

Today’s buyers are busier than ever before. So for a sales rep to connect with a prospect, they must...
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- HubSpot

 
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3 Creative Sales Motivation Tactics That Don’t Cost a Dime

Sales managers often motivate their reps with SPIFFs and sales contests that award cash prizes.
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- HubSpot

 
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The 4 Worst Mistakes Sales Reps Make When Negotiating

By the time a sales engagement reaches the negotiation stage, the rep can see the revenue at the end of the tunnel.
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- HubSpot

 
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3 Phrases That Are Poison to a Sales Conversation

Salespeople entice prospects to book meetings with them based on their words, either spoken or written.
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- HubSpot

 
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How to Get Past “I Don’t Have Time For This” & Other Common Buyer Brush-Offs

To be successful, salespeople need to neutralize and move past buyer objections. However, brush-offs are different than objections.
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- HubSpot

 
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The Ultimate Guide to Prospecting: How Many Touchpoints, When, and What Type

It’s incredibly rare that a prospect responds to a salesperson’s first outreach attempt. This necessitates following up …
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- HubSpot

 
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5 Secret Lead Sources That Uncover Prospects Hiding in Plain Sight

Every sales rep knows the usual prospecting lead sources -- inbound inquiries, trigger events, LinkedIn search, referrals, etc.
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- HubSpot

 
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The Truth about Coaching Sales Reps (& Why You’re Doing it Wrong)

Most sales managers understand the importance of giving their reps effective guidance and motivation as a way to lead their teams.
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- OpenView Labs

 
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How One Word Can Make a Sales Rep Lose Face with Their Prospects

Picking up the phone and calling prospect after prospect can be nerve-wracking.
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- HubSpot

 
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How to Optimize Your Sales Questions to Keep Prospects on the Phone

If you’re lucky enough to get a person on the phone during sales prospecting, you want to keep them on the line long enough to determine whether the opportunity is worth pursuing.
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- HubSpot

 
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Renowned Sales Executive and Entrepreneur Jeff Hoffman Joins OpenView as Senior Advisor

OpenView Venture Partners announces that renowned sales executive, educator, and entrepreneur Jeff Hoffman will join the Boston-based venture capital firm as a Senior Advisor.
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- PRWeb

 
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4 Attention-Grabbing Sales Prospecting Phrases That Buck Conventional Wisdom

Most sales trainers and experts agree that the best sales reps prospect fearlessly. But what “fearless” truly means is up for debate.
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- HubSpot

 
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3 Signs to Disqualify a Prospect ASAP

Salespeople need to carefully qualify prospects to ensure they’re spending their valuable time on the most viable and profitable deals.
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- HubSpot

 
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3 Tips to Get an Unresponsive Prospect Talking Again

Sometimes a salesperson gets lucky with an ultra-responsive prospect.
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- HubSpot

 
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The 7 Worst Mistakes Salespeople Make When Closing

Ask any sales rep what the hardest part of their job is, and I’ll bet any money they’ll say “closing.”
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- HubSpot

 
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4 Secrets to Getting a Response From the CEO

Imagine you’re a pilot landing a plane. A long runway is obviously better than a short one since it gives you more wiggle room to adjust your approach.
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- HubSpot

 
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Call or Email? 3 Tips to Determine When to Use Which in Sales

The method of outreach sales reps use for a first connect makes a significant difference in response rates.
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- HubSpot

 
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6 Tips to Leave the Perfect Sales Voicemail

No doubt about it — leaving a good sales voicemail is hard.
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- HubSpot

 
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4 Differences Between Sales Coaching and Feedback

Many sales managers think the purpose of sales coaching is to correct negative behaviors through giving real time performance feedback.
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- HubSpot

 
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4 Prospect Qualification Mistakes That Are Hurting Your Sales

Prospect qualification is a critical sales activity to ensure reps aren’t wasting their time on leads that will never buy.
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- HubSpot

 
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The New Interview Tactic Sales Managers Need to Use This Year

Once you’ve cracked the code on how to get to know your sales candidates better, now it’s time to see if they truly have what it takes to add value to your team.
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- OpenView Labs

 
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Top 12 B2B Sales Tools You’ll Need for 2015

We asked five of the industry’s top sales pros to share their most nightmarish sales experiences. They didn’t disappoint.
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- OpenView Labs

 
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Sales Calls from the Crypt: 5 Experts Share Their Worst Sales Horror Story

We asked five of the industry’s top sales pros to share their most nightmarish sales experiences. They didn’t disappoint.
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- OpenView Labs

 
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The Perfect Playbook for Cold Calling the C-Suite

Having trouble breaking through to a prospect? Sometimes the best move is going straight to the top.
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- OpenView Labs

 
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Getting Around Gatekeepers: The Key to Unlocking the Mystery

There are two types of gatekeepers: Gatekeepers who are hired to be gatekeepers and those who “volunteer”.
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- Sales Hacker

 
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Sales for Startups: The Cold Email

I cannot tell you how many emails I get from sales people that read like mini-novels.
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- Strong Opinions @marksbirch

 
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Strictly Sales Episode 7:5 Keys to a Remarkable Elevator Pitch

Sales executive and educator Jeff Hoffman shares his secrets to an effective elevator pitch that will leave your prospect wanting more.
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- OpenView Labs

 
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3 Quick Fixes For A Sagging Sales Cycle

You don’t need a total overhaul, you need to remember your original roadmap.
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- Inc. Magazine

 
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What Every Sales Development Pro Needs to Know About Email Personalization

I won’t respond to an email that I know was blasted from a marketing automation system. Why?
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- SalesLoft

 
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Top 25 B2B Sales Influencers for 2014

See who made our 3rd annual list of the most influential B2B thought leaders in sales.
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- OpenView Labs

 
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Adjust Your Sales Tactics for the Customer Who Knows It All

Turn around your sales conversation with a prospect by becoming a student instead of a teacher.
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- MSPmentor

 

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3 Tricks That Will Magically Get Prospects Interested in You

I don’t really like magic. I rarely remember magic tricks when I see them, and I certainly don’t like the feeling of being fooled.
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- HubSpot

 

Ideal Candidate

Sales Hiring Tips: 4 Questions for Sales Guru Jeff Hoffman

Smart managers are making stupid hiring mistakes and today we’re asking why.
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- Ideal Candidate

 
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How to Hire Salespeople Who Can Deliver the Deals

Salespeople are very good at selling themselves—even if they’re not right for the job. Try these insider tips to avoid hiring the wrong person for your team.
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- Inc. Magazine

 
Ideal Candidate

The 5 Best Things About Being a Salesperson

“Sales” as a profession has come a long way from the days of door-to-door vacuum pitches.
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- Ideal Candidate

 
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Strictly Sales with Jeff Hoffman: The Most Important Keys to Prospecting and Sales Management

Sales executive and entrepreneur Jeff Hoffman is taking a lifetime of sales experience and using it to educate sales professionals.
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- OpenView Labs

 
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The Secret of Sales Management: How to Motivate Your "A" Players & Eliminate Your "C"s

Jeff Hoffman will set you on the road for successful sales management.
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- OpenView Labs

 
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The Best Voicemail I Ever Received... Was Just A Voicemail

When should you use a voicemail versus an email?
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- HubSpot

 
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The Secret Behind the Perfect 15-Second Sales Pitch

Having trouble capturing your prospects’ attention or getting your foot in the door?
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- OpenView Labs

 
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Are You Sending Creepy Sales Emails?

As sales reps, our approach is often to flatter our clients and prospects by pointing out their accomplishments.
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- HubSpot

 
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3 Ways to Make the Most of the Holiday Season

Your customers may disappear for much of December,
but you don't have to.
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- Inc. Magazine

 
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10 Most Popular Sales Insights from 2013

In this age of emails, texts, and tweets, fewer people are willing to pick up the phone. Here’s why they’re making a big mistake.
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- OpenView Labs

 
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The Hottest New Tech Tool For Salespeople: The Telephone

In this age of emails, texts, and tweets, fewer people are willing to pick up the phone. Here’s why they’re making a big mistake.
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- Inc. Magazine

 
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3 Ways to Beat the Competition

In sales, there is no silver medal. Here's how to boost your odds of getting the gold.
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- Inc. Magazine

 
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The Day I Stopped Making Cold Calls

The day I stopped making cold calls was the day that I met sales expert and author, Jeff Hoffman.
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- OpenView Labs

 
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How Small Businesses Sell to Big Ones

It’s often said that selling to a company is different than selling to a consumer. But early in my career, I learned otherwise.
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- Inc. Magazine

 
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How Sales Can Use Social Media to Close More Deals

... with an exclusive forword from sales expert Jeff Hoffman
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- HubSpot

 
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How To Predict Conversion Rates From Lead to Close With an ‘Exit Criteria’

Marketing is frustrated by Sales not following up on their hard-won marketing qualified leads (MQLs)...
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- Eloqua

 
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Top 10 Underappreciated Qualities of Great Salespeople

Are customers really expecting salespeople to be trusted advisors? Get real. Sales executive, educator, and entrepreneur Jeff Hoffman highlights 10 underrated qualities that the best reps actually bring to the table.
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- OpenView Labs

 
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The Sales Analytics Blog: Sales Pipeline Management and Forecasting Tips from Jeff Hoffman

Highlights from Jeff’s “Sales Pipeline Management and Forecasting Tips” InsightSquared Executive Breakfast.
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- InsightSquared

 
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Sales Forecasts: A Question of Method, Not Magic

See what Jeff has to say about demystifying the forecasting process and the science behind it in OpenView Venture Partners latest eBook.
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- OpenView Labs

 
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Solving the Sales Conundrum: Special Report

Jeff Hoffman explains the primacy of data, the gap between interest and desire, the power of introverts, and other things fast-growth CEOs don't understand about selling.
- Inc, Magazine, April 2012

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Putting Sales on the HBS Agenda

How do you “cold-email” someone to get an interview? When reaching out to any executive, the best path is to obtain an internal referral. Statistics shows that a person is much more likely to reply to...
- The Harbus, April 2009
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Training Young Salespeople

A program at MIT offers a window into the minds of Gen-Y sales reps.
- Inc. Magazine, January 2009
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4 Mistakes Young Salespeople Make

Jeff Hoffman provides insight to some common challenges for new reps.
- Inc. Magazine, May 2009
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Basho Strategies Inc.

Practicing what they preach.
- Boston Business Journal, 2007
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