Strategy, Execution & Measurement VILT

Is your Sales Team still using features and benefits based sales model? If so, they are losing ground to your competitors. Training and coaching that never teaches how the buyer makes a decision and how a salesperson needs to work within these parameters will come up short in today's 3PL marketplace. This seminar uses research that teaches how a shipper buys 3PL services, what process they expect from a professional salesperson, and how to incorporate a question-based sales approach over the phone.
Is your Sales Team still using features and benefits based sales model? If so, they are losing ground to your competitors. Training and coaching that never teaches how the buyer makes a decision and how a salesperson needs to work within these parameters will come up short in today's 3PL marketplace. This seminar uses research that teaches how a shipper buys 3PL services, what process they expect from a professional salesperson, and how to incorporate a question-based sales approach over the phone.

This course will be available to you for 1 year from the date of purchase, once course access has expired you may reactivate access. Contact education@tianet.org for fees and further information.
When
6/15/2021 - 6/24/2021

Program


Date Not Specified

Description
Marketing Freight Brokerage Services in 2021
The past year has seen several disrupting forces - from COVID-19 to technological advancements and legislation - that have created chaos in the marketplace. With chaos, however, comes opportunity, and this is your opportunity to evaluate your current marketing efforts and learn how to position and align your business to thrive in the coming years. " Effects of changes/disruptions on future capacities " Understanding the importance of value proposition and value chain " Developing integrated marketing communications " Determining which media platforms to use " Measuring customer lifetime value " Understanding and utilizing regression analysis " Differentiating yourself from the competition The virtual instructor-led training is presented by John Drea, DBA, Professor of Business at Illinois College, and the creator of TIA's Marketing Transportation Brokerage Services online course. Dates June 15, 17, 22, and 24
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