Obtaining loss runs! And for the last three years, no less! Why is it so hard for truckers to keep track of their loss runs? I'll answer that and give you a few tips on how to get them, keep them and update them every year.

Once you start your own trucking company you need to stop driving a truck and start running a business or you can get in trouble quickly.

Survey of underwriters from major insurance carriers reveals what the data shows is the single largest predictor of future loss.

In this episode I break down the details of the FMCSA Crash Preventability Prevention Program (CPDP). The CPDP allows motor carriers and drivers the opportunity to submit crashes for review to FMCSA’s DataQs system. Crashes found to be “Not Preventable” are not included in the Crash Indicator Behavior Analysis and Safety Improvement Category (BASIC…

House panel approves amendment to INVEST in America highway funding bill. The amendment would raise the minimum liability limit from $750,000 to $2 million. The U.S. House still must pass the highway bill where it would face an uphill battle in Republican-controlled Senate.

Your insurance agency does more than just provide insurance coverage. Learn how to leverage your insurance agency’s expertise and resources to minimize risk and stay out of trouble.

Finance charges can add significant cost to a commercial auto insurance policy. You need to know how they work and if they will be included in your policy. What initially is the lowest price may not be once the finance charges are factored in.

A written maintenance schedule is a great tool to ensure your vehicles are ready at the next inspection. On this episode I review the maintenance schedule used by an owner with 17 trucks and 15 drivers. His vehicle and driver out-of-service scores are below industry average. To get a free copy visit www.the18thgear.com and enter your email address.…

The Federal Motor Carrier Safety Administration (FMCSA) developed the Safety Measurement System (SMS) to measure seven key metrics to identify motor carriers that pose the greatest risk to safety for interventions. You need to know this information to keep track of your scores and be proactive in managing low scores. Your SMS ratings directly impac…

Insurance renewal time doesn’t have to be stressful. If you’re proactive and keep track of a few key items not only will you eliminate 80% of the stress that seems to come with renewal time but you can also save money. Listen to the episode and find out how to get a free Truck Insurance Tracking Form.…

Staying sharp physically and mentally go hand-in-hand. I use physical exercise to maintain my business focus and energy level.

“You must never confuse faith that you will prevail in the end—which you can never afford to lose-- with the discipline to confront the most brutal facts of your current reality, whatever they might be.”- Jim Stockdale

Great sales advice from a former high performing sales pro.

A thought on how to manage the ups and downs of your business.

Crazy economic times are a perfect opportunity to start thinking differently about the value you bring to the marketplace.

Early in my career I had a sales manager who required all sales reps to host “Root Beer Float” parties at the offices of their top prospects. I resisted this silly idea and you should to if you’re ever asked to do something like this as a way to generate new business.

Today I planted seeds. I got out of the office and met a bunch of new people. Now is the time to build the foundation for the expansion of your business.

One of the best ways to become known in your industry as an expert is to begin by building your local network.

Success in B2B sales is easier - and faster - when you set an objective for yourself and have a process to achieve it. Then all you have to do is work the plan consistently.

Knowing what needs to be done and having the self discipline to complete them daily is key to your sales success.

If you’ve been relying on your website for lead generation consider trying a landing page optimized to convert visitors into leads.

One of the biggest mistakes B2B salespeople make today is neglecting professional development. A shift has occurred in B2B sales, away from traditional sales tactics to a relationship centered approach. Today the key differentiator in your success is you. Think about moving beyond sales training to identifying behaviors and habits to stop and leade…

Professional reflection. If leadership isn’t interested, be worried. Be very worried.

If you’ve been in sales for awhile hopefully you’ve received good sales training. One of the shifts taking place in B2B sales today is the need to blend traditional sales tactics with a relationship centered approach.

One of the biggest mistakes B2B salespeople make today is emphasizing activity rather than being strategic in how they approach their prospects.

Your prospects today have access to more information than ever before. This saves time and makes selling more efficient. At the same time B2B salespeople who are willing to do their homework can learn more about their prospect than ever before. In this video I share of the resources available to B2B sellers today which if leveraged can help them ma…

One of the biggest mistakes B2B salespeople make today is “increasing the volume" and "adding to the noise.” In an already noisy environment where overwhelmed prospects are difficult to reach, increasing the volume and frequency of cold calls and emails to attract attention will damage your chances of connecting with your prospect.…

Are you using LinkedIn as another tactic in your cold outreach, connecting with prospects and immediately beginning to sell? LinkedIn when done correctly is a great way to build relationships over time, moving cold prospects to leads and clients. But you need a system and the patience to implement and work it.…

Salespeople, would you like to know how to move into the top 20% of producers quickly? It’s a simple program that requires focus and self discipline every day. Which is why 80% of sales people don’t do it.

Spending a lot of time on “low-yield” activities and not getting the results you expect (our are used to)? Your prospect is overwhelmed. They might be interested in hearing from you. It could simply be a question of not enough bandwidth. Find a better way to reach them.

One way or another your sales people get the training they need. It’s just a question of cost. A well-designed training program takes more time but it’s much less costly in the long run. The other option, which is more common, is having new sales people spend a day “shadowing” your successful reps, declaring them “ready” and turning them loose whic…

Follow these 12 steps to launch a new market from a blank sheet of paper in 12 months or less.

If you’re having trouble reaching your prospects through traditional methods it helps to understand your prospect is overwhelmed. Once you acknowledge and accept this reality you can begin thinking of more creative ways to make a connection.

Earl Nightingale famously said, “men simply don’t think.” He said that back when there were far fewer distractions than are available today. As a sales leader or business owner, are you always plugged in? I think it’s important to take time off from distractions, notifications and the constant flow of information and noise. #unplug #powerdown #thin…

I didn’t ask if you are “killing it” on LinkedIn. I asked if you are “killing” LinkedIn. If you‘re sending connection requests to prospects and viewing their acceptance of your request as an “opt in” to begin receiving your sales messaging you are definitely helping to kill trust on the LinkedIn platform.…

Is everything taught today in leadership, management and motivation simply derivative of what was developed by some of the original thought leaders in those areas? Just wondering as I reflect on what I’ve learned over the years from several legends.

One of the keys to building momentum quickly in B2B Sales is to know who your ideal client is and to present your offer to them. In this episode I share how to identify your ideal client and how to get your offer in front of them quickly and creatively.

To succeed in sales you must have productive days every day. The key to being productive daily is identifying your most important tasks and committing to doing them.

The 12 Biggest Mistakes B2B Salespeople Are Making Today. What are they? There is a lot of interesting conversation about the state of B2B sales. I’ve listened to the conversation and decided to add my thoughts but in a more practical approach. Today I’ll begin breaking down each of the 12 BIGGEST mistakes.…

B2B sales has always been hard. The question is have you taken time to recognize the six dramatic shifts that have impacted B2B sales since 2009. I recognized them - in some cases the hard way - and share them on this episode.

If you’ve been in sales over the last ten years you’ve heard the statement that the balance of power in sales has shifted from the seller to the buyer. It’s one way of attempting to explain why sales has gotten more difficult. Is this statement true? Is there more going on?

Sales has changed. Got it. Let’s adapt to this new reality. We’re going to be exploring three areas where we need to “get better” - hat tip to Jim Rohn - to continue to be effective sales leaders. I’m excited to be sharing this content with you as we learn together how to adapt and succeed in modern sales.…

Who represents your interests? The insurance company agent or the insurance agency? It’s important to know the difference and what it can mean to your bottom line.

In this episode I share a story from earlier this week that illustrates why you need to know your CSA score. Don’t get caught by surprise. Know your score and address any issues promptly. You can check your score at FMCSA.com with your DOT number.

This question is coming up more frequently as insurance costs have skyrocketed. Deciding whether or not to lease on with a company requires careful consideration. How is your driving record? Will you be able to meet the company’s driver requirements? What type of insurance coverage will you need? And will you be happy driving for someone else? Thes…

Welcome to the podcast. I’m your host, Gregg Fauceglia. Whether you know it or not, when you became a trucker you became the owner of a small business. This podcast will provide insights and knowledge to help you run your business profitably and efficiently. Running a trucking business is expensive. Each episode we’ll discuss a topic to help you ma…

The cold approach to finding new clients can be hazardous today. Be careful!

To succeed in the world of modern selling you need to focus on professional development, not more sales training. In this episode I share some of the topics I recommend you consider. I’ll add to the list and make more information available on each topic to help you learn about and explore each.

Traditional sales tactics aren’t as effective today because the prospective client is better educated about your product or service and just isn’t as likely to respond favorably to these tactics. In fact, you may end up turning them off if you’re still using them. In this episode I discuss why leadership development is more appropriate to succeed i…

While a lot has changed about modern sales. Some aspects of sales haven’t changed. In fact, some things are now more important than ever if you intend to be an effective and successful sales leader.