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Many logistics sales professionals have already invested time in sales training. Negotiation courses. Consultative selling workshops. Value-based selling frameworks. Most were effective, and some were even inspiring, though not all met expectations. You left motivated, with notes full of practical ideas, effective language, and structured sales models that seemed logical. Yet, months later, many [...]

For decades, logistics sales remained essentially unchanged. A phone, a rate sheet, a list of companies, and “start calling.” That was the formula. And for a surprisingly long time, it worked — or at least it seemed to. But today the logistics sector is undergoing a massive transformation. Buyers expect expertise. Competition is global. [...]

After two bruising years, Europe’s road freight market is catching its breath. Spot rates again overpassed contract rates, fuel costs are down from the 2022 peak. Purchasing manager indeks has grown in numerous countries this summer. On the surface, it appears to be relief. Scratch deeper, and the story becomes more nuanced: structural cost [...]

Logistics companies often face a unique challenge in marketing: their services are critical, but to potential clients, they usually look very similar. Everyone promises reliability, speed, and cost efficiency. In this crowded landscape, choosing the right marketing channels is not about being everywhere — it’s about being in the right place, at the right [...]

The landscape for selling various logistics services has undergone significant changes over the last decade and continues to evolve today. Changes have occurred not only on the tactical level (i.e., sales tactics), but also on the strategic level (i.e., business environment). In this article, we will share some of the most recent developments and [...]

Over the past five years, we have seen a significant increase in interest in marketing among logistics companies.  More and more companies are trying to expand beyond previously popular marketing channels, such as trade shows and freight forwarding events. This is understandable, as today's environment becomes increasingly complex, and companies are seeking new ways [...]

Trade shows for logistics professionals seem to be on every corner these days. Many sales professionals will attend at least one, often more, each year. While shaking hands, exchanging smiles, and collecting business cards are essential, let’s be honest: you still can’t eat those. If you're serious about converting trade show efforts into actual [...]

Every week, a new “revolutionary” business development system pops up on LinkedIn. You’ve seen the gurus with their 37-step frameworks, AI-powered cold email templates, and lead-generation automations that promise to flood your calendar with calls. They’ll tell you logistics are behind the times and that you need a sales funnel that looks like a [...]

Container lines have long dreamed of disintermediating freight forwarders from the value chain and dealing directly with customers. As digital booking platforms, automated freight management, and direct customer acquisition strategies take hold, they’re making their biggest bets yet. Many forwarders view this as a formidable threat - and it is. But the truth is, container [...]

For years, logistics companies have followed a predictable sales model: respond to RFQs, compete on price, promise fast and reliable delivery, and hope for repeat business. While this transactional approach might have worked in the past, the logistics landscape has changed—and companies that fail to evolve will find themselves stuck in a never-ending price war. [...]