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Articles by Jeff Hoffman
Black Hills Ammunition: A True American Success Story
Black Hills Ammunition began with a $12,000 gamble, a borrowed truck as collateral and a husband and wife determined to build something of their own. Jeff and Kristi Hoffman had little money and no guarantees when they entered the ammunition business in South Dakota. What followed was a series of financial setbacks, difficult decisions and unexpected opportunities that eventually took their ammunition from a small operation in Rapid City to the hands of America’s military marksmen.
Powell carries Westside to victory over Fury, 48-21
Westside’s Kaylen Powell put the Rams on his back as they earned another convincing Region 1-AAAA win over Fountain Inn, 48-21. Powell had 34 carries for 188 yards and five touchdowns and was a holding call away from another 87-yard TD run. Westside jumped out to a 14-0 lead early in the 2nd quarter as Powell scored from 14 and 12 yards out.
Hat trick: The Blue Jays think their 1992 World Series-style caps are a lucky charm
About 4 minutes reading time. NEW YORK (AP) — Wanting to cap Toronto’s season with a title, Jeff Hoffman suggested changing hats. Six losses in seven games had dropped the Blue Jays into a tie with the New York Yankees for the AL East lead. That prompted the 32-year-old reliever to send Scott Blinn, Toronto’s director of major league clubhouse operations, scrambling to find those retro caps with white panels in the style the Blue Jays wore when they won the 1992 World Series.
Yankees would accomplish a rare feat if they come back down 0-2 in best-of-5 series vs. Blue Jays
NEW YORK (AP) — The Bellinger babies are among the few Yankees fans not stressed about to Toronto in their AL Division Series. Caiden is 3 years old and sister Cy is 2. “They were at the game yesterday, and they said that it was very loud,” dad Cody recalled Monday. “That’s about all they were aware of.” New York was blown out twice in Toronto, and , as the Blue Jays scored the most runs of any team in its first two postseason games.
Fountain Inn Volleyball picks up win on Future Fury Night
Fountain Inn volleyball hosted their annual Future Fury Night, welcoming players and students from Rudolph Gordon, Bryson Middle, Fountain Inn Elementary and Fountain Inn Rec. The Fury put on a show for their guests as they defeated Southside in straight sets. Jillian Hug got Fountain Inn rolling in the first with 14 straight service points en route to a 25-7 win. The Fury started even faster in set two as Brinlee Nelson rattled off six straight to open the set as Fountain Inn rolled 25-5.
LFG America Charity Gala at Trump National Doral Miami Spotlights Urgent Anti-Human Trafficking Efforts
Miami, FL, May 08, 2025 (GLOBE NEWSWIRE) -- In a powerful display of unity and purpose, LFG America hosted an impactful charity event at Trump National Doral Miami, bringing together leading voices from across the anti-trafficking movement. The event featured key nonprofit leaders and elected officials committed to advancing awareness and action against the global human trafficking crisis.
LFG America Charity Gala at Trump National Doral Miami Spotlights Urgent Anti-Human Trafficking Efforts
LFG America Charity Gala at Trump National Doral Miami Spotlights Urgent Anti-Human Trafficking Efforts Nonprofit leaders and Congressman Byron Donalds gather to amplify collaborative solutions to global trafficking crisis May 08, 2025, 6:22 PM ET Miami, FL, May 08, 2025 (GLOBE NEWSWIRE) -- In a powerful display of unity and purpose, LFG America hosted an impactful charity event at Trump National Doral Miami, bringing together leading voices from across the anti-trafficking movement. The...
LFG America Charity Gala at Trump National Doral Miami Spotlights Urgent Anti-Human Trafficking Efforts
Miami, FL, May 08, 2025 (GLOBE NEWSWIRE) -- In a powerful display of unity and purpose, LFG America hosted an impactful charity event at Trump National Doral Miami, bringing together leading voices from across the anti-trafficking movement. The event featured key nonprofit leaders and elected officials committed to advancing awareness and action against the global human trafficking crisis.
LFG America Charity Gala at Trump National Doral Miami Spotlights Urgent Anti-Human Trafficking Efforts
LFG America Charity Gala at Trump National Doral Miami Spotlights Urgent Anti-Human Trafficking Efforts Nonprofit leaders and Congressman Byron Donalds gather to amplify collaborative solutions to global trafficking crisis May 08, 2025, 6:22 PM ET Miami, FL, May 08, 2025 (GLOBE NEWSWIRE) -- In a powerful display of unity and purpose, LFG America hosted an impactful charity event at Trump National Doral Miami, bringing together leading voices from across the anti-trafficking movement. The...
LFG America Charity Gala at Trump National Doral Miami Spotlights Urgent Anti-Human Trafficking Efforts
Miami, FL, May 08, 2025 (GLOBE NEWSWIRE) -- In a powerful display of unity and purpose, LFG America hosted an impactful charity event at Trump National Doral Miami, bringing together leading voices from across the anti-trafficking movement. The event featured key nonprofit leaders and elected officials committed to advancing awareness and action against the global human trafficking crisis.
Former All-Star closer Romano getting rocked in 1st season with Phillies
About 3 minutes reading time. PHILADELPHIA (AP) — Jordan Romano says his right arm felt the best it had in a long time — the two-time All-Star closer even hit 99.8 mph on a four-seam fastball. The Marlins just hit him — rocked him, actually — much, much harder. The Phillies’ eight-inning rout turned close in the ninth once Romano was summoned to close out an 11-4 lead.
5 Tried-and-True Ways to Overcome Your Reluctance to Call Prospects
It doesn’t matter how frequently you call prospects or how many years you’ve been in sales, you’ll always feel some anxiety before you dial. And that’s a good thing. If you’re nervous, you’re taking it seriously. Anxiety only becomes a problem when it impacts your ability or willingness to call. I’ve met reps who will do everything in their power to avoid making calls, which unsurprisingly hurts their ability to fill their pipeline with new opportunities.
71 Dodge Super Bee
When you click on links to various merchants on this site and make a purchase, this can result in this site earning a commission. Affiliate programs and affiliations include, but are not limited to, the eBay Partner Network. You are using an out of date browser. It may not display this or other websites correctly. You should upgrade or use an alternative browser. #1 Looking for an original vin number plate to match my 71 Dodge Charger Super Bee or at the least have one made.
Bearcats Score Twice in 9th Inning to Win 3-2, then Earn 13-12 Win in Wild Game
By Robert McKinney, Assistant Athletics Director, Communications REDLANDS, Calif. -- Willamette University scored two runs in the top of the ninth inning, and closer Brady Joyner (Jr., RHP, Las Vegas, NV/Shadow Ridge HS) registered three strikeouts in the bottom of the inning, as the Bearcats won 3-2 against the University of Redlands in the first game of a doubleheader on Saturday, Feb. 4.
Inversion | Terrain.org
Zooey needs someone to believe in. At the time an Anthro adjunct fit the bill. On the town floor, below the hillside duplex where Breckenridge Autry lives, an inversion holds ice fog and smoke particulate captive. It’s January in Fairbanks, the season of darkness. Forty below, or what locals just call forty, the below here implied. The smog makes Breck’s lungs hurt when he runs, so he’s stopped running; but winter here, Breck needs to run.
ANOTHER VIEW: Racism Claims Unfounded
Editor's Note: At the Dec. 8 City Council study session regarding coronavirus restrictions, Third District Councilwoman Suzie Price asked Long Beach Health Officer Dr. Anissa Davis to tell the public about her educational background to deflect complaints restrictions were not scientifically-based.
5 Strategies That'll Make Deal Reviews 5X More Successful
Predicting the outcome of a deal is like predicting a tornado. If you say, "There’s a tornado coming — I know because I can see it," no one’s impressed. The same is true for a deal that’s obviously very close to closing. On the other hand, if you say, "There’s a tornado coming in the next half hour — I know because of these X conditions,” you give everyone a chance to prepare. It’s the same as anticipating the likely outcome of a sales opportunity while there’s still time to influence it.
How to Sell on Video: The Right Times to Include Video in the Sales Process
Let’s get right to it — there are elements of the sales process that are wonderful on video and others that aren't. So the idea of doing an entire sales process from beginning to end while utilizing video may not be the best approach. To effectively use video to sell, you have to incorporate the right elements of video during specific points of the sales process. What is video selling?
5 Unexpected Ways to Crush Sales Meetings in the Field
Field reps have one major advantage over inside reps: their ability to establish relationships with prospects. It’s far easier to build rapport and trust when you’re sitting across the table from your prospects rather than talking to them through a computer screen. But face-to-face meetings come with their own challenges. Thanks to subtle body language cues you're probably not aware of, it’s much trickier to disguise any nervousness or anxiety when you’re face to face.
5 Questions to Assess Sales Pipeline Health
Sales managers often get promoted to their position from the rep ranks. When they were individual quota-carriers, it was relatively easy to assess their sales pipeline. Because they were intimately familiar with each of the deals in their forecast, they developed a sort of “sixth sense” about which would close, and when. But assessing an entire team’s sales pipeline stages -- where the manager is not apprised of the ins and outs of each and every deal -- requires more than simple intuition.
Jeff Hoffman's solid outing leads Colorado Rockies past Arizona Diamondbacks
DENVER — Jeff Hoffman pitched five solid innings and beat out an infield single to drive in a key run as the Colorado Rockies beat the Arizona Diamondbacks 5-4 on Wednesday night. Brendan Rodgers had a two-run single and Trevor Story added three hits for the Rockies, who won their season-high fourth in a row at home and clinched a series win in the four-game set. Carson Kelly homered and singled to drive in two runs for the Diamondbacks.
9 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. To me, being fearless doesn't mean plowing past a prospect's objections and desperately trying to turn their "no" into a "yes." Instead, true fearlessness is accepting the "no's" with just as much grace as the "yes's." If a buyer doesn't want to talk to you for a half hour, you can't and shouldn't make them.
Unique Selling Proposition: What It Is & How to Develop a Great One
As a salesperson, you need to have the utmost confidence and belief in the product or service you're selling. If you don't believe in your product, it's likely the prospect won't believe in it either. One of the greatest football coaches of all time, Vince Lombardi, said, "Most people fail not because of a lack of desire but because of a lack of commitment." In order to find success, salespeople need to be committed to what they're selling.
The 5 Quota-Killing Mistakes Only Experienced Salespeople Make
Who's likelier to make a mistake: The rookie sales rep who's never sold a day in their life, or the veteran rep who's been on the front lines for nine years? The reality is, they're both going to screw up. Experienced salespeople simply make different mistakes. Here are the five biggest errors I see seasoned reps make -- along with the steps you can take to avoid them. The Top Quota-Killing Mistakes 1. They over-qualify. Successful salespeople pay attention to their customers' commonalities.
The Secret to Getting Investors to Say Yes
Raising money is hard. Investors work hard to earn their money, and you want them to just give it away because your idea is the best one ever. How could anyone not see that? If you want an investor to say yes, perhaps you should offer them something they actually want. Tweet This Quote Then, you can’t believe it when an investor says no. They won’t give you their money. They don’t seem to see the brilliance of your idea. Another rejection—why does this keep happening?
Ghosted? How (and When) to Send a Follow-Up Email After No Response [+18 Examples]
No means no in sales — or at the very least it means “not right now.” Continuing to pursue a prospect who’s just rejected your offer is both a waste of time and rude, and no salesperson with any experience (or integrity) will tell you otherwise.
5 Tips for a Flawless Technical Demo Every Time
Do you want to close the deal? I'm assuming your answer is a resounding, "Yes!" The technical demo could make or break the success of the deal. It allows salespeople to establish value, buyers have the ability to voice questions and objections, and it should ultimately result in a technical win. Ready to learn how to perfect your technical demo? Let's dive in. What's the purpose of a technical demo?
19 Tips to Leave the Perfect Sales Voicemail
There's no doubt about it -- leaving a good sales voicemail is hard. And even if you do record a well-crafted message, do prospects actually listen to them, or take the time to call you back? Not usually. So what's the point? Should salespeople even bother with voicemails? Absolutely, and here's why. Although a seller might get a higher response rate from an email or another type of message, responses to voicemails are generally richer and demonstrate a greater level of interest.
The Top 5 Reasons Your Sales Training Will Fail
Sales training is a big investment. Not only are you paying for the training itself and related expenses, but your sales team is also losing prime selling hours to attend workshops and sessions. Nonetheless, this investment can reap significant benefits and set your sales teams up for success. Research from SiriusDecisions found high-performing sales organizations are twice as likely to provide ongoing training as low-performing ones. So, how do you make your training a success, not a flop?
The 6 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 supersede all the other tasks, priorities, emails, meetings, and notifications the prospect has on their plate at that very minute. They have to convince the buyer to put everything else down and listen to them. Sounds like a Herculean task. And it is … if you take the same approach as every other rep. Most reps go into prospecting calls projecting an air of authority and credibility.
The 5 Characteristics of Sales Reps Who Meet and Exceed Their Goals
Anyone can set a goal. You can commit to selling more than anyone on your team, bringing in a major client, or doubling your conversion rate. But meeting your goal is far harder. What are the chances you'll actually outperform all your peers without a solid action plan? Not very high. As a sales educator, I've watched a great number of salespeople set goals and succeed -- and an even greater number set goals and fail. Here are the characteristics of reps in the first group.
What Does a Sales Manager Do? A Typical Week, Broken Down
Sales management is one of the most difficult jobs out there. Your responsibilities span the organization -- along with the VP or director of sales, you're working with people in Product, Marketing, HR, and so on. Most importantly, managers are responsible for the individual and collective success of their salespeople. Rallying reps to hit their quota is no easy task, especially when every team member is motivated by different things.
How to Hire for the Best Talent | MJ Hoffman
How to Hire the Best Sales Talent. By: Jeff Hoffman Hiring is frequently top of mind at the beginning of the year. But how do you find the best talent? As a manager, you want to hire someone who will be the best fit, and hit their quota successfully. Here are my three tips when looking into finding the best talent.
The 6 Worst Negotiating Mistakes Made by Sales Reps
By the time a sales engagement reaches the negotiation stage, the rep can see the revenue at the end of the tunnel. If they can just engineer a win-win deal for both sides, they'll be that much closer to making quota. But negotiations can go awry quickly and in any number of ways. While there's no surefire way to barter a positive outcome, avoiding a handful of common mistakes can decrease the likelihood of the negotiation getting derailed. Here are the worst mistakes reps make when they negotiate.
The Best and Worst Sales Advice I've Received and Why | MJ Hoffman
The Best & Worst Sales Advice I’ve Received and Why By: Jeff Hoffman I’ve been in sales over 25 years and I’ve received my fair share of advice and suggestions from peers, leaders and teammates. I’ve focused on what I consider to be the best and worst advice and explained why it is important to value or perhaps get rid of some sales practices you may have been taught. Here’s my top two pieces of advice to remember as we head into 2019! Best Advice: Your Customer is Smarter Than You.
5 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. This is a tried and true sales motivation strategy, and monetary rewards generally produce results. However, they don't really motivate the entire sales force -- only the top performers likely to win. And while it's good to motivate your rock stars, the top line would be better served by getting everyone striving for the prize. So if monetary prizes don't do the trick, what does?
How to Bring a 'Dead Deal' Back to Life for Your Sales Team
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 asks into one conversation. These tactics are a surefire way to turn stalled deals into cold ones. Before we dive into how to revive a dead sales deal, let's get clear on what dead deals are, and why they happen.
How to Best Utilize Your Network of Referrals | MJ Hoffman
How to Best Utilize Your Network of Referrals By: Jeff Hoffman As sales reps, we’re great storytellers, listeners, and conversationalists. It’s part of the job and something we’re both naturally and trained to excel at. We’re people people! We thrive in social situations and often seek them out. We’re great listeners and even better speakers. These are qualities that make us great salespeople. Creating and facilitating relationships help us win sales, and grow our pipeline.
Get Customers to Buy Your Product & Increase Sales Using These 20 Tactics
Selling to prospects who are already interested in your product is straightforward. They're what we call “hand-raisers” which means they’ve done preliminary research and decided your business has a solution. However, starting a relationship with someone who's never heard of you or isn't actively looking to solve a relevant challenge is tough. It's not impossible. With the skills, empathy, and a plan, you’ll be able to find the prospects who have a need for the products you have to offer.
7 Ways to Improve Your Talk Track Immediately
Every salesperson has a go-to spiel for when someone asks who you are and what you do. You might call it a talk track, elevator pitch, or script -- but you've got one. Many salespeople launch into a 30-second diatribe on what their company does, why it's important, and why they'd love to tell you more. Inevitably, they'll start rambling. Don't be that rep. These long, complex sentences might make sense to the rep but confuse the prospect, or worse, cause them to lose interest.
The Secret to Asking Sales Questions Assertively, Not Aggressively
Questions are some of the most valuable tools in a salesperson’s arsenal. With a well-crafted inquiry, reps can open their prospect’s mind to a new possibility, compel them to action, discover relevant information, or secure buy-in for the next step. But if reps ask questions aggressively, they won’t get far. Instead, they’ll alienate prospects or even anger them -- and, unsurprisingly, angry prospects aren’t eager to talk. The silver lining?
BART should not invest in retrofitting the Transbay Tube
I am totally disgusted by BART’s use of money to unnecessarily retrofit the Transbay Tube. Even BART spokesperson Anna Duckworth said in her letter to the editor that it would take a very large and very rare earthquake in order for this retrofit to be necessary. BART is in severe need of funds for multiple reasons. In my opinion, BART doesn’t run often enough or long enough. The new trains are overdue and have been delayed in their launch.
3 Simple Steps to Improve Your Sales Process
Mandy owned a successful medical acupuncture clinic in southern California. She wanted to scale her business so invested time and money to increase the lead flow of prospective patients to her clinic.
7 Ways to Say 'Thank You for Your Consideration' in an Email or Letter
"Thanks for your consideration." In sales, those words are a white flag. They signal a competitor has won the business, and it's time for you to pack it up and head home. But before you call it a day or ask them what you did wrong, consider these alternative follow-ups and the opportunities they present. After all, you're in sales for a reason — and it's not because you give up easily. These seven ways to say, "Thank you for your consideration," help you identify your next move.
High-Ticket Sales: 12 Ways to Sell an Expensive Product
Salespeople who don’t work for the low-cost provider in their arena often struggle with losing deals based on price. Prospects are only human, and no one likes to pay more when they could pay less. That's why pricing in sales is one of the biggest barriers to purchase and a roadblock for many reps. This roadblock is particularly difficult to overcome in the world of high-ticket sales. What Are High-Ticket Sales? A high-ticket sale is the sale of an expensive product or service.
Personal responsibility is an essential part of effective environmental change
I agree with your June 21 editorial as far as it goes about Berkeley making grandiose environmental promises without concrete programs to implement them. And your strong inference is quite correct: The year 2030 is much too far in the future to achieve the necessary goal of eliminating fossil fuel use in Berkeley.
How to Send a Follow-Up Email After You Don't Get a Response
How many times has a deal been going along without a hitch until, suddenly, it’s not? One week of silence passes, then two, and you’re left wondering what you did wrong and if there’s any way to fix it. By this point, you’ve likely sent previous follow-up emails or left voicemails for your prospect. So, what’s your next step? Here are five principles to adhere to when sending a follow-up email after no response.
6 Sales Questions to Never Ask Over Email
Your relationship with a prospect isn’t the sum of one conversation. It’s also not the sum of your emails. A strong prospect relationship is built from a series of meaningful touchpoints spread out over time. I’m a firm believer conversation frequency trumps length. If I have a five-minute conversation today, a 10-minute conversation tomorrow, and a 15-minute conversation next week, my prospect is likely to remember more of what I’ve said than if I schedule one hour-long conference call.
7 Ways to Get a Prospect to Respond to You
Sometimes a salesperson gets lucky with an ultra-responsive prospect. Every time the rep sends an email, a response follows within the hour. When they call, the prospect picks up and makes time to chat. No matter when or how the rep reaches out, the prospect is sure to return a prompt reply. Unfortunately, this is the exception rather than the rule. It's far more common for a prospect to go dark after being responsive for a while.
3 Sales Emails You Should Never Send Over the Weekend
As a rule, salespeople should never call or email outside normal business hours -- before 8:00 a.m. or after 6:00 p.m.. You’ll read many articles recommending salespeople call after hours to get past assistants or front desks -- but I wouldn’t recommend it. Why? Well, the only time you should reach out to a prospect is when you assume they’re also working. When sending emails over the weekend, it’s likely you’re the only one on the job.
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