Thanks, Kevin Hill of FreightWaves, for having Michael Sternberg on Put that Coffee down, a show all about the art of sales.
Sternberg mentions only a small percentage of the market is looking to purchase a TMS at a given time. The key is to educate potential clients regularly so that you can participate on a short list of TMS providers when they begin a buying cycle.
Sternberg also mentions being an expert in your field, having a product-market fit, and being able to communicate value as keys to sales success.
3PL Systems Team