Filtered by category: Strategy Clear Filter

3 Things to Consider When Onboarding New Employees

One of the biggest topics across the industry right now surrounds employees. It’s no secret that many companies are out there looking to recruit and retain employees.  

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3 Ways to Level-Up Your Sales Coaching

3 Ways to Level-Up Your Sales Coaching

By: Holly LaBoda, Partner and Co-Founder, Luminaries Consulting

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Three AI tools to Help a One-Person Marketing Team

Three AI tools to Help a One-Person Marketing Team

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How to Counter the Great Resignation in Transportation and Logistics

By Conrad Winter

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Leadership in 2022: 3 Ways to Meet Your Employees’ Expectations

By: Gary Cornelius, VP Business Development, TCW

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What to do when unprecedented growth is your biggest problem.

 By Conrad Winter

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Supply Chain Breakdown 2022

With every new year comes an opportunity to foretell what lies ahead in the marketplace, and the supply chain breakdown 2022 is no different. The past several years has proven environmentally unprecedented across many fronts, including logistics and supply chains overall.

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3 Steps to Developing a High-Performance Team

This article was written by Hubtek, a tech-enabled talent solutions provider for transportation companies. 

Step 1: Search

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Game-Changing Life Hacks

By Joe Pulizzi, an entrepreneur, speaker, author and podcaster who founded the Content Marketing Institute (CMI). Joe has spoke at the TMSA Logistics Marketing & Sales Conference. 

I’m writing this on Wednesday morning, the 19 of May. In three hours, I have a virtual presentation with a local chamber of commerce about my entrepreneurial journey.

I don’t give presentations like this often. Almost all my speeches are about content marketing or 
Content Inc. But it’s a good change of pace.

The presentation has over 100 slides (I like to keep things moving), but here are three life hacks I pulled out that I either think you’d appreciate or that you may find helpful.







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Creative Partnerships vs. Outsourced Marketing Services? Know Your Risks.

Transportation and logistics marketing leaders have relied on the power of outsourcing for years to scale, grow and optimize their efforts. Ideal for small in-house marketing teams and organizations that don’t have the infrastructure to target growing audiences, outsourcing has always been an invaluable tool to logistics firms.

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6 Practical Tips to Build Carrier Relationships

In today’s market where truck capacity is tight and rates are volatile, never before has it been so critical for sales professionals in transportation to build and maintain strong, trusted relationships with your carrier partners. But as most of us know, relationships between brokers and carriers have a history of being strained. Some carriers maintain a belief that margins are much higher than they are, while brokers are working to fill a load as quickly as possible at the highest profit margin. 

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COVID Outcomes: What’s Permanent and What’s Not?

One of the top insights to come out of TMSA’s May 27 Strategic Interest Group, comprised of an even split of sales professionals, marketers and consultants, was the demise of sales travel due to the efficiencies of virtual sales meetings. 

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How to Diversify Your Customer Portfolio

When it comes to the business mix of your company, there’s truth to the old adage: “Don’t put all your eggs in one basket.” It can be important to diversify your customer base to successfully increase revenue and growth, particularly if you’re a smaller but fast-growing enterprise in transportation and logistics. But diversifying your customer portfolio also is important because if you’re concentrated too heavily on a single industry or commodity that you transport, you risk volatility in revenue and resources as demand rises and falls.  

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Your Customer: What have you Done for me lately?

If I were to ask you to think of a memorable customer experience, what comes to mind? I’m willing to bet a bad experience or two pops into your head, along with maybe a really excellent one. There are many theories why, but in general, most of us tend to remember the bad experiences more than the good experiences, unless they were particularly astounding. 

While working with a customer recently, we introduced the concept of Make-or-Break Moments. Those critical points with any customer that, depending on how you approach them, can help you accelerate your relationship, or really tank it. When things go wrong is certainly on that list, but it might surprise you that it’s also critical to consider what to do when things go right.

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If You Don't Have a Formal Customer Feedback Strategy, You Need One

By Leigh Sauter, Senior Director of Marketing and Customer Advocacy at Tucker Company Worldwide

As a marketer, it’s easy to feel a bit removed from your customer base at times. After all, we’re typically called upon to execute everything from lead generation to internal communication, working in the background while our salespeople are out in front. However, by incorporating some simple customer feedback touchpoints into your overall strategy, you stand to gain important marketing insights, a view into the health of top accounts, and the perspective to help drive customer-focused organizational improvements. 

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The Future is Now: Marketing, Sales Best Practices in Transportation, Logistics

The first-ever 2020 Logistics Marketing & Sales VIRTUAL Conference & Expo packed a punch with its informative and relevant session lineup and peer networking opportunities, all surrounding the theme, "The Future Is Now." 

Here are a few highlights:

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No offsite required: How to get your 2021 strategy set in 8 weeks

By Holly LaBoda, Partner and Co-Founder, Luminaries Consulting

Whose 2020 plans worked out the way they intended? Anyone? Bueller? 

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How to Effectively Host Virtual Meetings and Events

By Sara Black, Partner and Co-Founder, Luminaries Consulting

No one sits in the back row of a zoom classroom! That might seem like a minor detail but when everyone is front and center, it demands a different level of engagement and that’s a great thing. Last week TMSA and Luminaries Consulting partnered to offer a Virtual version of the Transportation Sales Workshop that was hosted in person last October. To our surprise, we enjoyed the session even more this time! We used tools like Slack, Zoom and Thinkific to engage learners in various ways but the best part was being “back together” with people from the industry, in a virtual environment that felt very much like the real thing. The two days went by quickly as we had a handful of large group discussions that we coined “zoom power hours”, small group breakout sessions, self-directed assignments, practice time to try new entrance strategies with prospect customers and create real time action plans for immediate application.  

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The New Golden Rule of Leadership

"Treat others how you want to be treated."  

I remember someone earlier on in my life passing along this nugget of wisdom and it made sense back then. For example, I like to be direct and straight to the point. So, as a leader, I was direct with everyone and assumed they were on the same page as me and were as short with me as I was with them. I don't like being told what to do, so I ensured everyone around me felt empowered and I expected no one to tell me what to do. I'm also a big hugger, therefore everyone gets a hug and I expected one in return (pre-Covid). I do my best to ensure people get what they need, therefore I expect everyone to make sure I get what I need. Makes sense, right?  

Let's dig in a bit deeper and think about this in terms of 4 basic human needs we have all shared since the dawn of time.  

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See Most Successful Marketing Campaigns in Transportation

What are the ingredients to a marketing campaign that packs punch and generates results? Think about the fundamentals. Once you’ve identified the business need, challenge or opportunity, you need to clearly define your goals and objectives. Many smart marketers focus on SMART goals (Specific, Measurable, Achievable, Relevant and Time-Based). Then it’s all about the development and execution of the strategy, all while measuring meaningful metrics and working toward generating the intended business results.

Along with these fundamentals, when it comes to marketing strategies in transportation and logistics, there are many unique factors to consider. Take a look at some best practices in marketing and sales specifically in this industry. TMSA recently announced 14 marketing and sales strategies that earned the 2020 TMSA Compass Award of Excellence and are considered best practices in marketing and sales specifically in the transportation and logistics world. Another 18 campaigns earned a TMSA Compass Award of Merit. Here’s a sneak peek at some of the most effective marketing and sales strategies earning the highest scores in this year’s competition. TMSA members can gain access to the full details of these award-winning programs in the Best Practices Library in the Members Only section.  

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