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    REGISTER FOR JANUARY

    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

    • Black-LaBoda-web

      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. Over 7 “power hours” in two days, we’ll maximize learning, practice and application through a dynamic combination of group facilitated discussions, self-directed learning, practice & application, and group breakouts.

    All times are CST

    • DAY ONE
    • DAY TWO
    • DAY THREE
    • DAY FOUR
    10:00 AM - 11:30 AM

    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
    10:00 AM - 11:30 AM

    Selling Beyond Price: Leveraging an effective value proposition

    • Understanding Customer Pain points
    • Creating and Communicating your Value Proposition
    • Navigating & Responding to Objections
    10:00 AM - 11:30 AM

    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
    10:00 AM - 11:30 AM

    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

    $499

    July Registration Opening Soon
    REGISTER FOR JANUARY

    Non-Member Rate

    $599

    July Registration Opening Soon
    REGISTER FOR JANUARY

    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.