Driving Commercial Success in Logistics & Transportation
Global supply chains are shifting, and logistics and transportation companies are at the heart of this transformation.
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What’s not working for commercial teams in the Logistics and Transportation sector
Despite the sector’s critical role in global commerce, many sales teams struggle to adapt to today’s complex buying behaviours. Traditional approaches often fail to create differentiation or demonstrate strategic value, leaving companies vulnerable to commoditisation and margin pressure.
Overemphasis on price
When sellers focus on price rather than customer value margins erode and profitability vanishes
Failure to differentiate
In a crowded market where services appear commoditized differentiation is key to success
Reactive selling
Sellers in the logistics sector need to focus on proactive, consultative engagement with clients
Poor negotiation skills
Sales success often depends on retaining profitability throughout the negotiation process.
These approaches not only weaken your competitive advantage but also make it harder to build long-term customer relationships.
Ready to improve your commercial skills?
Logistics - a transforming industry
Discover key insights every sales professional needs to know. Learn why the articulation of value is key to successfully selling complex services.
How Huthwaite solutions address these challenges
Success now depends on more than moving goods—it requires strategic thinking, value-driven solutions, and the ability to adapt quickly to changing conditions. Those who master these dynamics will lead the next era of supply chain excellence.
Shift from price to value
We teach consultative selling techniques that uncover client needs and position your services as strategic solutions.
Build differentiation
Equip your teams to articulate unique value propositions that resonate with decision-makers.
Strengthen negotiation capability
Reduce unnecessary concessions and protect margins through structured negotiation strategies.
Drive measurable outcomes
Our programs are designed to deliver sustainable behavioural change, ensuring long-term impact on revenue and profitability.
Solutions for the Logistics industry
With 50 years' research guiding our understanding of consumer behaviour, our Academy has evolved beyond traditional sales. Discover our comprehensive range of courses below.
Complex Negotiation
Learn proven techniques that deliver measurable results in real-world complex scenarios
Opportunity Management
Unlock the psychology behind successful decision making and manage complex sales
In a very competitive and price focused market, investment in a core sales training methodology is key to our business growth. For Dachser Nordic, truly understanding value selling produces more effective sales cycles, committed and loyal customers and a more positive, focused and motivated sales team.
René Sidor, Managing Director, Dachser Nordic A/S
Why choose Huthwaite?
Fifty years of research
Research-proven behavioural science for real world sales, negotiation and communication results
Global reach
Trusted by businesses in over 100 countries
Behaviour change that lasts
We don’t just train skills – we help you embed them for sustainable success
Training built for the Logistics industry and delivered by our experts
Benefit from the experience of 157+ expert trainers and 50 years of research-backed learning to transform your sales teams and deliver superior outcomes. Our licensed trainers combine our unique methodology with consistently high-quality learning experiences.
Here are just a few of the trainers you could work with.
Robin Hoyle
Robin has over 30 years’ experience in L&D and in 2021 was named one of the 15 most influential people in L&D.
Robin Hoyle
Head of Learning Innovation
Robin has over 30 years’ experience in L&D, having worked internationally designing programmes, running development sessions for people at all levels in most sectors and building innovative learning interventions. He has designed award-winning corporate development programmes in the UK, seamlessly integrating synchronous and asynchronous digital delivery.
Katie Adgie
With 15+ years of experience in L&D, Katie provides an innovative and energetic learner experience.
Katie Adgie
Learning Development Consultant
Katie is a highly experienced learning facilitator with over 15 years in L&D. Her experience of creating, developing and embedding learning journeys has given her valuable insight and expertise in successfully managing the requirements of an organisation, alongside the individual learner needs.
A self-confessed L&D fanatic, Katie shares her extensive knowledge and passion with participants, providing an innovative and energetic learner experience in both virtual and face-to-face training environments.
Shaun James
Shaun has been a L&D professional for 25 years, specialising in sales, negotiation and communication skills.
Shaun James
Head of Learning & Skills
Shaun has been a Learning and Development professional for 25 years, specialising in sales, negotiation and communication skills. His current role is as our Head of Learning and Skills, where he has responsibility for the quality of delivery across the international network of trainers.
Anders Hjort
One of our Regional Directors, Anders leads multinational behaviour change projects across various sectors.
Anders Hjort
Regional Development Director
As Regional Development Director and behaviour change expert at Huthwaite International, Anders takes a robust approach to change management, ensuring stakeholder buy-in, participant support, and clear communication of project goals for the highest chance of success and he understands how to bridge the gap between the different cultures across a breadth of different industries.
Rob Honeyman
Rob encourages an engaging environment that focuses on fostering wider exploration.
Rob Honeyman
Learning Development Consultant
Rob is a professional and affable personality with experience of delivering to groups of all sizes and has worked in L&D roles in a variety of sectors. Growing up in a military family, Rob has experience living and working in many different cultures in various countries. He currently delivers sales and negotiation skills development to Huthwaite International’s clients across the globe.
Marco Weijers
Marco, our Regional Director for Netherlands & Germany, leads global projects in all industries.
Marco Weijers
Regional Director
Marco has been Huthwaite’s Regional Director for Netherlands and Germany since 2003. His current role is underpinned by an impressive 20-year career in sales and sales management at leading companies in the field of medical supplies and technology.
Now primarily responsible for business development in the Netherlands and Germany, Marco and his team successfully deliver the full Huthwaite suite of programmes throughout those countries.
Ready to improve your commercial skills?
Complete the form below to find out how we can help your business reach its commercial potential.