Why do some succeed, and so many fail, in a freight sales business? It all boils down to one thing: The ability and determination to contact freight prospects, consistently follow up, and maintain repeated follow up contact with them. Nowhere is this more evident than in freight sales. Most freight sales agents don’t understand the role that marketing and the strategic importance of following up with freight prospects plays in this profession. Basic stuff, but even the most experienced freight sales agents forget to follow these basics. The importance of following up is best illustrated by research from the National Sales Executive Association – a trade group for salespeople. Their remarkable statistics demonstrate that: “Most freight sales are made from the 5th through the 12th contact!” Apply this to IGNITE Your freight sales business!
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