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Say Yes! An editorial by Michael Leto | President - Direct Sales

Wednesday, May 15, 2013 - 11:13

            As a solutions provider I have the ability to handle anything that a customer can throw at me. There are some situations that are harder to accomplish than others but, for the most part, my job is to figure it out for them. As an intermediary my clients rely on the fact that I can logically maneuver their needs.

A lot of sales professionals run into these situations every day. Many of their employers give them rules. Rules that they must abide by to fit within the business model or rules of engagement of the sale.  This happens even though many of the best deals within that organization were not closed or maintained in that manner. Usually the best deals that are closed have special requirements, whether it be software integration or monetary adjustments. I always have the mentality...

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GlobalTranz is very proud to announce the Carrier Awards for 2012!

Wednesday, May 15, 2013 - 10:59

 

Based on a survey conducted of our Agents network, GlobalTranz awards one carrier from each category at the annual Agent Convention held this year in Fort Lauderdal, FL. The award goes to the carrier that received the greatest number of votes in their respective category. During the inland waterway dinner cruise, GlobalTranz gratefully thanked the following carriers for their outstanding service and partnership.

Northeast - A Duie Pyle

Midwest - Dayton Freight Lines

West - DHE

...

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QUANTITY over QUALITY?

Thursday, May 2, 2013 - 10:18

 

A lot is made these days about lead management in any industry. How do you maximize the possibility of closing the deal before you even walk through the door? Companies will purchase leads that have data attached to them, so that they can pre-qualify their leads and go after what they think is the “Inside the Box” account for their firm. Well in transportation, I really have to say that all of the analytics and metrics attached to these leads can really end up hurting your sales efforts in the long run.
 
When GlobalTranz first started to Franchise our business, I was tasked with traveling to our new Franchise Territories to sell with the owner for a week. We were not only selling our LTL product www.carrierrate.com, but small parcel services through DHL. Now, as a freight...
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Successfully Building Your Agency with GlobalTranz

Wednesday, April 17, 2013 - 13:40

Helping to construct the Agent network at GlobalTranz has been quite an experience.  Starting at zero agents, and growing it to upwards of 350 agents, has given me a lot of insight as to how to properly build a business within this industry.  I have seen many agents come on board, a lot of them becoming extremely successful, and all putting their own personal touch on the foundation of successfully building an agency.  The foundation is important and I will touch on the basics of building your business, but the personal touch from a few of our top agent’s cannot be overlooked, when the discussion of building your business arises.

Organization

First, you have to take an organized approach to tackling your agency.  You need to consistently put this opportunity in front of the right individuals.  If you do not have a logical method...

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