{"id":4906,"date":"2019-03-25T10:31:00","date_gmt":"2019-03-25T14:31:00","guid":{"rendered":"https:\/\/www.thelogisticsoflogistics.com\/?p=4906"},"modified":"2021-04-21T19:17:31","modified_gmt":"2021-04-21T23:17:31","slug":"3pl-sales-success-in-2019-crushing-your-sales-goal","status":"publish","type":"post","link":"https:\/\/www.thelogisticsoflogistics.com\/3pl-sales-success-in-2019-crushing-your-sales-goal\/","title":{"rendered":"3PL Sales Success in 2019 &#8211; Crushing Your Sales Goal"},"content":{"rendered":"<p>\u201c3PL Sales Success in 2019 \u2013 Crushing Your Sales Goal\u201d was a webinar conducted in late January 2019 by <a href=\"https:\/\/www.linkedin.com\/in\/josephlynchjr\/\" target=\"_blank\" rel=\"noopener\">Joe Lynch<\/a> and <a href=\"https:\/\/www.linkedin.com\/in\/annholmnet\/\" target=\"_blank\" rel=\"noopener\">Ann Holm<\/a>. Below is a recording of the webinar along with an outline of the topics covered in the webinar.<\/p>\n<p><iframe width=\"560\" height=\"315\" src=\"https:\/\/www.youtube.com\/embed\/bnnPoyPqLQQ\" frameborder=\"0\" allow=\"accelerometer; autoplay; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen><\/iframe><\/p>\n<h2><strong>3PL Sales Success in 2019 &#8211; Crushing Your Sales Goal <\/strong><\/h2>\n<h3>The Ultra-Competitive 3PL Market<\/h3>\n<ul>\n<li>Shippers Are Taking Charge of the Buying Process<\/li>\n<li>Supply Chains are More Sophisticated and Complex<\/li>\n<li>Competition is Global, not Local<\/li>\n<li>New Business Models, New Technologies and New Investors<\/li>\n<\/ul>\n<h3>Differentiating Your Product<\/h3>\n<ul>\n<li>Your product includes service, people, messaging, information, branding, content, and specialization<\/li>\n<\/ul>\n<h3>Reducing Sales Cycle Time<\/h3>\n<ul>\n<li>Eliminate wasted time and effort<\/li>\n<li>Standardize processes and sales materials<\/li>\n<li>The buying process begins online<\/li>\n<li>Potential customers are conducting research online which means you need to develop messaging that is consistent throughout the sales process<\/li>\n<li>Develop content that positions you as an expert, thought leader, and a specialist in their problem<\/li>\n<li>Digital first<\/li>\n<\/ul>\n<h3>Getting More Sales Leads<\/h3>\n<ul>\n<li>Dedicated lead generation<\/li>\n<li>Many industry leaders are using sales development representatives (SDRs) to ensure a steady flow of good quality leads<\/li>\n<li>Build an ongoing relationship with your market<\/li>\n<li>By building a 3PL sales platform, savvy companies can communicate their expertise to their industry, customers and prospects<\/li>\n<li>What is a 3PL Sales Platform?<\/li>\n<li>A sales platform is a combination of strategies that includes web presence, content marketing, content distribution and lead capture \/ nurture<\/li>\n<li>A sales platform enables 3PLs to build their credibility, get more leads, better leads and ultimately close more sales<\/li>\n<li>Why a 3PL Sales Platform?\n<ul>\n<li>Visibility<\/li>\n<li>Communication<\/li>\n<li>Be seen as an expert<\/li>\n<li>Build a tribe<\/li>\n<li>Sell more<\/li>\n<\/ul>\n<\/li>\n<li>Content marketing builds credibility\n<ul>\n<li>\u201cContent marketing is a strategic marketing approach focused on creating and distributing valuable, relevant, and consistent content to attract and retain a <u>clearly-defined audience <\/u>\u2014 and, ultimately, to drive profitable customer action\u201d &#8211; Content Marketing Institute<\/li>\n<\/ul>\n<\/li>\n<li>Share content via social media\n<ul>\n<li>The Big 4. When it comes to logistics and transportation, the 4 most important social media platforms in order are:\n<ul>\n<li>LinkedIn<\/li>\n<li>Twitter<\/li>\n<li>YouTube<\/li>\n<li>Facebook<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h3>Developing 21<sup>st<\/sup> Century Sales Skills<\/h3>\n<ul>\n<li>Understanding sales strengths and blind spots<\/li>\n<li>In a rapidly changing market, you must be self-aware and prepared for change<\/li>\n<li>Willingness to adapt begins with self-awareness<\/li>\n<li>Leverage personal branding\n<ul>\n<li>Understanding how others see you<\/li>\n<li>First impressions are often made online (digital first)<\/li>\n<\/ul>\n<\/li>\n<li>Recognizing different temperaments and adjusting your communication\n<ul>\n<li>There are 4 different temperaments and you should try to adapt your communication style based on your prospect\u2019s temperament<\/li>\n<li>Traditionalists<\/li>\n<li>Experiencers<\/li>\n<li>Conceptualizers<\/li>\n<li>Idealists<\/li>\n<\/ul>\n<\/li>\n<li>Become a recognized expert\n<ul>\n<li>When trying to solve a problem, people don\u2019t Google \u201csalesman\u201d<\/li>\n<li>People search the web looking for people who can solve their problem<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>\u201c3PL Sales Success in 2019 \u2013 Crushing Your Sales Goal\u201d<\/p>\n","protected":false},"author":2,"featured_media":4905,"comment_status":"closed","ping_status":"open","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-4906","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-marketing"],"featured_image_src":"https:\/\/www.thelogisticsoflogistics.com\/wp-content\/uploads\/2019\/03\/3pl-success-in-2019.jpg","author_info":{"display_name":"joelynch","author_link":"https:\/\/www.thelogisticsoflogistics.com\/author\/joelynch\/"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.8 - 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