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SiriusDecisions Summit 2014


To illustrate his point, he used the example of the invention of intermodal shipping, which allows for the shipping of a container full of goods on multiple modes of transport (truck, ship) without having to load, unload and re-load. Last week I attended the SiriusDecisions Summit in Orlando. This was my third summit and I have enjoyed them all. B2B Marketing B2B Sales

Is Your Sales Process Full of ^@#%!

Smart Selling Tools

What follows are the traditional definitions of each of the 7 Muda categories along with sales specific examples. Transportation   – Unnecessary movement of materials or supplies. Do salespeople send contracts for electronic signature or are you interjecting transportation muda into the contract signing process (emailing, printing, faxing, routing)? It is either: Value-Added.

What Business Are You In? Are you sure?

Brian Vellmure

They were actually in the transatlantic transportation business, that would soon be dominated by the airline industry. Consider how the railroads also assumed that they were in the railroad industry, instead of the transportation business. They missed dozens of opportunities as other means of transportation evolved and exploded all around them. Credit: Getty Images. Film died.

Differentiation, Dissimilarity, Disruption

Partners in Excellence

They even fit into the same general product/solution category — personal transportation. ”  When he bought the Porsche, he was looking for transportation, but a lot more–he was looking for a certain driving experience, perhaps some “social positioning,” (OK, he calls it the “chick magnet” factor.). Let me add to this idea.  No related posts.

Focus On The Customer Journey, Not Their Buying Journey

Partners in Excellence

Even if it’s a large part, for example a major new manufacturing line, a new financial system, a new marketing automation tool, a CRM system, the Buyer’s Journey is just a part of the overall Customer Journey. people involved in the buying decision. Customers don’t embark on a Buying Journey just to buy.  Their goal is not to issue a PO. What should we do? No related posts.

A Sales Prospecting Technique That Will Blow Away the Competition

The Sales Hunter

Here’s an example:   Below is a link to an article I ran across on-line, the article talks about the trucking industry and how they’re seeing the economy pick up. took the link and put it in an email to several people I know in the transportation business.   Do you want a sure-fire way to set yourself apart from the competition while prospecting? “What?” link].

How Marketing Fails by Failing to Market Itself

Sales Benchmark Index

My client was the Less-than-Truckload (LTL) trucking firm Yellow Transportation. For example, here are Rex’s top 3 drivers for usage of sales enablement materials; •Ease of implementation (time & effort). For example; Sales Enablement: The Missing Piece to the New Product Launch. One of the most difficult responsibilities for a B2B marketer is sales enablement. Summary.

Lean Processes and DOWNTIME

The Productivity Pro

Our Fifth Deadly Waste is Transportation : waste caused by moving things around. This is less of a problem in a business office than in a manufacturing plant, since most of what white collar workers “transport” can be sent by email these days. Otherwise, too much transportation tends to increase costs, wastes time, increases the likelihood of product damage and deterioration, and can result in poor communication. In general, transportation waste can be caused by: • Poor plant/office layout. It’s simple, straightforward, and appropriate. nventory.

Yesterday I Sold My Plane. So, Here Is What I Learned From Flying.

Dave Stein's Blog

As just one example, the FAA does not check that you’ve done six instrument approaches in the prior six months when you file a instrument flight plan. ’s accident, very close to where I live, unfortunately is only one example of that.  Yesterday I sold my plane. It is a 1978 Cessna 182Q. Seats 4. Cruises at 160 MPH. What a wonderful plane it is. See below. JFK Jr.’s

Yesterday I Sold My Plane. So, Here Is What I Learned From Flying.

Dave Stein's Blog

As just one example, the FAA does not check that you’ve done six instrument approaches in the prior six months when you file a instrument flight plan. ’s accident, very close to where I live, unfortunately is only one example of that.  Yesterday I sold my plane. It is a 1978 Cessna 182Q. Seats 4. Cruises at 160 MPH. What a wonderful plane it is. See below. JFK Jr.’s

#1 New York Times Bestselling Book Confirms What Dan Kennedy Has Said All Along


His book further supports the importance  of emotionally transporting your customers, clients, and patients via stories in order to get them to take action. Giving examples from businesses in all different categories and walks of life—Guber cites stories from businesses such as restaurants, financial planners, eye doctors, lawyers, investors, politicians, and many more. You need the thing that will emotionally transport your audience. For example, let’s say you have an idea for an information marketing business, but you need others to invest in your idea. Same story.

Sales Leadership and Meeting the CEO: Are You Ready?

The Sales Hunter

For example, if it is a transportation company, consider how energy prices are impacting their bottom line. Securing a meeting with the CEO is cause for celebration, right? It should be, but for some salespeople, the thought of talking to the head of a company can cause anxiety. Here are a few tips: 1. Read whatever you can on-line about the company. ” Sales Motivation Blog.

The Importance of Branding in Today's B2B Customer Acquisition

Sales Benchmark Index

Let me give you an example to illustrate the point; One of the brightest CMO’s I’ve ever had the pleasure of serving as an agency partner is Greg Reid, former CMO of YRC Worldwide. Greg built a powerhouse brand by transforming ‘Yellow Freight’ to ‘Yellow Transportation’, a highly preferred brand. An example to provide color is my experience directing the e-commerce agency of record for Colgate Professional. As B2B CMO’s work to transition their teams to lead generation there is a danger of abandoning brand stewardship. There’s intense pressure to show a return. Summary.

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Weeding Out the Inefficiencies in Your Workplace Garden

The Productivity Pro

All leaders wear multiple hats, with their roles as Coach, Overseer, Mentor, and Good Example fairly obvious to anyone willing to look. Some said it was impossible to ever do better, since no form of transportation could travel faster than a horse’s sustainable top speed of about 30 mph. “There can be economy only where there is efficiency.” Think lean.

A Very Easy Way to Connect With Your Customers

The Sales Hunter

Let me share with you an example. Recently I was scanning one of the business websites I scan each day and I found an article detailing how the trucking / transportation industry is expected to show major growth in the coming year.  Use news websites as a source of links you can email to clients and prospects. Here is a list of the business new sites I scan each day:

The #1 Sales Tip: Everything Is a “Story” By Christina Hamlett

Increase Sales

Yet the child within is incapable of sophisticated defenses because the temptation of “Once upon a time” transcends whatever our current mindset and transports us – vicariously – to someplace intriguing. We’re likewise drawn to stories about things that have happened to other people, largely that we might learn by their example and be inspired, warned, amused, or even amazed. One afternoon back in 10,000 B.C., some Mesopotamian farmers made the astonishing discovery that bread wasn’t the only thing they could make from harvested grain. Credit Boy Scouts. Mother’s Day.

Four Things You Can Do To Avoid Disaster In Your Business


Department of Transportation, said during an interview on CNN when talking about how a Southwest Airlines flight from Chicago landed at the wrong airport last Sunday. For example, if you are selling tires, you would only want someone who owns a car to receive your ads because someone who doesn’t own a car will never buy from you even if they have the money to do so. “It happens many times.”. That’s what Mary Schiavo, the former inspector general of the U.S. According to Schiavo, “Planes landing on the wrong runway aren’t unusual.”. So you begin spending money on advertising. 

Millennials Want Work to be Chill and Cool

Productivity and Motivational Tips for Inside Sale

Check out the Bridge Group report for some examples. The idea was to publicly encourage employees to save on transport cost by being close enough to walk to work. If you want your inside sales organization to be among the elite in attracting top young talent, take a look at how smart young workers are. voting with their feet and heading for the coolest jobs they can find.

It’s Never Good Enough

The Sales Blog

Horses served as transportation for a much longer time than have automobiles. Horses still provide transportation. And their continuous improvement is every bit as possible as the electric light, the automobile, and the electronic reader. I don’t use these examples because your clients necessarily need anything as revolutionary, but they do need your help in progressing from their current state to a better future state. It’s Never Good Enough is a post from: The Sales Blog | S. Anthony Iannarino. Fire was the primary source of light for a long, long time. They still work.

Today’s Reading Assignment: The US Declaration of Independence and Constitution

Sales and Management Blog

He has combined with others to subject us to a jurisdiction foreign to our constitution, and unacknowledged by our laws; giving his Assent to their Acts of pretended Legislation: For Quartering large bodies of armed troops among us: For protecting them, by a mock Trial, from punishment for any Murders which they should commit on the Inhabitants of these States: For cutting off our Trade with all parts of the world: For imposing Taxes on us without our Consent: For depriving us in many cases, of the benefits of Trial by Jury: For transporting us beyond Seas to be tried for pretended offences.

How Ronald Reagan would Change your Sales Presentation

HeavyHitter Sales

For example, a company I worked for was the top-rated NASDAQ stock for a period of five years. For example, lets take a look at how Reagan opened with a provocative cowcatcher and then hooked the audience with a story about baby seal hunts. “It sometimes seems that we can get more emotionally aroused over mistreatment of animals than we can if the victims are human.   1. 

Sales Training Tip about How to Make - or Lose - an Easy Sale

Customer Centric Selling

For example, suppose your sales process looks something like this: Initial contact. For example, suppose you're selling an inventory control system. We just saved Universal Transport an additional $12 million in shipping costs, so I thought it was important enough to let you know, since every company has an obligation to their customers and shareholders to reduce expenses.

The High Price of Transacting

The Sales Blog

But it is, in fact, the most horrific example of the high cost of transactional behavior I have ever seen. There is nothing transactional about your relationship with transportation providers of any kind, and there is nothing more important than your safety. The High Price of Transacting is a post from: The Sales Blog | S. Anthony Iannarino. This is a painfully awful blog post to write. On July 17th, Malaysian Airline flight MH17 was flying over war torn Ukraine. The plane was 300 meters over the restricted zone of 32,000 feet and still within reach of surface to air missiles.

Jonathan Farrington's Blog ? Oh No, Not Another B *y Sales.

Jonathan Farrington

Suggestion 10: Finally, do set an example as the meeting leader. Location: In relation to cost, facilities and transport. Oh No, Not Another B *y Sales Meeting! When I moved into management, one of the first challenges I set myself, was to make my meetings an event to look forward to. Here are just ten suggestions you might find useful. Start the meeting on time to the minute. About.

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Interview Tips to Land Your Dream Job

Vertical Response

Are you taking public transportation? For example, “What was the last success of the company?” We recently sat down with a human resources director at a tech company in San Francisco to get practical interview tips to help you land your next dream job. Follow these tips and tactics and you may hear, “You’re hired!” Most of all, let your personality show!

How to Develop an Effective Elevator Pitch

Inside Sales Training Blog

We offer one of the lowest overall freight charges on transportation, and also on packaging and supplies. what I’m going to do instead is give you two rules for developing an effective elevator pitch and then some examples that you can plug your product or service into. Elevator pitch example #4: “ , our motto is: “A guaranteed comfortable night’s sleep or your money back.”

An Empty Wagon – Sales eXchange 194

The Pipeline

Picture yourself as the person getting the calls, dozens of calls every week, from the copier rep, the wireless rep, the IT integrator rep, the office supply rep, the transportation rep, the sales training rep, and the oodles of other reps.  It takes little extra effort to replace the generic phrases with actual example.  By Tibor Shanto – Wyoming Roundup.

Inside Campaigner: Designing Mobile Friendly Emails

Inside Campaigner

Let’s take myself as an example. It’s rather disconcerting to see me in public transportation, switching between my business BlackBerry® and my personal iPhone®, compulsively checking my emails for any communication which may require my immediate attention. skip to main | skip to sidebar. Monday, March 14, 2011. Designing Mobile Friendly Emails. at 7:11 AM.

IBM Smarter Commerce for Midsize Businesses – Future Trends

Social CRM

For example, the influence of ‘self service’ is universal in both B2C and B2B, with 56% of customers demanding increased self service when they do business with a company, according to Forrester Research in 2011.  For example, working with IBM Business Partner ExactTarget, Skymall was able to deliver more targeted e-mails using analytics-driven behavioral insights. Another example is RiverPoint, a systems integration consulting firm and IBM Business Partner.  This is the final post in the series. Empowered customers are reshaping business today. ibm smarter commerce

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NRF Reveals the Future of Customer Experience Is Now - Think.

The 1to1 Media Blog

overheard someone yesterday who said, "We live in a digital world until you walk into a retail store and youre transported to the 1970s.". For example a single kiosk can be used for an endless aisle display, a bridal registry, self check-out, or employee check-in. NCR SelfServ Checkout Convertible, for example, switches between self- or assisted-service checkout modes, based on a retailers operating model and customer traffic. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Customer Champions. Advertise. Content Channels. Customer Experience. Marketing.

Why Your Ego Is Killing Your Account Based Marketing Efforts #flipmyfunnel

A Sales Guy

One of the perfect examples, anybody have to respond to a RFP before? ” We assume that our customers have all the information so based on our customers perspective, or that prospects perspective they were the best transportation company in the world without the knowledge that you could actually put that s**t on a plane. There’s a perfect example. All right, oh snap.

Sales Training Advice with Two Sentences to Engage Customers

Customer Centric Selling

Here are some examples: Example 1 : Wrong: "Acme specializes in consumer-validated 360 degree product development via our patented sequential market research process, which has been successfully applied to the fast moving consumer goods industry. Right: "Entrepreneurs hire Acme to sell or acquire transportation businesses like limousines, buses, and ambulances. Wrong.

Burning the Daylight Oil

The Productivity Pro

For example: if praying or meditation isn’t already a part of your morning ritual, consider trying it, to get your day on track. That’s nothing to sneeze at, but if you’re able to participate in a ride-share or public transportation, you can also get started on your to-do list while someone else takes care of the driving. “The early bird gets the worm.”

Why buyers push-back on insight selling & what you can do about it.

Insight Demand

For example, instead of trying to win a debate with a customer, insights are more likely to make it past the buyer’s defensive wall if they are hidden inside an insight scenario (insight based customer story) that functions like a Trojan horse. Because insight scenarios transport the buyer out of the role of a critic, and into the role of a participant, they trump verbal persuasion.

How To Deliver Insight & Challenge The Status Quo With Questions

Insight Demand

With directed questions, they transport the customer to the risks of the status quo within their own company. Memorable: The stories will be memorable because we will put them in a visual video format (example One & Two ) that can then be incorporated into an online learning program ( example ). CHALLENGE THE STATUS QUO & CREATE VALUE  . TRUST BEFORE CREDIBILITY.

Sales Conference Planning Guide


Consider transportation to and from the venue and any additional activies external to the venue, if, for example, you are dining in a different location.  What’s worse, in most cases if things don’t go well we have to then wait twelve months to correct things.  Create a project plan with milestones, responsibilities and timelines.  Uncategorized Sales Conference

On Schedule…

Your Sales Management Guru

Examples are easy to find; sales meetings don’t start on time, sales training meetings are skipped by salespeople because schedules were not published 90 days in advance or not properly planned, sales management is not meeting at set times with each salesperson for monthly, quarterly or semi-annual reviews or worse there is little or poor communications between the President of the organization and sales leadership because a formal monthly priority setting meeting was never scheduled. On Schedule. Whew, two weeks without writing my blog. Move up and move ahead!

Are You Thinking About Being More Helpful to Your Frazzled Prospects?

Jill Konrath's Fresh Sales Strategies Blog

  As an example, a major retailer asked a colleague in storage and warehousing to quote on the costs of racking and equipping a large new distribution centre. Consider this example: a Sales Rep in transportation + logistics, armed with feedback which confirmed just how helpful he was being, picked up the cadence of his sales efforts. The focus? buyer asks questions.

Buy the Car, Rent the Car or Take the Bus


This is not the first time I hear or use the car rental versus car buying analogy, but I think it is well explained and I enjoyed the ‘bus’ example: Here is one analogy that I use to demonstrate the concept of SaaS to non-technical audiences that always seems to get them understanding the basic idea. If you are transporting precious cargo on the bus, you will of course want to make sure the bus is safe from hijackers while stopped and in transport just the same way customers still want to be sure their precious data is protected. Also, one person rents one car.

Those Stupid Little Things.

Dan Waldschmidt

Take, for example, time. If you get even more nerdy about it and assume that you really only use 50% of an average day towards productive activity — the rest being spent on sleep, transportation, and meals —  it’s easy to see how those 15 days equate to a month of extra productivity. It’s natural to believe that you need some grand gesture in order to turn your life around. That you need to throw everything away and start fresh. Lots of hard work. Massive amounts of unbelievably focused energy. But what if you got out of bed 1 hour earlier each day? Onward.