Customer sales and carrier sales training for a growing 3PL. Two role-specific programs delivered in one on-site day: win the customer on the sell side, and hold the line on profit on the buy side.
Freight margin is made twice: once when a salesperson wins the customer, and again when a carrier rep negotiates the buy rate on the load. This client was leaving money on the table in both places, for the same root cause, both teams operated transactionally. On the customer side, warm leads were treated as order-taking and reps led with price instead of insight. On the carrier side, reps negotiated reactively and moved off their number too quickly, giving back margin that was theirs to keep.
Freight margin is decided on both the sell side and the buy side, so each team trained on its own craft: customer sales learned to win on insight, carrier sales learned to hold the line on profit.
The two teams were taught to anchor in opposite directions on purpose. Sellers set a high target to protect price; carrier reps set a low target to protect margin. Same discipline, opposite direction, and a memorable way to show that winning freight and buying freight are two different crafts that both decide the profit.
"Teach, Tailor, Take Control hit home. The way it was presented was impactful."
"The strategies we discussed are helping me shave money off the rate."
Two teams, two playbooks, one standard: sell on insight, and never give back margin without a reason. The behaviors changed the same week, and the wins are already showing up on live loads.
"A great training from a seasoned leader. It was valuable for my team to understand the tactics, the strategies, and how the whole program works together."
