Jeff Hoffman

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.

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.

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.

Cornell University

B.A.

Histiory

1991

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.”

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.”

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.”

Unleashing Hidden Talent with Enterprise Social”

YamJam'12  Yammer

2012-10-30

Executive Breakfast

InsightSquared Executive Breakfast  Hyatt Hotel

2013-03-12

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.”

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.

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.