{"id":4568,"date":"2017-08-07T11:41:06","date_gmt":"2017-08-07T15:41:06","guid":{"rendered":"https:\/\/www.thelogisticsoflogistics.com\/?p=4568"},"modified":"2022-11-08T10:21:27","modified_gmt":"2022-11-08T15:21:27","slug":"21st-century-sales-skills","status":"publish","type":"post","link":"https:\/\/www.thelogisticsoflogistics.com\/21st-century-sales-skills\/","title":{"rendered":"21st Century Sales Skills"},"content":{"rendered":"<p>How do you stand out in a crowded marketplace?\u00a0 Have you ever been to place, maybe on a cruise or somewhere in China or the Middle East, where the marketplace is so crowded that you can\u2019t decide what to purchase let alone from which stand?\u00a0 Everyone seems to be selling the same scarf, T-shirt or souvenir.\u00a0 Then you pass by a kiosk that seems to be a little more organized and a bit clearer about what they are selling.\u00a0\u00a0 Your tendency is to step in and have a look.<\/p>\n<p>This image comes to my mind when I am partnering with my colleague, <a href=\"https:\/\/www.thelogisticsoflogistics.com\/about-us-2\/\">Joe Lynch of The Logistics of Logistics<\/a>, helping clients stand out in the crowded third-party logistics space (3PL).\u00a0 Our clients want a marketing plan so that they can generate more leads and make more sales.\u00a0 Some of the possible strategies include a website, a blog, and social media such as LinkedIn.\u00a0 You\u2019re on the right track if you sense you need to be visible online. This is what Joe and I call a <em>21<sup>st<\/sup> century approach to selling<\/em>.\u00a0 Cold calling and knocking on doors generally doesn\u2019t work anymore.<\/p>\n<p><iframe src=\"https:\/\/www.youtube.com\/embed\/4n-Vztl5P_M\" width=\"560\" height=\"315\" frameborder=\"0\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/p>\n<p><strong>Developing 21st Century Sales Skills to Sell More 3PL Services<\/strong><\/p>\n<p>How do you do it effectively? What information feeds into your strategy?\u00a0 Without relevant content or a well-defined brand, you may still be a voice whose only strategy is to yell louder than your competitor.\u00a0\u00a0 There are two streams of information that can clearly define you.<\/p>\n<p><strong>Personal Branding Helps You Get Found<\/strong><\/p>\n<p>First, there is your personal brand.\u00a0\u00a0 At first glance, this seems like an all about me strategy but it <em>isn\u2019t<\/em>.\u00a0 It\u2019s customer centered.\u00a0 How do you get your message and your products to the right people? Your brand is of little value if you don\u2019t think of it in context of your value proposition.<\/p>\n<p>Moreover, personal brands are not assigned to you.\u00a0 They are uncovered.\u00a0 For instance, what is your personality type and how can you leverage your strengths while accounting for you blind spots?\u00a0 What do others say about you?\u00a0 Finally, what is your comfort level with taking calculated risks to get your business noticed?\u00a0\u00a0 Is your brand best suited to the structures of an existing company or do you seek to be independent?<\/p>\n<p><strong>Define Your Target Market <\/strong><\/p>\n<p>The other stream of information comes from defining your customer.\u00a0 What are his greatest needs?\u00a0 What is your niche?\u00a0 If you are looking for a scarf at the bizarre, are you better off going to the scarf kiosk or someone who is offering hundreds of different products?\u00a0 What is your expertise?<\/p>\n<p>Individuals and companies who can answer both sides of the equation (What is your personal brand and who do you serve?) have done the most important work that ultimately leads to an effective marketing strategy.<\/p>\n<p>No matter how you step into the 21<sup>st<\/sup> century, whether it is a website, a social media strategy, a blog or a webinar, it is essential that you lay the important groundwork by discovering who you are and what your business is all about first.<\/p>\n<p>&nbsp;<\/p>\n<p><em><a href=\"http:\/\/www.annholm.net\/about\/\" target=\"_blank\" rel=\"noopener\">Ann C. Holm<\/a>, MS, PCC, is a Professional Certified Coach specializing in executive, career, and sales coaching. In addition to being a certified Master practitioner of the Myers-Briggs Type Indicator, she offers the Type Coach online assessment, with a focus on personality as it relates to the process of generating leads, closing and maintaining sales accounts. Ann owns and operates a successful coaching practice and also lends her talents to the\u00a0<\/em><a href=\"https:\/\/www.thelogisticsoflogistics.com\/3pl-services\/3pl-sales-success\/\">3PL Sales Success<\/a><em>\u00a0program, which she is co-created with Joe Lynch.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>How do you stand out in a crowded marketplace?\u00a0 Have<\/p>\n","protected":false},"author":17,"featured_media":4602,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_bbp_topic_count":0,"_bbp_reply_count":0,"_bbp_total_topic_count":0,"_bbp_total_reply_count":0,"_bbp_voice_count":0,"_bbp_anonymous_reply_count":0,"_bbp_topic_count_hidden":0,"_bbp_reply_count_hidden":0,"_bbp_forum_subforum_count":0,"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_post_was_ever_published":false},"categories":[985],"tags":[],"class_list":["post-4568","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-marketing"],"featured_image_src":"https:\/\/www.thelogisticsoflogistics.com\/wp-content\/uploads\/2017\/08\/individual-thinking.jpg","author_info":{"display_name":"Ann Holm","author_link":"https:\/\/www.thelogisticsoflogistics.com\/author\/annholm\/"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.8 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>21st Century Sales Skills | The Logistics of Logistics<\/title>\n<meta name=\"description\" content=\"It is essential that you lay the important groundwork for your sales skills by discovering who you are and what your business is all about first.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.thelogisticsoflogistics.com\/21st-century-sales-skills\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"21st Century Sales Skills | The Logistics of Logistics\" \/>\n<meta property=\"og:description\" content=\"It is essential that you lay the important groundwork for your sales skills by discovering who you are and what your business is all about first.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.thelogisticsoflogistics.com\/21st-century-sales-skills\/\" \/>\n<meta property=\"og:site_name\" content=\"The Logistics of Logistics\" \/>\n<meta property=\"article:published_time\" content=\"2017-08-07T15:41:06+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2022-11-08T15:21:27+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.thelogisticsoflogistics.com\/wp-content\/uploads\/2017\/08\/individual-thinking.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"950\" \/>\n\t<meta property=\"og:image:height\" content=\"568\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Ann Holm\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Ann Holm\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.thelogisticsoflogistics.com\/21st-century-sales-skills\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.thelogisticsoflogistics.com\/21st-century-sales-skills\/\"},\"author\":{\"name\":\"Ann Holm\",\"@id\":\"https:\/\/www.thelogisticsoflogistics.com\/#\/schema\/person\/fd0b5dbaa8416ca76745eb6e9008e9e6\"},\"headline\":\"21st Century Sales Skills\",\"datePublished\":\"2017-08-07T15:41:06+00:00\",\"dateModified\":\"2022-11-08T15:21:27+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.thelogisticsoflogistics.com\/21st-century-sales-skills\/\"},\"wordCount\":605,\"image\":{\"@id\":\"https:\/\/www.thelogisticsoflogistics.com\/21st-century-sales-skills\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.thelogisticsoflogistics.com\/wp-content\/uploads\/2017\/08\/individual-thinking.jpg\",\"articleSection\":[\"Sales &amp; 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