Category Archive for ‘selling logistics services’

We Stink at That...

During one of my first jobs out of college, I had the assignment to write a story about the successful New York City restauranteur, Maurice Reidy, who was being honored by my employer. One of my questions was: “To what do you attribute your success?” (Apologies to Fordham University, you trained me better.) His answer:

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Helpful Is the New Sexy

OK, cards on the table… no one’s ever called me “sexy.” It’s OK, I’m at peace with that. I guess I have other good qualities. But it would be nice, right? That’s why I was excited to hear the phrase “helpful is the new sexy” a few times at last week’s Inbound 2014 conference, sponsored

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Marketing Logistics Services: How Finding an LSP is Like Finding a Plumber

When you’re in need of a plumber, or an electrician or similar professional help, my guess is you ask three questions in succession: “Who do I know?” “Who do you know?” “Who’s out there who knows?” We start with “Who do I know?” Clearly, if you have someone you know and trust, questions 2 and 3

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Sell it like it is

Focus your marketing efforts on the customers who need your services and who you are best able to serve. When marketing logistics services, sometimes you need to shrink your market in order to grow.

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Rejection: Is there an upside?

Design a formal process to solicit feedback on lost logistics / 3PL deals to improve operations, future proposal responses, pricing strategy & close ratio.

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Marketing Logistics: what buyers of logistics services say about getting, and keeping, their attention

There is stiff competition for the attention of buyers of logistics services and products. These folks get a steady stream of emails, phone calls, in-mails, and direct mailers, all vying to occupy a little bit of their brains, even if it’s just for a few seconds. Ever wonder what it’s like to be on the

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