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What I Learned at the TMSA Conference

By Jeff Davis, Sales & Marketing Alignment Expert at jd2 Consulting Group and Opening Keynote at the 2018 TMSA Logistics Marketing & Sales Conference. With rich experiences in both Sales and Marketing, Davis takes an extremely unique approach to business development that focuses on aligning both functions to create a sense of "Togetherness" and a focus on revenue generation.

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10 Reasons Google Hates Your Website - And What You Can Do About It

By Chris Peer, Owner & CEO of SyncShow. Peer presented "10 Reasons Google Hates Your Transportation & Logistics Website - And What You Can Do About It" at the 2018 Logistics Marketing & Sales Conference.

Your website has the potential to be the most important member of your logistics sales team. But just like your sales team members, your website must constantly stay at the top of its game if it's going to generate the kind of leads needed to meet your business goals. 

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Award-Winning Strategies: PeopleNet Video Intelligence


In an ever more litigious culture, collision costs are growing significantly each year. According to the Large Truck Crash Causation Statistics, in 2013, the average cost for trucking companies per accident was more than $11 million for those that involved fatalities, close to $500,000 for those with injuries and nearly $75,000 for ones that caused property damage. Without a neutral eyewitness on the scene, it’s often impossible to prove that accidents were not the fault of the truck driver.

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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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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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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. At his role at FLS Transportation Services, Jason 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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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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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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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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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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How to Hire and Develop Effective Salespeople

Identify the success factors.

To hire effectively, you have to be absolutely clear about the kind of person you are looking for. You don’t just want a job description; you want a description of the person you are seeking.

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Tips for a New Transportation Sales Rep and Manager

By Dan Goodwill, President, Dan Goodwill & Associates, Inc.

Five years ago, I posted a blog that was derived from a LinkedIn Sales Management Group. A range of people responded to the question, “What advice would you give a new salesperson?” To that list, I added my own observations.

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4 Ways to Ensure Employee Engagement

Employee engagement begins with leaders showing that they value their people and that they are willing to spend time and resources helping them capitalize on their strengths. However, studies show that only a small fraction of today’s leaders are creating an engaging environment for their people.

Engagement can be increased by creating appropriate development programs both for your leaders and your individual contributors. Start by determining what your organization needs and what goals you want to achieve. Then you’ll be ready to explore what kinds of plans and programs are available to address the specific issues, challenges, and objectives that are critical to achieving your ideal organizational state.

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Blockchain: Definitions from A to Z

Written by TMSA member TMW Systems. View the original blog post.
Blockchain technology is expected to have a tremendous impact on the transportation industry. To understand its basics and potential, begin with Timothy Leonard’s expansive white paper, “Blockchain for Transportation: Where the Future Starts,” then check out TMW Systems' blog post Blockchain Technology: The 21st Century Link For Profit and Growth and pre-recorded webinar. For further help in learning the language of blockchain, TMW Systems compiled an A-to-Z glossary from multiple sources defining the most common terms related to Blockchain.  


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5 CRM Best Practices: Developing a concise strategy for your business

By: Jennifer Karpus-Romain, Intelestream

A customer relationship management (CRM) system can give your business both a look forward and backward, and be the centralized hub for customer information. While you understand the reasons you need to use CRM software, you may struggle with getting the most from the solution.

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