Filtered by author: Brian Everett Clear Filter

Getting Attention in Cold-Calling Communication

Observations by Brian Everett, CEO, Transportation Marketing & Sales Association

During our recent TMSA Logistics Marketing & Sales Conference in Nashville, I had the chance to reconnect with Ken Guest, Chief Revenue Officer of Sandler Training by The Ruby Group. His company provides sales force development and management training to businesses using Sandler training methods and has significant experience working with companies in transportation and logistics. Sandler Training by The Ruby Group is one of our TMSA Affiliate members. Ken is author of the book, Digital Prospecting, and we chatted briefly about the question I’ve heard a lot from members recently: What's the best way to approach cold-calling?

Read More

Game-Changing Life Hacks

By Joe Pulizzi, an entrepreneur, speaker, author and podcaster who founded the Content Marketing Institute (CMI). Joe has spoke at the TMSA Logistics Marketing & Sales Conference. 

I’m writing this on Wednesday morning, the 19 of May. In three hours, I have a virtual presentation with a local chamber of commerce about my entrepreneurial journey.

I don’t give presentations like this often. Almost all my speeches are about content marketing or 
Content Inc. But it’s a good change of pace.

The presentation has over 100 slides (I like to keep things moving), but here are three life hacks I pulled out that I either think you’d appreciate or that you may find helpful.

Read More

Hurricane Ida Recovery Efforts: How Can TMSA Members Assist?

Source: Kathy Fulton, Executive Director, American Logistics Aid Network/ALAN.

Read More

22 Members Named to Inbound Logistics Top 100 3PL List

"It's all about the company you keep."

This is a phrase used by many - and it holds relevant meaning for TMSA members, given the fact that 22 member companies have been named to the "Top 100 3PL List" by Inbound Logistics magazine, which is an Affiliate TMSA member. 

Read More

Listening to the Voice of Your Prospect

Many in transportation and logistics call it “consultative selling.” This means a sales approach that prioritizes relationships with shippers and other qualified buyers, and opens dialogue to identify and provide solutions to a prospect’s needs. It’s hyper-focused on the customer, rather than the product or service being sold. Ultimately, it guides the salesperson to better understand the challenges faced by the prospect so they can position their solutions in a more compelling, relevant, effective way.

Read More

5 Sales Presentation Techniques to Close More Deals

The most successful sales reps in transportation and logistics know that when a presentation is done right, making a sales presentation with impact is a high-earning skill. So make sure to invest adequate time and energy to perfect your sales presentation techniques. Don’t lead with differentiators, lead to them. And be personable and conversational. Here are five sales techniques that will help you to successful close more deals quicker.

Read More

5 Tech Trends to Influence Your Logistics Marketing in 2021

It’s expected that 2021 will be the year of continuous change in digital marketing in the transportation and logistics industry. Here are five trends to leverage.

Digital Marketing has become a major part of modern B2B marketing. More and more, practitioners in B2B supply chain marketing are providing authentic and customized content, leveraging chatbot technology, using social media marketing to a greater degree, and creating an engaging user experience. These are key trends in 2021.

Read More

The Future is Now: Marketing, Sales Best Practices in Transportation, Logistics

The first-ever 2020 Logistics Marketing & Sales VIRTUAL Conference & Expo packed a punch with its informative and relevant session lineup and peer networking opportunities, all surrounding the theme, "The Future Is Now." 

Here are a few highlights:

Read More

TMSA Members Recognized on Transport Topics Top 100 For-Hire Carrier List

Transport Topics recently announced its annual Top 100 For-Hire Carriers listing, which ranks companies based on annual revenue and includes a listing of operating units and description of services, names of top executives and type of ownership, plus data on the number of employees and equipment.

The Top 100 list also features a listing of carriers by sector, including truckload and dedicated, refrigerated, less-than-truckload, flatbed and heavy specialized, intermodal and drayage, package and courier, household goods and commercial delivery, motor vehicle and driveaway, tank and bulk, air and expedited and mail.

Read More

Marketing Budget Priorities Shift during COVID

During the COVID crisis, marketing professionals in the transportation and logistics industry have dramatically shifted the focus of their marketing dollars. Before the COVID crisis began having a significant impact on the North American economy in February of this year, a significant portion of marketing budgets in transportation and logistics were focused on customer acquisition and lead generation. In fact, according to the 2020 TMSA Marketing & Sales Metrics Study, approximately 33% of marketing budgets were focused predominantly on customer acquisition and lead gen. Another 24% of marketing budgets were focused on brand awareness, according to the study.

Read More

Purolator Leverages Video to Emphasize Key Brand Messages

More and more, video is being used strategically by marketing professionals in North American freight transportation to strengthen its brand, emphasize key messages, and engage prospects, customers, and key stakeholders. This is becoming even more commonplace as brands are brought to life in the virtual ecosystem of websites, social media, and now virtual meetings because of COVID-19.

Case in point: Purolator Inc., Canada’s leading integrated freight, parcel and logistics solutions provider. Purolator introduced a powerful video the emphasized key talking points by John Ferguson, the company's President and CEO (A sidenote: Ferguson previously served on the TMSA Board of Directors and also served as President and Chairman from 2005-2008 when he was in sales and marketing leadership roles with PBB Global and Schneider.) 

Read More

8 Ways to Zoom Like the Pro You Are

If you're anything like me, you likely have increased your interaction with customers, staff and partners 10-fold with video conference calls through this COVID situation. We have replaced most of the in-person meetings that have taken place with a virtual version - and I've heard from some TMSA members that this may become more of a general practice as companies consider a virtual workforce as a long-term option. Yes, it seems video conferencing is here to stay in some capacity.

So how do you present like a pro on these platforms? Here are eight tips:

Read More

Significant Growing Trend: Use of Technology in Marketing, Sales

Technology innovation and digitization are disrupting almost every process across transportation and logistics enterprises, ranging from methods of shipment, freight management, and supporting administration activities such as documentation and freight payments.

Market demand shifts such as same-day shipping and last-mile delivery are game-changers, and emerging blockchain technologies are rapidly accelerating the changes and innovation within the industry.

Read More

The Power of Video

By Michael Cardwell, President, Digital Brew

As an affiliate member of TMSA, we at Digital Brew know how chaotic the essential supply chain industry can get, even without a pandemic sweeping the nation. And when information changes without a moment’s notice, it becomes extremely difficult to keep everyone in-the-know. 

Read More

Halo Branded Solutions Offers TMSA Members COVID-19 Protective Masks for Operations Workforce


Read More

Coronavirus and Your Workplace

Addressing Sick Leave, FMLA, Pay, Privacy, and Actions You Need to Take

By Terri L. Dougherty, PHR, SHRM-CP, J. J. Keller & Associates, Inc.

The outbreak of coronavirus disease 2019 (COVID-19) presents new challenges in the workplace as employers strive to keep businesses running, comply with regulations, and support the health and well-being of their workforce. A business’s response to this crisis needs to minimize the spread of the disease in the workplace while reducing the risk of noncompliance with Occupational Safety and Health Act (OSHA) regulations and employment laws such as the Family and Medical Leave Act (FMLA) and Americans with Disabilities Act (ADA).

Read More

COVID-19 Outbreak is a Crisis: How Are You Managing Your Issues?

The COVID-19 (coronavirus) is a crisis with complex potential impacts on companies in transportation and logistics. According to some attendees at the TMSA Connections event at MODEX in Atlanta yesterday, shippers are implementing new procedures for professional truck drivers making deliveries and arriving for pickups. Third-party logistics providers and motor carriers are being asked by their customers to provide them with detailed information about how they’re addressing this crisis in their own operations to help them maintain a safe, secure supply chain.

Read More

Google Considers Penalizing Slow-Loading Websites

Internet search giant Google is playing with the idea of identifying slow-loading websites by displaying a “Usually loads slow” splash screen in place of a homepage when someone is trying to visit such sites, according to an article in Transport Topics. The move, which Google detailed in a recent blog post, would have a chilling effect on any transportation industry website that Google deems too slow to load. A “Usually loads slow” splash screen served up by Google would pretty much be the kiss of death to your website, encouraging a web surfer to move along to a competitor’s site with better performance.

Read More

Meet Our TMSA Board Members at Large

TMSA is a volunteer-led professional association, and we have built the strength of our community as an association through the hard work, dedication, creativity, and strategic leadership of our volunteer leaders. The third of a three-part series recognizing our volunteer leaders, this article recognizes the members at large of the TMSA Board of Directors - individuals who volunteer their time, talent, and expertise to help the organization become the best it can be in serving marketing, sales and business leaders in the transportation and logistics industry.

Lina Acosta, Chief Marketing Officer, GLT Logisticsgives back in knowledge and empowerment to the industry. She's volunteers as a member of the Board of Directors at the TMSA and as the Vice President of Programs and Marketing Chair for the CSCMP South Florida Roundtable. "I have also created with GLT an educational program for people working in the logistics and supply chain business called GLT Logistics Sessions," says Acosta. "These sessions are events that offer insightful material about specific business topics, providing information and tools that attendees can apply on a daily basis, boosting efficiency and developing higher skills in the people of our industry." In fact, earlier in February Lina hosted TMSA's CEO Brian Everett to present a session in Miami on the importance of marketing, sales, and business strategy in transportation and logistics. 

Read More

TMSA Recognizes the Volunteer Leaders of its Many Committees

TMSA is a volunteer-led professional association, and we have built the strength of our community as an association through the hard work, dedication, creativity, and strategic leadership of our volunteer leaders. The second of a three-part series recognizing our volunteer leaders, this article recognizes the current chairpersons of TMSA’s many committees. All of these individuals also serve on the TMSA Board of Directors.

One of the primary ways TMSA members find value from their involvement in the association is by gaining access to relevant content and education through monthly webinars, our annual conference in early June, and specialty programming such as TMSA Sales Training Workshops and the TMSA Digital Transformation Conference in the fall. Co-Chairs of the TMSA Education Committee are:

Read More