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One Horn Blog #9: Diagnose Your Prospect’s Pain to Customize Your Transportation Sales Message

As I mentioned in my Introductory Blog, when we bought the assets of a trucking company, there were many areas where I had to educate myself, and sales was one of them. Even though I had been out on sales calls during my consumer packaged goods marketing days, I had never had any formal sales

  • September 17, 2013
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Sales

One Horn Blog #3: Firing Customers to Increase Transportation Brokerage Profitability

Someone once told me, “If they are not paying you, they are not a customer.” During my days owning an asset-based carrier, I wasted lots of time doing collection calls. I once had a customer who owed us a lot of money and who wanted a truck to pick up some steel. I actually drove

  • June 21, 2013
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