Concept Services Blog


Author: Lauren Zak
Business Unit Director, Concept Services

Think of a friend who you’ve built a solid relationship with. They most likely know the daily demands of your life, your plans for the future, and the hurdles you are up against. Then recall a friend whom you have kept in touch with over the years, but only hear from when they need a favor. When you need advice, when you need support, whom do you call?

The same question transfers into the business world, especially in the Material Handling Industry. When a customer finds themselves in the position to purchase equipment or resolve a service need, whom do they call? The salesperson who has built a relationship with them, or the salesperson who shows up when a deal is out for bid?

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Photo Credit: AISA / Everett

Seneca the Younger, a first-century Roman philosopher, is often attributed with originating the quote “luck is what happens when preparation meets opportunity.” Nearly 21 centuries later, I would say the guy was pretty much right on target. I am not sure if luck is part of the equation, but preparing for opportunity is certainly a key component to any successful sales story.

When it comes to facilitating lead generation and new business development conversations with prospects, there are few things more important than preparation.

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Author: Bryan Holzinger

So you have made the decision to specialize your sales operation with a dedicated prospecting and lead management function; now how do you get buy-in and adoption from your sales team?

This is a common challenge our partners face when rolling out a new business development program. Placing an emphasis on prospecting efforts and tracking leads will bring a higher level of activity to manage, new processes to learn, and more visibility and conversation regarding the sales pipeline; none of which the typical sales rep will immediately get excited to add into their day-to-day. Continue reading

Tug O War

Closing vs. Prospecting Tug-A-War: It’s time to Specialize Your Sales Team

Author, Jeff Harsh

It’s not a surprise that companies and their sales reps are torn between “ABC – Always Be Closing” and “Fill Your Sales Funnel”. The fact is, closing the current deal and building the next sales opportunity are not only two different (yet equally important) stages of the sales process, but they each require their own focus and unique skill sets.

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lead management concept servicesHave you ever been out to dinner and had a terrible server? You know, one that forgets your drink order, maybe forgets to deliver your food before it goes cold or delivers it to the wrong table? This doesn’t make for the most enjoyable dinner experience.  In many ways, the example of a bad server represents a real-life issue many companies have with how they handle their sales leads.

If leads aren’t being followed up with, are allowed to go cold or are delivered to the wrong sales person, then you have a problem. Your tasty fillet of Grade-A New Sales has been mishandled and the chef has to start again from scratch while you continue to go hungry. Unfortunately, you can’t just eat a Snickers when you’re hungry for new business, but you can do something about it.

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Today, trucking companies of all sizes, are living with the reality that drivers are in very short supply. This shortage of truck drivers has everyone fighting for the best candidates out there.

Companies are pulling out all the stops to address this growing issue. Recent studies from the American Trucking Associations (ATA) estimate the truck driver shortage at up to 40,000 drivers and they project this number to increase in 2015 and beyond.

Finding a solution to the driver shortage problem has become a top priority for companies in the trucking industry. But where do you start?

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