You have completed sales training. So why does it often fail in real-world logistics sales?
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 [...]
The Journey From Logistics Sales 1.0 to 4.0
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 [...]
Europe’s road freight providers can finally exhale – but are the hard times really over?
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 [...]
Marketing Logistics: Channels to Use
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 Death of the Old Logistics Services Sales Model
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 [...]
Logistics services marketing: Key Challenges and how to make it work
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 [...]
