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, [...]

30 10, 2015

3PL Sales Obsession

By | 2018-10-22T16:36:58+00:00 October 30th, 2015|Sales Tips|Comments Off on 3PL Sales Obsession

Have you ever found just the perfect prospect? The type of company that your service was custom designed to serve? After your first contact, you start fantasizing about the great service you will provide, the new ideas you will bring and all the savings you can deliver. Of course, you will begin calculating your commission [...]

29 10, 2015

The Invisible Transportation Salesman

By | 2018-10-22T16:37:17+00:00 October 29th, 2015|Sales Tips|Comments Off on The Invisible Transportation Salesman

There are a lot of transportation salesmen (and women) who have become invisible. These people are not really invisible, but they blend in with their competition so they seem invisible to prospective customers. We are all exposed to an enormous amount of stimulus everyday – our brains ignore the boring and mundane. On the other [...]

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 [...]

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 [...]