If you are looking for food cold chain logistics accounts, target those shippers whose freight is on your lanes, then simply show that you can actually hold their temp. Food shippers select carriers that follow documented temperature controls and maintain records, since even one failed load can lead to food waste and a broken supply […]

3PLs win more potential ecommerce fulfillment clients by seeing a retail and DTC brand as two different customers, not the same pitch. Before a brand is even invited back for a second meeting, it has been scanned through GS1 labeling, EDI connections and a history of chargebacks. DTC is concerned about speed of delivery, how […]

Imagine you are cold calling a business about fire inspection services. The person says, “We do our own inspections.” Another says, “The fire marshal passed us.” Do not argue with them. Each answer tells you something about their current situation. Your job is to find out what they have, when it was last checked and […]

The main ways to get event security contracts are: Contact Venues Event Organizers and Promoters Directly Join Approved Vendor Lists Bid On Public Event Contracts Each path puts you in front of companies that actually need event security. But the challenge is finding the right buyers and reaching them before they choose another security company. […]

You call a shipper. They say, “We already have a 3PL.” Then you ask, “Is there anything your 3PL could do better?” Now you have started a real conversation. The best way to handle 3PL objections is to agree first, then ask a question and find one problem you can solve. Do not ask the […]

Winning an account from an incumbent supplier takes more than offering a lower price. Manufacturing companies often have trusted suppliers, which makes it hard to win new accounts. Supplier changes depend on various factors such as quality assurance, contract scope, production risk and supply chain concerns etc. To replace an incumbent supplier, a practical and […]

An X-date is the expiration and renewal date of a business’s commercial insurance policy. It is the deadline that controls the entire renewal process and is one of the most important pieces of information in commercial insurance leads. You can renew with the current carrier, move to a new carrier, or switch agents on X […]

The best time to contact an insurance prospect is 30–60 days before the policy expires. This gives the business enough time to compare coverage, review pricing, and consider another carrier or agent before renewing its existing policy. 2 things work pretty well for this period, which is: State notice requirements can put material renewal or […]

The best way to handle cold call objections when selling security guard services is not to argue with the prospect. To handle any kind of objection, find out what is behind the objection, answer it briefly, and give them a reason to continue the conversation. “We already have security,” “Your price is too high,” and […]

You can get security guard contracts with property managers by building a targeted prospect list. This shows you’re fully compliant and solving the property’s real security needs. Start with properties where security is already part of day-to-day operations, such as apartment communities, commercial buildings, warehouses, and retail centers. The need might be patrols, access control, […]