The challenge
Why Lineage Logistics engaged us
Lineage Logistics — the second-largest cold-chain warehousing and logistics company in the US — was hosting their first National Sales Summit. Leadership wanted a session that lifted the effectiveness of their six-person sales team plus transportation and logistics personnel, and the bar for what 'good' looked like was high.
What we did
Our approach
- Pre-summit leadership interviews to identify the team's specific skill gaps
- CTS sales assessments and individual selling-style reports for every participant
- A full-day program on selling in a competitive B2B environment and the traits of elite sellers
- Buyer identification and connection strategies, including LinkedIn-driven prospecting
- First-contact and lead-nurturing techniques mapped to each stage of the funnel
- Competitive differentiation and marketing-message development with interactive group work
The results
What changed
- Strong post-summit survey ratings from the sales and logistics teams
- Clear next steps around mirror-matching buyer communication styles
- Defined lead prospecting and nurturing process for the team to operationalize
- Refined competitive advantages and messaging to take into the field
"Neal did a great job helping our team understand our strengths and weaknesses associated with our personality traits. Neal's presentation received a very positive rating in our post-summit survey."