Steve Pinnell’s Post

Ever had a deal slow down because of a compliance questionnaire? Or a really long RFP? Do what the best revenue teams do — automate your sales questionnaires with 1up and win deals faster. Try it free: https://hubs.ly/Q02v8HJv0

🚨 What’s the point of an RFP rate if the carrier just says, “Nah”? 🚨 You spend weeks hammering out that perfect RFP rate. 🔨 Then the carrier comes back with, “Yeah… about that… we can’t do that rate right now.” 🙄 Now you’re scrambling for spot quotes. There are carriers that do not book their trucks until the very end of the day... Why? They know that last minute freight is coming. Dollar Extracting Transportation LLC "On time at your most vulnerable moments, every time." So here’s the deal: An RFP rate is only as good as the carrier willing to honor it. That’s why you need real-time visibility and a backup plan for when the rate ghosting happens. Here's what's worse: Your current spot quoting process to get a single quote back could take hours because your system is "send an email and pray". What if... you could ask for quotes directly in the system that you manage your freight, click one button, go about your day and wait for the quotes to pour in? 💡 Tired of playing this game? I've spent the last 15 years watching this happen, the good news is that I'm also fixing it. Grab a copy of my playbook and get off the sidelines. ⬇️

It's that time of year. Mini-bids and RFP's are here. The key here is what are you doing in preparation for it. Are you consistently meeting and providing valuable insights? If you're not, your competition is. Think about it. Let's say you have 9 carriers or providers responses back with rates only but you get one response that is very strategic. They let you know where your network overlaps well with theirs and highlight the top areas. On top of that, they've consistently been sending you market updates and helping them prepare for the future. They've met with you throughout the year in person and virtually. Which partnership would you rather have, one based on rates alone, or one that knows your priorities and focuses on helping you reach your goals, not theirs? Why is this important? It saves shippers a ton of time if you can drill down or at least highlight areas vs. just saying we can help everywhere. Prepare wisely, you'll be glad you did! Happy RFP season to all my sales colleagues!

How to transform client negotiations into opportunities to showcase your expertise and value proposition: https://ow.ly/OyhE50QX6u9 #NegotiationSkills #BusinessTips #ValueBasedSelling

Leveraging Unique Strengths Your business has unique strengths that can help you win government contracts. Whether it’s top-notch quality, innovative solutions, or excellent after-sales support, identifying these strengths and clearly explaining them in your proposal can make all the difference. Do you offer products that last longer or perform better? Are you known for creative solutions? Do you provide great customer support? These strengths can set you apart. Clearly communicate these strengths in your proposal. If your product is higher quality, explain how it saves money over time by lasting longer or needing fewer repairs. If you’re innovative, show how your ideas solve problems better. If you offer strong after-sales support, describe how you’ll help after the contract is signed. Use simple language and clear examples to show the government why your business is the best choice, not just the cheapest. Highlighting your unique strengths can make your proposal stand out and boost your chances of winning the contract. #Smallbusiness #GovernmentContract #Tenders #Price #Values

𝗠𝗮𝗸𝗶𝗻𝗴 𝘁𝗲𝗻𝗱𝗲𝗿𝘀 𝗮𝗻𝗱 𝗯𝗶𝗱𝗱𝗶𝗻𝗴 𝗲𝗮𝘀𝘆 Each week I share a tip, designed to make your journey of growing your business by selling to the public sector easier. Tailor your response to each bid you submit. Take the time to read and understand the tender documentation. Read each question and answer it in full, considering the requirements of the buyer. Each tender is different and so is every buyer. If you aren’t sure what a particular question means or exactly what the buyer is looking for, use the question and answer feature to ask the buyer.

We understand that every business has different needs and preferences when it comes to purchasing lead lists. That's why we offer a variety of payment options to suit your specific requirements. We also recognize the growing demand for a fixed cost per lead program, which has become our fastest growing option.

Our mission is to create successful partnerships with our clients by ensuring satisfaction in turnaround time, price, and accuracy. #partnerships #client_satisfaction #turnaround_time #price #accuracy

Broker approach to an RFP Quote everything – maybe you can if you’ve got a network and are a top tier broker. Also if its a smaller bid, shippers might frown on submitting rates on a couple lanes. They want less administrative work, not more. Or Quote with a targeted approach – majority of brokers There are some pre-bid communication steps that help ensure you and the shipper build a strong relationship - Review your network where are your strong. Quote confidently here - Carrier sales research – do you have strong carrier base to cover lanes - Length of contract – determine your expected margins - Market trends – are they favorable or unfavorable. You know 2025 will look different than 2024 - Is there seasonality during the contract length term. (don’t get caught by produce season) If you can get these answers ahead of quoting, you can provide more accurate targeted rates. 

5 Ways to Negotiate Better with High Ticket Clients 🚀 Negotiating with high-ticket clients requires a strategic approach to ensure mutual satisfaction and long-term partnerships. Here are five effective ways to enhance your negotiation skills: 1. 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝗧𝗵𝗲𝗶𝗿 𝗡𝗲𝗲𝗱𝘀: Before entering negotiations, research and understand your client's specific needs and pain points. Tailor your solutions to address these directly. 2. 𝗦𝗵𝗼𝘄𝗰𝗮𝘀𝗲 𝗩𝗮𝗹𝘂𝗲, 𝗡𝗼𝘁 𝗣𝗿𝗶𝗰𝗲: Focus on the unique value and benefits your services provide. Highlight how your offering can solve their problems and improve their business. 3. 𝗕𝗲 𝗣𝗿𝗲𝗽𝗮𝗿𝗲𝗱 𝘁𝗼 𝗪𝗮𝗹𝗸 𝗔𝘄𝗮𝘆: Know your bottom line and be ready to walk away if terms are not favorable. This demonstrates confidence and ensures you don't undervalue your services. 4. 𝗟𝗶𝘀𝘁𝗲𝗻 𝗠𝗼𝗿𝗲 𝗧𝗵𝗮𝗻 𝗬𝗼𝘂 𝗧𝗮𝗹𝗸: Active listening helps you gather vital information about your client's concerns and priorities. It also shows that you value their input and are committed to finding a win-win solution. 5. 𝗢𝗳𝗳𝗲𝗿 𝗙𝗹𝗲𝘅𝗶𝗯𝗹𝗲 𝗦𝗼𝗹𝘂𝘁𝗶𝗼𝗻𝘀: Be willing to adapt your proposals to meet the client's needs better. Flexibility can lead to creative solutions that satisfy both parties. By implementing these strategies, you can negotiate more effectively and build stronger relationships with high-ticket clients.