Sep 25, 2018
Podcast Summary:
Joe is joined by Ann Holm who, in addition to being a good friend of Joe’s, is an executive coach who often works with people in the logistics field. The two inform the audience of 5 ways 3PL (third-party logistics) sales have changed, along with plenty of advice on how to deal with these changes. We also learn about a sales improvement course specifically for people in the logistics industry that Joe and Ann are co-facilitating.
Podcast Show Notes:
- 00:21 – Joe welcomes Ann Holm to the show
- 01:13 – An introduction of today’s topic: 5 Ways 3PL
Sales Have Changed and What You Can Do About it with Ann
Holm
- 5 ways 3PL sales have changed
- 02:38 – #1: Internet has given buyers unprecedented access to
product and industry information
- More control for the buyer
- Buying processed controlled by buyer
- Industry research / lists available
- Experts available
- 05:51 – #2: Purchasing professional’s involvement
- Transportation and logistics has become strategic – many more groups involved including operations, logistics, IT, finance, senior management,
- Process defined by customer
- Worldview of customer is often shaped by purchasing process
- 08:05 – #3: Distracted customers
- Online and in-person, people are distracted
- Day-to-day overload / overwhelm
- Electronic gizmos
- Multi-tasking
- 12:17 – #4: More competition and more sophisticated competition
- 3PL industry consolidation
- VC and PE investment money
- Marketing money and clout
- 14:47 – #5: The buying process begins online
- When shippers are selecting transportation and logistics providers, they are beginning with online research
- If your selling process begins with a cold call, you may be late to the game
- ..What you can do about it
- 19:07 – Defining your personal brand
- Looking at competence and the emotional connection
- 360-degree process for personal brand development
- Personal brand should be authentic and include how others see you
- 24:30 – Developing a specialization
- Be an inch wide and a mile deep – not a mile wide and an inch deep
- Specialization doesn’t limit new opportunities, it expands them
- Mistakes that Ann made early in her coaching career
- 32:35 – LinkedIn and social media
- Capturing attention with just a picture and headline
- LinkedIn best practices
- Choosing the right social media platform
- 38:23 – Engagement
- Connecting with customers in a meaningful way
- Speaking their language – being on their wave length
- Interpersonal – read their type, body language, connection beyond business, trust, rapport, relationship
- Business - Understanding their needs – walk a thousand miles in their shoes
- Understanding your type and their type
- Buyers will zone out – daydream if you can’t engage them
- For more details, check us out at LogisticsofLogisticscom or follow Joe on LinkedIn
Topic Takeaways:
- 3PL sales has changed and to stay competitive, sale professionals must adapt to the changing market and adopt new approaches
Mentioned Resources:
21st Century Sales Skills for Transportation and Logistics Professionals (Podcast)
Sales Personality Types with Ann Holm (Podcast)
Joe Lynch (LinkedIn)
Ann Holm (LinkedIn)
Training: 21st Century Sales Skills for Transportation and Logistics Professionals (Information and Registration)