Jeff Hoffman
MJ Hoffman and Associates, LLC.
- Boston MA
#1 Worldwide Sales Expert. Award-winning Sales Trainer to over 12,000 professionals, entrepreneurs, and MBA students around the globe.
Media
Social
Biography
The Founder of Basho and M.J. Hoffman and Associates, Jeff has leveraged his 20+ years experience inspiring sales executives at companies like Google and Akamai Technologies into an internationally recognized approach that promotes immediate results among even the most seasoned sales teams. Some of Jeff's recent corporate engagements include Bank of America, British Telecomm, Dana-Farber Cancer Institute, Deutsche Bank, Dow Jones, Fidelity Investments, Forrester Research, Gartner Group, HubSpot, InfoUSA, Intuit, Monster.com, PC Connection, Salesforce.com, SAP, SuccessFactors, Symantec, TriNet, and UPS.
Jeff's award-winning sales methodology is currently taught in 23 countries within 6 continents and his achievements have been cited with numerous global business awards, as well as profiled in Fortune and Inc. magazines.
In addition to his corporate work, Jeff is also on faculty at Cornell University's Johnson School of Management. He is a frequent lecturer at the Harvard Business School, and currently delivers the popular Global Sales Development Series at the MIT Sloan School of Management and The Wharton School at the University of Pennsylvania.
An avid skier, runner and golfer, Jeff is a graduate of Cornell University and resides in Boston, MA with his wife and two children.
Industry Expertise
Areas of Expertise
Accomplishments
Selling Power Sales Excellence Awards for Sales Education Leader
Finalist, 2006-07
2006 Best Sales Trainer - American Business Awards
2006-01-01
Finalist
Profiled in various magazines
Profiled in Inc. Magazine, Fortune Small Business, Computerworld, Boston Business Journal, Monster.com Podcast series, Selling Power Magazine and Sales and Marketing Management Magazine.
Advisory Board, HubSpot
2013-02-01
Advises HubSpot on trends and best practices in sales, sales process, and sales management methodology.
Practitioner and Lecturer, MIT Sloan Innovation Period, MBA Program.
2013-01-01
Customized six weeks of course work of experiential leadership learning and exposure to engage in new and exciting intellectual exploration. Outside the rigid bounds of ordinary classrooms students practice the hands-on skills of leadership, and delve deeply into their areas of interest.
Board Member, Sales Club, MIT Sloan School of Management.
2012-01-01
Advises and guides the direction and growth of one of MIT SLoan's most popylar student-run groups.
Friend, Leadership Institute, Harvard College
2013-02-04
Advises and contribute to The Leadership Institute at Harvard College (LIHC,) a student organization devoted to fostering the awareness, skills, and values of leadership among Harvard undergraduates. LIHC aims to inspire and empower students to fulfill their leadership potential at Harvard, in their communities and in their world.
Education
Cornell University
B.A.
Histiory
1991
Testimonials
Vice President, Development Operations
Dana-Farber-Cancer Institute
Jeff is a fabulous presenter who managed to engage and impart knowledge to each of our attendees as evidenced by the rave reviews of the session. He is extremely knowledgeable and creative.”
Director New Business, Sales
Forrester Research
Jeff is the most relevant and engaging sales consulting leader I have seen in business. He combines pure business smarts, unrivaled selling skills and the mindset of the corporate athlete to help sales organizations dramatically increase their results and win. With Jeff's guidance and support, my results increased over 25% and my teams were able to drive consistent high revenue growth for many consecutive quarters.”
Regional Manager
Symantec
“Jeff’s passion and energy are infectious, and he kept us completely engaged from start to finish. Jeff's insights are unique, profound and highly effective.”
Event Appearances
Executive Breakfast
InsightSquared Executive Breakfast Hyatt Hotel
2013-03-12
Unleashing Hidden Talent with Enterprise Social”
YamJam'12 Yammer
2012-10-30
Sample Talks
PROSPECTING: “WHY YOU? WHY YOU NOW?”
Above all, activity determines greatness in sales. Our unique approach to prospecting empowers sales reps to convert a territory of possibilities into a continual flow of leads. We master effective management of the pipeline, so that our energy, enthusiasm and action yield massive results.
ON THE PHONE: “THE WINNING CALL”
The first call is often the most critical in sales. But few call with a single purpose: converting a cold lead into a hot one. Here, reps learn how to maximize impact when time is a premium. We master the skills of attracting and sustaining interest in the audience, and turn leads into prospects.
IN PERSON: “THE PERFECT MEETING"
By skillfully “managing the moment,” a rep converts sales calls into potential buyers. We focus on specific words, actions, and behaviors demonstrated to the prospect. We then master how to frame opportunity, qualify buyers and handle objection through key communication strategies.
NEGOTIATION: “GIVES AND GETS"
Knowing when to engage in the proposal stage is the secret to advancing the sales process. Every commitment is achieved through a specific bargaining technique. The sales rep learns to transfer ownership to the prospect, creating the most favorable environment for negotiations.
CLOSING: “HAMMER IT CLOSEDTM”
Whoever controls the negotiation process controls the sale. All great salespeople understand this concept. The practice of this discipline will insure an effortless close. The concepts of reciprocation and urgency are among the techniques that can be effectively deployed when “asking for the order.”
Style
Availability
- Keynote
- Corporate Training
