5 Ways 3PL Sales Has Changed and What You Can Do About It with Ann Holm

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Podcast Summary:

Joe is joined by Ann Holm who, in addition to being a good friend of Joe’s, is an executive coach who often works with people in the logistics field. The two inform the audience of 5 ways 3PL (third-party logistics) sales have changed, along with plenty of advice on how to deal with these changes. We also learn about a sales improvement course specifically for people in the logistics industry that Joe and Ann are co-facilitating.

Podcast Show Notes:

• 00:21 – Joe welcomes Ann Holm to the show
• 01:13 – An introduction of today’s topic: 5 Ways 3PL Sales Have Changed and What You Can Do About it with Ann Holm
  • 5 ways 3PL sales have changed
• 02:38 – #1: Internet has given buyers unprecedented access to product and industry information
  • More control for the buyer
  • Buying processed controlled by buyer
  • Industry research / lists available
  • Experts available
• 05:51 – #2: Purchasing professional’s involvement
  • Transportation and logistics has become strategic – many more groups involved including operations, logistics, IT, finance, senior management,
  • Process defined by customer
  • Worldview of customer is often shaped by purchasing process
• 08:05 – #3: Distracted customers
  • Online and in-person, people are distracted
  • Day-to-day overload / overwhelm
  • Electronic gizmos
  • Multi-tasking
• 12:17 – #4: More competition and more sophisticated competition
  • 3PL industry consolidation
  • VC and PE investment money
  • Marketing money and clout
• 14:47 – #5: The buying process begins online
  • When shippers are selecting transportation and logistics providers, they are beginning with online research
  • If your selling process begins with a cold call, you may be late to the game
• ..What you can do about it
• 19:07 – Defining your personal brand
  • Looking at competence and the emotional connection
  • 360-degree process for personal brand development
  • Personal brand should be authentic and include how others see you
• 24:30 – Developing a specialization
  • Be an inch wide and a mile deep – not a mile wide and an inch deep
  • Specialization doesn’t limit new opportunities, it expands them
  • Mistakes that Ann made early in her coaching career
• 32:35 – LinkedIn and social media
  • Capturing attention with just a picture and headline
  • LinkedIn best practices
  • Choosing the right social media platform
• 38:23 – Engagement
  • Connecting with customers in a meaningful way
  • Speaking their language – being on their wave length
  • Interpersonal – read their type, body language, connection beyond business, trust, rapport, relationship
  • Business - Understanding their needs – walk a thousand miles in their shoes
  • Understanding your type and their type
  • Buyers will zone out – daydream if you can’t engage them
• For more details, check us out at LogisticsofLogisticscom or follow Joe on LinkedIn

Topic Takeaways:

• 3PL sales has changed and to stay competitive, sale professionals must adapt to the changing market and adopt new approaches

Mentioned Resources:

21st Century Sales Skills for Transportation and Logistics Professionals (Podcast)

Sales Personality Types with Ann Holm (Podcast)

Joe Lynch (LinkedIn)

Ann Holm (LinkedIn)

Training: 21st Century Sales Skills for Transportation and Logistics Professionals (Information and Registration)