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  • logistics is not a commodity

    Recent Posts

    Logistics is Not a Commodity!
    Logistics might not be a commodity, but it sure feels like it. Anybody selling transportation and logistics services will tell you, that many if not most customers buy based on price alone. I won’t argue that point – I have definitely experienced it firsthand. So What is a Commodity? Commodity Definition: a commodity is a […]
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  • 3pl sales

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    3PL Sales: Hunting vs. Farming
    Most logistics and transportation salesmen are hunters. By hunters, I mean they go hunting for customers every day. They are just like any other hunter, sometimes they make a kill and other days they go home empty handed. The hunter’s main weapon of choice is the cold call. The skilled hunter gets a phone number […]
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  • 3PL sales or stalker

    Recent Posts

    Are you a Stalker or a Sales Professional?
    The old ways of connecting with new customers don’t work so well anymore. In the past, you could count on some cold calling, your contacts and networking to fill up your sales pipeline. Sales and marketing strategy? Nah, you don’t need any of that fancy stuff. Hustle and elbow grease has always worked around here. […]
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  • better way to sell 3PL services

    Recent Posts

    A Better Way to Sell 3PL Services
    I’ve Found a Better Way to Sell 3PL Services When I first began selling 3PL services, I was surprised at how difficult it was to make a sale. My sales process was ridiculously inefficient and ineffective. I was successful, but it was still a real struggle closing business with the right kind of customers. I […]
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  • whats wrong with the shippers

    Recent Posts

    What’s Wrong With The Shippers?
    There is something up with shippers. I sell transportation services, so I talk with shippers most every day. They look and act normal, but there is something weird going on with those people. Most of the shippers I know work for manufacturers, distributors and wholesalers. Nothing really out of the ordinary there. When you first […]
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