Brokerage
-Shipper Sales
—sales teams’ structure
—ideal client profiles and target market strategy
—bowtie structure
—Inside Sales – Hunting, cold calling, prospecting, onboarding
—-Key metrics, accountability, team development
—Outside Sales – Hunting
-Carrier Sales
—sales team structure
—Carrier Sales Negotiations
—Carrier Development
-Operational Support
—Sales farming
—Shipper QBR, shipper development
—Account growth, KPIs and accountability
-compensation and commission modeling and rollout
—executive review/audit – encourage the outsource
Call center structure, routing, implementation
Asset
-Brokerage overflow
-Fleet planning, fleet design
Managed Transportation
-cost plus, gainshare modeling
-4PL agreements and strategy
-technology and business rules
Shipper
-thousands of sales leads
-scripting and acquisition
-qbr and value-add templates
Tech companies
-SME representing customer and markets
-building service level agreements
-market expansion