Sales Tips – P + T + W +S = Sales Success

Sales Tips – P + T + W +S = Sales Success

3 years ago

In my last blog post, I highlighted the need for a compelling value proposition as a starting point in launching a company’s sales effort. Whether you are selling a car, real estate, clothes, or freight transportation services, having a strong and differentiated value proposition helps get the attention of prospective buyers and creates a sales […]

Tips for a New Transportation Sales Rep and Sales Manager

7 years ago

Five years ago, I posted a blog that was derived from a LinkedIn Sales Management Group. A range of people responded to the question, “What advice would you give a new salesperson?” To that list, I added my own observations. While many sales techniques stand the test of time, others evolve based on changes in […]

Is it time to Outsource your Sales Operation?

7 years ago

A few years ago, I wrote a blog about some of the major changes that were and still are shaping the world of Sales (http://www.dantranscon.com/index.php/blog/entry/does-your-trucking-company-still-need-an-outside-sales-force ). In that blog, I suggested that economics, technology, and customer requirements were raising questions about the value proposition of an in-house sales team in the freight transportation industry. […]

Tips for the New Transportation Sales Rep (and his Manager)

12 years ago

For the past week I have been reading with great interest the postings on the LinkedIn Sales Management Group. As of the date of this blog posting, there have been over 40 responses to the question, “What advice would you give a new salesperson”? The tips offered were so good that I thought I would […]

Does Your Trucking Company Still Need An Outside Sales Force?

12 years ago

During my early days in the trucking industry, I spent a number of years directly or indirectly managing sales teams. At the time, the sales process was largely focused on number of personal calls per day and on customer entertainment. While service was and still is important, there was a heavy emphasis on face time […]

It’s Time for Trucking Company Leaders to Create Focused, Lean, and Productive Sales Organizations

12 years ago

The economic forecasts for the second half of this year do not look too promising. While there are a few positive signs in the United States (e.g. auto sales, new home construction), the overall trend line still remains slow or stagnating growth. The Great Recession of a few years ago taught transportation company leaders the […]