Virtual Classroom Delivery October 19, 21, 26 & 28
Give Salespeople the Skills They Need to Win NOW… Can You Afford Not To?
The world of transportation and logistics sales is changing constantly, and that’s never been more true than it is right now. Buyers have access to more information, their processes are more complex, they are busier, there is more competition every day, and now salespeople who are used to meeting people face to face are grounded. We are all interacting differently and most of these changes are here to stay. Are you and your team prepared to sell successfully in this new world?
Attend this workshop to learn how to:
GAIN ACCESS TO BUYERS
Create a gaining access plan (phone, email, social, etc) designed to get you in with a prospect
SELL BEYOND PRICE
Understand pain points, create a compelling value proposition, and navigate through objections to sell value over price
NAVIGATE THE BUYER'S JOURNEY
Prepare for customer conversations and how to conduct virtual sales calls
GROW PIPELINE
Prioritize accounts by potential, retain and grow customer base, and how to build account action plans
MEET THE INSTRUCTORS
Sara Black & Holly Laboda, Co-Founders of Luminaries Consulting
Sara Black and Holly LaBoda are Partners and Co-Founders of Luminaries Consulting, specializing in organizational learning, strategy, and change. Separately, they have shaped organizational strategy, enhanced skill sets and improved performance of leading organizations such as C.H. Robinson, Emirates Group, Land O’Lakes, and Coca-Cola Enterprises. Together, they leverage their unique experience and skillset to partner with organizations looking to improve their capabilities and results.
VIEW THE SCHEDULE
This Virtual Workshop is NOT just your stodgy old sales content delivered online. We’ll meet for “power hours” 2 hours per day, for 4 days, over 2 weeks! We’ll maximize learning through a dynamic combination of group facilitated discussions, self-directed learning, practice & application, and group breakouts with your peers from the industry.
All times are CST
DAY ONE
DAY TWO
DAY THREE
DAY FOUR
11:00 AM-12:30 PM
Buying and Selling in Today’s Environment
Sales & the Buying Process
Identifying buying signals
Selling Virtually in Today's Environment
Customer Indicators: Goals, Challenges, Role, Industry
11:00 AM-12:30 PM
Selling Beyond Price: Leveraging an effective value proposition
Understanding Customer Pain points
Creating and Communicating your Value Proposition
Navigating & Responding to Objections
11:00 AM-12:30 PM
Gaining Access: Break through the clutter with compelling messages
Building an entrance strategy to gain access to a decision maker
Creating compelling messages by phone, email and voicemail
LinkedIn for Logistics
11:00 AM-12:30 PM
Account Development: Building a profitable book of business
Prioritizing Accounts by Potential
Retain & Grow Your Customer Base
High-Value Account Growth Activities
Account Action Planning
PRICING OPTIONS
Travel budget surplus? Use it before you lose it --- there’s no better time to invest in sales training and development.
TMSA Member Rate
$599
Non-Member Rate
$699
This Virtual Workshop is NOT just your stodgy old sales content delivered online. We’ll maximize learning, practice and application through a dynamic combination of group facilitated discussions, self-directed learning, practice & application, and group breakouts.
Participants will dedicate 3 hours a day to worktime over 4 separate learning days. Each day will start at 10 am central with a “power hour” focused on that day’s content and followed by self-directed learning activities that drive application and results.
SKILLS YOU NEED TO WIN VIRTUALLY
TMSA’s Sales Workshop, designed just for transportation and logistics professionals, is back and better than ever. The format is virtual, allowing you to learn from logistics sales professionals and each other without travel, and the content is also updated to fit all the selling expectations of today.
Sales fundamentals haven’t changed. How you execute them has. Get all you need to be successful with new virtual sales environments here.
This is a workshop, meaning you’ll learn concepts and tools that you’ll immediately apply to your business, walking out with a myriad of takeaways, all geared towards business growth. You’ll leave this session with:
An ideal customer profile that helps you target opportunities you can win
A value proposition that intrigues buyers
An updated LinkedIn profile that speaks to your buyers
A plan to employ the 3 C’s of Social Selling
A Gaining Access plan (phone, email, social, etc) designed to get you in with a prospect
New meetings set with your real prospects
Planned responses to your most frequent or challenging objections
Your personal considerations for determining the potential of your existing customers
A plan to retain and grow your high potential accounts
No more planes. No more conference rooms. No more dinners. Selling in new virtual environments starts here.
