Sales Therapy LLC

I help Sales Leaders & CEOs optimize their current Sales setup & improve their retention rate significantly.
 
This involves a comprehensive Account Management Strategy combined with a sharp Go To Market plan, to onboard new logos.

In addition, I work with clients on identifying and mapping a focused strategy to improve the Sales Conversion rate by a minimum of 20%
 
It involves a robust Sales Mentorship program and smarter Pipeline Management.

Founder and Thought Partner

Kuehne+Nagel

Vice President of Seafreight

Vice President of Sales & Customer Retention

Vice President of Sales - Midwest

Director, Key Account Development - Automotive

National Accounts Manager

Kuehne + Nagel

General Manager Sales & Marketing - Hong Kong, Macau & South China

Assistant General Manager - Sales & Marketing

Sales Manager (APAC, ME & Africa)

Business Development Manager

APC Asia Pacific Cargo (China) Ltd

Freight Systems

The Red Sea Crisis and the upcoming RFQ season is creating the perfect opportunity to win new business. If you want to learn how to land new logos, set up a one-on-one call with me. 

Here is the link: https://calendly.com/vivekvanwari/one-on-one-session?month=2024-01

Logistics is extremely underrated as an industry.

5 reasons why it is awesome to be in Logistics:

1. Very low entry barrier to enter.

2. Once you enter, you never leave.

3. Every day there is a new problem, which makes it super interesting.

4. You make lifelong friends.

5. You love it and hate it at the same time, and there is nothing contradictory about that.

I am on a mission to make our industry look cool to outsiders.

Reshare this message if you agree.

Vivek Vanwari

Golden Rule of Logistics:

When the client is screaming and complaining, all is well.

When the client goes quiet, all is lost.

I am on a mission to make our industry look cool to outsiders.

Reshare this message if you agree.

27 Years ago I walked into a Forwarders’ Office.
 
…and asked for a sales job.
 
I had never seen a container in my life.
 
Someone saw something.
 
…and gave me a shot.
 
Here I am decades later.
 
Forever Grateful
 
To the People
To the Relationships
To the Logistics Industry
To the Innumerable Memories

Do whatever it takes.

Don’t work for a bad manager.

Work for someone who elevates your skill set to the next level.

The best in our industry are a bit crazy.

So expect it to be very tough.

You will thank them only when they are not around.

Internal Sales is as important as External Sales.

Repeat after me.

Internal Sales is more important than External sales.

For some, outside is easy.

Internally, it is a struggle.

Sell Well Internally.

Same as you'd do outside.

This is the way!

3 Ways to Beat a Tough Market:
 
1) Embrace the suck, stop complaining.
2) When you are hurting, battle a lot harder.
3) When you are exhausted, accelerate don’t slow down.
 
Consciously work on your mental game.

You will beat a down market.

Follow me here Vivek Vanwari for Daily Insights on Sales & Logistics.

You are only as good as your last shipment.

Let that sink in.

You will never get used to this.

One mistake...

...and sometimes years of work are gone.

It is one of the hardest bits for us to deal with in our business.

It is all in your head.

If you think you are capable of winning 5000 TEUs.
You will get 4800 to 5200 TEUs. 

If you think you are capable of winning 500 CBM.
You will get 465 to 510 CBM.

If you think you are capable of winning 300 Loads.
You will get 280 to 325 Loads.

If you think you are capable of winning 100 tons.
You will get 90 to 110 Tons.

If you think you are capable of winning 10 Shipments.
You will get 5 to 10 Shipments.

Nothing you say or do in sales wins a client’s trust.
 
Building trust in Logistics is very crucial in sales.
 
What does not work:
Talking more than listening 
“Please trust me!”
 Sales Focus
 
What does work:
 
The problem-solving approach wins.
Doing exactly what you promised.
Being upfront and honest.
 
It happens over weeks.
Not overnight.
No Shortcuts.

You are only as good as your team.

When I was the GM of Sales in Hong Kong.

I had a team of about 110 people.

Some of the best memories are with them.

I was about to leave Hong Kong after 12 years.

The most awesome people to work with.

Winning your first account is like breaking a wall with your bare hands.

You have no chisel.

Or a hammer

You are using your bare hands to bring down the wall.

Instead of trying to break it in multiple places.

Try prising out just one brick.

Be Laser Focused.

This will open the entire wall up for you.

How often do you see service levels go down when business is fantastic.

.. and vice versa.

Suddenly, many start talking about Service Excellence when they are struggling to onboard New Logos!!

Here is the key.

When business is fantastic.

That is the perfect time to improve and deliver on service.

Service Excellence!

I do not like the word "Closing."

The right phrase should be "Starting."

The first time a client gives you a shot.

It is the beginning of a long and beautiful relationship.

Business is a distant second.

Build a Deeper Relationship

Relationships! Relationships! RELATIONSHIPS!

That is all there is to it.

Build a Relationship

Are you half-listening?
  
What makes you think that the client you are selling to would listen fully to you?
  
Make the pain emotional.
Make the pain relevant.
Show the Math. 
 
The client will sit up.
 
….and listen.

Do you watch crime dramas?

A cop gets killed.

The whole force goes into Mad Mode.

There is blood in everyone’s eyes.

You can feel the temperature rise.

Crime gangs are smashed in the next two episodes.

Hundreds get caught and punished.

You need to do this as a CEO or a Sales Leader.

You got to hit “Mad Zone!”

Get everyone to get Super Intense.

From Top to Bottom.

Keep it Short.

Time it Well.

It will produce incredible results.

There is almost no way to see the Summit.

When you are out of breath.
Low on Energy.
Low on Fuel.

Reaching the top feels impossible.
Then the magic happens.
Suddenly you are there.

There is no better feeling when you are on top.

The view is stupendous.

Every hard step to get there will be worth it.

Taplio

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