In freight, one person does not usually make every buying decision. The decision-maker changes depending on the service. The person who approves truckload rates may not handle warehousing or customs services. That is why you should target buyers based on the service you sell, not just their job title. Here is a quick look at […]

The best merchant services sales start with a problem, not a rate. You have to find out what is costing the merchant money or causing payment problems. Then show a clear solution. You can follow these seven steps: Qualify prospects by monthly volume and contract status. Generate leads through canvassing, referrals and targeted outbound. Reach […]