UPCOMING WEBINARS

Am I sourcing from the Right Country?

If you are working in the international trade arena as an importer, customs broker, or providing transportation to inland destinations, you will benefit from this webinar by being able to identify some of the PTA (Preferential Trade Agreements) and FTA (Free Trade Agreements) countries. We will review some of the timelines for expiring agreements to help avoid being caught paying duties if you or your customer are ordering just at the expiration date. Even though we may have trade agreements, subsequent duties such as ADD (Anti-dumping Duty) and/or CVD (Countervailing Duty) may be imposed and create headaches for you and your customers.

Wednesday, September 6, 2017
2:00 PM - 3:00 PM EDT
TIA Members $79
Non-members $99.

Moderator:
Will Sehestedt, Government Affairs Director, Transportation Intermediaries Association (TIA)

Panelists:
Donna Mullins, VP Education - WTC (Mullins International Solutions) R
ennie Alston, CEO - American River Group
David Spooner, Partner - Barnes and Thornburg

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Advanced Selling Techniques for Brokerage

Are you continuing to do the same thing over and over with your sales program and expecting different results? According to Einstein, that is the definition of insanity. If you’re feeling a little insane lately, come to this 3 part (1 hour per day for 3 days) webinar sponsored by the TIA and delivered by industry training leader TranStrategy Partners that will give you new and advanced selling techniques to help get your sales program moving again in the right direction. Each day, for one hour, we will cover selling techniques and sales program development ideas to help you accelerate your sales program and deliver better results.

Day One: Understanding the psychology of sales and why companies buy from you.

Day Two: Analyzing the different buying styles that your prospects have and how to sell to each of those buying styles.

Day Three: Assessing your marketing program to ensure that sales has all that they need to succeed, from lead development to the proper sales process and closing techniques.

Presented by Joel McGinley, a leading industry performance coach and trainer.  

September 12th, 13th and 14th
2:00-3:00PM EST

$295 for members of TIA and $395 for non-members

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The Harsh Realities of 3PL Sales in the 21st Century: Sales Tips that ease (but not eliminate) the Pain!
The world of 3PL selling in 2017 is far different than in 1997. The number of 3PL’s has proliferated and technology has completely reshaped the landscape. Additionally, margin pressure and continued commoditization have combined to make sales more difficult than ever before. This seminar is designed to provide a series of detailed sales behaviors and tips that will help ease the stress of the demanding nature of a 3PL sales position.

Who should participate?
* CEO’s of small 3PL firms
* Sales Managers
* Sales Coaches and Trainers
* 3PL sales representatives

Learning Objectives:
* The harsh mathematics of a 3PL sales rep in today
* The realities of selling in the 21st century for a 3PL sales rep
* Five sales rep behaviors that are making your job HARDER than it needs to be
* Thirteen sales rep behaviors that will reduce the strain of being a 3PL sales rep

Presented by James Kenny, Ph.D. professor, researcher and consultant in the areas of Strategic Marketing, Professional Selling and Sales Management.

September 19th and 20th
2:00-3:00PM EST

$200 for members of TIA and $300 for non-members

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