8 05, 2017

3PL Sales Friend Zone

By | 2018-10-22T16:32:10-04:00 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 | 2018-10-22T16:34:19-04:00 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 | 2018-10-22T16:35:33-04:00 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 | 2018-10-22T16:35:57-04:00 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 | 2018-10-22T16:36:33-04:00 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 | 2018-10-22T16:36:58-04:00 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 | 2018-10-22T16:37:17-04:00 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 | 2018-10-22T16:38:04-04:00 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 | 2018-10-22T16:38:59-04:00 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 [...]