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Training Tuesday:Accelerating Sales – Part 2

Last week we addressed 5 of our top tips on improving sales success. This week we have 5 more suggestions for improving your success on sales calls. 1.Listen carefully. Here’s a basic rule for a successful sales presentation: Talking 50 percent of the time is too much. Instead, ask questions to direct the conversation 10

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Intermodal 101:Relationship with 3PL

In general, the relationship between a shipper and the 3PL should be based on a “Win/Win” setup.  Achieving this setup will enable each party to capitalize on the offering of the other party. The 3PL will work with capacity providers to establish consistent equipment availability when and where needed.  They will negotiate the optimum rate

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Training Tuesday:Accelerating Sales – Part 1

Almost all companies, from the smallest to those in the Fortune 100, frequently – if not continually – face the challenge of getting sales fast: next month, next week, even “tomorrow.” Sometimes you should rely on the tried and true methods, but sometimes you should shake things up. Often the well-established selling principles may need

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LTL 101:Density and Prices

Density is very important in selecting freight class. Some carriers will rate based on density if the commodities’ National Motor Freight Classification (NMFC) is a density based item. With these NMFC density based rating carriers the general rule is anything under 48 inches high will be calculated as 48 inches and anything over 48 inches

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Training Tuesday:Sales Traits Part 2

Last week we discussed several sales traits and the signals to improve them that you may be getting from your prospects and customers. This week we’re covering five more of these sales traits and signals. Handling Resistance. If you’re running into a lot of resistance, the best thing you can do is work on analyzing

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Intermodal 101:Role of a 3PL

As a refresher, a 3PL is a Third-Party Logistics provider. This means that a 3PL essentially acts as an intermediary between the shipper and the carrier to ensure that freight is transported correctly, efficiently, and cost-effectively. The 3PL will work with the shipper to create the optimum shipping plan using several different means. The 3PL

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Training Tuesday:Sales Traits Part 1

Do you provide customers with the kind of sales and service they expect? It not, they’ll let you know about it – not directly perhaps, but through indirect messages related to each of the sales traits below. 1.Professionalism: If customers keep you waiting in the outer lobby or look at their watches while you’re talking

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LTL 101:Damaged Freight

LTL 101: Damaged Freight Damaged freight is an unavoidable part of transporting freight, and while frustrating and challenging, there are things you can do to help mitigate the loss. Check out our tips on dealing with damaged freight below. 1: What do I do when I receive damaged freight? Sign the delivery receipt as damaged…

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Training Tuesday:Fixing Sales Talk Mistakes

“Open mouth, insert foot.” It’s a saying used to describe what we feel happens when we say something that we should not have said because it could potentially be interpreted as inappropriate, hurtful, embarrassing for either party, or just awkward. In sales, you can occasionally say something and immediately want to take it back. There

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Intermodal 101:Why a 3PL?

With both ramp to ramp and door to door options available, there are many approaches that a shipper should take to maximize his freight spend whilst still meeting his customer needs.  But understanding that there are multiple approaches to employ is not the same as executing against that plan.  Shippers work hard to master their

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