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The Progress Coaching Blog

Save Time Selling ... Things are Changing Fast for Sales Teams

Mon,Nov 04,2019 @ 09:58 PM | Posted by: Tim Hagen

One of the most startling from a variety of sources is that over 70% of buyers in a B2B world today make their decision forever talking to a sales rep. WOW! What is a sales rep to do? It is imperative that sales people and teams reinvent themselves. We have to automate and streamline some of the mundane tasks such as prospecting, phone dialing, proposal generation, etc. The time-saving has to..

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What The Heck Are My Sales People Doing Inside The Sales Funnel?

Tue,Feb 07,2017 @ 11:00 AM | Posted by: Tim Hagen

Let's be honest, tracking sales such as leads does not drive sales performance. Tracking won or lost sales also does not drive sales performance. So why do I bring this up? Recently, I met with a sales organization in the manufacturing sector that was telling me they meet with the people every single week for coaching sessions. When I asked her what was the basis of the sessions in terms of..

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Angry Customers

Thu,Dec 22,2016 @ 03:43 PM | Posted by: Tim Hagen

We all talk about angry customers. Let's be honest, sometimes we don't even want to talk to angry customers, but what if there were a way that we could change our relationship with angry customers? What if we actually looked forward to an angry customer? You must think I'm crazy at this point. Let me explain. If everybody in the world gave great customer service and every customer was happy,..

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How Video Can Drive Coaching Success

Tue,Dec 13,2016 @ 10:00 AM | Posted by: Tim Hagen

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Accelerate prospecting & start coaching your sales team

Thu,May 19,2016 @ 01:00 PM | Posted by: Tim Hagen

Recently, we began using a platform called PhoneBurner. EssentiallyPhoneBurner is an innovative technology platform that allows you to load up a list of phone calls in their system that does much of the work for you in regard to the mundane tasks associated with prospecting. For example, here are some of the following features that seamlessly reduce tremendous time associated with prospecting:

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The Sales Difference: Case Study # 1

Mon,Jan 11,2016 @ 11:00 AM | Posted by: Tim Hagen

I received a number of emails and inquiries from my last post on the Sales Difference and think you. The Sales Difference is really when you think about it a nebulous but also very specific concept. What I mean by that is we can make it more or less what we wanted to be.

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Creating and Coaching "The Sales Difference"

Mon,Jan 11,2016 @ 10:44 AM | Posted by: Tim Hagen

 Today customers are buying more and more frugally, thus putting the pressure on sales teams to outperform the competition. The challenge is are we attacking this issue from the right perspective by training sales people on selling skills and product knowledge? While these are valuable they do NOT provide customers with the opportunity to look at YOU or your sales team differently. What if..

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Let Customers Create Your Training! WIN BIG!

Mon,Nov 30,2015 @ 12:46 PM | Posted by: Tim Hagen

What if customers could define your training that would provide you an opportunity to  differentiate your company right? WOW what an advantage that would be. How should a company do that void of simply doing the annual client feedback survey that is rarely put into actionable development?

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Stories, not stats- How to make a memorable sale

Sat,Nov 28,2015 @ 09:50 AM | Posted by: Tim Hagen

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Map Your Sales Process or Approach to Coaching for Dramatic Sales Increase

Thu,Nov 05,2015 @ 10:33 AM | Posted by: Tim Hagen

One of the most fundamental things we see in our business is something that I've coined assumptive management. Let me give you one of my most infamous examples. I will ask a salesperson what are they specifically going to say in the event of a price objection. Typically, what I get is a response such as:" what I try to do is leverage the relationship…" Here's the problem with that response it..

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