Filtered by category: Strategy Clear Filter

What Can You Do With a Worthless August?

Outside it’s warm, but muggy, sunny, but hazy and beautiful, but buggy. It’s summer in all its glory, but let’s face it, August is tough. It creates tension while promising relaxation. Even those of us lucky enough to go on vacation can’t escape feeling a little anxious. It’s like we’re 13 again and know school is just around the corner.  

In this month, people can behave rashly—even erratically. As slow as August can be, one should never underestimate it. The eighth month is notorious for market swings, changes in work roles and responsibilities, vendor shifts, territory grabs and relationship changes.  

Read More

Leveraging Sales Feedback with Marketing to Drive Results

At TMSA’s Annual Conference last month, I had the pleasure of hosting a discussion group of sales and marketing practitioners on the topic of “Leveraging Sales Feedback with Marketing to Drive Results.” At first, I was fearful that it might evolve into more of the same old ‘sales wants more leads from marketing’ type of discussion. However, I was delightfully surprised at the level of interest in collaboration and openness across both functions sitting around the table! I was also surprised that the same challenges were present across multiple participating companies.    

Read More

Set Your Compass to True North

What’s the next job, folks? Internal newsletter? Customer portal on a website? Driver recruitment campaign? Whatever it is, make sure you know WHY. A solid WHY points everyone involved in the same direction toward a stronger organization. 

Likewise, a nebulous WHY has nebulous results. Here are some nebulous WHYs:

Read More

More Transportation Companies Are Looking at Sales Holistically

Sales strategy and operations are becoming more sophisticated among companies in the transportation and logistics industry. At least that’s the findings from the 2019 TMSA Marketing & Sales Metrics Study.

This year marks TMSA’s fourth annual sales and marketing metrics study. The Transportation Intermediaries Association (TIA), the Intermodal Association of North America (IANA), and Transport Topics magazine promoted participation in this study. At the 2019 TMSA Logistics Marketing & Sales Conference last week, TMSA’s CEO Brian Everett made the observation that many companies are looking more holistically at their sales strategy and operations.

Read More

TMSA Conference Insights on Shipper of Choice

Customer Experience (CX) was the theme of the 2019 TMSA Logistics Marketing & Sales Conference at Amelia Island, Florida. As marketers and sales professionals within transportation and logistics, creating a delightful experience for our shippers is often the first “Customer” we think of when we look to improve. One peer-to-peer conversation during a working lunch roundtable session with leaders from carriers, brokers, technology firms, transportation media and shippers confirmed that holding shippers accountable to providing a first-rate experience for truck drivers is an equally compelling priority.

Read More

Customer Experience (CX): Myth or Reality in Transportation and Logistics?

So what do my customers want? The savviest executives in the transportation and logistics industry are now asking this question, as evidenced at the annual TMSA Logistics Marketing & Sales Conference last week at the Omni Amelia Island Plantation Resort near Jacksonville, Florida.

“Companies in this space understand that they are in the customer experience business, and they understand that how an organization delivers for customers is beginning to be as important as what it delivers,” said keynote Robert Rose, Chief Troublemaker of The Content Advisory, a strategy, advisory and education group for The Content Marketing Institute.

Read More

4 Stages of Inbound Marketing

By Brian Everett, CEO, Transportation Marketing & Sales Association

There’s no question that the transportation and logistics industry is in a current state of rapid change, thanks to a large degree to to the evolution of technology. Shipment tracking and tracing, GPS, blockchain, and electronic messaging with customers, providers and drivers are just a few examples that are greatly impacting transportation operations.

Read More

Is a Customer Experience Strategy Critical for Transportation Companies?

By Brian Everett, ABC, Chief Executive Officer of TMSA and Senior Partner with MindShare Strategies, Inc., an association management company specializing in the management and marketing of associations in the transportation and logistics industry.

Read More

Print Magazines Dead? Bite Your Tongue (6 Reasons to Rethink Print)

By Joe Pulizzi, Content Marketing Expert, Keynote Speaker and former Consultant to TMSA, and Entrepreneur. Founder of the Content Marketing Institute and the Orange Effect Foundation.

Read More

A 4-Step Cycle for Strengthening Your Company Culture

By Nathan Sanfaçon of thinkPARALLAX. Nathan’s natural interest in sustainability and CSR gravitated him to thinkPARALLAX, where he helps to evolve the agency’s brand and works with clients on high-level strategy. He is passionate about empowering organizations to discover and celebrate their impact, in turn creating meaningful change and catalyzing long-term success.

An organization’s culture is arguably its greatest asset. Culture attracts and retains top talent, rallies employees to find innovative solutions to problems, protects the company from outside threats, and is the key driver for pushing the organization forward. So it is no surprise that instilling, nurturing, and continually strengthening a healthy and thriving culture sits at the top of the list for organizational leaders. At thinkPARALLAX, we work with our clients to strengthen their culture through extensive employee engagement, training, and professional development. The engagement tactics and communication strategies that we offer are derived from a core philosophy dissecting what a strong culture looks like, and how to go about strengthening it. We break down that philosophy here:

Read More

TMSA Seeks Chief Strategy Officer

As TMSA expands its value proposition and service offerings to members, the association's Board of Directors has approved the decision to expand staff resources that will support the growth of the association.

This newly created position, Chief Strategy Officer, will be responsible for assisting TMSA CEO Brian Everett with developing, executing, communicating and sustaining strategic initiatives of the organization. This individual also will work closely with Everett and the Board of Directors to develop the organization’s vision and strategic focus and overseeing implementation of initiatives through committee engagement and staff resources.

Read More

Top 3 Marketing Trends in 2019 to Watch in Transportation and Logistics

About the Author: Brian Everett is the CEO of the Transportation Marketing & Sales Association, and Senior Partner with MindShare Strategies. He has 25+ years marketing, sales and association management experience in transportation and logistics.

Much of my time spent is learning what’s top-of-mind with sales, marketing and business leaders in transportation and logistics. In the last 18 months, three things have constantly remained on the top of the list: lead generation and business growth, retaining and growing customers, and talent acquisition and management. These priorities take center stage with a backdrop of challenges, ranging from freight capacity issues to the driver shortage.

Read More

How to Assess ROI of Project Implementation

It’s now 2019 – and we’re now back from holiday breaks and assessing where to prioritize our time and resources. For many, budgets have now green lights and it’s “all hands on deck” to plan and implement the strategies that have been approved. However, it can be overwhelming to figure out where to start.

TMSA offers you an effective business tool we call the “ROI Estimator” to best assess the return on your investment – factoring in the ease and cost of implementation as well as the productivity return you’ll experience. If you routinely use this tool, you’re guaranteed to be able to make quicker decisions on which priorities to focus on based upon your budget, time and resources available, deadlines, and other important factors.

Read More

What Shippers Need in 2019 – and How Sales & Marketing Should React

The 2019 Third-Party Logistics Study that recently was published shows that shippers and their 3PLs continue to increase more meaningful partnerships and are collaborating more closely to accomplish their supply chain goals. Both parties seem to have a much greater awareness of what they’re trying to accomplish as well as the ways in which the availability of data and the use of technology can help them progress.

Read More

2018 In Review: Top Articles in Transportation Marketing & Sales

Learning from other marketing, sales, and business leaders is one of the most valuable ways to move your own business forward. The Transportation Marketing & Sales Association brings together market intelligence and thought leadership that's specific and unique to transportation and logistics through our TMSA Blog.

Read More

9 KPIs to Track for Proper Transportation Management

By Adam Robinson, Marketing Manager at Cerasis, a third-party logistics company with a focus on technology and managed transportation services since 1997.

Read More

Think Change is Hard? Try Unlearning Supply Chain Management

There were many sessions at the TMSA conference in June that made an impression on me, but the one on Unlearning Supply Chain Management by Adrian Gonzalez of TalkingLogistics.com, did that and more.

It was a bit of a mind bender. Did you ever see the episode of West Wing entitled “Cartographers for Social Equality” where the group of cartographers (i.e. map-makers) remove the “European bias” of the world map and propose a more “correct” depiction of earth?  

Read More

TMSA Conference Attendees Learn How to Align Marketing, Sales

Jeff Davis, Founder of jd2 Consulting Group, laid out a compelling argument for S&M alignment at the TMSA Logistics Marketing & Sales Conference this week.

Read More

Creating "Togetherness" To Drive Revenue Growth

Jeff Davis is founder of The Sales + Marketing Alignment Summit, an executive peer-to-peer event series that develops actionable insights for companies struggling to achieve alignment that drives revenue. He is a keynote speaker at the 2018 TMSA Logistics Marketing & Sales Conference.

In today’s business environment it is becoming more and more important to have strong alignment between Sales and Marketing. The Aberdeen Group’s research shows that companies that optimize the marketing/sales relationship grow revenue 32% faster. This is clear evidence that the dysfunctional and sometimes toxic relationship between these two functions can no longer exist if the organization is to succeed against the competition. Some may ask then why don’t we just appoint an executive, like a Chief Revenue Officer, and make them work together?

Read More

Empathetic-Based Listening: A Key in Strengthening Relationships

If you're going to have a successful business relationship with a customer, a team associate, or any other stakeholder for that matter, it's critical that you build credibility. This is particularly true in a business relationship. But surprisingly, only 13% of customers believe salespeople demonstrate understanding of their business challenges, according to Forrester Research’s Buyer Insight study.

You can overcome this obstacle through a concept called "Empathetic Listening," according to Eric Maddox, who used this technique while serving as an interrogator in support of operation Iraqi Freedom. Maddox's efforts were pivotal in achieving actionable intelligence from numerous detainees. During his time, Maddox created a unique methodology and technique for "Empathetic Listening" and used it to collect the intelligence which led to the exact location of Saddam Hussein – the Ace of Spades in the infamous Deck of Cards.

Read More