Session Descriptions & Networking

2017-18 TMSA Connections Seminar

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The Buyer’s Journey: A Practical Guide to Successful Marketing & Sales Results
The “buyer’s journey” is the process buyers go through to become aware of, evaluate, and purchase a new service or product. As a business leader, marketing or sales professional, if you aren’t already doing so you want to pay close attention to everything that takes place before and after the buyer make the ultimate purchasing decision. “The Buyer’s Journey” is a framework that helps to identify the progression through a research and decision process, ultimately culminating in a purchase (and repurchase).

The Transportation Marketing & Sales Association has developed a unique Buyer’s Journey Playbook that helps marketing and sales professionals in transportation and logistics successfully accomplish this. During this session, you will:

  • Gain an understanding of the three stages your prospects and customers will go through: when they realize they have a problem or issue (Awareness), when they define their problem and research options to solve it (Consideration), and ultimately when they choose a solution (Decision). 
  • Learn how to develop a 4-step process that reflects the journey of your prospective buyers: Attract suspects and prospects, convert leads, close deals and transition them into customers, and ultimately retain customers - turning them into your best advocates.
  • Identify potential marketing/sales tactics that help move the buyer through the process in your favor.
  • A panel of industry marketing and sales professionals will share their success stories and best practices on how they nurture dialogue and relationships, and ultimately generate desired action from prospects and customers to propel business forward.

Facilitator: Brian Everett, CEO of the Transportation Marketing & Sales Association. This panel discussion will feature marketing executives and sales executives in the transportation and logistics industry who are successfully adopting part or all of this concept into their marketing and sales strategies.

* Connections Seminar Content and Schedule subject to change.