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Network Analysis Takes on More Importance

By David Roush, President, KSM Transport Advisors and TMSA Member

We keep seeing signs that things are looking up for the trucking industry. Most of the relevant economic indicators are favorable for trucking. Commodities are getting stronger, oil rig counts are increasing and the housing recovery is persisting. At the same time, small businesses are feeling a greater sense of optimism, and improvements to the tax code may boost entrepreneurialism. Low unemployment rates ultimately will lead to higher wages, giving consumers more money to spend and putting more goods on trucks. 

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Congrats to TMSA Members Named IL Top 100 Logistics IT Providers

Congratulations to these TMSA members that were named on the 2017 “Top 100 Logistics IT Providers” list by Inbound Logistics magazine:

Llamasoft Inc.
Cass Information Systems
CDM Software Solutions

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Top Trends Transforming Digital Marketing

For the last three years, digital marketing has rated high in marketing and sales strategies and investments within transportation and logistics. This assessment is based from results from the TMSA Sales & Marketing Metrics Study, a compilation of current marketing and sales practices with transportation (all modes) and logistics companies throughout North America.

So what are some of the emerging trends should you be aware of when developing and managing your digital and social marketing? From the evolving world of artificial intelligence to expectations of instant communications, Stacy DeBroff, CEO and founder of Influence-Central, shares her take in a recent Forbes article. Her observations on the social and digital marketing horizon are based on research and work with more than 350 national brands last year.

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Does Your Company Allow Your Personal Brand to Grow?

By Marcus Sheridan, President, The Sales Lion and 2017 Keynote Speaker of the upcoming TMSA Logistics Marketing & Sales Conference June 11-13 at the Omni Amelia Island Plantation Resort near Jacksonville, Fla.

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.

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Congrats to 2017 Compass Award Recipients

TMSA announces the recipients of the 2017 TMSA Compass Awards Program. In its 65th year of existence, this awards program recognizes marketing and sales best practices by transportation and logistics companies that ultimately demonstrate effective execution and measurable business results.

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Content Marketing Mission Statements Don’t Exist - and it’s a Problem

By Marcus Sheridan, President, The Sales Lion and 2017 Keynote Speaker of the upcoming TMSA Logistics Marketing & Sales Conference June 11-13 at the Omni Amelia Island Plantation Resort near Jacksonville, Fla.

If you’ve seen any talk I’ve given in the last couple of years about content marketing, you’ve probably heard me beat the drum again and again of the biggest problem for content marketing today:

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See Who's Attending 2017 TMSA Conference in June

By Brian Everett, CEO, Transportation Marketing & Sales Association

There's excitement around the upcoming 2017 Logistics Marketing & Sales Conference, and registration has really heated up! The TMSA Education Committee has been working hard to develop solid content that is relevant to a wide range of marketing, sales, communication and branding professionals. We expect more than 250 attendees at the Omni Amelia Island Plantation Resort, just north of Jacksonville, Fla.

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Top 10 SEO Tips

By Steve Wiideman, CEO of Wiideman Consulting Group based in Los Angeles. He has been mentioned as an SEO expert by Entrepreneur Magazine, CNBC, and CNN. He will be presenting a TMSA Webinar on "How To Leverage SEO to Reach Buyers" on April 18, 2017.

Too many people make the mistake of spending thousands of dollars on just Pay-Per-Click (Sponsored Ads) campaigns before they realize that most people click on the non-sponsored listings more than "Sponsored Ads." There are several hundred techniques to achieve higher ranking in the search results, but these Top 10 SEO Tips are in my opinion the most valuable and timeless. They are also current, as I’m making a point to update this list respective to changes in search engine algorthims.

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Strategy: The Great Equalizer to Offset Costs of Trade Shows, Events

By Greg Lindsey, Vice President at Exhibitpro, a TMSA Affiliate member and nationally certified woman-owned business that is dedicated to assisting clients develop experiences that engage their audience in a face-to-face marketing environment. 

In the virtual world in which we live, trade shows and corporate events have become the final frontier for face-to-face marketing.

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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?

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.

Now, with a driver population that is mostly aging, white males, carriers are looking at other ways to attract new demographic groups, including women.

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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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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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