Blogs - Sales Excellence in Logistics
Mapping stakeholder influence
Who matters most in the decision-making process One of the biggest reasons promising logistics opportunities stall isn't pricing, competition, or even the solution itself. It's a failure to understand who...
Mapping stakeholder influence
Who matters most in the decision-making process One of the biggest reasons promising logistics opportunities stall isn't pricing, competition, or even the solution itself. It's a failure to understand who...
Closing deals in a structured way
Why the best sales professionals don't leave commitment to chance Every salesperson enjoys the excitement of winning a new customer. Yet surprisingly, many promising opportunities are lost not because the...
Closing deals in a structured way
Why the best sales professionals don't leave commitment to chance Every salesperson enjoys the excitement of winning a new customer. Yet surprisingly, many promising opportunities are lost not because the...
Handling price objections like a pro
How logistics sales professionals can protect margins without losing business "Your price is too high." Few phrases make sales professionals more uncomfortable. In today's competitive logistics market, where freight rates...
Handling price objections like a pro
How logistics sales professionals can protect margins without losing business "Your price is too high." Few phrases make sales professionals more uncomfortable. In today's competitive logistics market, where freight rates...
Preparing a negotiation strategy
Tools, checklists and scenario planning The best negotiators I've met in logistics don't rely on improvisation. They prepare. Too often, account managers invest hours in creating the perfect sales presentation...
Preparing a negotiation strategy
Tools, checklists and scenario planning The best negotiators I've met in logistics don't rely on improvisation. They prepare. Too often, account managers invest hours in creating the perfect sales presentation...
Value-Based selling in Logistics
How to focus on value over price In logistics, price is often the first topic customers raise - but it shouldn't be the main reason they choose a partner. Freight...
Value-Based selling in Logistics
How to focus on value over price In logistics, price is often the first topic customers raise - but it shouldn't be the main reason they choose a partner. Freight...
Acting as a bridge between customer and organiz...
In logistics sales, success is often associated with winning new business, negotiating contracts, or delivering competitive solutions. While these are certainly important, one of the most valuable roles a sales...
Acting as a bridge between customer and organiz...
In logistics sales, success is often associated with winning new business, negotiating contracts, or delivering competitive solutions. While these are certainly important, one of the most valuable roles a sales...