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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?

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It's Time for HR to Embrace People Analytics

“Talent is now the most scarce and valuable commodity on earth, so companies who really understand how to attract, retain, and manage people will win.” - Josh Bersin, principal and founder of Bersin by Deloitte, Deloitte Consulting LLP. (1)

It is undeniable that the demand for talent across the business world has been picking up for the past few years, and the things employees value most have shifted as well, partly because of generational attitudes and partly because new technologies redefining the workspace.

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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.

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1 Out of 3 Qualified Leads is Unacceptable

By Ian Addison, LinkedIn ABM. If you find this article interesting, Addison will be presenting a live TMSA webinar, "Real Account-Based Marketing Using LinkedIn," on June 1 at 11am Central. > Register Now

Before taking an Account Based Sales & Marketing approach, Schneider Logistics was seeing maybe 1 out of 5 leads engage successfully. In speaking with many other complex solution-sales companies, I am finding that has become a growing trend.

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How I Achieved Alignment With My VP of Sales

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.

I've talked to many leaders about the need to align B2B Sales and Marketing. Through those exchange of ideas, I've learned a lot about where a majority of companies are in their journey toward alignment. Now that a significant amount of attention has been directed at alignment, we are starting to see more research that helps us better understand its impact on revenue. This evidence has given more leaders confidence in taking an alignment initiative between Sales and Marketing serious. However, two major challenges persists -(1) knowing what good looks like and (2) knowing how to get started. Because of this, I wanted to share my thoughts on how I would go about aligning with my sales counterpart.

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6 Tools for Teambuilding in a Global Economy

The importance of effective teamwork has never been more critical than it is now. Why? Simply put, businesses aren’t run the way they used to be. In the past, organizations had a clear top-to-bottom hierarchy, departments were self-contained, and neat borders existed between individual roles. Such a set-up may appeal to our sense of order, but, as we all know by now, silos aren’t particularly efficient or agile in today’s business environment.

Thanks to technological innovations in an ever more global economy, a new world of possibility has opened up regarding how we conceive, develop, and deliver products and services. And it takes a new kind of teamwork to pull it off successfully.

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How Sales Can Win Before 57% of the Buyers Journey is Over

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.

There has been a lot of talk lately about the news that CEB released some time ago that shows us that the typical B2B buyer is already 57% through the purchase process before reaching out to sales. Additionally, the average number of decision makers on a typical purchase has increased from 5.4 to 6.8 according to Brent Adamson, Principal Executive Advisor at CEB.

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Transportation Spot Market Inversion

By Adrian Gonzalez of "Talking Logistics," who was named recently as another well-known industry thought leader who will be speaking at the upcoming 2018 TMSA Logistics Marketing & Sales Conference June 10-12 near Fort Myers, Florida. Sign up to follow his blog at www.TalkingLogistics.com

Shippers today find themselves in a difficult and costly situation: their routing guides are often broken and they’re having to go to the spot market to cover their loads, which is costing more than they had budgeted. The great transportation spot market inversion has occurred. What does that mean for shippers? How should they respond? And what actions should they take longer term to prepare for whatever market conditions lie ahead?

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Blockchain in Logistics and Supply Chain

A veteran of the logistics industry, Jason Ickert has more than 20 years’ experience providing creative and innovative supply chain solutions to North America’s largest shippers. In his current role at FLS Transportation Services, Jason is focused on building highly effective teams that deliver profitable revenue growth while providing an exceptional customer experience throughout their buyer’s journey. View the original article.

The Only Constant is Change.
Recently, the logistics and supply chain industry has been rife with disruption. Even though these events have significant supply chain cost ramifications I am not referring to the perfect storm (see note below) we are experiencing in the North American transport market. I am referring instead to innovative disruption, specifically the conceptual rise of the digital freight forwarder/broker, and segments of the traditional supply chain that can be digitized. 


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TMSA Member Spotlight: Port of Long Beach as an Economic Machine

A new member of TMSA, the Port of Long Beach is one of America’s premier seaports and a trailblazer in goods movement and environmental stewardship. Trade valued annually at more than U.S. $180 billion moves through Long Beach each year. More than 7.5 million container units were imported and exported in 2017 through the Port, making it the second-busiest seaport in the United States. Everything from clothing and shoes to toys, furniture and consumer electronics arrives at the Port before making its way to store shelves throughout the country. Specialized terminals also move petroleum, automobiles, cement, lumber, steel and other products.

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Framework for Success: Sales and Marketing Alignment

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.

I think that most B2B leaders across industries would agree that Sales and Marketing Alignment is a necessary transformation that needs to happen. This is a historical relationship that has suffered for many reasons. As more and more focus and information starts to be generated about this alignment, my fear is that executives will lose sight of what is important - the shiny object syndrome. Thus, it is my intent to help drive for clarity while using the great research and insights we get from industry experts. We can have all the greatest insights, research, and thought-leadership, however, if we can't make it actionable for today's leaders then it becomes useless. We need to focus on creating a framework for success.

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TMSA Explores State of the Canadian Transportation Industry

More than 40 sales, marketing and business professionals in transportation and logistics gathered April 6 at the Toronto Airport Marriott Hotel. Sponsored by the Marlik Group, this seminar highlighted facilitated discussions among attendees involving commercial freight transportation in Canada.

State of Canada’s Transportation Industry
Part of the discussion included context around the state of the commercial freight industry in North America, and how marketing and sales metrics are helping to drive productivity in the industry. Attendees expressed some concerns over potential changes in the North American Free Trade Agreement (NAFTA) and their impact on trade (and ultimately transportation and logistics activity) between companies in Canada and the United States. There’s also ongoing concern over tight trucking capacity and how to creatively address it to maximize productivity and profitability.

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4 Critical Elements of Succession Planning

You will be replaced.

Don’t feel bad; it happens to all of us. It’s the cycle of life in the business world. But whether you are taking on a new role or sailing into retirement, it’s important that the person following your footsteps is ready and able to tackle the challenge. Hopefully, that person is already on the payroll.

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TMSA Digital Marketers Conference Announced

The Transportation Marketing & Sales Association will host its first-ever TMSA Logistics Digital Marketers Conference. This two-day event will take place Oct. 15-16 in Chicago.

There's a significant trend of companies in the transportation and logistics industries to leverage digital marketing strategies to achieve business goals and revenue growth. In fact, 44 percent of marketing category spend is focused on customer acquisition and lead generation, according to the 2017 TMSA Sales & Marketing Metrics Study, with much of the budget being focused on content marketing, engagement via website and digital marketing, sales and marketing automation, and other related initiatives.

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Predictive Indicators of Leaders with High Potential

When it comes to identifying high-potential (hi-po) leaders, the 9-Box has become a familiar template, largely because of its highly publicized usage at GE. However, the template provides no guidance on how to define “high potential.” Many large organizations view high potential as the capacity to reach a certain executive level (such as Vice President) within a specific time frame (5 years, for example). But that approach is not meaningful in smaller companies with fewer management layers. Any size organization can have difficulty differentiating genuine hi-pos from people who are solid performers but have limited potential to succeed in much more complex roles.

As noted in a Harvard Business Review article (“How to Keep Your Top Talent”; May 2010), only about 30% of high-performing leaders have significant advancement potential. Put another way, 70% of high-performing leaders do not qualify as high potential! What this suggests is that a track record of high performance is a necessary, but not sufficient, factor in determining advancement potential.

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How Secure is Your Data?

Karen hall is Account Strategist for Roux, a creator of rich, creative solution for marketing strategy. Click here to see the original article

Did you know that most data breaches are opportunistic rather than targeted? I certainly didn’t until I attended a technology conference and learned so much during a session on the topic of cyber security. I am sharing some of the things I learned but all credit goes to the SMC3 conference and the panelists. 

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The Truth About That Great Deal

Ryan Caravalho is Marketing Coordinator with Approved Freight, a Dewitt Company and TMSA member. Approved Freight serves the unique shipping needs of the Hawaii and Guam trades and provides freight forwarding throughout the mainland U.S. For more information, visit www.approvedforwarders.com 



Why the cheapest international freight option isn’t always the best
Everyone is trying to save money. Whether it’s for your vacation fund, or for a company-wide initiative to ratchet down unnecessary spending, more money in your pockets means more gains at the end of the year. But for freight, like most things in life, you usually get what you pay for with the cheapest carrier. When you cut corners, and hire a subpar freight carrier, the long-term negative effects can wreak havoc on your bottom line. Underqualified carriers entice shippers with rock-bottom prices, and shippers don’t properly weigh the disadvantages before choosing.  You might save some cash up front. But over the long-term, the potential for mishaps and lost revenue grows. Finding value and expertise in a forwarder will help you more than shopping for the lowest price.






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TMSA Expands Presence in Canada

As part of its member growth strategy in Canada set forth by the Transportation Marketing & Sales Association, TMSA is hosting a Connections Seminar at the Toronto Airport Marriott April 6. This seminar highlights facilitated discussions among marketing, communications, sales and business professionals in North American transportation and logistics. Connections seminars take place throughout the year in targeted cities where TMSA has a presence in members and prospects with the intention to advance TMSA's mission: To help its members and their companies to make sales, marketing and communications strategies more effective, productive and profitable. 

The seminar will provide context around the state of the commercial freight industry in North America, and how marketing and sales metrics are helping to drive productivity in the industry. There also will be discussion and content focused on how to leverage sales and marketing to generate business. In addition, marketing and sales best practices will be available for review from such leading companies as Bison Transport, Hub Group, TMW Systems, YRC Freight, Navis, and CSX.

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How We Give Up Personal Info to Facebook and Related Apps, and What It Means to Marketers

It’s all the buzz in circles of marketers in transportation and logistics who leverage Facebook and other social media channels for their efforts. With Facebook under fire for allegedly improperly collecting and misusing the data of as many as 50 million users, it has prompted scrutiny from users and marketers alike.

Facebook’s CEO Mark Zuckerberg admitted publicly that this was a breach of trust between Facebook and the people who share their data with Facebook, and has made a pledge: “We need to fix that.”

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5 Ways Psychometrics Improve Hiring and Development

“Do psychometrics really work with regard to hiring and development?”

After all, people are the most valuable asset in an organization, so it makes sense to explore all avenues for hiring the best talent. In considering personality tests for that purpose, everyone is looking to gain a competitive advantage, but no one wants to waste money.

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