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The Logistics of Logistics Podcast

Sep 25, 2018

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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)