Four Things to Expect in 2018


In today’s blog, we break down what you can expect to see throughout the year in the realm of logistics and transportation. Shippers Shipping Carriers Intermodal Transportation Rates Infrastructure Transportation Rates diesel price amazon Future strategy ELD blockchain ELD Mandate Shipment Trucking IoT reform 2018 Looking Ahead Transporation TruckerWe are officially into 2018, the year of opportunity and change. 2017 laid out the foundations for what is to come.

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


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.

From 50 Employees to an $11 Billion Valuation, This Lyft Exec Has Seen It All

Hubspot Sales

I understood their pain points,” she remembers, “Transportation is a barrier for policymakers’ most vulnerable communities. These constituents need convenient transportation to access healthcare, jobs, and childcare -- and they need it to be affordable.”.

The Power of Sales Stories

Anthony Cole Training

One of the most powerful advantages to storytelling is that stories provide what Peter Guber described as emotional transportation. Guest Post by Mark Trinkle, President & CSO. Now that my daughter has reached her teens, our daughter-dad relationship has changed quite dramatically.

Who We Serve. Why it Matters.


Multi-state provider of natural gas supply and transportation services to assure dependable delivery. I spend a lot of time on the phone every day, talking to sales and marketing leaders—including prospects. I’m often asked what kind of companies PointClear serves. The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers.

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.

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The sales ops tech stack


There’s a concept in transportation logistics called the “spoke-hub distribution paradigm” which routes are organized as a series of “spokes” that connect outlying points to a central “hub.” Why am I talking about transportation and horrible Boston city planning?

Guest blog: 10 Success Factors for Quotas Part 2


A sales rep in a Fortune 100 transportation company recently cornered me and asked: “Why is it that our CFO reported to Wall Street that we were on plan for revenue for the quarter, yet leadership is beating on us because we’re behind in the field?”

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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.”

Making A Difference, Thinking Of Others

Partners in Excellence

They recognize that some communities can’t drill wells, that transporting the water will still be required. They thought, while that water is being transported, they can work on the “clean part.” In December, I launched my 2017/2018 Charity Water campaign.

How to Develop an Effective Elevator Pitch

Inside Sales Training

We offer one of the lowest overall freight charges on transportation, and also on packaging and supplies. Many inside sales reps (outside reps, too!)

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The 4th Industrial Revolution Will be Televised


We now have transportation, lodging and our next meal right at our fingertips. “AI is one of the most important things that humanity is working on. It’s more profound than, I don’t know, electricity or fire,”. Sundar Pichai, CEO of Google. Prometheus, Ben Franklin… Google???

Protect Your Precious Sales Time

Anthony Cole Training

When I was in the leadership position with a transportation company, I told my people to be aware of their “Opportunity Cost”. A guest blog by Jack Kasel, Sales Development Expert. Ask yourself: “Is what I’m doing right now helping me become a better sales professional?”.

The Sales Association: Welcome to The Sales Association

The Sales Association

Sales Representatives or Sales Managers Our Indusry Representation is Broad: B-to-B and B-to-C Sales, including: - Banking/Financial Services - Health Care - Hospitality - Internet - Insurance - Manufacturing - Media - Office supplies and equipment - Recruiting - Real Estate - Retail - Sports and Entertainment - Technology - software and equipment - Telecom - Training - Transportation Membership Has Value: •97.4%

Trade Show Prospecting Toolkit: The Ultimate Collection

DiscoverOrg Sales

It’s no small investment to send salespeople to trade shows: Airfare, hotels, meals, transportation, and swag are just a few expenses – in addition to a lot of time. All attendants expect to see a return on that investment: leads. Lots of warm leads. And collecting a handful business cards doesn’t cut it. We have trade show prospecting down to a science. Members of DiscoverOrg’s sales and marketing teams attend about 30 events per year.

The sales ops tech stack


There’s a concept in transportation logistics called the “spoke-hub distribution paradigm” which routes are organized as a series of “spokes” that connect outlying points to a central “hub.” Why am I talking about transportation and horrible Boston city planning?

Five Revenue Building Habits to Teach Your Sales Team


Jessica Barrett Halcom is a writer for , Over the last 17 years she has written about topics related to human resources, marketing, healthcare, transportation, technology and leadership. (Editor’s note: the following is a guest post from Jessica Barrett Halcom, a writer for ). Odds are that your sales team is a rich amalgam of different types of personalities, backgrounds, and experiences.

Is Your Sales Process Full of ^@#%!

Smart Selling Tools

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)?

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.

Sales Training Advice with Two Sentences to Engage Customers

Customer Centric Selling

Example 2 : Wrong: "Several years ago, Acme saw a problem in the transportation industry: that the process of valuing and transferring ownership of transportation businesses is a very unstable and unpredictable process. Sales Training Article: How to Engage Customers with Two Sentences.

Recruiting Inside Sales Talent and Harnessing it for Charity - NEADS

Green Lead's B2B

They are located at 25 First Street and are easily accessible by public transportation or by car. On March 6, 2012, Green Leads is teaming up with HubSpot to host a fund raising event powered by New England's inside sales talent pool.

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.

Neuroscience Confirms We Buy on Emotion & Justify with Logic & yet We Sell to Mr. Rational & Ignore Mr. Intuitive

Insight Demand

These positive/negative emotions are then transported to your conscious mind well in advance of a conscious decision. Thus, a salesperson can share a story with a customer, and due to the transportation effect of story, it feels real.

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.

#My First Seven Jobs Katherine Tate and Eric Anderson

Partners in Excellence

My brothers & I had a lawn mowing business with a go cart to transport our equipment. There’s a series going around the web about people’s First Seven Jobs. It’s been fun and fascinating to see the very first jobs people held.

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.

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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.”.

What Air Crash Investigations Didn't Tell You About QF32 (Airbus A380)

Tony Hughes

The ATSB (Australian Transport Safety Bureau) published their final report in June 2013, and Air Crash Investigations released their documentary in February 2014. Read the Transport Safety Bureau report here.

What Do You Sell?

The Pipeline

Transportation services. By Tibor Shanto – . 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.

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.

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.”

From Sewer-line to Pipeline with Insight Selling

Insight Demand

Sure the driver may have a great car, but the passenger just wants to be transported from point A to B. Here’s a story about how a VP of Sales resurrects her pipeline by showing her team how to lead customers to value with insight not eyesight.

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

Insight Demand

Because insight scenarios transport the buyer out of the role of a critic, and into the role of a participant, they trump verbal persuasion. Even though insight is what buyers need, it may not be what they initially want.

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.

“Customers Won’t Buy Until They Are Ready To Buy”

Partners in Excellence

There was no inherent need for customers to buy a ride sharing service, taxis, public transportation were serving the need. Recently, I had a discussion with someone, actually a polite disagreement. I was advocating, “Disrupting customers’ thinking, getting them to recognize new opportunities, inciting them to change and buy.” ” This thoughtful individual, was upset with my position.

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.

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.

8 Common Pitfalls to Avoid When You Speak: Turn Dull to Dynamic by Patricia Fripp CSP, CPAE


A good example can simplify the complex, get your audience emotionally involved, and transport them to another time and place. You have many options: a rhetorical question, interesting statistic, powerful quotation, personal story, needed explanation, or transport the audience to a different time or place by starting the sentence with the word “Imagine…” or the phrase “I wish you could have been there.”.

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.