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I Want You To Want Me - Cheap Trick (Assessing Motivation)

By Andrew Gulovsen, Director of Business Development, TranStrategy Partners, Inc.

Do your employees truly WANT the job or position they have? Do they wake up excited about the work that they will perform each day and how it will impact the organizational success or have you communicated how it will?  

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The Law of Compensation: The Game Has Been Forever Changed

By Chris J. Snook, author of the recently published book, “Digital Sense,” and Closing Keynote Speaker at the upcoming TMSA Logistics Marketing & Sales Conference in June. All attendees at the conference will receive a copy of the book as part of your conference registration. This article is an excerpt from the book.

Your reality today is that your customer doesn’t care about your internal battles, political hurdles, or legacy technologies’ lack of integration into your newer cloud-based ones. She doesn’t care about your struggle to retain top talent, or your troubles creating a culture unified around core values, while continuing to hit the quarterly earnings numbers. Nor does she care why, at different touch points along the customer journey, you can’t seem to deliver the same brand promise she bought into on the front end. She could give two craps about your issues and is – like all of us – no longer loyal to a brand as much as she is loyal to the need for a solution to the problem she has in that moment. She grades you only on how you deliver against it and how consistently you can meet her evolving needs over time.

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Help Me Understand - Hank Williams (Driving Sales Output)

By Andrew Gulovsen, Director of Business Development, TranStrategy Partners, Inc.

During a conversation with a 2nd generation owner of a transportation firm located outside of Baltimore, a point was brought up about stagnant growth. Business had been decent, but there was no real customer acquisition beyond transactional load volume. A deeper dive showed a stagnant culture as well. Folks who had been with the company for many years and had been strong performers in the past were no longer as productive or as effective. These employees had become complacent in their jobs.  

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What Do You Know About Recruiting Female Drivers?

By Ellen Voie, President & CEO, Women In Trucking Association - www.WomenInTrucking.org 

In the past, carriers didn’t care whether their drivers were male or female, young or old, tall or short. The goal was to hire a competent person to operate the truck. Diversity wasn’t a goal.

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Do You Really Need the Trade Media?

By Bill Fahrenwald, Executive Director, James Street Associates

Do you really need the trade media?
…and, is traditional media still relevant?

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8 Things Ridiculously Successful Salespeople Do Each Day

By Brian Everett, CEO of the Transportation Marketing & Sales Association

In all my years of working with successful professionals in sales and business development, I’ve noticed they usually share common personality characteristics and work habits. From what I’ve seen in the transportation and logistics industry, these are eight things that successful salespeople have in common:

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How to Use Keywords for Logistics Marketing

By: Rebecca Levinson, Account Strategist, Propecta
 

SEO keywords are the words and phrases on your website that match user queries (the words and phrases your audience types into search engines) and tell search engines what your content is about. They are the starting point of a good SEO strategy.

But how keywords are used has evolved dramatically. Google has a very sophisticated understanding of language, so digital marketers who hope to have any SEO success need a modern SEO keyword strategy.

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SEO and the Buyer's Journey for Logistics Brands

By Nate Dame, CEO and Founder, Propecta

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6 Keys to Jump-starting Sales

By John Boyens, Sales Productivity Expert, Business Strategist and Performance Coach. He'll also be presenting a TMSA Webinar, "Never Cold Call Again: LinkedIn Prospecting Secrets."

> Click here to register

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Matching for Employment: Analyzing Preferences for Retention & Growth

By: Beth Potratz, President and CEO, Drive My Way, Inc. 

The ever evolving world of technology continues to shape the employment relationship. Job seekers are searching for that perfect job where their career meets their lifestyle. Technology has allowed us to dissect and identify nearly every aspect of the world around us, providing unique insight into our individual preferences, skill sets, and identifiable attributes. There is no stronger case to apply this information than to the recruitment and selection process. 

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Why Work for a Company if they Don’t Allow Your Personal Brand to Grow?

By Marcus Sheridan, Principal, The Sales Lion and Keynote Speaker at TMSA's 2017 Transportation Marketing & Sales Conference.

We live in such an amazing time period. One where, assuming they are motivated, anyone can absolutely build their individual brand and bring more value to the world. Of course, the most prominent way this can be done is through all the social media and digital platforms available to each of us at a minimal cost.

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5 Content Marketing Trends to Watch in 2017

By Joe Pulizzi, founder of the Content Marketing Institute and TMSA Keynote for 2016 Transportation Marketing & Sales Conference

In what usually is a rather uneventful month for news, December proved us all wrong in 2016. A number of newsworthy activities related to the content marketing industry appeared on the radar this month, and I believe they could work as a crystal ball for content marketers as we move into 2017.

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Map Out the Buyer’s Journey for Business Results

By Brian Everett, ABC, Chief Executive Officer of the Transportation Marketing & Sales Association

Recently I’ve been hearing more conversations among TMSA members about the need to “put yourself in your buyers’ shoes.” To better understand their business, challenges, and pain points. Only then are you in the ideal position to offer them the best solution that fits their supply chain needs.

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Sales Success: An Art and a Science

By John Boyens, Boyens Group (and TMSA Affiliate member)

To ensure Sales Success month-in and month-out sales professionals must master the art as well as the science of selling!  Most salespeople focus on the art of selling.  The art includes building rapport, creating personal relationships, good communication skills, etc.  All very important!  Equally important is the science of selling.  The science includes the creation of individual success formulas, establishing activity levels and most importantly following a sales processes that is repeatable and scalable. Our Productive Selling Zone® is a 5-step, consultative sales and sales management process that ensures buyer/seller alignment. The 5 steps are:

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A focus on the big “L” in Thought Leadership

We’re continuing our blog series on Thought Leadership in today’s post, with a focus on the “Leadership” aspect of it!   We recently sat down to chat with Anne Miner, Founder and President of The Dunvegan Group, a full service marketing research firm, and long-time dedicated TMSA Member.  

Here’s a Q&A of what she shared with us:

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TMSA's Round-Up On Thought Leadership

2016 has been a terrific year for TMSA members and growing their knowledge and expertise in content marketing! We had an incredible conference with record-breaking attendance in June, receiving exceptional advice and insights from the founder of the Content Market Institute and our opening keynote, Joe Pulizzi. Joe’s keynote and many other TMSA sessions inspired us to launch a blog series all about thought leadership and content marketing.

What better way to end the year, than with a ‘round up’ of the advice from thought leaders in our very midst? As a season’s greeting and the gift of inspiration from TMSA to you, here’s what thought leaders in our industry have to say:

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TMSA 2016 In Review: Highlights of Emerging Trends in Marketing, Sales

By Scott Grady, SVP Automotive Solutions, Landstar, and Brian Everett, CEO of TMSA

The end of the year is upon us (can you believe there’s only 17 days remaining in 2016?!) As you finish your marketing and sales planning and budgets, we couldn’t let you ring in the new year without leaving you with a reflection of the many things accomplished at the Transportation Marketing & Sales Association. With more than 70 companies joining so far in 2016, we’ve seen a very positive response from the market in TMSA’s new value in helping members and their companies to make sales, marketing and communications strategies more effective, productive, and profitable. It’s been a successful year, indeed.

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Volunteer with TMSA and Build Your Leadership Skills, Network

By Brian Everett, CEO, the Transportation Marketing & Sales Association

There are some incredible things happening with TMSA driven by several factors. We're experiencing solid growth in members among all segments within North American transportation - including motor carriers, 3PLs, maritime players (port authorities and ocean carriers), technology innovators, etc. This is driven, to a large degree, by a growing interest in how to effectively drive business results through strategic and intelligent marketing and sales initiatives. 

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Using a Buyer’s Journey can Increase Revenue by 80%

By Nate Dame, CEO and Founder, Propecta

What if I told you there was one marketing strategy that could offer you an 80% annual increase in upsell and cross-sell revenue? Most companies would drop everything and start focusing on that immediately.

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What's Driving Communication & Branding Success in 2016?

By Brian Everett, Chief Executive Officer of TMSA. Part 3 of a 4-part series on "Highlights from the 2016 TMSA Connections Events."

Nearly 40 marketing, communications, and sales professionals attended two TMSA Connections events last month in Atlanta and Chicago. The next TMSA Connections event takes place in Jacksonville, Fla., Dec. 9. These events are intended to give executives an overview of key industry metrics as I report on the 2016 TMSA Sales & Marketing Metrics Study - and ultimately into "speed learning" discussion groups.

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