Q: What is the Sales Practitioner Track
A: The Sales Practitioner Track is TMSA’s hands-on, action-focused education experience designed for sales professionals who are on the front lines every day, prospecting, building relationships, communicating with shippers, solving problems, and driving revenue.
This track is designed for you if you:
- Work in a cradle-to-grave or specialized transportation operation
- Prospect for new customers
- Manage existing accounts and relationships
- Run daily outreach across phone, email, and social
- Quote freight, negotiate, and build trust
- Communicate between shippers, carriers, and operations
- Want to sell smarter, faster, and more confidently
If you’re the one on the phone, in the inbox, chasing opportunities, and driving revenue, this track was made for you.
Q: Who Should Choose This Track?
A: This track is ideal for:
- Freight brokers
- Inside sales reps
- Account executives
- SDRs/BDRs
- Customer success associates
- Pricing/quoting coordinators
- Anyone responsible for securing or growing freight
If selling, communicating, and building relationships is part of your day, this is your track.
Q: What Will I Learn?
A: This track is all about skills you can use immediately to sell more confidently and effectively in today’s logistics market::
- Smart Prospecting & Outreach Techniques
What to say, how to say it, and how to stand out in a crowded market.
- Building Trust Quickly
Practical conversation frameworks that create confidence and credibility.
- Objection Handling & Negotiation
Learn what to do when shippers push back and how to navigate tough conversations.
- Account Growth Strategies
Turning one-load wins into consistent, meaningful business.
- Communication Excellence
Stronger email writing, call structure, follow-up cadences, and empathy-driven messaging.
- Tools & Templates
Repeatable processes that make your work easier instead of harder.
You’ll walk away with practical skills, ready-to-use scripts, and clarity, not just theory.
Q: How is this different from the Sales Leader Track?
A: Clear distinction:
- Sales Practitioner Track → how to sell better
Sales Leader Track → how to build and lead teams better
Practitioners learn the skills. Leaders learn coaching, strategy, and performance management.
Q: What’s the ROI of choosing the Sales Practitioner Track?
A:
- More Effective Prospecting = More Opportunities
You'll say the right things to the right shippers at the right time.
- Better Conversations = Higher Win Rates
Stronger communication → stronger relationships → more freight.
- Smarter Follow-Up = Fewer Lost Deals
Learn how to stay relevant without being pushy.
- Greater Confidence = More Consistent Performance
You’ll know exactly how to approach each part of the sales cycle.
- New Skills = Career Advancement
Sales reps who master communication and relationship-building get promoted quickly.
You will see the ROI in your book of business, your pipeline, and your paychecks.
Q: Why should I choose THIS track?
A: Choose this track if you want to:
- Become a stronger, more confident seller
- Close deals faster
- Build trust with shippers
- Turn leads into long-term accounts
- Improve your outreach and messaging
- Develop repeatable habits that produce consistent results
This track is for the Sales Practitioner who wants to go from “good” to “unstoppable.”
Questions We Often Hear from Sales Practitioners
Q: “I’m new to sales, will this be too advanced?”
A: Not at all! The track is built for ALL levels. Beginners get foundations; experienced reps get refinement and new techniques.
Q: “I’ve been selling for years, will I actually learn something new?”
A: Yes, because the market has changed. Shippers’ expectations, communications preferences, and buying behaviors evolve constantly. You’ll gain updated strategies plus the rare opportunity to learn alongside other experienced logistics sellers who are solving the same real-world challenges you are.
Q: “Is this focused specifically on logistics and brokerage?”
A: 100%. Everything is designed around freight sales, quoting, capacity conversations, urgency, problem-solving, and relationship-building.
Q: “Will I get scripts or templates I can use?”
A: YES. Expect:
- Outreach templates
- Follow-up cadences
- Call structure
- Objection responses
- Email frameworks
- Account growth tools
You’ll walk out with a ready-to-use playbook.
Why Sales Practitioners Matter
Sales Practitioners are the front lines of logistics. You are the voice shippers remember. You build trust, open doors, and turn opportunities into real relationships.
You drive revenue, growth, and reputation, one conversation at a time.
This track gives you the skills, confidence, and momentum to thrive in one of the most competitive industries out there.
