Daniel Solida, Value Based Selling

SUMMARY: In this episode of the Journey Podcast, host Will Jenkins sits down with Daniel Solida to break down value-based selling in the freight and logistics industry. Daniel shares his path from interning at Coyote Logistics to closing deals at MoLo and now working at Journey. The conversation focuses on how strong sales reps win by identifying a buyer’s core needs, listening closely, and aligning their approach to outcomes that actually matter to the customer. This episode gets practical fast, covering how to ask better questions, when to pause during sales calls, and how genuine rapport drives better results. For freight brokers, logistics sales reps, and anyone sharpening their sales skills, this episode offers clear takeaways you can apply right away. TAKEAWAYS: Identify and align with the buyer’s core needs Shift from features to outcomes Ask sharper questions on sales calls Silence leads to better answers Trust drives buying decisions CHAPTERS: 00:00 Intro 00:31 Daniel Solida’s sales path 05:01 What value-based selling means 08:06 Active listening on sales calls 12:09 Building real rapport 14:11 Final takeaways EPISODE CREDITS: Host, Will Jenkins Creative Director, Erin Sweeney Edited and mixed by Keenan McCarthy Music licensed through Envato LINKS: Be sure to follow and tag @JourneyDelivers on LinkedIn Instagram Twitter Facebook TikTok YouTube ABOUT THE JOURNEY PODCAST: Welcome to The Journey Podcast, where we talk freight, sales, tech, the market and everything in between. Hosted by Will Jenkins, CEO and Founder of Journey, this show pulls from years of building & scaling freight brokerages along with the work our team does with hundreds of clients. We break down how brokers grow, how teams sell, how leaders hire, and what it takes to perform at a high-level in this industry.