Logistics and transportation sales people work in a hyper competitive environment. It is difficult to connect with shippers who are swamped with phone calls and emails daily from eager 3PL (Third-Party Logistics) sales people. Most shippers view transportation and logistics services as a commodity. The tired old sales messaging from 3PL sales people of "low prices" and "better service" tend to fall on deaf ears.
Smart 3PL sales managers have developed sales processes that streamline the process and hopefully boost sales. This approach only works if the sales process is aligned to the shipper's buying process. After all, the buyer sets the tone and pace of the buying process. Unfortunately, most 3PL salesmen don't really understand how their customers buy.
To align to the shipper's buying process, you must first understand the shipper's buying behavior. Once the buyer's behavior is better understood, the sales team can adjust their messaging and sales process.
In this webinar, expert speaker Joe Lynch will share the results of research on shipper buying behavior. The research is based on a series of surveys and individual interviews with shippers who buy transportation and logistics services. The presentation will also include relevant findings on new decision science research that reveals how buyers make their decisions. This research by Joe was done in collaboration with Heather Monteiro, PhD, a logistics educator and researcher, who brought her considerable logistics knowledge along with superior research skills to the project.
In this program, you'll learn how to:
Benefits of the webinar:
Who should attend
Joe Lynch is the founder of The Logistics of Logistics, a logistics training and consulting firm. Joe specializes in helping logistics and transportation companies grow their sales. Joe also works with manufacturers, retailers, distributors and wholesalers to select and manage their logistics providers (3PLs, broke... More info