The Best Advice My Dad Ever Gave Me About Sales & Business Development
Early in my career, I sold LTL services—cold calling, knocking on doors, and learning how to win business in a competitive industry.
One day, my dad, who spent decades leading sales and operations for a major transportation company, gave me a piece of advice that completely changed how I approached sales and business development:
“Build relationships at your local terminal.”
At first, I thought, Sure, I’ll be friendly with the terminal manager. But he meant everyone—the drivers, dispatchers, and even the customer service reps.
I didn’t fully understand why at first. My job was to bring in new business. Shouldn’t I be spending my time on my customers and potential customers?
But he knew something I didn’t: The people behind the scenes are the ones who make or break a deal.
Here’s how that lesson played out:
Because I invested in those relationships, I wasn’t just another account manager. I became a trusted partner. My accounts ran smoother, and when challenges arose (which they always do in logistics), I had people on my side willing to help. It took some time to gain their trust, but it was worth the investment.
This Lesson Applies to Every Industry
You don’t have to work in transportation to see the value in this approach. No matter your industry, the real magic happens behind the scenes.
Great business relationships aren’t built on contracts—they’re built on trust. And trust is the foundation of teamwork. When you take the time to understand, support, and appreciate the people who do the work behind the scenes, you’re building relationships and strengthening the team that makes success possible.
It’s one piece of advice that has stuck with me my entire career, and it continues to prove itself time and time again.
Will, such a powerful lesson and one we’ve seen play out time and time again. The people behind the scenes, the ones doing the work day in and day out are the key to delivering on every promise we make. Thanks for sharing.
"Director, Mountain West Partnership | Driving Rural Economic Development Across Seven Counties in Western North Carolina | Empowering Businesses to Foster Job Creation"
2 天前Great insight, Will. When I read your article I hear how humility and relationships are connected.
Process Simulation Twin for Future-Proof Decisions.
2 天前Great point on teamwork in logistics, collaboration is the heart of any successful operation.
Owner, Land, Air and Sea Management Consulting
2 天前So true. Relationships and experience are a winning pair!
Executive Leader l Leadership Development l Certified ICF Coach l Operations l Strategy I Marketing I Board Member l Project Management l Legal Compliance l Administration
2 天前Well said, Will. Every relationship matters. Success in any organization depends on everyone—from leadership to frontline employees to customers. I firmly believe in fostering positive relationships because trust is the foundation of any strong organization and makes for great teamwork. Anyone who thinks otherwise is mistaken. No one achieves success alone. I recently watched a commencement speech by Arnold Schwarzenegger, where he rejected the idea of a “self-made” person, emphasizing that everyone receives help along the way. That message truly resonated with me. Love your posts! Keep them coming!