Download the audio file 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)