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Logistics Sales 101
INTRODUCTION
Introduction (3:14)
Why are you selling logistics services? (3:20)
What actually is "value"? (7:21)
What makes you different? (3:08)
Why real value makes all the difference? (3:16)
Competition means opportunity (2:28)
PROSPECTING
What prospecting really means (4:11)
Why you need to prospect every day? (4:06)
Areas of prospecting (5:42)
Pre qualifying accounts (3:37)
Cold calling and getting your foot on the door (6:16)
About filling your pipeline (4:02)
OPPORTUNITY MANAGEMENT
The RFQ (2:27)
Finding and winning open opportunities (4:31)
BUSINESS DEVELOPMENT
Lock down that closed account (4:49)
Cross selling vs up selling (7:38)
COMMERCIAL BEST PRACTICES
Daily, weekly and bi weekly best practices (5:28)
Closing comments (0:51)
Why real value makes all the difference?
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