Finding Success in 3PL: A Conversation with Jim Kenny

A strong sales strategy is the backbone of any thriving third-party logistics (3PL) business. In such a competitive industry, understanding how to drive revenue and build long-term customer relationships is essential. Few individuals have contributed more to advancing sales education in this space than Dr. Jim Kenny, a long-time instructor at the Transportation Intermediaries Association (TIA) with over 40 years of experience.

WHAT’S COMING UP AT TIA?

Your Resource During Market Uncertainty

TIA’s Q1 2025 Market Report is here! This exclusive member-only resource offers detailed analysis of shipment volume, revenue trends, margin performance, and key insights across truckload, LTL, and intermodal modes. See how companies of all sizes are navigating the market, and benchmark your performance against real industry data.

Download the full report today and get ahead of what’s next.

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The 3PL Sales Process

Are you in a rut coaching your sales team and need a quick refresher course on the 3PL sales process to jump-start your coaching efforts? Do you work for a 3PL firm that brought you on during COVID and you never got a firm grasp of the fundamentals of selling to shippers? It doesn’t matter if you are a sales coach or a rookie – this course is for you!

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Ready to receive industry-wide recognition? TIA’s Certification Courses are your gateway to gaining the skills, credibility, and confidence needed to stand out in the telecommunications industry. Whether you’re just starting or looking to advance, our expert-led training ensures you’re equipped to meet today’s technical demands and tomorrow’s innovations.

What Course Takers Are Saying

"For anyone lacking a sales process, needing an experienced perspective on sales strategy, and a sharpened approach to learning the sales process in freight, Jim Kenny’s class is worth attending. The project required thinking about every phase of the sales process. It is far from a boring classroom setting. It is a hybrid-interactive learning process with your peers, and Jim makes the class entertaining, educational, and engaging."

– Josh L.