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Category Archive for ‘Logistics Lead Generation’

Why an Active Marketing Program is a Logistics Company’s Best Salesperson

I was talking recently to my colleague Joe Lynch, who produces the Logistics of Logistics podcast. We got on the subject of marketing being a logistics company’s best sales person and Joe suggested “Let’s do a podcast on that.” So we did. Check out this recent episode of the Logistics of Logistics podcast.

Marketing Shortcuts and Other Oxymorons

Don’t rely on marketing shortcuts to grow your business. Instead, build a logistics marketing system for the long term.

If you are the P&L owner of a logistics business, the absolute wrong question to be asking about marketing is “How do we get leads fast?”

Instead, ask yourself: “How do we become known for those things we do best among the prospects most likely to buy our service?”
Read the Full Article

Empathetic Marketing: An Interview with Brian Carroll

Recently I had a chance to do a Q&A with my colleague, Brian Carroll, consultant and author of Lead Generation for the Complex Sale. I have followed Brian’s B2B Lead Blog for years and was interested in his latest focus area, empathetic marketing. Here are the highlights of our discussion. Read the Full Article

How Can Logistics Businesses Measure Marketing Effectiveness?

Marketers can gather tons of data, but CEOs want to know whether their investment in marketing is contributing to top-line growth and whether the results justify the marketing budget expense. Giving them these answers requires metrics that link marketing efforts with actual sales results.

Here are some of my favorite ways to demonstrate marketing’s bottom line return. Read the Full Article

These Leads Suck! Marketing’s Role in Lead Qualification

Content marketers need to own the lead qualification process. Whether Marketing delivers “likely candidates” or “sure-thing candidates,” either path requires more effort to identify the non-buyers, poor fits, and early-stage prospects. Learn about lead qualification strategies and methods, including qualifying leads in the middle of the sales funnel, and if Marketing is prepared to own the pre-qualification process. Read the Full Article

How to Sell Logistics Services: Advice from Your Prospects

If you want to know how to sell logistics services, the best people to ask are your potential customers. A while back, I surveyed 200 buyers of logistics services on the best ways to communicate with them about logistics products and services.  Their responses are outlined in this eBook. Here are the major themes that Read the Full Article

Marketing Supply Chain Services: How Do You Spend Your Time?

When marketing supply chain services or products, how do you spend your time — telling your story or getting others to tell it for you? Just guessing here, but, if you’re like most B2B marketers, you spend less time on cultivating referrals and word of mouth marketing than you should. The folks at Implisit did Read the Full Article