Freight Broker Sales Excellence: Tips, Training, & Landing Shippers

Freight broker sales is challenging. Learn from someone that's done it and repeats it.Logan Dyer is the co-founder at Blackbox Logistics out of Birmingham, AL. Blackbox is a freight brokerage with no assets. The primary hat that he wears for his team is training, which is not common for a co-founder.This episode is packed with unique takes on sales, growing, training in freight brokerage.We talk with Logan about:- hiring salespeople in freight brokerage, what Logan looks for- why he chose to head up training as a co-founder- how they help brokers niche down and learn the industry- preparing new freight brokers for rejection in cold calls- why the prospects telling you "No" are the ones you should lean into- the importance of tone on cold calls- opening cold call lines- are call scripts worth it?- follow-ups- how cold calls are like a dance- the significance of CRM software for their sales team- stories of some of his longest sales cyclesThis is a jam-packed episode with value for those looking to strengthen their sales skills in freight brokerage.