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    Give Salespeople the Skills They Need to Win NOW… Can You Afford Not To?

    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. 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
      Wed, Sept 16
    • DAY TWO
      THU, Sept 17
    10:00 AM - 11:30 AM

    Welcome & Gaining Access

    • Sales & the Buying Process
    • Selling Virtually in Today's Environment
    • Building an Entrance Strategy
    • Navigating the Barriers to Gaining Access
    • LinkedIn for Logistics
    01:00 PM - 03:00 PM

    Selling Beyond Price

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

    Navigating the Buyer's Journey

    • Customer Indicators: Goals, Challenges, Role, Industry
    • Prepare for Customer Conversations
    • Conducting Virtual Sales Calls (group breakout practice)
    01:00 PM - 02:30 PM

    Pipeline Management: Growing a Book of Business

    • Prioritizing Accounts by Potential
    • Retain & Grow Your Customer Base
    • High-Value Account Growth Activities
    • Account Action Planning
    02:00 PM - 03:00 PM

    Sales Workshop Closing

    • Key Learning & Next Steps

    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

    REGISTER NOW

    Non-Member Rate

    $599

    REGISTER NOW

    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.