22 08, 2018

21st Century Sales Skills for Transportation and Logistics Professionals

By | 2018-09-25T09:55:00+00:00 August 22nd, 2018|Podcast, Sales Tips, Webinars|Comments Off on 21st Century Sales Skills for Transportation and Logistics Professionals

Download the audio file   Podcast Summary: In this podcast, Joe Lynch welcomes Ann Holm to the show. Joe and Ann discuss their upcoming sales improvement program. The program, 21st Century Sales Skills for Transportation Logistics Professionals begins Wednesday, September 19th, 1:00 p.m. EST and last 10 weeks. The sales improvement program was designed [...]

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, [...]

26 09, 2017

Do People Skills Matter in the World of Logistics?

By | 2017-10-23T14:52:16+00:00 September 26th, 2017|Sales Tips, Technology, Webinars|Comments Off on Do People Skills Matter in the World of Logistics?

How you develop your sales team has a big impact on your logistics business.  Even as the industry is becoming more data driven than ever before and cutting-edge software is increasingly used to manage freight from start to finish, the development of your sales team is still important.  People skills do matter. According to Supply [...]

14 08, 2017

The Opposite of Cold Calling

By | 2017-09-26T15:49:25+00:00 August 14th, 2017|Sales Tips|Comments Off on The Opposite of Cold Calling

The opposite of cold calling may be the key to growing your sales. I talk to companies every week about their frustration with cold calling. It is a painful and inefficient way to get new sales, but for many the alternatives seem daunting and unattainable. Growing your sales without cold calling is challenging, but very [...]

7 08, 2017

21st Century Sales Skills

By | 2018-03-23T18:02:20+00:00 August 7th, 2017|Sales Tips, Webinars|Comments Off on 21st Century Sales Skills

How do you stand out in a crowded marketplace?  Have you ever been to place, maybe on a cruise or somewhere in China or the Middle East, where the marketplace is so crowded that you can’t decide what to purchase let alone from which stand?  Everyone seems to be selling the same scarf, T-shirt or [...]

8 05, 2017

Just Do It

By | 2017-09-26T15:50:11+00:00 May 8th, 2017|Sales Tips|Comments Off on Just Do It

Just do it is the Nike slogan that suggests that whatever it is we have to do, we should just get on with it. Oftentimes when we are doing sales work, we make the same mistakes or lose deals for similar reasons. We may even be aware of what we need to change and we [...]

8 05, 2017

Your Customers Buy Like You

By | 2018-02-21T15:20:10+00:00 May 8th, 2017|Sales Tips|Comments Off on Your Customers Buy Like You

Imagine you are making a big purchase, something that you need to think about a little bit – something like a house, car, vacation, or college. How will you make that decision? How would you conduct your research? Where will you find experts to help you make your decision? Where will you find the company [...]

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 [...]

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 [...]

16 01, 2016

Are You a Transportation Expert or a Salesman?

By | 2018-10-22T16:35:57+00:00 January 16th, 2016|Sales Tips|Comments Off on Are You a Transportation Expert or a Salesman?

Are you an expert or a salesman? If I was to ask any of the transportation guys I work with this question, I think most of them would answer “both.” They consider themselves expert in the services they sell. Now consider this question: Do the prospects you engage with consider you an expert or [...]

4 11, 2015

Transportation Sales: Finding Right Thinking Guys

By | 2018-10-22T16:36:33+00:00 November 4th, 2015|Sales Tips, Transportation|Comments Off on Transportation Sales: Finding Right Thinking Guys

One of the keys to being successful in transportation sales is finding the right kind of customers. The ideal customer will like your company’s service offering and believe in your business philosophy. In other words, these guys get it. My friend and former boss Craig Winn called these prospects “Right Thinking Guys” or RTGs. As a salesman, [...]