Sessions and Events

2017 TMSA Marketing & Sales Leadership Conference

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Shipper Perspectives: "The Buyer's Journey"
Transportation and supply chain decision-makers don't want to be prospected, demoed, or closed. These steps (while relevant in our world of sales and marketing) add zero value to the buyer. Learn from shippers with leading brands how they go about their own buyer's journey - from the initial phase as suspects and prospects all the way through phases of you earning their business and then doing whatever you can to exceed expectations. Learn from shippers the following:

  • What can you do to most effectively attract their attention?
  • How should you sell to the customer’s “value expectations” rather than your “value proposition?”
  • What factors drive them to ultimately close deals with their providers and partners?
  • How can you ultimately exceed their expectations and what strategies eventually help to transition them into your biggest "brand advocate?"

Shipper panelists include: Jeff LeClair, Vice President of Manufacturing & Supply Chain, Basin Holdings; Brad Richardson, Director of Logistics and Warehouse Procurement, McCain Foods USA; Scott Lane, Chief Information Officer, Sea Best Corp.; Wendy Buckley, President & Founder, Specialty Transportation & Regulatory Services. Session facilitated by Dennis Grim, Executive Producer of Sound Business and President of Business To Business Communications.