Tag: Hoffman

Top Tips on How Experienced Reps Make Quota

If you’ve been selling for a while, you probably think you’ve got your pitch and technique nailed. That may be true, but have you suddenly noticed you’re having trouble making quota?

Are Common Voicemail Mistakes Sinking Your Sales?

When leaving a voicemail, be conscious of the time spent doing so. In general, the sweet spot for voicemails is 25 to 40 seconds. As Hoffman explains, “under 25 seconds looks like you dialed and hung up. Over 40 seconds looks too long.”

How to Handle a Prospect who Goes Dark

A prospect may be very responsive at the beginning of a relationship but as time goes by, the rep may find it harder to reach him or her–until the responses completely cease. This is called ghosting.