Making your carrier sales team as powerful as your customer sales team
Photo: Jim Allen/FreightWaves at Edge Logistics The freight brokerage industry has traditionally focused its attention on the training and development of its customer sales staff. In a buy-sell brokerage, customer sales are incentivized to hunt and gather more freight, to bring in more revenue. In a cradle-to-grave freight broker business model, customer sales are overly […]
Carrier sales: 5 tips for negotiating with carriers
Have you ever received a counter-offer from a carrier in the process of carrier sales negotiations that made you drop your cup of coffee? Or have you ever lowballed an opening offer and heard only the dial tone as the answer? Negotiating is an integral part of all of our lives. We are all constantly […]
