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Inside Sales Process
Custom Inside Sales Program
- Create a predictable, sustainable, scalable brokerage revenue engine
- General Market and Industry (~150 page document)
- Company intro, brokerage facts, dispatching, transit times, seasons
- Truckload facts, glossary, terminology, accessories, and marketplace
- Carrier relations, communication, sourcing, quoting/pricing
- Business Development (~100 page document)
- Goals and expectations, I/S scripts, opening with strength, qualifying
- Power statements, overcoming objections, pitch packet, closing
Training and Support Tools
- This program comes with 8 customized training modules
- Determine the proper sales employee demographic for your business
- Goal setting and daily reporting
- CRM system setup and training
- Complete 30-day training process
- Black Belt can customize a Brokerage Pricing Model for your business
Operating Rules and Compensation
- Pro-actively mitigate potential issues by establishing time tested sales Rules of Engagement and Rules of the Pipeline
- Determine a high performance tiered compensation model that fits your company with the proper mix of draw/salary and commission
General Sales Process
Sales Metrics and Accountability
- Set daily, weekly, and MTD goals tied to a quantitative job model
- Determine the proper level of daily activity to drive results
Sales Cycle and Pipeline Process
- Create a sales cycle with stage activity matching your budget
- Track sales pipeline estimated probability revenue and gross profit relative to budget
Marketing and Creating New Opportunities
- Determine if your company creates enough Leading Indicators
- Improve your website and social media effectiveness
- Improve sales presentations and sales literature
- Spice up your marketing with videos, graphic animation, and custom 3D animations
- Identify excess capacity in your organization and learn how to price, market, and construct 3PL business contracts
Black Belt's Exclusive Pricing Model
Analyze Customers, Specific Lanes, or Accurately Price Entire Bids at the Push of a Button
The Only Model That Utilizes HOS Calculations
Based on variables you set for type of driver, compensation, type of equipment, etc., this program accurately determines the duration of time a driver and assets will be consumed to accurately determine fixed costs by lane. Extensive algorithms power this program determining actual fuel costs based on the type of equipment, load weight, and customer FSC.
Automated Customer, Lane, and Bid Calculations
Set variables specific to each bid (origin, destination, equipment type, driver type mix, and stops), your company's equipment and insurance costs, and customer FSC. Then, sit back and watch the program quickly analyze and price each lane.
Within most companies, CDL driver demand is dictating the need to prioritize customers by profitability. Black Belt's Pricing Model allows you to access an existing customer's shipment detail by timeframe and generate overall account gross profit and lane operating ratios. This allows your company to make educated decisions on bids and customer commitments.
