Are you in a rut coaching your sales team and need a quick refresher course on the 3PL sales process to jump-start your coaching efforts? Do you work for a 3PL firm that brought you on during COVID and you never got a firm grasp of the fundamentals of selling to shippers? It doesn’t matter if you are a sales coach or a rookie this Virtual Instructor Lead Training (VILT) program is designed for you.
- Review the steps of the sales process and how to effectively perform each step.
- Learn which steps of the sales process are most critical to success.
- Learn the best and worst ways to open a sales call.
- Learn the different categories of sales call questions and how they impact sales success.
- Learn that objection prevention is a far more critical skill than objection handling.
- Learn the sales behaviors that sales representatives engage in that make selling harder.
- Learn why closing is the most over-rated aspect of the sales process and how to do it correctly.
- Learn the best way to develop your professional selling skills.
- Learn how to immediately evaluate your sales call after you hang up the phone.
Instructor: Dr. Jim Kenny
Cost for TIA Members: $650
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This online course is meticulously crafted to empower aspiring freight brokers and industry professionals with the fundamental knowledge and skills needed to excel in carrier freight brokerage operations. Whether you're a novice eager to enter the field or a seasoned professional looking to refine your understanding, this course is tailored to meet your needs.
Key Learning Objectives:
- Brokerage Basic Terms & Understanding
- Scheduling
- Truck & Trailer
- Load Details
- Carrier Relationships
- Accessorials
- Risk Management
- Effective Communication:
Case Studies and Practical Applications: Apply your newfound knowledge through real-world case studies, simulations, and practical exercises to reinforce key concepts and enhance problem-solving skills.
By the end of this course, you'll emerge well-equipped to navigate the dynamic world of carrier freight brokerage operations, armed with the foundational skills and insights needed for a successful and fulfilling career. Enroll now and embark on a journey toward mastering the basics of carrier operations.
Cost for TIA Members: $650
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This online course is specifically designed for freight sales managers seeking to enhance their skills in matrix management and analysis. In the dynamic world of logistics and transportation, a data-driven approach is crucial for success. This course equips participants with the knowledge and tools to effectively manage sales teams, analyze key performance metrics, and make data-informed decisions to drive revenue growth.
Course Objectives:
Upon successful completion of this course, participants will be able to:
- Understand the principles of matrix management and its application in the freight sales context.
- Use data analytics to evaluate and improve sales team performance.
- Develop and implement sales strategies that align with organizational goals.
- Identify key performance indicators (KPIs) and use them to drive decision-making.
- Utilize diagnostic tools to address sales challenges and seize opportunities.
Course Format:
This virtual instructor-led course has self-paced and live virtual aspects, allowing participants to study at their convenience, while also providing access to a subject-matter expert. Each module includes video lectures, reading materials, case studies, and interactive assignments. Participants will have access to a discussion forum for networking and collaborative learning.
Cost for TIA Members: $650
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This comprehensive online course is designed for professionals in the freight brokerage industry who wish to enhance their legal expertise and stay ahead of the ever-evolving regulatory landscape. It provides a deep dive into the legal aspects of freight brokerage, covering topics such as claims management, contract negotiation, and industry-specific agreements. By the end of this course, you will have the knowledge and skills necessary to navigate the complex legal challenges of the freight brokerage world with confidence.
Course Objectives:
Upon successful completion of this course, participants will be able to:
- Understand the legal framework of the freight brokerage industry.
- Effectively manage claims and disputes in compliance with industry regulations.
- Review legally sound contracts and agreements.
- Identify and mitigate legal risks in freight brokerage operations.
- Apply legal knowledge to make informed, strategic decisions that benefit their brokerage business.
Course Format:
This virtual instructor-led course has self-paced and live virtual aspects, allowing participants to study at their convenience, while also providing access to a subject-matter expert. Each module includes video lectures, reading materials, case studies, and interactive assignments. Participants will have access to a discussion forum for networking and collaborative learning.
Cost for TIA Members: $650
Click the registration button to view the full schedule:
A common complaint among brokerage owners is that their employees do not have enough of a sense of urgency. There are many possible reasons for this problem, but two of the most common are poorly defined roles and poorly designed and managed compensation plans. This seminar will look at the different organization models in use by brokers that help improve role clarity, and the various pros and cons of each for different situations. It will also review the different compensation approaches (there are far more options than just a straight commission plan!) and give your ideas for different methods you can use to increase the sense of urgency among your staff, and drive more profits to your bottom line.
Instructor: Beth Carroll
Cost for TIA Members: $650
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If you’ve been involved in any part of the recruiting process, you know that it’s hard work! Recruiting new employees takes time and effort, and it's essential for companies to have a clear strategy and process to ensure you find and retain the best talent for your organization. Having the right people on the team is a company's biggest competitive advantage and greatest asset when it comes to securing and retaining the right talent. Because of this, it's necessary to put efficient and clear processes in place to manage communication, integrity and alignment with your internal team.
Seminar attendees will have the unique opportunity to discuss specific hiring challenges that prevent them from securing the right person for the job. Through interactive conversation and small group exercises, attendees will learn how to leverage their company values, professional growth opportunities and employee engagement to create an employee centric culture that is key for new hire recruitment and existing team member retention.
Cost for TIA Members: $650
Click the registration button to view the full schedule:
Elevate your career in the freight brokerage industry by mastering the art of Strategic Carrier Sales Leadership. This comprehensive course is designed to empower freight brokers with advanced skills in carrier relationship management, sales strategy development, and leadership techniques essential for success in a competitive market.
Key Learning Objectives:
- Advanced Carrier Relationship Management
- Strategic Sales Planning
- Negotiation Mastery
- Data-Driven Decision Making
- Leadership in Carrier Sales Teams
- Sales Performance Metrics and KPIs
- Market Trends and Competitive Intelligence
- Technology Integration for Carrier Sales
- Problem-Solving and Decision-Making in Carrier Sales
- Ethics and Professionalism in Carrier Sales
This course is designed for experienced freight brokers and industry professionals seeking to elevate their skills and take on leadership roles in carrier sales. By the end of this program, participants will possess the strategic mindset and practical tools needed to excel in the competitive landscape of carrier sales leadership. Join us and unlock the potential for personal and professional growth in the dynamic field of freight brokerage.
Cost for TIA Members: $650
Registration Link Coming later in 2024
In an era where data reigns supreme, mastering the art of data-driven marketing is essential for success in the freight brokerage industry. This course, "Data-Driven Marketing Strategies for Freight Brokers," is tailored to equip professionals with the knowledge and skills needed to leverage data effectively, enhance marketing strategies, and drive business growth in a competitive landscape.
Key Learning Objectives:
- Understanding Data in Freight Brokerage
- Data Collection and Analysis Tools
- Customer Segmentation and Targeting
- Predictive Analytics for Demand Forecasting
- Personalized Marketing Campaigns
- Performance Metrics and Key Performance Indicators (KPIs)
- Digital Marketing Strategies for Freight Brokers
- Competitive Analysis and Benchmarking
- Automation and Marketing Technology Integration
- Ethical Considerations in Data-Driven Marketing
This course is ideal for marketing professionals, freight brokers, and industry enthusiasts aiming to elevate their marketing strategies through data-driven insights. Join us to unlock the potential of data in revolutionizing your marketing approach and stay ahead in the dynamic world of freight brokerage.
Cost for TIA Members: $650
Registration Link Coming Later in 2024
Are you in a rut coaching your sales team and need a quick refresher course on the 3PL sales process to jump-start your coaching efforts? Do you work for a 3PL firm that brought you on during COVID and you never got a firm grasp of the fundamentals of selling to shippers? It doesn’t matter if you are a sales coach or a rookie this Virtual Instructor Lead Training (VILT) program is designed for you.
- Review the steps of the sales process and how to effectively perform each step.
- Learn which steps of the sales process are most critical to success.
- Learn the best and worst ways to open a sales call.
- Learn the different categories of sales call questions and how they impact sales success.
- Learn that objection prevention is a far more critical skill than objection handling.
- Learn the sales behaviors that sales representatives engage in that make selling harder.
- Learn why closing is the most over-rated aspect of the sales process and how to do it correctly.
- Learn the best way to develop your professional selling skills.
- Learn how to immediately evaluate your sales call after you hang up the phone.
Who should attend:
- Sales Managers who actively coach salespeople.
- New Sales Representatives with less than one year’s experience.
- Sales Representatives who feel rusty and want to brush up on their sales skills.
This Sprint Course is presented by James T. Kenny, Ph.D., Professor Emeritus of Marketing at Western Illinois University, and the creator of TIA’s Partnership Selling in the Supply Chain online course.
ABOUT THE PRESENTER:
Dr. Kenny taught and researched in the areas of strategic marketing, professional selling, and sales management at Western Illinois University. During his 25 years at WIU, he was nominated for Teacher of the Year twelve times and won twice. Additionally, he won two Faculty Excellence awards. He has published and presented dozens of papers in the areas of strategic marketing planning, transportation brokerage, and professional selling.
Professionally, Dr. Kenny has provided consulting services for over 125 firms and trade associations nationwide in the last 30 years. His client list includes firms such as UPS World Wide Logistics, FedEx, Allen Lund Company, Landstar, and Total Quality Logistics. Additionally, he has served as a research fellow for international consulting giants, McKinsey & Co. and AT Kearney.
Dr. Kenny served on the Board of Directors of WERC. He won the 2001 President’s Service Award from CPIA for his Marketing Audit Program and the 1996 Outstanding Service Award from TIA for his Consultative Sales Program. Professor Kenny was the 2010 recipient of the TIA Heritage Award.
Cost for TIA Members: $650
For more information about course policies, please click here.
Have questions or need additional information? Contact [email protected] or complete the Contact Form below!
