Gen X and Millennials ruled the previous decade as decision-makers responsible for buying logistics services. But this is starting to change as Gen Z is stepping onto the stage and bringing new expectations to the world of logistics. The logistics industry will have to consider this generation. As this generation is entirely different from [...]
All the high-performing sales reps know that getting customers from the first interaction rarely happens. Propper follow-ups are the key to getting customers. This is one of the most unrealized opportunities within the logistics community because many sales reps give up after the first no, which is a big mistake. In the article below, [...]
Social media is a powerful platform for logistics businesses targeting B2B customers. It can help attract more customers and employees and increase the lifetime value of existing customers. As we work with logistics businesses, we often receive questions from company leaders about the best way to position their brands on social and other digital [...]
The competitive environment within the last few years has become quite harsh in the logistics sector. We've witnessed consolidation, which is still in progress. We saw some new market participants entering the market; here, I'm talking about digital freight forwarders, which could be more successful, but they still took their piece of the cake. [...]
Suppose your organization is looking for ways to speed up new business development. In that case, the mistakes we will discuss are likely the first ones you will need to eliminate as a logistics sales organization leader or individual entrepreneur. In this article, we'll identify these mistakes and give you a clear path to [...]
The logistics services sales arena is changing fast; previously popular sales methods, such as referral-based sales, trade shows, and others, are becoming less effective. Foreward-thinking logistics business owners have understood that various digital marketing activities are becoming potent weapons helping stimulate growth. But of course, many logistics companies still do not invest in marketing [...]
Many logistics business owners, particularly those with a long-standing presence in the industry, may not realize the untapped potential they hold in their hands. If harnessed effectively, this potential could propel their business development activities to unprecedented heights, all while maintaining cost-effectiveness. We're referring to the wealth of contacts they've accumulated over the years, [...]
In the competitive world of logistics sales, each interaction with a potential client can make or break a deal. As a seasoned coach, I've observed numerous sales reps and managers repeatedly falling into the same traps during the prospecting phase. Identifying these common mistakes and implementing strategic changes can enhance your or your team's [...]
We recently came across compelling data revealing a significant trend: a substantial portion of Gen Z avoids phone calls, opting for messaging apps like WhatsApp, Snapchat, etc. This shift is echoed by findings that only 15% of young people (16-24 years old) prefer phone calls, with a majority favoring instant messaging, which has seen [...]
Many logistics business owners and leaders have recently overlooked the importance of refining their sales and marketing strategies, focusing on evaluating what’s working and identifying areas for improvement. This oversight is particularly significant given the rapid changes in the logistics landscape, underscoring the need for continuous enhancement. This article will discuss the crucial elements [...]
