Kyle Richards, Difference Between Brokerage & Freight Tech Sales

SUMMARY: In this episode of Sales Bites, host Will Jenkins sits down with Kyle Richards, VP of Sales at CloneOps, to talk about what drives success in freight tech sales. From moving out of brokerage and into tech, to navigating enterprise buying groups, Kyle shares firsthand insights on the sales process, adoption, and relationship building. They also break down how AI in logistics is shaping the future of sales, why implementation and adoption make or break deals, and what sales leaders should focus on to build trust and deliver results. If you’re in freight, logistics, or sales leadership, this episode of Sales Bites is packed with strategies you can apply today. TAKEAWAYS: Kyle Richards’ path from brokerage to freight tech sales. How CloneOps powers logistics teams with an AI-driven communication platform. Why relationship building is critical in sales. The role of AI in logistics and how it enhances sales efficiency. Key differences between selling freight tech vs. traditional brokerage. Best practices for implementation and adoption of new tech. Navigating enterprise buying groups in sales deals. Using customer feedback to drive product development. Why a phased approach works best for implementation. Sales leadership lessons: managing expectations and building trust. CHAPTERS: 00:00 – Intro to Sales Bites with Will Jenkins & Kyle Richards of CloneOps 03:01 – Kyle Richards’ sales career: from logistics to freight tech 05:55 – What is CloneOps? Inside their customizable AI communication platform 09:01 – Sales strategies: Brokerage vs. Freight Tech 11:42 – Relationship building in freight sales 14:49 – Implementation & adoption: Keys to freight tech success 17:40 – Navigating the enterprise buying group in sales 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.