25 09, 2018

5 Ways 3PL Sales Has Changed and What You Can Do About It with Ann Holm

By | 2018-10-22T16:26:13+00:00 September 25th, 2018|3PL Sales Growth, Podcast|Comments Off on 5 Ways 3PL Sales Has Changed and What You Can Do About It with Ann Holm

Download the audio file Podcast Summary: Joe is joined by Ann Holm who, in addition to being a good friend of Joe’s, is an executive coach who often works with people in the logistics field. The two inform the audience of 5 ways 3PL (third-party logistics) sales have changed, along with plenty of advice [...]

13 06, 2018

Sales Personality Types with Ann Holm

By | 2018-10-22T16:28:16+00:00 June 13th, 2018|3PL Sales Growth, Podcast, Sales Tips|Comments Off on Sales Personality Types with Ann Holm

Download the audio file Podcast Summary: Joe is joined by Ann Holm, who Joe first met as his Executive Coach many years ago. Since then, she began to collaborate with him on many different projects. She has a Bachelor’s in Psychology, Speech, and Hearing as well as a Master’s of Science in Speech, Language, [...]

14 05, 2018

Entering New Logistics Markets with Steve Elwell

By | 2018-10-22T16:29:37+00:00 May 14th, 2018|3PL Sales Growth, Podcast|Comments Off on Entering New Logistics Markets with Steve Elwell

download the audio file Podcast Summary: Welcome to the first episode of The Logistics of Logistics podcast! Today, host Joe Lynch interviews Steve Elwell, a consultant and an executive who helps businesses improve sales revenue. Over the course of his career, he launched over 30 products and services in industrial B2B and technology markets. [...]

8 05, 2017

3PL Sales Friend Zone

By | 2018-10-22T16:32:10+00:00 May 8th, 2017|3PL Sales Growth, Sales Tips|Comments Off on 3PL Sales Friend Zone

The friend zone is a situation in which one member of a friendship wants to enter a romantic relationship, while the other does not. The person who wants the romantic relationship, but can’t have it is said to be in the friend zone. In our personal lives, we see the friend zone for what [...]

28 07, 2016

If Steve Jobs Owned a 3PL

By | 2018-10-22T16:32:39+00:00 July 28th, 2016|3PL Sales Growth, Transportation|Comments Off on If Steve Jobs Owned a 3PL

Everybody knows Steve Jobs, the iconic innovator, who transformed five different industries: computers, phones, music, digital publishing and movies (Pixar). He even left his mark in brick and mortar with the Apple Stores, which have been wildly successful. But what if Steve Jobs had unleased his crazed intensity and business mastery on the 3PL [...]

26 05, 2016

Sex and the Single 3PL Salesman

By | 2018-10-22T16:34:19+00:00 May 26th, 2016|3PL Sales Growth, Sales Tips|Comments Off on Sex and the Single 3PL Salesman

To meet his sales numbers, a young 3PL salesman calls 100 prospects per day and asks for the sale. He has been taught that if he makes enough calls, he will win over a shipper or two. The wise old boss reminds his newbie salesman that “it’s a numbers game.” After a long week of [...]

22 01, 2016

Why You Won’t Reach Your Sales Goal in 2016

By | 2018-10-22T16:35:33+00:00 January 22nd, 2016|3PL Sales Growth, Sales Tips|Comments Off on Why You Won’t Reach Your Sales Goal in 2016

If you sell 3PL services, it will be a bit tougher to reach your 2016 sales goals. Below are 5 reasons you might not reach your sales goals in 2016: 1. Rise of the Tech Titans There is some interesting new competition in the transportation business. The founder of Amazon, Jeff Bezos and the [...]

28 10, 2015

Effective 3PL Sales Training – 10 Must Have Attributes

By | 2018-10-22T16:38:04+00:00 October 28th, 2015|3PL Sales Growth, Sales Tips|Comments Off on Effective 3PL Sales Training – 10 Must Have Attributes

Sales training is great way to get more sales from your sales team. A relatively small investment in sales training can yield big returns. However, not every 3rd party logistics company is getting the most for their training dollars. Many 3PLs fall for the quick fix training that is soon forgotten. If you want lasting [...]

28 10, 2015

3PL Sales Platform Interview

By | 2018-10-22T16:38:40+00:00 October 28th, 2015|3PL Sales Growth, Selecting a 3PL|Comments Off on 3PL Sales Platform Interview

https://www.youtube.com/watch?v=JiEr4U3avVA#action=share Recently, I was interviewed by my friend and colleague, Dustin Mattison. Dustin is a supply chain expert who blogs about logistics and supply chain topics for Kinaxis. Transcripts from the Interview: It’s been several months since we did our last interview. Today I’m looking forward to hearing your views on a 3PL sales [...]

14 10, 2015

3PL Sales: Speed Kills

By | 2018-10-22T16:38:59+00:00 October 14th, 2015|3PL Sales Growth, Sales Tips|Comments Off on 3PL Sales: Speed Kills

My friend, Steve Elwell is a sales guru and he says speed is the most overlooked sales metric. His mantra is “the faster you close, the more you make.” Why speed matters: Assume you close 10 new customers per year and the average profit is $10,000 per month. By closing each deal just one [...]