Five More Great Books about Sales

Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling by Art Sobczak

Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff

The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies by Chet Holmes

Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less by Dan Englander

The Sales Bible: The Ultimate Sales Resource, Revised Edition by Jeffrey Gitomer

 

Best Transportation & Logistics Blogs

Best Transportation and Logistics Blogs

 

1.  Logistics Management

@LogisticsMgmt

Logistics Management originated as a monthly print publication for logistics professionals, launched way back in 1962. Since that time, it’s evolved into the go-to site for industry pros with the latest news and industry happenings daily. Today, two annual publications supplement the daily news and regular blogs covering the field of logistics.

Three posts we like from Logistics Management:

2.  Logistics Viewpoints

@logisticsviewpt

Logistics Viewpoints aims to provide logistics professionals with “clear and concise analyses of logistics trends, technologies, and services,” with lead contributors bringing more than 25 years of experience to the table. A joint venture between Adelante SCM and ARC Advisory Group, Logistics Viewpoints has been reporting on current industry news and trends since January 2009.

Three posts we like from Logistics Viewpoints:

3.  Lean Logistics Blog

@LeanCor3PL

The Lean Logistics Blog is an open forum for the discussion of lean logistics and supply chain best practices. LeanCor, the company behind this blog, has been a trusted supply chain partner since 2005, “delivering operational improvement and measurable financial results.”

Three posts we like from Lean Logistics Blog:

4.  WFP Logistics

@WFPlogistics

WFP Logistics is run by the World Food Programme, the world’s largest humanitarian organization that fights hunger worldwide. The organization’s blog focuses on logistics in the food industry, covering topics such as improving supply chain efficiency to better meet the needs of third-world countries.

Three posts we like from WFP Logistics:

5.  CPG Logistics

@kaneisableinc

CPG Logistics  is a blog run by KANE, an able logistics specialists, which had humble beginnings in Northwestern PA back in 1930 but has since grown to a fleet of more than 140 power units and 800 trailers—and over 6.5 million square feet of 3PL warehouse space and 16 U.S. distribution centers. Clearly, no further explanation needed that these guys know their stuff.

Three posts we like from CPG Logistics:

6.  Freight Dawg

@freightdawgcom

Eric J. Joiner, Jr. brings his 30-plus years of experience to his blog, Freight Dawg, which covers topics ranging from careers in logistics to supply chain and logistics technology and strategy. Joiner aims to provide industry-level commentary of interest to both logistics and supply chain professionals.

Three posts we like from Freight Dawg:

7.  Lynden

@LyndenInc

Lynden is a freight shipping and logistics company, providing air, water and land travel to challenging areas such as Western Canada, Russia and Alaska. Services include scheduled and charter barges, rail barges, intermodal bulk chemical hauls, domestic and international forwarding and much more, encompassing virtually all transport and logistics services for clients around the world.

8.  DCVelocity.com

DCVelocity is a digital magazine covering transportation, material handling, technology and strategy. Several leading experts serve as blog columnists, such as Kate Vitasek, a nationally recognized innovator in the practice of supply chain management, and Steve Geary, an adjunct faculty member at the University of Tennessee’s College of Business Administration faculty member at The Gordon Institute at Tufts University, where he teaches supply chain management.

Three posts we like from DCVelocity:

9.  Supply Chain Brain

@SCBrain

Supply Chain Brain is a leading digital publication covering all things supply chain. The Think Tank blog, run by editors of Supply Chain Brain, covers all the latest trends, technology and newsworthy happenings related to supply chains and supply chain management.

Three posts we like from Supply Chain Brain:

10.  Modern Materials Handling

Modern Materials Handling is a robust resource for logistics professionals, including guides, white papers, webcasts, a news feed, blogs and more for all the latest trends and news spanning the industry.

Three posts we like from Modern Materials Handling:

11.  Supply Chains Rock

@supply_chain

Who said supply chains are boring? That’s the tagline of Supply Chains Rock, which focuses on the engaging and interesting aspects of supply chain management and technology. The blog’s publisher, Christopher Sciacca, is an IBM employee who discusses the way the supply chain works in a way that relates to both consumers and industry professionals.

Three posts we like from Supply Chains Rock:

12.  3PL Wire

@3PLwire

3PL Wire, founded in 2006, is a premier resource for logistics and supply chain professionals. Authors “Swizstick” and “Splatty” bring more than 20 years of experience to the table, hailing from the carrier and importer logistics industry. The blog covers industry news, supply chain security, 3PL trends and more.

Three posts we like from 3PL Wire:

13.  Food Logistics

@FoodLogistics

Food Logistics features its own blog, with Editor-In-Chief Lara Sowinski providing commentary related to the food supply, transportation and logistics fields. There are also a number of valuable guest contributions from leading industry experts.

Three posts we like from Food Logistics:

14.  Strasburger Price LLP

@Strasburger

Strasburger Price, LLP’s Transportation & Logistics Blog covers the logistics and transportation industries from a legal perspective. With the many rules, regulations and red tape to work through in the logistics field, this blog is a valuable resource for keeping tabs on the latest guidelines.

Three posts we like from Strasburger Price LLP:

15.  PLS Logistics

@PLSLogistics

Founded back in 1991, PLS Logistics Services has become one of the leading logistics management services providers in the U.S. The company ships nearly one million loads annually across all major freight modes. A visit to PLS Logistics’ blog reveals insights on industry news and trends, advice for cutting costs, improving processes and reducing transport impacts on the bottom line.

Three posts we like from PLS Logistics:

16.  Trinity Logistics

@Trinity_Tweeps

Trinity Logistics began back in 1979 with a single location and three employees. Today, the company spans 90 locations across the U.S., employs more than 200 people and prides itself on providing superior customer service. The Trinity Logistics blog includes insights into the company’s culture, creating a level of transparency for improved customer relationships. Other topics include regulatory news and industry changes alongside plenty of advice on logistics management.

Three posts we like from Trinity Logistics:

17.  Women and Logistics

@Women_Logistics

The field of logistics has traditionally been one primarily led by men, but that tide is turning. Women and Logistics emphasizes the increasing role of female leaders in the logistics field. Founder Jean Regan, also President, CEO and Chairman of the Board of TranzAct Technologies, also blogs on Finding Balance.

Three posts we like from Women and Logistics:

18.  The Logistics of Logistics

@The_LOL_

The Logistics of Logistics, hosted by Joe Lynch, covers all things logistics, including technology, roundups of the best resources encompassing various facets of the industry and more. In addition to Lynch’s insightful commentary, you’ll find white papers, webinars, news and events and more.

Three posts we like from The Logistics of Logistics:

19.  Inbound Logistics

@ILMagazine

Inbound Logistics is a digital publication focused on the field of inbound logistics.  Databases of the top 100 providers in key segments of the supply chain industry, free downloads of logistics planners, website directories and more supplement the articles and commentary encompassing every aspect of the industry.

Three posts we like from Inbound Logistics:

20.  Supply Chain and Logistics Blog

@bruceosm

The Supply Chain and Logistics Blog is run by Bruce Hartman, who holds a Ph.D. in Operations Research and Supply Chain Management. Dr. Hartman is currently a Professor at the University of Saint Francis and weighs in regularly with his perspective on industry news related to supply chains, operations management, logistics and similar topics.

Three posts we like from Supply Chain and Logistics Blog:

21.  The Voyager

@logilityinc

The Voyager is a blog run by Logility, a supply chain management software provider. The editorial team consists of industry leaders with years of experience in enterprise software, operations and technology management, inventory optimization, globalization and more.

Three posts we like from The Voyager:

22.  Logistics Portal

@LogisticsPortal

Logistics Portal is a hub of all things logistics from around the Web. Editor Nick Matyas contributes insightful commentary and reports on the latest news impacting the logistics and supply chain industries.

Three posts we like from Logistics Portal:

23.  Network Global Logistics Blog

@NG_Log

A “leader in mission-critical delivery and efficient distribution for freight, supply chain and warehousing as well as critical parts and same day delivery needs,” NGL got its start in 1971 as an air courier company specializing in first flight courier services. NGL’s blog covers supply chain and logistics news, advice and resources for industry professionals.

Three posts we like from Network Global Logistics Blog:

24.  Ryder Exchange

@RyderPR

Ryder’s Exchange blog provides “thought leadership on a variety of fleet, supply chain and logistics-related topics.”  You’ll find industry trends, hot topics, news and features, best practices and more—for both the logistics beginner and seasoned professional.

Three posts we like from Ryder Exchange:

25.  ADS Logistics

@ADSLOGISTICS

ADS Logistics Co, LLC offers a range of logistics and supply chain services, including warehousing, over-the-road trucking and more. The company’s blog focuses on a variety of news and issues affecting the trucking, supply chain and logistics fields.

Three posts we like rom ADS Logistics:

26.  BlueGrace Logistics

@MyBlueGrace

BlueGrace Logistics is a transportation management company with the goal of providing customers “with superior supply chain management services and best in class technology at the lowest possible cost while providing customers with the above and beyond level of customer service they deserve.” BlueGrace Logistics’ blog covers topics ranging from shipping, management, logistics and more.

Three posts we like from BlueGrace Logistics:

27.  Blue Horseshoe Solutions

@bhsolutions

Blue Horseshoe Solutions provides expert management and strategy consulting, system design, implementation, optimization and distribution design services. Blue Horseshoe’s blog covers news and events related to distribution and related technology, software tutorials, management strategy advice and resources and much more. On July 8, 2013, Microsoft announced that it would acquire Blue Horseshoe’s warehouse and transportation management solutions for Microsoft Dynamics AX.

Three posts we like from Blue Horseshoe Solutions:

28.  Quiet Logistics

@QuietBot

Quiet Logistics consists of a team of executives with a combined 235 years of experience in 3PL, warehouse management and material handling automation technologies. The blog, launched in March 2013, covers third-party logistics, distribution, fulfillment, inventory management and more.

Three posts we like from Quiet Logistics:

29.  @ Supply Chain Management

@chris_j_abraham

Chris Jacob Abraham, who works as a senior consultant in the Fab PowerOps group at IBM, blogs at @ Supply Chain Management. Abraham has also had a company acquired by IBM and brings a vast amount of prior experience to the table. Abraham blogs about leadership, reverse logistics, Six Sigma and related topics.

Three posts we like from @ Supply Chain Management:

30.  Extreme Factories

@xtremefactories

Extreme Factories is “a set of tools that allows a company to simply and effectively set-up, monitor and follow-up a business innovation process.” The blog covers all things related to innovation, optimization, process flow improvement and other productivity-enhancing resources.

Three posts we like from Extreme Factories:

31.  PNG Logistics

@PNGLogistics

PNG Logistics  is a full-service 3PL company, helping clients lower their freight costs and increase shipping efficiencies. The PNG Logistics blog covers supply chain news, technology, transportation and more.

Three posts we like from PNG Logistics:

32.  Blogistics

@ODWLogistics

ODW Logistics is an industry leader in supply chain solutions and a full-service 3PL provider supporting companies of all sizes. Blogistics, the official company blog, covers leadership, technology, optimization and more.

Three posts we like from Blogistics:

33.  About.com Logistics/Supply Chain

@AboutLogistics

Martin Murray, author and senior supply chain management consultant, serves as the About.com Guide to Logistics and Supply Chain. Murray covers strategy, importing and exporting, RFID, operations, green supply chain and other topics of interest to professionals in the logistics and supply chain industries.

Three posts we like from About.com Logistics/Supply Chain:

34.  Material Handling & Logistics

@out_logistics

Material Handling & Logistics is a news and information portal geared specifically towards top-level executives and managers who are either buyers or providers of outsourced logistics services. This is a frequently updated news site covering all the latest industry and company news related to logistics and supply chains. Webinars, white papers and more add to this robust collection of logistics resources.

Three posts we like from Material Handling & Logistics:

35.  Logistics Online

@LogisticsOnline

Logistics Online is a news resource covering logistics, supply chain and transportation solutions. Topics encompassing technology, company news and industry happenings and more are covered. Logistics Online also offers a free newsletter and has an active Twitter presence to keep you up-to-date on industry happenings. Note: Free registration is required to view full content.

Three posts we like from Logistics Online:

36.  Automotive Logistics

@Auto_Logistics

Automotive Logistics covers the full spectrum from logistics to supply chain in the automotive industry. Automotive Logistics started off as a magazine but has evolved into a comprehensive provider of news, connections and intelligence both in-print and online.

Three posts we like from Automotive Logistics:

37.  DataNow Global

@DimensionData

DataNow Global is a blog run by Dimension Data, an ICT services and solutions provider. DataNow Global emphasizes the technological aspects of the logistics and supply chain fields, including software, UCC solutions, collaborations and more.

Three posts we like from DataNow Global:

38.  Lean Logistics

@LeanLogistics

A global service provider of transportation management system (TMS) applications and supply chain services, Lean Logistics covers the latest trends in transportation management. “The LeanLogistics Transportation Network empowers shippers, carriers and other participating members to reduce costs, improve services and gain complete visibility.”

Three posts we like from Lean Logistics:

39.  Cerasis

@Cerasis

Cerasis, a freight logistics company and TL broker, offers proprietary freight management software and integrated managed services to ship LTL and TL freight. The Cerasis blog covers manufacturing, logistics, supply chain, management and other topics of interest to industry leaders.

Three posts we like from Cerasis:

40.  Evans Distribution Systems

@EvansDist

Evans Distribution Systems is a 3PL provider based in Detroit offering warehousing, transportation, packaging, inspection and other services to streamline the distribution process for companies. The blog covers everything from career information for prospective logistics and distribution students to technology and industry news.

Three posts we like from Evans Distribution Systems:

41.  Penske

@PenskeNews

Penske is “a global provider of logistics, transportation and distribution services.” Penske’s blog covers company news, industry impacts, alternative fuels, technology, distribution, supply chain and related topics.

Three posts we like from Penske:

42.  Weber Logistics

@WeberLogistics

Weber Logistics is a leader in warehousing, logistics, freight management and retail compliance serving the West Coast. The blog addresses issues in warehousing, transportation, reverse logistics and other industry-relevant news and information.

Three posts we like from Weber Logistics:

43.  Transportfolio Blog – C.H. Robinson

@CHRobinsonInc

C.H. Robinson is one of the largest 3PL providers in the world, founded back in 1905. C.H. Robinson’s Transportfolio Blog covers regulation, distribution, compliance, collaboration and more topics of interest to industry professionals.

Three posts we like from Transportfolio Blog:

44.  Dedola Global Logistics

@DGLSupplyChain

Dedola Global Logistics  is a family-owned freight company with customers spanning the globe. The blog features a weekly roundup post covering the latest happenings in the world of global logistics, port profiles, interesting facts and definitions, and other supply chain and logistics information.

Three posts we like from Dedola Global Logistics:

45.  Logistics Bureau

http://www.logisticsbureau.com/blog/.

Logistics Bureau is the leading supply chain and logistics consulting firm in Australia and SE Asia. I hope we can make your list next time 

These 45 blogs provide plenty of food for thought and valuable resources to any professional working in or affected by the field of transportation and logistics. Whether your company delivers goods or provides services, the information provided by these organizations and publishers is likely to impact you—and we strongly suggest staying abreast of what’s going on in the logistics industry.

 source:  Nicole Pontius @ Camcode

5 Key Selling Tips: Have the Mindset of a Doctor!

For me, no matter what you sell, a consultative selling approach will get the job done.

Here are my top 5 key tips to make sure that your selling interactions are more effective:

1. Have The Mindset Of A Doctor

I want you to take your salesperson’s hat off for a moment and instead put your doctors hat on.

Like with any doctors consultation they will ask you lots of questions before writing out a prescription - you need to use the same approach.

2. Find Out The Key Drivers For Change

In order of importance your buyers will take action more on:
  • Pain
  • Fear
  • Pleasure
So while performing your doctor’s diagnosis bear this in mind.

You’ll want to uncover the pain, the fears and the pleasures from your buyers.

Only then will they be “motivated” to take action.
 
3. Focus On Them And Not On Winning The Deal

If the need for the commission and sale is greater than your desire to help the buyer then this will show.

Come from the mindset that you are there to help them and get what’s best for them rather than doing everything you can to “win” the deal.

4. Don’t Be Afraid To Push Back

Sometimes, your buyers may not be open to what you are asking.

They might be difficult to get on with and might be withholding information.

If they are like this then beware.

My experience tells me that they might have already made up their mind on who they are going with and are just using you for either:

1. Further education and ideas
2. A comparison
3. Company policy states they need to get quotes from 3 different vendors

Don’t be afraid to push back and walk away if it’s not right.

5. Appreciate Different Buyer Types

Don’t treat others as you’d like to be treated yourself.

Yes, that’s right!

Don’t treat others as you’d like to be treated yourself!

Instead, treat them as they would like to be treated!

Some of your buyers will be very analytical and detailed, others will not have a moment to spare.

How will you sell to these different personality types?

It’s not a one size fits all approach.

Some buyers will need facts and figures - the detail.

Other buyers will need a high level overview and the bottom line in a “no fluff” way.

Consultative selling done in the right way is a very powerful approach.

Keep the methodology simple and you won’t go far wrong.

If you remember nothing about it at all and your mind goes blank then just approach your sales interactions like a doctor would in meeting with a patient.

And remember…….

Prescription before diagnosis is malpractice!
 
To your success!
 
 

by Sean McPheat

Sales Authority, Bestselling Author & International Speaker

Managing Director - MTD Sales Training

http://www.mtdsalestraining.com 

Telephone: 0800 849 6732

Email: enquiries@mtdsalestraining.com