3 Questions to Determine the Best Type of Revenue Growth

Sales Benchmark Index

billion dollar transportation and logistics business. SBI recently spoke with Charlie DeLacey, the vice president of corporate development and strategy at the Kenan Advantage Group. The company is a $1.5 And their growth rate has been in excess of 10-15%. Article Corporate Strategy

SiriusDecisions Summit 2014

Pointclear

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.

Trending Sources

The Hidden Power of ‘Oui’

Bernadette McClelland

We see the word ‘Oui’ and our thoughts immediately transport us to a romantic and foreign land! To a land that “embodies everything religious zealots everywhere hate: enjoyment of life here on earth in a myriad little ways: a fragrant […]. The post The Hidden Power of ‘Oui’ appeared first on Bernadette McClelland. Conscious Selling Leadership awareness Change Emotions Fear

The Old Gray Mare, Your Sales Funnel, Ain't What She Used to Be

Increase Sales

Remember as the buggy whip went out when transportation changed, your current sales funnel will evolve as marketing and sales continue to change. The sales funnel has dramatically changed because of the Internet and technology.

Retreating to the Quick Fix Leadership Challenge

Increase Sales

As to transportation, if the horse was not an option there was always snowshoes. Effective business leaders have a different attitude when it comes to fixing a leadership challenge. They do not retreat with the desire for the “grabbing for the quick and easy fix.”

Differentiation, Dissimilarity, Disruption

Partners in Excellence

They even fit into the same general product/solution category — personal transportation. For example, my friend is solving different transportation/lifestyle problems with his pickup, bikes, and when he uses Uber.

11 Traits of a High Performance Sales Culture

Sales Benchmark Index

Sales Rep turnover at AdzaTran (a B2B transportation equipment supplier) has been increasing lately. How do you know if your sales force is a high-performing one? This post lists some attributes of high-performance sales cultures.

What Do You Sell?

The Pipeline

Transportation services. By Tibor Shanto – tibor.shanto@sellbetter.ca . Proactive Prospecting Summer – Part 4. In this part of the Proactive Prospecting Summer series, we look at improving how we communicate early in the call.

How Marketing Fails by Failing to Market Itself

Sales Benchmark Index

My client was the Less-than-Truckload (LTL) trucking firm Yellow Transportation. One of the most difficult responsibilities for a B2B marketer is sales enablement. What makes it difficult is the lack of adoption and rejection by sales. The sales field is often critical of any marketing effort.

Oh No, Not Another B *y Sales Meeting!

Jonathan Farrington

Location: In relation to cost, facilities and transport. I don’t know about you, but as a young sales professional – yes, that was an awfully long time ago – I used to dread sales meetings: Typically, they were boring, uninspiring and a total waste of my precious selling time.

Do Customers Really Want A Frictionless Buying Experience?

Partners in Excellence

Cars, planes, trains transporting us require friction to get us from one place to another. It seems to be fashionable to talk about creating “frictionless buying experiences?”

Build a Bold, Data Infused Sales Strategy for 2013

Sales Benchmark Index

Maybe the company has recently been highly successful selling into the transportation industry. Joe takes note and says, “Alright, that is slide one, we need to focus on more transportation companies.”.

Challenge the Status Quo & Create Value With Insight-Based Directed Questions

Insight Demand

With directed questions, they transport the customer to the risks of the status quo within their own company.

A Sales Prospecting Technique That Will Blow Away the Competition

The Sales Hunter

I 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? Use a link to a news story from a website. “What?” ” you may be asking.

Are You Where You Want To Be?

Increase Sales

Transportation. One of the questions I have asked for almost the last 20 years is this simple one of: Are you where you want to be? Credit: Gratisography. Very few people answer in the affirmative. Most respond with a shake of the head and a litany of why they are not where they want to be.

Focus On The Customer Journey, Not Their Buying Journey

Partners in Excellence

If I’m putting in a new manufacturing line, I have all the various tools, systems, transport, sensors/monitoring devices, power, HVAC, delivery systems–possibly hundreds of things to buy.

Are You Still Selling Station Wagons?

Fill the Funnel

Back in the 50′s and 60′s, station wagons were the transportation of choice for families with kids and busy lifestyles. Some of you might not even know what they are.

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.

Sales 56

6 Life-Changing Lessons, Advice, & Tips From Elon Musk

Hubspot Sales

He’s not focused on his existence, he’s focused on the existence of humanity -- sustainable energy, clean transportation, and interplanetary space travel. How does Elon Musk think? That’s what I aimed to discover while researching the habits behind his unbelievable success.

The 15 Best Bots for People Who Work in Sales

Hubspot Sales

Purpose: Transportation. Purpose: Transportation. If you sell, bots are your new best friends. Because time is your most precious resource.

Skype 10

You STILL Need To Sell The Sizzle, Not The Steak

MTD Sales Training

Rather, they want to know that it will transport them to where they want to go and do it in the style for which they desire. We all heard the old adage, “Sell the sizzle, not the steak.”

Sales Waste and the Production Line Theory of Revenue Generation

Smart Selling Tools

Henry Ford created the modern day manufacturing line where over-head conveyor belts transport parts to stationary workers each trained in one specific stage of the production.

The Importance of Branding in Today's B2B Customer Acquisition

Sales Benchmark Index

Greg built a powerhouse brand by transforming ‘Yellow Freight’ to ‘Yellow Transportation’, a highly preferred brand. 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. Branding metrics, even when quantified with reliable data can be looked upon with reservation. The more tangible metrics of Lead Generation are winning the day. Be careful not to gut branding advantages in the process.

SAP 78

Is It Your Sales Process?

Partners in Excellence

They represent the processes for manufacturing, high tech, consumer products, financial services, healthcare, pharma, professional services, natural resources, transportation, distribution, process, and other industries. Most organizations I work with have a sales process.

View From the Top - When Salespeople Call on Purchasing

Understanding the Sales Force

They'll get you there too, but they'll bring you to the transportation hub where all salespeople disembark - purchasing or procurement. Understanding the Sales Force by Dave Kurlan The single question that salespeople ask more than any other is, "When I'm with purchasing, they don't seem to have a compelling reason to buy and don't care about our value add. What can I do?" I'll answer that question shortly. First, an analogy to help you see it from my perspective.

Digital Sales Transformation In A Customer First World

Partners in Excellence

Currently, we see only the tip of the iceberg of potential and already they are having amazing impacts in healthcare, financial services, retail, technology, transportation, consumer products and other sectors.

Sales 13

Social Deja Vu: We’ve Been Here Before

No More Cold Calling

Murrow, played by David Strathairn , you’ll be transported back to a pivotal era in TV broadcasting: the early 1950s. Even when there’s nothing on, we’ll always have reruns. You’ve heard it: Television will kill radio. Video killed the radio star.

3 Things Some Pundits Won’t Tell you about Cold Calling – Part 2

The Pipeline

I often ask the cold calling is dead crowd, what advice they would give a young and/or new territory rep, new to a copier, transport, wireless, telco, MRO, or other similar company, not the 10 years veteran, but brand new rep: cold call or not? By Tibor Shanto - tibor.shanto@sellbetter.ca.

What if We All Thought a Little Like Elon Musk

The Sales Hunter

His design work for the hyperloop transportation system is out in the open for all to see. Elon Musk is the man behind the Tesla and a huge number of other game-changing ideas. He thinks at a level different than 99.9% of all other people.

A Very Easy Way to Connect With Your Customers

The Sales Hunter

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.

Configurator Software Facilitates Effective Risk-Management Processes

Cincom Smart Selling

Do they meet requirements for interstate transport of our product? OSHA regulations may affect the transport of our product; can we modify to accommodate? Risk-management processes are important to business because risk is what business is all about. Risk elevates or lowers the value of products or services depending on the perceived level of risk involved.

CPQ Software and Multiple Channel Sales Management

Cincom Smart Selling

You might sell bicycles for industrial use that can be configured for police, warehouse and plant transportation. Similarly, if you are supplying bicycles to resellers offering transportation to college students on campus, you will be dealing with fewer options and require less configuration support during the selection process.

Sales 11

SALESPEOPLE SAVE LIVES.PERIOD.

Bernadette McClelland

And recognised and supported through organisations such as beyondblue where national workplace programs are being put in place for business owners in verticals that include construction, mining, manufacturing and transport, even including not for profits and unions.

SME 19

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. 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.

Sales 35

The Art of the Upsell: CPQ vs. The Drive-Thru

Cincom Smart Selling

How are goods transported to the elevator? You pull into the drive-through, and there is a vaguely menacing, large plastic clown head waiting to take your order. The face lights up, and a scratchy voice emanates from the frozen, grinning face asking, “Would you like to try our combo meal today?”. If you are like me, this kind of honks you off, because all you really want is the “Big Burger,” and the meddlesome, intrusive clown head has kind of screwed up your train of thought. “I

Working a Trade Show is a Job

Your Sales Management Guru

Understand your transportation from the hotel to convention center. Best Practices for Attending an Industry Conference. Working a Trade Show is a Job. Last week I was in Charlotte, NC, today is Orlando, and tomorrow is Chicago. I have been speaking at a variety of industry trade shows delivering keynote programs, educational breakout sessions and general networking opportunities.

Don’t Cheat Your Customer By Not Closing

Partners in Excellence

He shared an experience in a sales training class: “They thought the actual close suddenly transported them into the realms of a door-to-door encyclopedia salesperson, which they felt was suddenly grubby.” My post, “But Will I Sound Too Salesy?” ” generated some interesting comments and discussions. A sentence from Dominic’s comment struck me.

The Success Premium – Sales eXchange 172

The Pipeline

Every day people make choices about how they want to experiences things, choices in restaurants, mode of transport, business class vs. economy, four start hotel vs. two star, Hugo Boss or Sears, prospect for new opportunities or make football pool selection.

Sorrow and Joy ??? Life and Selling

Anthony Cole Training

This morning, I was sitting at our kitchen table reading some headlines to my son, Anthony, as he waited for the transportation van to take him to the Goodwill CARE program that he participates in every Monday, Wednesday and Friday. I said goodbye to him as he left for the day and then continued to browse through Sundays Cincinnati Enquirer. I forget who the comedian was, but I remember the line, I read the obituaries every day.

SALESPEOPLE SAVE LIVES.PERIOD.

Bernadette McClelland

And recognised and supported through organisations such as beyondblue where national workplace programs are being put in place for business owners in verticals that include construction, mining, manufacturing and transport, even including not for profits and unions. SALESPEOPLE SAVE LIVES.PERIOD. Big Statement! Big Shoes To Fill!

SME 14