Resources for Entrepreneurs

Sales Techniques By Market

Selling to Freight and Cargo Transport Businesses

In the current business climate, uncertainty is the only constant for freight and cargo transport businesses. If you're tired of sitting on the sidelines, maybe it's time to start selling to freight and cargo transport businesses.

The proper application of fundamental techniques and technology-based solutions clearly influence outcomes. But in a B2B sales environment, they may not be your most valuable assets.

Many freight and cargo transport businesses expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to freight and cargo transport businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.

Why Should a Prospect Buy From You?

The best sales programs place a heavy emphasis on customer ROI. This is especially important when selling to freight and cargo transport businesses because in this industry, tight sales and marketing budgets are the norm, and every dollar your customer invests has to lead to a financial payoff in their sales revenues and profits.

Industry Developments

Inevitably, freight and cargo transport businesses are constantly adapting to the marketplace. Companies that sell to freight and cargo transport businesses must also adapt to meet changing consumer needs. B2B businesses that take an unintentional approach to industry developments are at a significant disadvantage, especially in this industry.

Subscriptions to trade journals and networking can help your company stay abreast of developments in the industry.

Focused Messaging

Reliable lead generation systems are vital for firms that sell to freight and cargo transport businesses. Sales teams should be trained in basic lead generation as well as your company's typical prospecting routines. Lead lists obtained through legitimate third-party providers like Experian can improve the quality of your leads and reduce the workload of gathering prospect contact information.

But lead generation is only part of the story. Of equal importance is the quality of the messaging you include in your sales and marketing strategy. Remember: freight and cargo transport businesses are educated buyers who know a hollow sales pitch when they hear it. To get their attention, you'll need to create highly focused sales messages that leverages your product's differentiated features.

Have Friends Who Might Like This Article?

Tweet via @gaeblerdotcom Share this on Twitter

Let them know on LinkedIn

Ready to Learn More? We Think You Might Like These Articles:


Additional Resources for Entrepreneurs

Lists of Venture Capital and Private Equity Firms

Franchise Opportunities

Contributors

Business Glossary