Being a “salesperson” isn’t enough. It’s time to become an industry expert with powerful insights to share with your customers. In this episode, your host Donald Kelly meets with Will Diaz, Vice President of Business Development at Arrive Logistics. Diaz speaks on the 20-week training program BDRs go through when they join the team and how that investment yields results on the sales floor. Arrive’s 20-Week Training Process 4 weeks are spent in the classroom learning about the freight industry and the ins and outs of the company. A few weeks are spent in an ops brokering program with a sales mentor. Lastly, there are several weeks spent ramping up and then finally, sellers are released onto the floor. What Are the Results? No one can sell something they don’t understand. Sellers also can’t take people through the sales process without knowing how each stage works or how to troubleshoot issues as they arise. Buyers are going to choose products and companies that provide value. Sellers that are personable and knowledgeable are part of what a company should offer. It does require capital to invest in a 20-week program and that’s not feasible for everyone! A company should aim to provide education and support to sellers as much as they can. Transform the Mindset Sellers need to think of themselves as business consultants, not just salespeople! This means they need an understanding of the industry and current events surrounding it. Diaz encourages sellers to examine how they’re going to be perceived by an outsider. Prospects might look you up on social media - how do you present yourself? In a conversation with a prospect, the seller’s confidence and command of the situation will depend on how prepared they are to be on those calls. “The way your people develop and how they’re going to start seeing results is going to be a reflection of how much engagement they get from you and how intentional was it?” – Will Diaz Resources Will Diaz on LinkedIn http://arrivelogistics.com for career opportunities or to learn more about Arrive! [email protected] Sponsorship Offers 1. This episode is brought to you in part by LinkedIn. Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights. These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals. We call this Deep Sales. And we’ve built...

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